(Paid Advertising)

Ad Writing: The Most Irresistible Word Is "You"

Ryan Chute
Ryan Chute
March 23, 2022
Ad Writing: The Most Irresistible Word Is "You"

For many, ad writing can be intimidating. There are so many elements that go into good ad copy — from the creativity needed to come up with an attention-grabbing headline, to the knowledge of how to target your audience and craft a message that speaks to them. Achieving this part is half the battle, so how do we follow these strategies and get the results we want? When writing ads, your target audience needs to feel like they are at the center of your world. You must know who they are, what they want and how to speak their language. And the best fool-proof way to do that is by using the word "you." In this article, we will show you how to write compelling ads that your target audience can't resist — from the basics of ad writing to the very principles that make "you" a moneymaking word in advertising.

How do you Write an Ad?

Ad writing is different than any other type of writing. You have to be able to capture the reader's attention and convey a message in a short amount of time. To do this, you need to understand your audience and what they are looking for. Ad copywriting should be clear, concise and persuasive. It should also be free of any grammar or punctuation errors. The most integral part of ad writing is the headline. The headline is what grabs the reader's attention and urges them to read more. Then there are subheadlines, which elaborate on the main points of the ad. You also have the slogan, which is a short, catchy phrase that sums up the ad's message; the body copy, where you will deliver your persuasive message; and finally, the call-to-action, which gives the reader an action of to do next. Ad writing is a skill that takes practice to perfect, and it's important to remember to keep your audience in mind. Write ad copy that speaks to them directly and tells them what they want to hear. However, writing ads can take up a lot of time and effort. At Wizard of Ads®, we can take on any and all of your advertising needs. We create ad campaigns that drive results, so you can focus on running your business. Contact us today to learn more!

What are the Key Components of an Ad

What are the Key Components of an Ad?

An ad is made up of a few key components that work together to create a persuasive message. Here are some of the biggest key components of an ad that you should include in order to build a successful ad campaign.


The headline is one of the most important components in an advertising copy, as it is the first thing that people will see. It is crucial to ensure the headline is catchy and interesting to grab people's attention. The headline should also accurately reflect what the ad is about so that people know what they're getting themselves into. For example, a headline for an ad for a new car might be "Introducing the newest addition to our line-up: the 2017 Ford Mustang!" The ad writing for this headline is enticing and tells you exactly what the ad is about — a Ford Mustang. If the headline was something like "Looking for a new car? Look no further!", it would not be as accurate and would not reflect what the ad is selling. The reader would likely be misled and think that the ad is for a general car search, rather than a specific model. The headline is therefore an important part of an ad because it sets the tone and informs the reader of what to expect.


Sub-headlines are the area of text that appears directly below the headline on an ad. They are there to draw attention to the most important points of the ad and can influence whether or not someone decides to read it. Good sub-headlines will:

  • Be relevant to the main headline: They should reinforce what the headline is saying and add additional information that will help persuade the reader.
  • Expand on the main message: They should provide more information about what the ad is offering and why it is beneficial.
  • Be interesting: They should be able to stand on their own and be something that would make someone want to read more.
  • Highlight key benefits: They should focus on the most important selling points and make it easy for people to see why they should be interested.
  • Contain important keywords: Including the right keywords in your sub-headlines can help improve your ad’s search engine ranking.

By using sub-headlines, you can make your ad writing more effective and increase the chances that people will take notice.



Slogans are short, catchy phrases that serve as a call to action or summarize the main message of an ad. Slogans should be memorable and often used in marketing campaigns to create brand awareness or drive sales. Some famous ad copy examples of slogans include:

  • Just Do It (Nike)
  • Think Different (Apple)
  • I'm Lovin' It (McDonald's)
  • Melts in Your Mouth, Not in Your Hands (M&M's)

Slogans are effective because they are concise and easy to remember. They can also be powerful tools for creating an emotional connection with consumers. When choosing a slogan for your ad, it is important to consider what you want your ad writing to achieve. Do you want to increase brand awareness? Drive sales? Create an emotional connection? Once you know what you want your ad to do, you can craft a slogan that will help you achieve those goals.


The body is responsible for delivering the message and convincing the reader to take action. This is where you include your persuasive arguments, statistics and testimonials. It's also important to make sure your body is well-written and error-free, as it can make or break an ad. To write great ad copy for the body of your ad, start by brainstorming what you want to say. Once you have a solid idea of your message, start drafting your ad copy using the following tips:

  • Keep it short and concise: You only have a few seconds to capture your reader's attention, so make sure your ad copy is easy to read and understand.
  • Use strong verbs: When writing ad copy, use powerful verbs to create an emotional connection with your reader. For example, "save," "enjoy," or "experience."
  • Use numbers and statistics: Numbers and statistics can be very persuasive, so be sure to include them in your ad copy if possible.
  • Use testimonials: Testimonials from real people are incredibly powerful and can be very convincing. If you have any testimonials from satisfied customers, be sure to include them in your ad copy.
  • Highlight the benefits: When writing ad copy, always focus on the value of your product or service rather than the features. Your readers will care more about how your offer can improve their lives than the technical details.


Including visuals and graphics in an ad is one of the greatest ways to ensure that it will be effective. Visuals and graphics help to convey the message of the ad by providing a visual representation of the information being advertised. They can help to grab attention, communicate complex ideas and make the ad more memorable. Visuals and graphics must be well-designed and correctly implemented to entice an audience, otherwise, they can detract from the ad's effectiveness. To implement eye-catching visuals and graphics in your ads, consider using images, infographics, videos and other multimedia. Be sure to choose something relevant to your product or service that will resonate with your target audience. Keep in mind the overall tone of the ad and make sure that the visuals support it. If you're not confident in your ability to create effective visuals yourself, consider hiring a professional designer to help you out. By including visuals in your ad, you can greatly improve its chances of success.


Ad layouts are important for a couple of reasons. For one, they help to ensure that the ad looks professional and appealing. Additionally, ad layouts can be used to strategically place key components of the ad, such as the headline and call to action, to maximize their impact. There are a few key components that all ads should have. The headline is one of the top key components of an ad, as it is what will catch people's attention and convince them to read further. The call-to-action is also critical, as it tells people what you want them to do after reading the ad. Finally, you'll also want to include some branding or contact information so people know who created the ad and how they can get in touch. With a flawless ad layout, you can create an ad that's both visually appealing and persuasive.

Why “You” is the Most Irresistible Word

As someone who works in or around marketing and advertising, you may have been told at one point or another that mentioning the name of the company at least seven times in your ad is the best way to reach customers. However, the word that’s the most irresistible in the English language only has three letters, and that powerful word is “you.” When your audience sees or hears the word “you,” they become immediately engaged. It puts your ad in the present tense, with the viewer as the main subject and protagonist. It will encourage the viewer to imagine their lives with your product or service, and that’s a powerful motivator. To make the most of this strategy, you need to ensure that every time you mention “you,” it’s accompanied by some sort of benefit. Whether that’s a lower price, a new feature or simply the peace of mind that comes with using a well-established brand, your ad needs to offer something that resonates with viewers on a personal level. Using the word "you" in your ad copy is an excellent way to create a personal connection with potential customers. By putting the viewer at the center of the ad, you encourage them to imagine how your product or service can improve their lives. Although crafting the perfect ad can be difficult, it’s well worth the effort. When you partner with an experienced and talented team of ad wizards, you can bypass all of that trial and error and create ads that are sure to grab attention and convert leads into customers. At Wizard of Ads®, we are just the ad sorcerers you are looking for. If you’re ready to take your advertising to the next level, contact us today!

(Ad Writing)
Ryan Chute
Ryan Chute

Helping small businesses become BIG brands with a holistic marketing strategy that speaks the same language across all sales and marketing channels.

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Who does the Wizard of Ads® for Contractors work with?

Wizard of Ads® for Contractors work with healthy and growing Residential Home Service Contractors hungry to grow by multiples, like you.

You are ready, willing, and able to grow your business. You are open to change and are seeking a distinctive angle of approach to gain the time and attention of a too-busy public.

You know that lasting relationships take time, patience, and good energy to nurture and cultivate. We carefully enter into every arrangement with the intention of working with you for as long as you own your business. You prefer lasting partnerships.

You are already a solid operator. You have successfully grown your business and appreciate the impact the right brand story will have to get to the next level in your operation. You know a strong relational message takes time to gain momentum, but it’s worth the one-time short-term discomfort for the long-term gains.

Marketing cannot fix a failing business.

We accelerate what’s already happening in a business. If your business is on the rocks, marketing will only speed up the inevitable.  

You’re focused on lasting change that leads to exponential, profitable growth, not just sales at any cost. Intuitively, you know that communication that enhances every element of your customer's experience and your employee's culture is the key to your success.

How does the Wizard of Ads® for Contractors charge?

Traditional marketing agencies are designed to capture the greatest amount of revenue from a client, regardless of results. Every last item is billed and expensed to the client. Typical agency fees can represent a whopping 55% of the entire advertising budget. That means a $5 million dollar advertising budget, you would spend $2.75 million on agency fees.

Think of Wizard of Ads® for Contractors as the Anti-Agency.

Our income is not tied to your advertising budget. Our income is exclusively tied to your growth. Our goal is to maximize your advertising impact with the lowest reasonable spend. This allows you to spend only what is necessary or to put extra horsepower into aggressively growing in your market.

The genius of this model is that it perfectly aligns our motivations as true partners for exponential profitable growth without the pain of being unaffordable. Ultimately, we are confident in taking the risk of being underpaid in the first few years because we know the results always speak for themselves.

Next, we do not accept commissions, referral fees, kickbacks, or other compensation from any service providers we recommend or engage for production work. Most agencies do. This includes the 15% agency commission for media buying. This approach is considerably different from the compensation plan employed by most advertising agencies, as it eliminates any potential conflicts of interest and allows us to focus our entire attention on helping you grow your business profitably as a true partner. For example, a $500,000 annual media buy would involve a $75,000 commission that we would have removed directly from your media providers' invoices.

This is the perfect pricing model for Residential Home Services.

By tying ourselves to gross revenue, we only have one motivation. Your motivation. We have no motivation to convince you to spend more money on marketing than what is necessary, and since we are a variable expense to sales, we NEVER become too expensive to have us on your team.

In almost every case, we end up lowering the amount of money you spend. We will stay within your planned marketing budget, including your media spend, production, and our Annual Fee. Add on the fact that you get any and all commissions back for media buys and various services provided by outside providers, and you will actually save money having us on your team.

Don’t forget, we have the largest buying power in North America for media buying, meaning for every dollar you spend buying media, we only spend 27 cents on average. This stretches your reach, impact, and frequency in a way no other agency (or yourself) can achieve on your own, saving you hundreds of thousands of dollars, eventually millions, every single year.

Clients who heed our advice and embrace our Marketing Strategy quickly add $1 million in incremental revenue to their business, making your investment a smart bet and a bit of a no-brainer.  

There is no longer any guesswork, hope, or fear that our marketing strategies are going to work. If our client’s are able to abandon any limiting beliefs about marketing, deliver operational excellence, and play the long game, our marketing strategy will accelerate their profitable growth.

Wizard of Ads® for Contractors pricing model is based solely on the topline revenue of your company. It consists of an Upfront Fee and an Annual Fee. These fees are inclusive of scheduled travel, services, and all other expenditures as outlined in the Consulting Agreement.

The Upfront Fee covers the intensive Uncovery Process, the first year’s Media Buy, the Creative Process, and the Market Research while the Annual Fee goes toward implementation, ongoing creative and consulting, and next year's media buy. You get a team of 3.5 people, with direct access to a top tier Creative Lead and Media Buyer, and on-demand access to me as your Master Strategist. You will also have a full-time Account Manager keeping everything on track.

While the upfront does have an initial pinch, it is easy to amortize the investment over the many years we will be working together to grow your business. Wizard of Ads® retain clients for 10 years, on average. The sale of the business is the number one reason for termination. We actively terminate the bottom 1% of clients who are unwilling or unable to follow our strategies.

Wizard of Ads® for Contractors believes that all rewards should be directly correlated to the success of our clients. This means that the Wizard of Ads® for Contractors only receives a raise when the company achieves growth. For example, if your gross sales for the year have increased by 25%, the Annual Fee you pay us in the following year will also be increased by 25%. Likewise, if your gross sales decrease, our Annual Fee will decrease by the same percentage during the following year.

This is an exceptionally easy and fair way to track and reward success. This model was developed by Wizard of Ads® over 35 years ago and has served us well because it serves our clients well.

As a rule of thumb, we take the risk of working for considerably less than our actual value in the first few years as we help accelerate growth. This means you need to be willing to pay us exceptionally well when you start doing even better.

When should I engage The Wizard of Ads® for Contractors?

There are four key revenue stages for engagement with the Wizard of Ads® for Contractors.

  1. Under $3.6 million in revenue
  2. Between $3.6 and $10 million in revenue
  3. Between $10 and $20 million in revenue
  4. Over $20 million in revenue

Under $3.6 million in revenue is an investment in your brand. This will serve you well in establishing your brand story early on and help you with your name, logo, and truck wrap design. It's easier to create pictures from a story than it is to make a story based on pre-drawn pictures. You'll be glad you did. Everyone on a fast path to growth is.

Most clients start with Wizard of Ads® for Contractors between $3.6 and $10 million in revenue. They have often seen a natural ceiling with their leads for demand service and are looking for ways to push past the ceiling. This can only be done with a properly executed brand strategy, specifically in mass media with a sticky story.

Between $10 and $20 million in revenue, Wizard of Ads® for Contractors has some natural economies of scale. This is a sweet spot where Wizard of Ads® for Contractors can offer some added value in getting the ball rolling.

Over $20 million in revenue is actually the lowest cost point of entry as a percentage of revenue, but not the cheapest time to start with the Wizard of Ads® for Contractors. Leveraging all economies of scale aside, we have been left out of the upside along the way, so engaging when over $20 million in revenue means we have to mend a lot of fences damaged along the way. This is also where clients see significant savings in their media buys and production costs.

There are also three market sizes to consider.

  • Primary Markets are the top 50 cities in America.
  • Secondary Markets are the smaller cities in America.
  • Tertiary Markets are the more rural trade areas in America.

When considering an engagement with The Wizard of Ads® for Contractors, consider what size market you are in. For example, a $3.6 million company in a Primary Market will struggle to get the necessary reach needed to make a splash. You either have to be more patient than a larger company or spend more money to accelerate your reach.

Alternatively, a $5 million company in a Secondary Market will look like a pretty darn big fish in a medium-sized pond.

A $20 Million company in a Primary Market will feel like a $50 million company using our strategies to potential customers.

The key to remember is that the earlier you start with the Wizard of Ads® for Contractors, the lower the investment to get started. As they say, the best time to plant a tree was 20 years ago. The second best time is today.

Are production costs included in your fees?

The Wizard of Ads® for Contractors Creative Lead will create the ad copy, cast the voice actors, source the production house, direct the performance, pick the music bed, manage all the edits, and provide you with the completed ad for final approval before sending to air on your behalf. This is included in our fees.

You pay for the production house, actors, royalty-free music, and jingles directly to avoid any potential for markups, commissions, or management fees.

We have many friends in the industry that give our clients good deals due to the large volume of work we provide them. We will introduce you to them.

How long before a brand-forward strategy starts working?

In approximately three months of activation, we’ll just be getting live on air. In six months (3 months on air), you’ll be getting anecdotal feedback from people that you are being heard, but there will be no direct line to revenue.

After 6 months on the air, you’ll think you made the biggest mistake of your life signing up for this branding nonsense. After 9 months on the air (12 months in) you’ll see the light at the end of the tunnel.

At 12 full months on the air, you’ll know why you did this branding thing. Two years from now, we'll be clinking champagne flutes as you wonder why you didn’t do this sooner.

How long before we’re live?

The general guideline is 70-120 days, depending on the level of production needed and if there is a name change to your business.

This includes an onsite visit, a deep dive into research, and getting things created, negotiated, approved, produced, and live on the air.

  • Uncovery - 15-30 days based on travel. 1-2 days onsite.
  • Research - 30-60 days based on the scope of work.
  • Creative and Media Buy Process - 45 to 60 days
  • Offline Production - 15 days for radio. 30 - 60 days for television.
  • Online Production (if switching) - 60 days

This means planning for roughly 90 to 120 days in the proper development and production of a completely unique Marketing Strategy before anything hits the airwaves.

Are you exclusive?

Creatively, yes. During the term of this Agreement, all Creative Partners assigned to your Account shall not engage, directly or indirectly, as an employee, officer, manager, partner, consultant, agent, owner, or in any other capacity, in any competition of the client, including any company engaged in marketing consulting.

For clarity, the Creative Partner is defined as the individual Wizard of Ads® Partners who is responsible for creating your creative strategy and ongoing creative copy. Competition is defined as companies that engage in the same industry and business units (e.g., HVAC, Plumbing, etc.) as you. The market area is defined as the area where the marketing message naturally reaches through DMA or 60 miles from the city center of the client's service area(s).

Naturally, we exclude any potential future competition in markets where you are not currently active at the date of signing.

We do not limit Media Buyers in any market. Media Buyers get better deals for larger volumes, making it beneficial for the client to have the Media Buyer available to do as many buys as possible to secure the best deals on the client’s behalf.

Do you do digital marketing?

In rare circumstances, Wizard of Ads® for Contractors will provide specific digital marketing solutions. Wizard of Ads® has very specific Partners that provide digital services that serve Residential Home Services effectively. Under no circumstances will digital marketing services be offered without Wizard of Ads® for Contractors' core solution.

It is most likely that Wizard of Ads® for Contractors will work with your existing digital partners and suppliers. If you do not have a reliable digital provider, we would be happy to introduce you to a number of great providers that play nice with Wizards.

Do you do jingles?

Wizard of Ads® for Contractors can assist you in getting a jingle for your business. Like any other tactical element of a marketing strategy, we do not produce a jingle for the sake of a jingle.

If you do not have a story or a strategic reason to have a jingle...or an ad campaign to tie it to, do not waste your hard-earned money on a jingle. You are wasting your time and money.

When you do build a single unified marketing strategy that incorporates a jingle for a specific (often scientific) reason, we have a Jingle Wizard who has studied the art and science of jingle design.

He will score you an original, royalty-free jingle, including professional singers, musicians, and producers. He will not knock off a generic jingle from a publicly available music bed that sounds like everyone else's jingle.

Your jingle will serve a very specific reason and produce a very specific result. Have you guessed how much we love jingles yet?

Who owns the copyrights?

Wizard of Ads® for Contractors owns your copyright for two very specific reasons. We also provide a fair use clause in all contracts to ensure you are in no way limited to the access of your creative works, whether you are working with us or not.

The first reason we own your copyright is to ensure that we do not have to go up against our own creative works in other markets we serve. This means you are not allowed to lend, give, borrow, tweak, rent, lease, or sell your creative works to any other company at any time.

The second reason we own your copyright is that we can establish a one-time value for your creative works in the event that someone steals the content. Upon selling you the copyrights, you can go after the perpetrator for theft and make a considerable bounty in a slam dunk case.

Here is how Wizard of Ads® word the fair use of your copyright for as long as your business is in operation:

All writing and/or marketing materials we create for you are not works-for-hire. Wizard of Ads® for Contractors hereby irrevocably grants you, and your successors in interest, the non-exclusive, royalty-free, non-transferable, and worldwide right to use the Works in connection with the marketing of your business pursuant to the Marketing Strategy for so long as your business is operational.
How do I measure brand results?

There are a number of interesting ways to measure results. Some people like to get unique identifying telephone numbers, or create branded URLs that redirect to landing pages or the website. However, much of this is a waste of time and energy as it never tells the true story of the brand journey and how it affected the decision-making process.

Other indicators of brand effectiveness include tracking new customers, reactivated customers, or running a brand equity survey to get a sense of your share of mind. Digitally you will see direct search increase, which cannot be affected by anything digital, as well as branded keyword inquiries increase. You’ll, of course, need to get your digital people to add these to your campaigns if you hope to see an increase in conversions.

Wizard of Ads® for Contractors tracks the simplest of indicators. Top line revenue. When your branding takes effect, and the company responds in kind from the phone call or form fill-on, top-line revenue will increase. Efficacy is plotted on a T12, and total lead volume from all sources is tracked.

12 things you should know before signing up.
  1. Quality relationships take time. Branding is a long-term strategy. That’s why most contractors do it wrong, or not at all. There is always a lag between the start of the new campaign and the time it takes your customers to connect the dots. You MUST BE READY, WILLING, AND ABLE to endure this lag period. In our experience, the lag is typically 6 to 9 months, depending on how competitive the marketplace is, your company’s reputation, your budget in relation to reach, and the eight uncontrollable environmental factors. During this time, we will be helping you implement a transition plan to ease the pain. The good news is that this lag only happens once.
  2. Decisions by Committee. We completely reject the notion of decisions by committee. We work with a single, courageous decision-maker. We welcome decision influencers, but we only look to the Owner for the final decision. All decision-makers and influencers must be involved in the Uncovery and Marketing Strategy Presentation if they want to offer input in the future. It is critical that we have a 100% fully approved plan that can be defended and championed by all leaders in the organization.  
  3. Proven Strategy. That means we are not the low-cost provider. With nearly 200 home service clients and a book of strategic devices, tools, and tactics, this isn’t a guessing game for us. We know what to do to make your externally triggered grudge purchase appealing to your potential buyers. If you can deliver the goods, we can continue building relationships. If you are uncomfortable with the idea that you are paying us less now so that you can pay us considerably more once revenues allow, please do not commit. We intend to be your true partners, in sickness and in long as you own your business.
  4. Automatic Payments. Everything is on automatic payments. If you struggle with managing cash flow, figure that out in your business first. We accept all major credit cards and ACH payments.
  5. We Cause Problems. If you don’t have a capacity issue now, I promise you will in about 9 months. Let’s deal with recruitment out of the gate as part of your comprehensive marketing strategy.
  6. We Own the Copyrights. All writing and/or marketing materials we create for you are not works-for-hire. We irrevocably grant you, and your successors in interest, the non-exclusive, royalty-free, non-transferable, and worldwide right to use the Works in connection with the marketing of your business pursuant to the Marketing Strategy for so long as your business is operational.
  7. Brand Building. We will be steering you to limit the use of discounts, rebates, coupons, and sales to attract clients. We know this feels counterintuitive to many, and we will clarify our reasoning. Rest assured, we have considerable experience in creating similar offers that are not damaging to your profitability, your brand’s integrity, and your preferable long-term client relations.
  8. Creative Authority. We must have creative authority over the words. You can accept copy as written or reject it outright, but you cannot modify the words yourself. If you do not like something as written, we are happy to discuss it and make the necessary change to maintain the integrity and intention of the words chosen. Alternatively, we will scrap the concept and create new copy that you are happy to get behind 100%.
  9. Proprietary Algorithm. The media buy must be structured in a very specific way, including running a full 52-week schedule. It is based on brain chemistry, not P&Ls. Once we have committed to the buy, it’s important to avoid adjustments unless they are calculated additions.
  10. Knucklehead Factor. You should expect knuckleheads. For example, when you start running ads that are certain to get attention, you need the courage to continue running those ads, even when you receive complaints. We celebrate complaints. It means we’ve made people feel.
  11. Digital Weasels. In about three months from the time your advertising campaign hits the airways, your digital marketers will show you a marked increase in direct and organic traffic. Some Digital Marketers will mistakenly claim this success as their own. Done properly, you can continue to spend less and less on digital lead generation by increasing your branded keyword online presence.
  12. Annual Marketing Meetings. Travel permitting, we prefer to hold Annual Marketing Meetings (AMMs) outside your city. Years of experience have taught us that we get better results when decision-makers are outside their sphere of influence, away from the day-to-day distractions of the office.

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