Category: Excerpts

💎 You’ll never be a good writer of anything if you just sit in your office and stare at your desk

2. Leave the office

Before you even open your pad, open five other things You ears, your eyes and your mind.

You’ll never be a good writer of anything if you just sit in your office and stare at your desk. Your raw material isn’t in the office or in Groucho’s for that matter. It’s out on the streets. Look at pictures. Listen to music. Go to films. See plays. And more importantly look at people. They’re those funny things with two legs we’re meant to be writing about, remember.

It sounds obvious but it’s amazing how many people in our incestuous little business just spend their spare time with other people in this incestuous little business.

Get out. And observe.

For instance, the Castlemaine xxxx campaign would never have happened if my parents hadn’t sent me to Australia to make a man of me. This it conspicuously failed to do. But it did teach me how to get bitten by a wild cockatoo, how to cheat at poker, and fifteen years later how to write a xxxx ad.

Excerpt from: D&Ad Copy Book by D&AD

💎 On the need to dig for concrete and specific details that appeal to the senses

Novelist Joseph Conrad once described his task this way: “by the power of the written word to make you hear, to make you feel — it is, before all, to make you see.” When Gene Roberts, a great American newspaper editor, broke in as a cub reporter in North Carolina, he read his stories aloud to a blind editor who would chastise young Roberts for not making him see.

When details of character and setting appeal to the senses, they create an experience for the reader that leads to understanding. When we say “I see,” we most often mean “I understand.” Inexperienced writers may choose the obvious detail, the man puffing on the cigarette, the young woman chewing on what’s left of her fingernails. Those details fail to tell – unless the man is dying of lung cancer or the woman is anorexic.

At the St. Petersburg Times, editors and writing coaches warn reporters not to return to the office without the name of the dog.” That reporting task does not require the writer to use the detail in the story, but it reminds the reporter to keep her eyes and ears opened.

Excerpt from: Writing Tools: 50 Essential Strategies for Every Writer by Roy Peter Clark

💎 On the importance of a spectacle in advertising

We want above all, throughout this brief historical overview, to draw attention to an aspect of advertising which is too often forgotten today: a certain openness, an innocence which we find in the earliest forms of advertising. It comes just as much from a liking for spectacle, for playing with words, for putting on a performance, as it does from a desire to sell. These two things are intimately bound together: the actual sale is only one element in the acting out of a shared event, which is infinitely richer than the simple two-way relationship of seller and buyer…

Excerpt from: Why Does The Pedlar Sing?: What Creativity Really Means in Advertising by Paul Feldwick

💎 How advertisings quest for professionalism led it to disregard some of its successful factors

The quest for professionalism was understandable, some aspects of it necessary and even admirable: a lot in advertising’s past had its disgraceful side. But along with the genuinely shoddy and dishonest practices, the new technical/ rational world of advertising also attempted to disown and deny qualities that have always been central to successful selling and brand creation — qualities of playfulness, subversion, popular appeal, ambiguity, the pleasures of the childish and the illogical, the carnival world of satire, eroticism, talking animals and general nonsense — everything that the emerging professional/managerial culture despised and rejected.

Excerpt from: Why Does The Pedlar Sing?: What Creativity Really Means in Advertising by Paul Feldwick

💎 On making the most of your deadline

Call me irresponsible, but I always wait until the traffic man, appears at the door, purple-faced and screaming for my copy. Then I write it. I find there is a direct correlation between rising panic and burgeoning inspiration. Incidentally, I’ve fully exploited this technique for writing the piece you’re reading now. My apologies to all at D&AD.

Excerpt from: D&Ad Copy Book by D&AD

💎 10 things that marketers have taught us about Millennials

  1. Millennials like stuff.
  2. Millennials don’t like other stuff.
  3. Conveniently, all Millennia’s like exactly the same stuff.
  4. Millennials are completely different from every other generation, in that they were born at a different time. That much we can agree on.
  5. We can’t actually agree on when Millennials were born.
  6. Millennials will not persist with anything that doesn’t keep them interested. When writing for Millennials, you must be unceasingly entertaining.
  7. When writing about Millennia’s, you must be unceasingly boring.
  8. Millennials will immediately detect if you’re being condescending, the clever little scamps.
  9. You do not simply ask Millennials what they think, you ‘tap into their mindset’
  10. Millennials don’t like Apple. They don’t like broccoli either, but that’s kids for you.

Excerpt from: Eat Your Greens by Wiemer Snijders

 

💎 On giving the reader permission to believe

Despite universal cynicism towards salesmen in general and ads in particular, there’s a part of us that really wants to believe we’ll have more and better sex if we use a certain aftershave or hair conditioner. Unfortunately that part is patrolled by a beefy armed guard who can easily wrestle inanities like this to the ground. What our beefy armed guard needs is enough supporting logic to accept your premise and not look like an idiot. DDB’s advertising for Avis didn’t just say Avis tried harder; it said when you’re only number two you have to — or else.

Excerpt from: D&Ad Copy Book by D&AD

 

💎 We can’t stand a mismatch between our actions and thoughts (Benjamin Franklin Effect)

because we hate cognitive dissonance: we can’t stand a mismatch between our actions and thoughts. So if we find ourselves helping someone out, we’ll unconsciously adjust our feelings for them. After all, we don’t want to feel we’re valuing someone who doesn’t deserve it. In one key study, students won money in a contest; afterwards, some were asked to return it because, they were told, it was the hard-up researcher’s own cash. In a subsequent survey, that group liked the researcher significantly more than those who weren’t asked to give any money back.

The implications are striking. Don’t suck up to your boss – make demands. Don’t shower your friends with gifts – ask to borrow their stuff.

Excerpt from Help!: How to Become Slightly Happier and Get a Bit More Done by Oliver Burkeman

💎 A Tip for Writing in the Active, not the passive voice (by Zombies)

There’s a neat trick – first suggested, as far as I can discover, by the American academic Rebecca Johnson – for identifying a passive construction in case of doubt. Try adding ‘by zombies’ after the verb. If you can do so, you’re looking at the passive voice.

‘Everyone loves by zombies’, America’s Got Talent, is recognisably not English. ‘America’s Got Talent is loved by zombies’ is not only a grammatical sentence, but probably true.

One of the oldest and most persistent writer’s tips is that you should prefer the active to the passive voice; or, in its extreme form, that you should always avoid the passive.

Excerpt from: Write to the Point: How to be Clear, Correct and Persuasive on the Page by Sam Leith

💎 On exclamation marks (Like laughing at your own joke!)

‘Like laughing at your own joke,’ said F. Scott Fitzgerald of this most gaudy of punctuation marks. He had a point. Overusing exclamation marks makes you sound hectoring and overexcited. That idea of laughing at your own joke – of paying yourself a compliment – has been there from the beginning. When they arrived in the language in the fourteenth century, David Crystal tells us, they were called the ‘point of admiration’ – and later, the ‘admirative point’ and the ‘wonderer’. It’s since Dr Johnson that we’ve had ‘exclamation’ – shifting the emphasis from admiration to the expression of strong feeling.

Excerpt from: Write to the Point: How to be Clear, Correct and Persuasive on the Page by Sam Leith

💎 Information isn’t interpreted neutrally, but in line with our existing opinions

The Power of Confirmation

Three scientists, Charles Lord, Lee Ross, and Mark Lepper, recruited forty-eight American undergraduates who either strongly supported the death penalty or strongly opposed it. They presented them with two scientific studies; one offered evidence regarding the effectiveness of capital punishment, and the other data showed its ineffectiveness. In reality, the studies had been fabricated. Lord, Ross, and Lepper had made them up, but the students did not know that. Did the students find the studies convincing? Did they believe that the data provided good evidence that should alter their minds? They did!

But only when the study reinforced their original view. Those students who strongly supported capital punishment thought the study that demonstrated its effectiveness was well conducted. At the same time, they argued that the other study was poorly executed and not compelling. Those who were originally against capital punishment assessed the studies the other way around. As a result, believers in the death penalty left the lab supporting capital punishment with more passion than ever, while those in opposition to it ended up opposing capital punishment with more zest than before.

Excerpt from: The Influential Mind: What the Brain Reveals About Our Power to Change Others by Tali Sharot

💎 Giving customers even an illusion of control can boost product preference

I designed an experiment to test this idea. It involved designing Converse shoes. First, I would invite volunteers into the lab and ask them to evaluate eighty different Converse shoes on a computer screen. Each shoe would be slightly different in color and design. Then, for each volunteer, I would divide all of the shoes into two groups: half the shoes would be assigned to the “create” group and half to the “just watch” group. For the forty “create” shoes, the volunteer would have to log on to the Converse website and use the special online tool there to recreate the exact same shoe. The Converse website used to have an application that allowed anyone to design their own shoe. Notice, however, that the design and colors of the shoes in this experiment were predetermined; the volunteers did not create their favorite design—they simply re-created a design we had already made. For the forty “just watch” shoes, I asked my volunteers to watch a video on the computer screen of the shoe being created. They would sit passively in front of the computer watching, rather than clicking buttons themselves. That was the only difference between the “create” shoes and the “just watch” shoes. When the volunteers were done, two hours later, they were asked to evaluate all the shoes again.

Similar to my oil painting saga, the volunteers liked the shoes they thought they had created two hours before better than the ones they remembered “just watching.”

Excerpt from: The Influential Mind: What the Brain Reveals About Our Power to Change Others by Tali Sharot

💎 Why saying you’re a sceptic or realist doesn’t communicate what’s intended

It’s worth being particularly careful of boastful self descriptions; or, worse, boastful self-descriptions that appear to be neutral or even self-deprecating. It’s the equivalent of giving yourself a nickname like ‘Dutch’ or ‘Ace’ and hoping it sticks. You are asking to be bullied. Some are obvious. If you describe yourself as a ‘maverick’, a ‘cynic’, a ‘reprobate’, a ‘provocateur’, a ‘wag’, or similar, you are on a sure course for others to apply less flattering descriptions to you.

But others are subtler: ‘sceptic’, ‘realist, “radical or “progressive’ are all essentially boasts masquerading as statements of fact. ‘Sceptic’ says: ‘I’m the sort of person who thinks critically about what I read or hear.’ Since everyone presumably aspires to do just that, you’re trying to say you’re cleverer than those around you. ‘Radical’ means nothing at all, in this context, except that the speaker thinks that there’s a particular disruptive bravery to his her political persona – which is a judgment for others to make.

Excerpt from: Write to the Point: How to be Clear, Correct and Persuasive on the Page by Sam Leith

💎 On the danger of only evaluating projects on what is easy to quantify

A question was given to a bunch of engineers about fifteen years ago: How do we make the journey to Paris better? They came up with a very good engineering solution, which was to spend £6 billion building completely new tracks from London to the coast and knocking about forty minutes off the 3.5 hour journey time. It strikes me as a slightly unimaginative way of improving a train journey to merely make it shorter. Now, what is the hedonistic opportunity cost of spending £6 billion pounds on railway tracks? Here’s a thought; what you could do is employ the world’s top male and female supermodels, pay them to walk the length of the train handing out free Château Pétrus for the entire duration of the journey. … At which point you’ll still have about £5 billion left in change, and people will ask for the trains to be slowed down.

Excerpt from: Transport for Humans: Are We Nearly There Yet? by Pete Dyson and Rory Sutherland

💎 If you give people a sense of control (even an illusory one) they’re happier with their decisions

It is not only humans who like to choose: animals prefer to have a choice as well. In fact, they choose to choose even if having a choice does not change the outcome. If rats need to select between two paths that lead to food—one path is a straight line and the other subsequently requires them to select whether to go right or left—they choose the latter path. Pigeons do the same thing. Give a pigeon two options: the first is a button to peck that results in grain being dispensed, and the second is two buttons from which it needs to select one to peck in order to receive the same grain, and the bird will pick the option with two buttons. The pigeons quickly learn that the seeds are no different; yet they prefer the seeds that were obtained by making a choice.

Excerpt from: The Influential Mind: What the Brain Reveals About Our Power to Change Others by Tali Sharot

💎 We try and avoid negative information (a lesson in stock market trading)

Figure 5.2. People’s desire to know their own worth is related to market performance. The black line represents the S&P 500, and the gray line represents the number of times people logged on to their accounts to check on their stocks. When the market goes up, people are more likely to take a peek at the value of their holdings than when it goes down.

Excerpt from: The Influential Mind: What the Brain Reveals About Our Power to Change Others by Tali Sharot

💎 If you are writing a list of three terms put the shortest first and the longest last for maximum impact

If not quite a ‘rule’, it’s at least a strong guideline for successful rhythm that you should put the shortest term in any list first and the longest last. This is the principle of climax underscoring the rising tricolon. ‘I am Scottish by aspiration, birth and choice’ has nothing of the drum-roll about it. ‘I will be fishing for cod, blue-fin tuna, the inedible but mighty basking shark, and the many-tentacled deep-sea octopus’ just, somehow, tends to sound better than ‘I will be fishing for the many-tentacled deep-sea octopus, blue-fin tuna, the inedible but mighty basking shark, and cod.’

Excerpt from: Write to the Point: How to be Clear, Correct and Persuasive on the Page by Sam Leith

💎 On reading your copy out loud and ‘where you falter, alter’

Peggy Noonan, who wrote speeches for Ronald Reagan has said: ‘Once you’ve finished the first draft of your speech – stand up and speak it aloud. Where you falter, alter.’ That applies especially to speeches, of course: in that case you’re trying to produce something that’s hard to stumble over when spoken aloud. Tongue-twisters such as ‘red lorry, yellow lorry’ are easier on the page than in the mouth. But it is also good advice to the prose writer. There is a developmental connection between reading aloud and reading silently – and there is a neurological one too.

Excerpt from: Write to the Point: How to be Clear, Correct and Persuasive on the Page by Sam Leith

💎 On our tendency to explain behaviour too much in terms of personality and not enough in terms of circumstances

The bias runs deep. Few of us, surely, think of ourselves as having a fixed, monochrome personality: we’re happy or sad, stressed or relaxed, depending on circumstances. Yet we stubbornly resist the notion that others might be similarly circumstance-dependent. In a well-known 1960s study, people were shown two essays, one arguing in favour of Castro’s Cuba and one against. Even when it was explained that the authors had been ordered to adopt each position based on a coin-toss – that their situation, in other words, had forced their hand readers still considered that the pro Castro author must be deep down, pro Castro and vice versa.

Excerpt from Help!: How to Become Slightly Happier and Get a Bit More Done by Oliver Burkeman

💎 On how transient our beliefs can be

In a study entitled “After the Movies’, some crafty Australian researchers grilled people leaving the cinema about their views on politics and morality; they discovered that those leaving happy films were optimistic and lenient, while those leaving aggressive or sad ones were far more pessimistic and strict.

Excerpt from Help!: How to Become Slightly Happier and Get a Bit More Done by Oliver Burkeman

💎 The friend of creative work is alertness, and nothing focusses your attention like stepping on to unfamiliar ground

In 1958, a young psychologist by the name of Bernice Eiduson began a long-term study of the working methods of forty mid-career scientists. For twenty years, Professor Eiduson periodically interviewed the scientists and gave them a variety of psychological tests, as well as gathering data on their publications. Some of the scientists went on to great success: there were four Nobel Prize winners in the group and two others widely regarded as Nobel-worthy. Several other scientists joined the National Academy of Sciences. Others had disappointing careers.

In 1993, several years after Bernice Eiduson’s death, her colleagues published an analysis of this study, trying to spot patterns. A question of particular interest was: what determines whether a scientist keeps publishing important work throughout his or her life? A few highly productive scientists produced breakthrough paper after breakthrough paper. How?

A striking pattern emerged. The top scientists switched topics frequently. Over the course of their first hundred published papers, the long-lived high-impact researchers switched topics an average of 43 times. The leaps were less dramatic than the ones Erez Aiden likes to take, but the pattern is the same: the top scientists keep changing the subject if they wish to stay productive.

Excerpt from: Messy: How to Be Creative and Resilient in a Tidy-Minded World by Tim Harford

💎 Anchoring – even when taken to ridiculous extremes – has an affect on people’s judgements

Psychologists Gretchen Chapman and Brian Bornstein tested this idea in a 1996 experiment, when Liebeck v. McDonald’s was much in the news. They presented eighty students from the University of Illinois, U.S.A., students with the hypothetical case of a young woman who said she contracted ovarian cancer from birth control pills and was suing her health care organization. Four groups each heard a different demand for damages: $100; $20,000; $5 million; and $1 billion. The mock jurors were asked to give compensatory damages only. Anyone who wants to believe in the jury system must find the results astonishing.

The jurors were amazingly persuadable, up through the $5 million demand. The lowball $100 demand got a piddling $990 average award. This was for a cancer said to have the plaintiff ‘almost constantly in pain… Doctors do not expect her to survive beyond a few more months.’

Excerpt from: Priceless: The Myth of Fair Value (and How to Take Advantage of It) by William Poundstone

💎 People lie on surveys (and in their Netflix queues) both consciously and unconsciously

Netflix learned a similar lesson early on in its life cycle: don’t trust what people tell you; trust what they do. Originally, the company allowed users to create a queue of movies they wanted to watch in the future but didn’t have time for at the moment. This way, when they had more time, Netflix could remind them of those movies. However, Netflix noticed something odd in the data. Users were filling their queues with plenty of movies. But days later, when they were reminded of the movies on the queue, they rarely clicked. What was the problem? Ask users what movies they plan to watch in a few days, and they will fill the queue with aspirational, highbrow films, such as black-and-white World War II documentaries or serious foreign films. A few days later, however, they will want to watch the same movies they usually want to watch: lowbrow comedies or romance films. People were consistently lying to themselves.

Excerpt from: Everybody Lies: Big Data, New Data, and What the Internet Can Tell Us About Who We Really Are by Seth Stephens-Davidowitz

💎 On the underrated value of ‘interstitial time’

There’s a popular subgenre of books about writing known informally as ‘writer porn’, in which famous authors describe their daily routines, which pens they use and, especially, the secluded mountain-top cabins where they work each morning for six blissfully undisturbed hours. I don’t think I’ve ever actually met such an author, but for anyone whose job is even slightly ‘creative’, they stir envy: we’d all love such big chunks of time in which to focus. Instead, our lives are plagued with what the blogger Merlin Mann, at 43folders.com, calls ‘interstitial time’ – small chunks of minutes spent waiting at the doctor’s surgery, or for someone who’s late, or for a meeting postponed at short notice.

It feels like time wasted. But it needn’t be. The poet William Carlos Williams, for example, wrote much of his oeuvre on the backs of prescription pads during gaps in his workday as a paediatrician.

Excerpt from Help!: How to Become Slightly Happier and Get a Bit More Done by Oliver Burkeman

💎 On life being understood backwards but lived forward – what’s obvious in retrospect is often hard to see at the time

As the philosopher Søren Kierkegaard noted in his journal in 1843, ‘It is perfectly true, as the philosophers say, that life must be understood backwards. But they forget the other proposition, that it must be lived forwards.” The day-by-day business of living feels, at this particular moment, spectacularly distant from the ways in which I and others will come to comprehend these events.

Yet this is just an extreme version of something that is always true. Human understanding is always both provisional and belated. Many things that appear obvious in retrospect were anything but obvious at the time, because the clarity we experience when looking back in time is utterly unlike the cloud of uncertainty that surrounds day-today existence. The world is far more complex than any stories we can tell about it; far more mysterious, far harder to predict.

Excerpt from: How to Think: Your Essential Guide to Clear, Critical Thought by Tom Chatfield

💎 Why supermarkets change prices: it’s a way of ascertain who is price sensitive

One common situation is for two supermarkets to be competing for the same customers. As we’ve discussed, it’s hard for be systematically more expensive than the others without losing a lot of business, so they will charge similar prices on average, but both will also mix up their prices. That way, both can distinguish the bargain hunters from those in need of specific products, like people shopping to pick up ingredients for a cook-book recipe they are making for a dinner party. Bargain-hunters will pick up whatever is on sale and make something of it. The dinner-party shoppers come to the supermarket to buy specific products and will be less sensitive to prices. The price-targeting strategy only works because the supermarkets always vary the patterns of their special offers, and because it is too much trouble to go to both stores or to order two separate internet deliveries, carefully comparing the price of each good every time we go online. If shoppers could predict what was to be discounted, they could choose recipes ahead of time, and even choose the appropriate supermarket to pick up the ingredients wherever they’re least expensive.

Excerpt from: The Undercover Economist by Tim Harford

💎 Why failures to act tend to haunt us more than failed actions

But in his book If Only, the psychologist Neal Roese argues that when it comes to real-life choices, ‘if you decide to do something and it turns out badly, it probably won’t still be haunting you a decade down the road. You’ll reframe the failure, explain it away, move on, and forget it. Not so with failures to act’. You’ll regret them for longer, too, because they’re ‘imaginatively boundless?’ you can lose yourself for ever in the infinite possibilities of what might have been. In other words: you know that thing you’ve been wondering about doing? Do it.

Excerpt from Help!: How to Become Slightly Happier and Get a Bit More Done by Oliver Burkeman

💎 Give me the freedom of a tight brief

Joyce uses the analogy of a playground. 12 Researchers found that when you put up a fence around a playground, children will use the entire space—they’ll feel safe to play all the way to the edges. But if those walls are removed, creating a wide-open playground, the space the children choose to play in contracts: they stay toward the middle and they stick to each other, because that’s what feels safe. This, Joyce suggests, is what happens in the creative process. When there are no clear limits in the brief itself, we aren’t sure what boundaries to explore and push against. We end up without the necessary focus and passion of which Marissa Mayer speaks. In fact, one of Joyce’s surprise findings was that in the absence of explicit constraints, the unconstrained teams created more conflict, stemming from all the different unarticulated assumptions and implicit constraints that team members created in their own heads, as if to fill the void.

Excerpt from: A Beautiful Constraint: How To Transform Your Limitations Into Advantages, and Why It′s Everyone′s Business by Mark Barden and Adam Morgan