This article hails from the pre-politically correct era of exclusive male pronouns.
It’s succinct and still amazingly insightful in 2015 because we face the same problems ad writers of fifty years ago did, namely: “what to say,” “how to say it” and “where and how to start.” The boldings and italics are mine.
“I Write With My Ears”
by Gene Schwartz
Copywriting is the simplest of all possible jobs. It consists solely of turning items into ads, of making the physical verbal, of constructing an emotional holograph of the product so convincing that people will part with their good money to share it.
To produce copy, therefore, is not really to write it into being, but to listen it into being. In other words, to be a semi-passive conduit between the producer of the item, and its needer. Between the man who makes it do what it does, and the other man — somewhere out there — who needs what it does.
The first step, therefore — the essential step — in turning an item into an ad, is turning yourself into a listener.
You listen two ways: first with your ears, and then with your eyes. You hear everything you can about the product, and then you read everything you can about the product.
The thing that astounds me, when I read most ads, or work with writers, is that they really haven’t bothered to listen deeply enough. This is most obvious in book copy, where you can check the ad against the text. But it also stands out quite clearly in product advertising, where you can check the ad against the way the product works for you.
Lazy ears produce bad ads. Here’s what I’ve discovered about sharpening mine:
1. Sit down with the owner of the product — the man who’s hiring you — and pump hell out of him. Put on a tape recorder and have him talk for 3 or 4 hours. Ask him where the product came from, what it does, what are its problems and how he’s tried to cure them, why it’s better than its competitors, who likes it, who doesn’t like it, what proof he’s got that it works, what strange uses have people got out of it, what funny stories has he accumulated in regard to its manufacture or use, what problems was he trying to solve when he created it, how would he improve it if he had unlimited money, what causes most of his refunds, who works for him to help him make it, how it is made, how does he keep up the quality, who writes him what about it, etc.
2. Talk to his customers. Do it in person or on paper. See if they agree with him. If they don’t, find out why.
3. Listen to his competitors. They often tell you more about the opportunities they’re missing in their ads, than the opportunities they’re seeing and therefore seizing. Let them write a possible head or two for you, out of the body copy of their ads.
4. Then put all the material down, in one big pile, and underline it. Start blending it together like you’d make a cake. Give it, first, priority (your head and sub-heads); and then, order (the body claims). And then type it up — preferably adding little of yourself except as selector and condenser.
Want examples? Well, Joe Cossman spoke my most successful fishing lure head “SWIMS UNDER ITS OWN POWER” — I just put it on paper for him.
Harry Lorayne blurted out my longest-lived book head: “GIVE ME 15 MINUTES AND I’LL GIVE YOU A PUSH-BUTTON MEMORY.” Again, I just put it on paper.
Martin Edelston dreamily pronounced my best-known newsletter head: “READ 300 BUSINESS MAGAZINES IN 30 MINUTES.” I just picked it out of a 17-page transcript a day later.
And Bill Bartman came up with “FLOATS FAT RIGHT OUT OF YOUR BODY”… Dave Ross with “INSTANT LEARNING” … Clem Martin with “WORLD’s FIRST EFFORTLESS EXERCISER.”
You see? People constantly ask me why I haven’t burned myself out by now… how I can write three or four fresh ads each week without going crazy.
The answer is simple: I don’t write them. I listen them. And you can too.
Lin Stone says
I hang onto every word you write. The inspiration to write better is worth millions, and the the ideas you share are priceless. Thank you.
Thanks for this Lawrence. Eugene’s approach to writing copy – one based on freakishly deep research – was a major turning point for me.
Question: Does your archiving service include The “300 Business Magazine’s…” ads? I’ve been looking high and low for those famous ads that Eugene wrote for Boardroom, and can’t find a single one.
Michael Irvin says
Another great article Lawrence. These are simple techniques but they are often ignored.
I, Michael Irvin, also think that listening to customers is an essential part of any marketing campaign or internet site development.
In regards to Lawrence Bernstein, I believe Lawrence to be one of the greatest contributors to copywriting ever. In fact, Lawrence Bernstein has given us a virtual museum of the work of the great masters. I love art but, I would rather read the articles and works posted and displayed by Lawrence during my downtime then visit the Metropolitan Museum of Art in NYC. And really like the MMA NYC.
I have studied Lawrence’s articles and posts for years as part of my education process to become an expert marketer, expert in business management,and expert copywriter. I also developed http://www.developuniversity.com with using the techniques that I learned from this genius.
Donnie Bryant says
I love Gene Schwartz’s copy!
Is the sentence “Lazy ads produce bad ads” correct. It seems like “lazy ears” would make more sense.
Thanks for sharing this, Lawrence!
Lawrence Bernstein says
Okay, Michael, thanks! You’ll get no rebuttal from me — and not just because I’m hopping in the car to drive to Phoenix. 🙂
Jim Rodante says
What an incredible, simple, and oh so useful article. This one gem from Schwartz could make any of us better copywriters than 90% of the “posers” out there.
Thank you for sharing, Lawrence.