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To attack a rival is never good advertising. Don't point out others'
faults. It is not permitted in the best mediums. It is never good
policy. The selfish purpose is apparent. It looks unfair, not sporty.
If you abhor knockers, always appear a good fellow.
Show a bright side, the happy and attractive side, not the dark and
uninviting side of things. Show beauty, not homeliness; health, not
sickness. Don't show the wrinkles you propose to remove, but the
face as it will appear. Your customers know all about wrinkles.
In advertising a dentifrice, show pretty teeth, not bad teeth. Talk
of coming good conditions, not conditions which exist. In advertising clothes, picture well-dressed people, not the shabby. Picture successful men, not failures, when you advertise a business course.
Picture what others wish to be, not what they may be now.
We are attracted by sunshine, beauty, happiness, health, success.
Then point the way to them, not the way out of the opposite.
Picture envied people, not the envious. Tell people what to do, not what to avoid.
Make your every ad breath good cheer. We always dodge a
Lugubrious Blue. Assume that people will do what you ask. Say,
"Send now for this sample." Don't say, "Why do you neglect this
offer?" That suggests that people are neglecting. Invite them to
follow the crowd.
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