Demand Curve - Growth Newsletter #213

The Growth Newsletter #213

Break the Fourth Wall

Today, we cover a timeless tactic to build trust (and stand out).

One that dates back to theatre performances in Ancient Greece and Rome.

Let's dive into how we can leverage it.

– Neal

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Break the Fourth Wall

Insight from us :).

In film, stage, and TV, there’s a concept of the “fourth wall”—the unseen wall that separates the audience and the performers.

The separation between actor and audience makes for a more believable story.

“Breaking the fourth wall” is the intentional act of either:

1. Speaking directly to the audience: The performer makes eye contact with the audience and talks to them as co-conspirators in the action. If you’ve seen House of Cards, Frank’s monologues to the camera are a perfect example.
2. Breaking character: The performer talks about the performance—referencing it as a movie, show, etc.

Breaking the fourth wall is a way to connect with the audience and build trust.

This is also a tactic used in a bunch of ads.

Let’s talk about both styles:

Speaking to the audience

Traditional video ads create a scene where people are experiencing a problem and the product is presented as the solution to that problem.

It’s a performance.

Other video ads are just showing the product in action and talking about its features.

Static ads try to do both with punchy copy or intriguing images.

Dollar Shave’s Club famous ad has the actor staring at the camera the entire time:

Old Spice’s famous ad takes it up a level by talking directly to the women watching and references their male partners:

Bonus points for the complicated production to make it absurd.

Lastly, this is basically every UGC ad out there

A creator or user speaks directly to the camera and talks about their experience.

Breaking character

Here, instead of just speaking directly to the audience, you call out the fact that you’re trying to sell something to them.

L’Oréal’s ad is one of my favorites

This ad is genius because the hook is intriguing when contrasted with the traditional feminine image of lipstick.

Surreal and Oatly do this a lot and weave in humor

RxBar does it to lean into their “No B.S. ingredients” mantra

The core idea behind it is that even their ads are “no B.S.”

Lastly, this amazing ad from Lewis Capaldi

I love this ad because it:

• Hooks you first with an insane visual
• Rehooks you with the credibility hook style
• He leverages that credibility & social proof while also making fun of himself so it doesn’t come off as bragging
• It’s subtly breaking the fourth wall by saying “you” and “I” and is acknowledging that he’s created an ad begging for your attention.

It’s unignorable. It’s funny. And it’s quirky enough to go viral on social.

Try it yourself

The next time you’re creating content or ads, try breaking the fourth wall:

1. When creating videos, try speaking directly to the audience.
2. When creating static or video content, try explicitly or subtly calling out that it’s an ad.

Have fun with it!

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Something fun

I love that FedEx leveraged the notoriety of DHL’s colors to bash them without needing to use their trademarked logo.

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Thanks, everyone!

Neal O'Grady

Justin Setzer

Nick Costelloe