What’s your Unique Selling Proposition (USP)?

If you haven’t defined it yet, take a look at the definition of the term, written in Rosser Reeves in his 1960 book, Reality in Advertising:

"Each advertisement must make a proposition to the consumer. Not just words, not just product puffery, not just show-window advertising. Each advertisement must say to each reader: Buy this product, and you will get this specific benefit.

The proposition must be one that the competition either cannot, or does not, offer. It must be unique – either a uniqueness of the brand or a claim not otherwise made in that particular field of advertising.

The proposition must be so strong that it can move the mass millions (i.e., to pull over new customers to your product)."

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A Few Simple Words About Differentiation

When differentiating your brand, keep it simple. Zero in on the one most powerful differentiating idea and drive it home. Help the consumer to immediately see how simply you’ll solve their problem. Your concept must make sense, be something your competitors cannot claim, and be easy to grasp without complex analysis. Find a fit with your customers’ perceptions.





info@measuredmktg.com


312.929.4882