The strongest brands are the ones with the most distinctive personalities. But even a weak and faded personality is better than none at all.

A brand with a personality is an imaginary character in the minds of the customers of that brand. It is similar to the characters in syndicated television shows, bestselling novels, and big movie franchises.

Meryl Streep, Julia Roberts, and Robin Williams are actors, but they are also characters in your mind.

Willie Nelson, Michael Jackson, and Taylor Swift are musicians. but they are also characters in your mind.

Brands are like that.

Two people are now going to tell us about books.

Dear Person Reading This,

A writer can fit a whole world inside a book. Really. You can go there. You can learn things while you are away. You can bring them back to the world you normally live in.

You can look out of another person’s eyes, think their thoughts, care about what they care about.

You can fly. You can travel to the stars. You can be a monster or a wizard or a god. You can be a girl. You can be a boy. Books give you worlds of infinite possibility. All you have to do is be interested enough to read that first page…

Somewhere, there is a book written just for you. It will fit in your mind like a glove fits your hand. And it’s waiting.

Go look for it.

Neil Gaiman

A Velocity of Being, Letters to a Young Reader, p. 22

Brands are like novels and movies and TV shows. Brands are like hit songs. Brands are like actors and musicians. Brands are like good books.

Here is the second person.

Dear Reader,

When I was 12, I was given a scholarship to a private girl’s school in the town where I lived. All the other girls came from another – wealthier – town. They were driven to school in Jaguars and Mercedes Benzes. They ate artichokes. No way would I ever fit in.

In the midst of my funk, the English teacher assigned A Member of the Wedding by Carson McCullers. As it happens, Frankie, the book’s heroine, is also 12 and also wants to belong. Her yearning is such that she wants to know everyone in the world and for everyone to know her – exactly what I wanted!

That’s what stunned me, not just the intensity of the longing, but the specificity. It meant – it had to mean – there were other people in the world like me. Not just Frankie, a fictional character, but the author who had to have felt that way herself in order to give Frankie that longing. I felt such an intimate connection with her, as if she’d looked deep inside me and knew me in the way I wanted the world to know me. Reading didn’t just offer escape; it offered connection!

All these years later, I just have to look at my copy of A Member of the Wedding on my bookshelf to experience again how I felt when I first read it and to feel the full force of that connection: to Frankie, to Carson McCullers, to the 12-year-old girl I was, and to 12-year-olds everywhere.

Emily Levine

A Velocity of Being, Letters to a Young Reader, p. 52

A brand with a personality is like A Member of the Wedding, written by Carson McCullers.

Who was the first ad writer to give a brand a distinctive personality?

That’s like asking, “Who built the first car?” To answer that question, we would first have to agree upon the defining characteristics of a car.

For us to agree upon “Who was the first ad writer to give a brand a distinctive personality,” we would first have to agree upon a definition for the word “distinctive,” and then we would have to agree upon what constitutes a “personality.”

We could do that, or you can just trust me when I say that Carl Benz built the first car in July of 1886 and Bill Bernbach created the first brand with a distinctive personality in 1958. The ad is not logical. It does not speak of features and benefits. It does not feel like an ad.

Ads with personality are captivating and engaging because they give you a look at something through the eyes of someone else.

In this case, we are listening to a catty cat, an obvious metaphor for a snobbish society matron.

You might be thinking, “That ad isn’t special. I see ads like that all the time.”

These are my responses:

(1.) No, you see ads like that occasionally, perhaps 1 in every 1,000 ads you encounter. You only think that you see them “all the time” because when you do see one, it has an impact on you. Your mind has been ignoring the 999 others because they are uninteresting and predictable.

(2.) Keep in mind that we are talking about 1958. In those days, this ad was revolutionary.

A year after Bill Bernbach wrote that first Ohrbach’s ad, a group of Germans came to America and asked, “Where can we find the man who writes those ads for Ohrbach’s?” And thus the legendary “Think Small” campaign for Volkswagen was born.

Volkswagen, a small car with an air-cooled engine from Germany, quickly became a powerful brand with a cult-like following. And this happened in America just 14 years after the end of WWII. Don’t tell me that ad writers don’t make a difference.

I began this journey by accident.

For many years, I have quoted Bill Bernbach’s famous statement, “I’ve got a great gimmick. Let’s tell the truth.”

The truth is that he never said it, and he never claimed to have said it.

Bill was searching for a new gimmick for Ohrbach’s Department Stores when his client Nathan Ohrbach looked at him and said, “I’ve got a great gimmick. Let’s tell the truth.”

It is foolish to create a personality for a company that doesn’t already have one. Great ad writers perceive the personality that is already alive within the company. And then they amplify it.

If you try to give a personality to a company that doesn’t already have one, the customers who respond to your ads will feel they have been deeply misled and betrayed. You can put lipstick on a pig, but everyone who encounters that pig will still recognize it as a pig.

Bill Bernbach never did that. He found the truth, amplified the truth, and then proclaimed the truth. When I recently learned what Bill Bernbach really did say, it freaked me out a little. Things that I have discovered, developed, practiced, and written about for more than 40 years had been discovered by Bill Bernbach before I was born.

This is Bill Bernbach:

“A great ad campaign will make a bad product fail faster. It will get more people to know it’s bad.”

“There is no such thing as a good or bad ad in isolation. What is good at one moment is bad at another. Research can trap you into the past.”

“We are so busy measuring public opinion that we forget we can mold it. We are so busy listening to statistics, we forget we can create them.”

“Our job is to bring the dead facts to life.”

“An idea can turn to dust or magic depending on the talent that rubs against it.”

“The real giants have always been poets, men who jumped from facts into the realm of imagination and ideas.”

“If you stand for something, you will always find some people for you, and some against you. If you stand for nothing, you will find nobody against you, and nobody for you.”

Richard Kessler owned an invisible little jewelry store in a sad little strip center in Menomonee Falls, Wisconsin. Everyone in Menomonee Falls was willing to drive 21 miles to Milwaukee, but no one in Milwaukee was willing to drive 21 miles to Menomonee Falls.

But that’s exactly what we needed them to do.

Richard had vision and courage, but so do a lot of other business owners. The reason I agreed to work with the Kess-Man is that he was willing to be vulnerable. The man had genuine humility.

If a client doesn’t have humility, they won’t let you write ads that reveal their heart.

We had a tiny little ad budget, so we ran weird radio ads late at night that ended with Richard saying, “Kesslers Diamonds, inconveniently located on Appleton Avenue in Menomonee Falls.”

Humorless people assumed that Richard had misspoken. They called the radio stations and said, “He’s not saying ‘conveniently located.’ He’s saying ‘inconveniently located.’ That man is saying ‘inconveniently located!’ You need to correct that.”

My goal was for you to feel that you knew Richard Kessler. I liked Richard and I wanted you to like him, too. To like him, you just needed to get to know him.

We did it in 60-second increments.

If you win the heart, the mind will follow. The mind will always create logic to justify what the heart has already decided.

Kessler taught every employee to think and feel like they owned the store. He gave each of them his full authority. No employee at Kesslers ever had to “check with the boss” to make a decision. They were able to make gigantic decisions without having to check with him or with anyone else. That’s real vulnerability.

When Richard Kessler had grown the company 70 times bigger than it was when we got started, he gave his employees the company.

Kesslers Diamonds is the largest employee-owned jewelry store in America. They have 9 big stores across Wisconsin and Michigan with plans to open a lot more.

I shared that story with you to make you understand a transformative truth: Passion, pride, and confidence are overrated. The world is full of idiots who are passionate, proud and confident.

Untempered passion, pride, and confidence create a strutting peacock, a coarse cliché, a cardboard cut-out wearing an Armani suit. If you write ads for such a person, you must target people who want to be that person. Count me out.

If you want to write successful ads that win the hearts and minds of millions, look for business owners who have humility, vulnerability, and generosity.

America loves Warren Buffett – not because he has billions of dollars – but because he has humility, vulnerability, and generosity.

Be like Warren Buffett.

© Roy H. Williams

Executives often make trade-offs, prioritizing wealth and recognition over family and a grounded life. But are the benefits of these trade-offs worth it? That question prompted Butch Meily to write a memoir about the years he spent as an aide to Reginald Lewis, the first African-American to build a billion-dollar company. Reginald reached extraordinary heights and brought Butch along with him. But the lives of these men provide a cautionary tale of the price each of them paid for their achievements. Spend a few minutes with Butch Meily and roving reporter Rotbart today and you will learn how to build boldly, lead wisely, and never forget to live. MondayMorningRadio.com.

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