Unveiling the Immutable Laws of Advertising: Measure, Test, and Profit – The Hopkins Way!

Today, I want to talk to you about one of the greatest minds in the history of advertising: Claude Hopkins. This man revolutionized the industry with his groundbreaking campaigns and innovative approach to marketing, and his legacy continues to shape the way we do business today.

One of Hopkins’ most famous successes was his work on the Pepsodent toothpaste campaign. Back in the early 1900s, toothpaste was not a popular product, and many people didn’t see the need for it. But Hopkins understood the power of persuasion, and he set out to create an advertising campaign that would change the way people thought about oral hygiene.

Through careful research and analysis, Hopkins identified a key benefit of using Pepsodent: it left your teeth feeling clean and smooth. He then crafted a message that emphasized this benefit, using catchy slogans like “Feel the tingling!” and “Run your tongue over your teeth – you’ll feel a film – that’s what makes your teeth look yellow.” These messages were simple, but they resonated with consumers, and the Pepsodent campaign became a huge success.

Hopkins’ approach to advertising was based on his belief in the power of science and testing. He understood that advertising was not an art, but a science, and that the only way to know what works is to test and measure results. He also believed in the importance of creating a unique selling proposition (USP) – a benefit that sets a product apart from its competitors.

These principles are still as relevant today as they were 100 years ago. With the rise of digital marketing, it’s easier than ever to test and measure the effectiveness of your campaigns. By using data and analytics, marketers can gain insights into what their audience responds to and adjust their strategies accordingly. And by identifying a USP and communicating it effectively, businesses can differentiate themselves from their competitors and stand out in a crowded marketplace.

But perhaps the most important lesson we can learn from Hopkins is the power of persuasion. He understood that people are motivated by their desires and needs, and he knew how to craft a message that would appeal to those desires and needs. Whether it’s through catchy slogans, emotional appeals, or persuasive arguments, the art of persuasion is just as important today as it was when Hopkins was crafting his campaigns.

“Advertising, in its truest sense, should be news. News that is valuable enough to sell a product or a service.” – Claude Hopkins

Hopkins was a true pioneer in the world of advertising, and his legacy continues to shape the industry. His innovative methods and scientific approach to marketing laid the foundation for modern advertising practices, and his lessons on the power of persuasion and the importance of testing and measurement are just as relevant today as they were 100 years ago.


Want to know more? Read Claude Hopkins’ books:

  1. “Scientific Advertising” – In this classic book, Hopkins shares his insights and principles for creating effective and persuasive advertisements. Get it here: Amazon link
  2. “My Life in Advertising” – Hopkins takes you on a journey through his remarkable career and shares his experiences and strategies for successful marketing campaigns. Grab your copy here: Amazon link
  3. “Confessions of Advertising Man” – This book offers a wealth of wisdom on advertising and marketing, providing valuable insights into Hopkins’ strategies and techniques. Purchase it here: Amazon link

These books are essential reads for anyone interested in the art and science of advertising, and they showcase Hopkins’ brilliance and enduring influence in the field.