Growth Newsletter #219

This tactic is all about illustrating your value by picking a fight with a well-known competitor on a metric that you’re superior at.

Some quick warnings:

• Make sure it’s a fight you can win
• Don’t get sued. Get clever with how you mention them.

Here are the clever ways people do it:

Secret Wink

“You know what I’m talking about.”

Surreal did a great job using the notoriety of incumbent brands to get attention and call out how they’re better.

The not-so-secret slap to the face

There’s also the other strategy where instead of doing a wink, wink, nudge, you instead just come out and say it:

First, yes, that is true. Ask your AI of choice to verify.

Second, this is a classic X vs. Y ad, but it’s done through text instead of the typical visual format.

Start with a fact and build on it

Start with a fact:

• McDonald’s has way more drive-thrus than Burger King
• People put other brands of ketchup in Heinz bottles
• There are a lot of songs about Corvettes

Then build on it:

Use them against themselves

Here, you use a unique aspect of their branding or product to your advantage. For example, this classic Pepsi Max ad:

Note: This Pepsi ad is risky. We’ll cover why below.

Or how Huel takes a shot at Athletic Greens (their most hyped competitor) by removing the label from their distinctive package:

Make fun of the stereotype of your competitor

There’s no better example of an ad campaign where a brand made fun of who uses their competitor than the Mac vs PC campaign:

This ad was extremely successful in making Macs seem like the “cool” choice, a trend that has continued nearly twenty years later.

Just be careful

Remember, when you mention a competitor, you draw attention to them. Therefore, you run the risk of that competitor winning that fight.

So, as I said before, make sure it’s a fight you can win.

But also remember that this strategy works better if you are a challenger startup going after incumbents.

Surreal doesn’t need to worry about giving cornflakes a platform that it doesn’t already have. And they’re so differentiated that they don’t need to worry.

But McDonald’s needs to be incredibly careful mentioning Burger King. Pepsi when it mentions Coke. Or Audi when it mentions BMW or Mercedes.

There’s been a few misses:

Kahlua ran ads that looked way too similar to classic Guinness ads during their prime time of year—St Patrick’s Day—when everyone is thinking about Guinness and seeing Guinness ads.

Or Pepsi reacting to Coke’s sales being 4x more than theirs:

Is this ad creative? Definitely.

But, why draw attention to the fact that your competitor is more popular? That’s social proof working against you.

And if they hadn’t made an ad about it, maybe people wouldn’t have known that Coke sold 4 times more than them.

But, if you’re a startup, think of ways to you can take shots at the big guys.