In 2014, KFC increased the sale of one of their flagship products by 56% using a super simple psychology hack.
They spent weeks working with the team at Ogilvy to crack the code.
I’ll teach you how they did it in just 3 minutes:
32. Buyer's girlfriend makes offhand comment about their biggest insecurity 7 days later.
33. Buyer clicks and browses site.
34. Buyer goes to their cart.
35. Buyer finally purchases. 😂
1. Buyer sees ad.
2. Buyer gets distracted by cat.
3. Buyer forgets about brand.
4. Buyer sees organic post 3 days later.
5. Buyer likes organic post.
6. Buyer scrolls on...
7. Buyer goes to work 2 days later.
8. Buyer sees another ad.
9. Buyer clicks and browses site.
10. Buyer gets distracted.
11. Buyer scrolls on.
12. Buyer forgets about brand...
19. Buyer hears friend talking about brand 7 days later.
20. Buyer searches email for discount they got during ATC.
21. Buyer shops Amazon for cheaper price.
22. Buyer gets distracted by Amazon.
23. Buyer scrolls on.
24. Buyer forgets about brand...
25. Buyer is awake late at night after drinking too much coffee.
26. Buyer is doom scrolling.
27. Buyer sees another ad.
28. Buyer clicks and browses site.
29. Buyer gets sleepy.
30. Buyer falls asleep.
31. Buyer forgets about brand...
I booked 32 inbound leads for my agency this month…
100% inbound.
100% from Twitter + Linkedin
This came from:
28 educational posts per week.
2 straight sales posts per week.
1 case study post per week.
Give what you have, the rest will come. 🚀
15 years as a marketer & I had no idea this was a thing...🤯
People are 45% more likely to buy bundles if the mental math is easy -- i.e.: customers can easily divide the price by the number of items in the bundle.
Like this:
✅ 6 shirts for $24
Not this:
❌ 6 shirts for $27
Each headline was created to harbor one specific psychology heuristic (mental shortcut or bias):
1. Loss Aversion
2. Reciprocity
3. Value Payoff
4. Anchoring
5. Social Norming
It only took a week for the winning creatives to skyrocket to the top. 🚀
Two psychology concepts were clear winners:
🏆 Reciprocity: “You wanted free french fries, but we’ll meet you halfway with our french fries for $1.”
🏆 Anchoring: “A deal so good you can only buy four.”
1 / Always test your offer using psychology heuristics.
Use Anchoring to give your customers a reasonable limit to how much they can buy. This will not only create dopamine and motivate them to buy MORE, it will also signal social behavior - a limit must mean people want it!
I feel dumb for not knowing this…😅
According to science, rounded buttons have higher click through rates than buttons with sharp edges.
🚀 Rounded buttons saw 17% - 55% higher clicks than sharp edge ones.
Who knew??
In 2010, Old Spice increased the sales of a failing flagship product by a whopping 60% using a super simple psychology hack.
Their agency worked for months to develop a strategy that would save the brand.
I'll teach you how they did it in just 3 minutes:
The winners resulted in KFC creating both radio and TV ads around the core psychology concept that resulted in a 56% increase in french fry sales that year.
The Anchored ad was so effective, it increased sales of 4-pack fries by a whopping 84% 🤯
🧠 Psychology for the win.
Friends…🤩🤩🤩
It’s a good day to hit 10K…
Every single person on this app has imposter syndrome (including myself), & every single one of you has something amazing to share.
Be afraid, do it anyways. ❤️
Thank you for 2 years of great convos & even better friendships.
➡️ High CTR, low CVR?
🔥 Iterate your landing page.
➡️ High CPA, low CVR?
🔥 Iterate your image.
➡️ High CPA, low CTR?
🔥 Iterate your text.
➡️ High Hook, low Hold rate?
🔥 Iterate the last 50% of your video.
➡️ Low Hook, high Hold rate?
🔥 Iterate your hook.
Wanna try this for yourself? Next time you run an offer…
❌ Don't say: "Limited time only!"
❌ Don't say: "We sell out fast!"
❌ Don't say: "Overstock sale!"
❌ Don't say: "On sale now!"
Try this instead…
🚨 If you're going to run ads, a creative strategy is a must...
…And if you're going to run a creative strategy, an AD strategy is a must. 💰
This is the exact ad strategy I use to help brands cut their advertising costs by 40%.
Here’s how it works…
🤔 How can you tell if an ad in FB Ads Library is performing?
Here's what I look for when looking for inspiration...
😱 Duplications - Over 9️⃣ different versions of this ad are currently running.
📆 Duration - These ads have been running since October 10th of last year.
TRANSPARENCY POST: life is really good right now.
I have a profitable consulting business that requires 10-15 hours of my time each week. I work with some of the biggest brands in the world. My clients are some of the most talented people on earth.
Here’s the problem though…
🚀 4 posts a day.
🚀 5 days a week.
🚀 52 weeks of posts.
🚀 1040 individual tweets.
🚀 1040 individual LinkedIn posts.
🚀 2080 posts a year.
🚀 2 years in a row.
If you’re wondering what it takes to build a personal brand. Start here.
CREATIVE HACK 💎
1/ Go to .
2/ Enter a question your customers ask a lot.
3/ Enter in an obscure name (to make it believable).
4/ Slap that over a video response.
5/ Rinse and repeat.💰
DID YOU KNOW: Studies show that ad clicks were 3x higher when products were grouped in the center of the frame and white space was added.
Psychology FTW 🧠
Read the study:
🚨Are you still using angles to test your creative ideas?
Millions of angles are tested every year, yet 99% of them will fail.
❌ Don’t test angles - test emotions!
Here’s the 9 emotional motivators customers use when purchasing (and how you can use them to score more sales!)
Such an epic week! 🤩
First an all out PEAK experience at the
@triplewhale
Whalies event, then BIG news…
🔥 I’ve been promoted to Director of Growth Marketing at
@knocommerce
! Joining
@JeremiahPrummer
&
@Bbruhis
as they grow one of the best consumer insight tools in the biz.
👀 >>>> If you’re looking for creative inspiration for your next round of ads, look no further!
Here’s a deep-dive thread full of creative breakdowns. ⬇️⬇️⬇️
🧵
Like this Tweet? Then you’re gonna love my newsletter! 🔥
Join 754 of the brightest DTC marketing minds who are using psychology-based creative to help boost their ad performance in 2023.
Sign up for the newsletter here ➡️
In 2014, KFC increased the sale of one of their flagship products by 56% using a super simple psychology hack.
They spent weeks working with the team at Ogilvy to crack the code.
I’ll teach you how they did it in just 3 minutes:
➡️ High CTR, low CVR?
🔥 Iterate your landing page.
➡️ High CPA, low CVR?
🔥 Iterate your image.
➡️ High CPA, low CTR?
🔥 Iterate your text.
➡️ High Hook, low Hold rate?
🔥 Iterate the last 50% of your video.
➡️ Low Hook, high Hold rate?
🔥 Iterate your hook.
💎 Hook hack:
When recording a voiceover for your hook, draw your viewer in by giving them SOME information, but not ALL of it. For example:
😱 “I almost didn't buy this…”
🤯 "I wish I knew about this brand before!"
😵💫 "Say what you want about this brand..."
Almost all the 9-fig brands I’ve worked with use the same creative strategy.
Oddly enough, it’s such a simple strategy that I can explain it in just 6 tweets:
(Really, just bookmark this one).
💰The biggest brands in the world use premium pricing to steal their competitor’s customers:
Starbucks charges $8+ for coffee.
LuLulemon charges $150+ for yoga pants.
Yeti charges $400+ for a cooler.
Hermes charges $5000+ for a purse.
How they get away with this is brilliant…
➡️ High CTR, low CVR?
🔥 Iterate your landing page.
➡️ High CPA, low CVR?
🔥 Iterate your image.
➡️ High CPA, low CTR?
🔥 Iterate your text.
➡️ High Hook, low Hold rate?
🔥 Iterate the last 50% of your video.
➡️ Low Hook, high Hold rate?
🔥 Iterate your hook.
1M views. 🤯
23,201 engagements.
353 new followers.
4,889 new profile views.
548 new email subscribers.
All in 48 hours.
Twitter friends, you’re the best. ❤️
Thanks for humoring my weird obsession with psychology. 🥹
In 2014, KFC increased the sale of one of their flagship products by 56% using a super simple psychology hack.
They spent weeks working with the team at Ogilvy to crack the code.
I’ll teach you how they did it in just 3 minutes:
3 / Don’t stop testing until you get it right.
Remember - before they spent a dime on ads, KFC drafted 90 different ways to say $1.00 fries. Testing randomly isn’t gonna cut it. Be thoughtful with your tests and don’t quit until it works.
🤩
@VessiFootwear
knows ads (literally one of my favorite brands to study). If I was going to iterate one of their top ads, this is how I would do it...
1️⃣ Add an emotionally-charged (generationally appropriate) headline.
2️⃣ Follow with psychology-based, humor-focused copy.
I spent 4 hours this weekend reading the Handbook on the Psychology of Pricing by Dr. Markus Husemann-Kopetzky.
Here’s * 8 * pricing psychology facts you need to know before you start discounting:
😱 A few weeks ago, I promised to make 100 ads for FREE...
This week, I iterated an ad from a pre-existing winner for Rainier Watch and I'm stoked for this result. Using value props from the website, a few customer reviews, and a whole lot of coffee, you get this...
@austriker27
Been saying this for years…
If your competitors can take it away from you, it’s not a USP. Psychological value is the only true differentiator.
(Liquid Death’s CEO Mike Cessario agrees with me 😆).
I can’t believe it took me 12 years to learn this…
When crafting an offer, you should ALWAYS share the restriction first, then the offer — like this:
✅ “Select tickets: 30% off.”
❌ “30% off select tickets.”
🤩🤩🤩 I have some BIG NEWS....
I get to speak on the Future of Advertising track at
@AdWorldOfficial
this year! 🤩
Never thought I'd speak on a global stage...yet here we are.
Best part - you can watch it from anywhere March 29-30! Check out
@AdWorldOfficial
for details...
⭐️
How marketers say it:
“Our protein powder doesn’t upset your stomach and tastes great.”
⭐️⭐️⭐️⭐️⭐️
How customers say it:
“It’s like donuts and apple pie had a gut-friendly protein powder baby.”
👂LISTEN: humans have a tendency to spend MORE when they see higher priced items FIRST!
This is also why you might be getting low AOV’s. If your products are listed from lowest price to highest, try reversing the order (and thank me later).
❌ WEAK ADS SAY:
“Our products are high quality.”
“Our brand cares about customers.”
”Our product is better than others.”
✅ STRONG ADS SAY:
“This is the man your man could smell like.”
“Be like the most interesting man in the world.”
“Mikey hates everything…but he likes us.”
In 2021, three first-time brand founders crossed the 8-figure mark, capturing over 150,000 customers worldwide & generating $25M in just 24 months.
Their brand is one of the greatest DTC success stories of all time.
Here’s why Obvi became a breakout brand…when others didn’t:
☹️ I get discouraged by all the “gurus” sharing the success of their $$$-figure months…because I know they’re probably over-stacked with clients and living in a mouse wheel.
Let’s start promoting a healthy work/life balance, instead of just promoting a big bank account.
Is there a podcast where we don’t interview the gurus, but instead interview founders who need their questions answered ASAP, so they call in and get connected with an experienced person who knows what to do in that space? Like a DTC call show?
…or should I just create one? 😆
➡️ High CTR, low CVR?
🔥 Iterate your landing page.
➡️ High CPA, low CVR?
🔥 Iterate your image.
➡️ High CPA, low CTR?
🔥 Iterate your text.
➡️ High Hook, low Hold rate?
🔥 Iterate the last 50% of your video.
➡️ Low Hook, high Hold rate?
🔥 Iterate your hook.
I’m a creative strategist that uses consumer psychology to help scale my client’s paid advertising campaigns.
Here’s my take on where the Creative Strategy industry is headed next…
❌ You're not selling supplements...
✅ You're selling insurance on future health issues.
❌ You're not selling makeup...
✅ You're selling confidence & security in a bottle.
❌ You're not selling chocolate...
✅ You're selling recognition & comfort…1 bite at a time.
2 / Use clicks as your base measurement.
We’re going for VALIDATION before CREATION. The quicker we can get people to stop and click, the faster we’ll make the sale when duplicating the concept everywhere else.
The Creative Strategist’s Ideation Toolkit:
Answer the Public
ChatGPT
Foreplay
Google Keywords
Google Trends
Pinterest Trends
TikTok Trends
Reviews
Reddit
Any I missed?
SOMEBODY TEST THIS.
According to science, slower video sequences can increase clicks on luxury products by up to 17.7%, and decrease price sensitivity by 11.4%. 🤯
So I'm thinking...what about a product that ISN'T luxury? Does it have the same effect? 🤔 Somebody test this...
“In order to bring the right ingredients into the mix, we looked at the literature and found 18 different principles from psychology most relevant to the perception of value within fast-moving consumer goods.”
Magic Spoon has all the makings of powerful creative:
🤳UGC-style thumbnails.
🪝Curiosity-driving hooks.
🤩 Great use of emojis.
✅ Guilt-reducing guarantee.
🕵🏽♀️ They’ve also hidden clues about their customer’s biggest emotional motivator within their copy…can you find it??
Say it with me:
Target with the image, tempt with the text.
Target with the image, tempt with the text.
Target with the image, tempt with the text.
Target with the image, tempt with the text.
Target with the image, tempt with the text.
❌ You're not selling men’s razors...
✅ You're selling an lifetime of daily confidence-boosting experiences.
❌ You're not selling pajamas...
✅ You're selling self-care and a calmer nervous system.
❌ You're not selling tea...
✅ You're selling pleasure…1 sip at a time.
⬇️⬇️⬇️ These two ads say the same exact thing in two different ways.
🤔 But which one will customers react to best…the percentage discount? Or the dollar discount?
If I’m being honest…
Getting 8 hours of sleep
Eating less processed food
Drinking more water
Cutting caffeine
Cutting down on sugar
Limiting blue light after 8PM
Getting up at 5AM
Hitting 10,000 steps
Drinking mushroom coffee
& decreasing my stress…
…is stressing me out. 😂
Repeat after me…
Not everything I see on Twitter applies to my business.
Not everything I see on Twitter applies to my business.
Not everything I see on Twitter applies to my business.
Not everything I see on Twitter applies to my business.
To all those high achievers who started a brand so they could work whenever they wanted…
…how’s those 80 hour work weeks treating you? 😂
(It me though.)
😵💫 For years, I thought every marketer knew...
When analyzing ads, the brain will try & match the image concept to the text concept. If it can't do that within milliseconds, it conserves its precious energy by scrolling.
Engagement is first determined by energy, not desire.
We talk a lot about conversion rates, open rates, hooks, and click through rates…
When are we going to start talking about generational purchasing trends? Consumer confidence indexes? Human behavior?
Society affects your results more than you know.
It's time we talk about it.
❌ MYTH: "Offering a discount during BFCM is what our customers expect and it’s the only offer that works."
✅ TRUTH: Studies show that offering a discount can (and eventually will) lower the perceived value of your product and your brand.
Plus, there’s a better way…😏
Every DTC brand needs to realize they’re not in the product business, they’re in the content business.
Learning how to hire people who can:
Prompt
Shoot
Edit
Write
Design
And storytell…
And do it CONSISTENTLY will make you one of the most profitable brands on the market.
Running out of creative ideas this week?
Let’s fix that.
1/ Choose a simple image.
2/ Overlay a black background.
3/ Drop opacity to 70%.
4/ Overlay “sensitive content”-type text (specific to your customer’s problem).
5/ Drop in a CTA button and you’re GOLDEN.
🔥 I'm challenging myself to write a book (combining all my best tweets & trainings) in the next 45 days.
This in-depth resource contains everything I know about crafting 9-figure creative strategies...& I want to share it with you!
Get early access ➡️
DTC job openings be like:
“We need a hungry, savage, relentless hustler who eats and breathes excellence, achieves goals in their sleep and devours challenges for breakfast. Must have 10X’d their brain capacity within the last 2 months. Must own a tiger and at least 1 Lambo.” 😂
I am a 27 year old male.
I have 2 Huskies.
I live with a roommate.
I struggle with anxiety.
I love seafood.
I work long hours.
I am a dedicated weight lifter.
You are a company that sells weighted anxiety reducing blankets.
What advert would you show me to get me to buy TODAY?
🚀 Level 1 Marketing: “We just need to run ads.”
🚀 Level 2 Marketing: “We just need to run better ads.”
🚀 Level 3 Marketing: “Ads alone won’t cut it. We need a sophisticated marketing approach based on emotional data and repeatable systems.”
I used to think I wanted to make $5K/day.
Now all I want is to see a movie in the actual theater, play with my kids every day, and go to bed early.
Not all roads lead to money and that’s ok.
This is how you do psychology-based creative CORRECTLY. 👊 Huel is nailing their emotional motivator (Security) & their prominent angle (lazy dieters) so well with this ad.
📸 Dopamine-inducing photography.
✅ Benefit-driven headline.
🎯 Killer ad.
Adding this to my Favorites.
🚨 TREND ALERT: static ads are making a comeback!
Seeing this work for quite a few accounts, especially since we're past the Q1 New Year frenzy. February performance was lower all around, but starting to see a pickup from statics!
Anyone else seeing the same?