Sun, 27 June 2021
As co-founder and creative visionary at Harmon Brothers, Daniel Harmon uses storytelling and humor to create ads that convert. Since 2014, he has helped create videos that changed the way we do advertising today, and that at the time were confused with funny sketch videos that had to assure audiences "Yes, this is real. This is a real ad." Now, he joins us to talk about how the Harmon Brothers found their comedy niche, how they find the right creative thinkers to write their unique ads, and how the company teaches their entire system through the Harmon Brothers University.
3 Golden Nuggets
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How to Create Amazing Ads that Convert More Clients
Jason: [00:00:00] What's up everybody? Jason Swenk here and I have an amazing guest on the show. One of the Harmon brothers who is going to talk about how you can turn your poop into gold. Literally. Their videos are so funny and their ads reach so many people. And I'm happy to have them on. So let's go ahead and get into the show.
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All right, what's going on? Welcome to the show.
Daniel: [00:01:49] Thanks for having me, Jason. Glad to be on.
Jason: [00:01:51] Yeah, man. So for the people that have been kind of hiding under a rock a little bit, tell us who you are and what you do.
Daniel: [00:01:57] I'm Daniel Harmon. I'm Chief Creative Officer at Harmon Brothers, and we're known for ad campaigns like Squatty Potty, Purple, Chatbooks, Poo-Pourri, FiberFix Lumē, Kodiak Cakes, Camp Chef, all these different campaigns that have, um, helped companies generate over 1.5 billion views and over $400 million in sales. And anyway, that's, that's kind of what we're known for is mixing some elements of sort of direct response advertising stuff that gets people to act and buy immediately with really traditional branding elements of storytelling. And that's kind of our sweet spot.
Jason: [00:02:36] Yeah. And I love that. How did you guys kind of fall into that sweet spot? Because a lot of agencies, they start off and it takes them forever. So how did you guys progress through that?
Daniel: [00:02:49] Sure, for us it started a little bit with a company called Orabrush. My brothers were co-founders of Orabrush, Orabrush is a tongue cleaner that, um, helps remove the gunk off of your tongue. And that's where 90% of bad breath comes from is the, uh, is the gunk out of your tongue. So in trying to market the Orabrush, they weren't having any kind of retail success at all. And the co-founder, the inventor of the Orabrush. Dr. Bob approached my brother about, um, being able to sell, um, online.
Then with the Orabrush, they made a video that not only educated about how the Orabrush was cool and how it worked, but it also entertained at the same time. And a lot of the elements that we use in our videos are drawn from just classical sales principles, right? Things that you would use in a door-to-door scenario, things that you would use in telesales, email marketing, it's all very kind of problem/solution-based advertising.
And, um, that was the case with Orabrush, where it was all based on the fact that people have a problem of bad breath. They don't want to breathe that onto other people. It's embarrassing. And then the Orabrush provided a solution where it would clean the gunk off of your tongue.
And most people didn't know that good oral hygiene would include your tongue and not just your teeth, right? Most people know to brush their tongues, but the toothbrush wasn't really designed for brushing your tongue and this product was. And so it was educating about that, but then, um, adding the twist of the entertainment value and kind of a personality and character with it and some, and some branding really.
I think that is a lot of what was missing traditionally through the years on things like food commercials, right. That they all kind of felt a little bit cookie-cutterish, but they all were in sort of a, such a similar pattern that they, they were mostly distinguished by how different the products themselves were rather than by the personality that was pitching it or the story that was being told around it.
So with the success of Orabrush they ended up getting distribution in places like Walmart, CVS, Walgreens, Boots, I mean, international stuff all over the place. The company ended up actually being sold to a company called DenTek and, um, that's kind of where that started. I actually was an employee of Orabrush as an art director there, where we created, uh, over a hundred videos over the course of a little over two years.
And so kind of learned the craft of that. Then later on, when we resigned from Orabrush, we, um, the first campaign we did was, um, with Poo-Pourri. And that one people know for the girl, that's the British girl sitting on the toilet saying all those terrible candid things about her bowel movements and how much they stink and that kind of thing.
But that's kind of where that formula for us started to solidify. And then later on it was Squatty Potty. It became much more so, and then Purple and so on. But yeah, hopefully, that answers the question.
Jason: [00:05:55] Yeah, definitely. I want to know more about the blooper reel. Like you guys have to have the best blooper reel out there for Squatty Potty and the Poo-Pourri
Daniel: [00:06:04] When we were filming Poo-Pourri and we were listening to the lines that she was saying, of course, this is 2013. And so most of us, our perception of what can kind of be done in the advertising space in this way has changed a lot. I mean, obviously, Harmon Brothers has done a lot to change that perception, right? In how you can kind of joke your ways through certain taboo subjects. If you're writing the right line, you don't want to get super offensive it anything.
But as I was listening to the lines that she was saying, as we were filming them, I was, as I was saying to myself, no, one's going to believe this is a real ad. They're, they're going to think this is a College Humor sketch. They're going to think this as an SNL thing. No one's going to think this as an actual ad.
And so my brother Jeffrey was like, well, okay, think of a solution. What do we do? And I was like, well, I think we have to tell them.
Jason: [00:06:57] “This is an ad”
Daniel: [00:06:59] Well, we didn't do it exactly in that way. While we were on set, um, I came up with the line that, yes, this is a real product. And yes, it really works. And it became kind of a catchphrase in our advertising to some degree where people, we see them use it all over the place. We don't use it as much ourselves anymore because we think it kind of sets the viewer off a little bit or can even be distracting.
But to some degree, we feel like that's a good space to be living in is if you kind of have to remind people “no, we're not just joking around.” This is, this is real what's going on right now. And it was very effective.
Um, I can't remember how many people told me that when they were watching the ad right up until that moment when we said, yes, this is a real product. And yes, this really works. They had actually believed that they were watching some sort of like a spoof or sketch or some sort of just comedy gig of some kind.
Jason: [00:07:48] Yeah. Walk us, um, because a lot of people want to understand kind of the framework of how. Because we all want to create including myself, so all of my audiences, agency owners, and I always like to say we exist to provide a resource. We wish we had, so we can scale faster, right?
And 90% of our content is educational, but 10% is supposed to be funny, you know, like humor, like we talk about what is an RFP means, Real Fucking Problem, Request for Punishment. Like all these different things we try to put in there. And a lot of people struggle with, you know, finding a way to stand out and you guys have really have a formula or a framework.
Walk us through a little bit of that. So the people listening can have an idea and be like, okay, this is how I can start. This is how I can kind of morph it and see if it actually works.
Daniel: [00:08:40] Yeah, for us standing out has a lot to do with just asking ourselves, have we seen this before in the way that we're doing this? I am not one to, admittedly, I'm not one to really follow a whole lot of what's going on in the advertising industry. Meaning there's a lot of advertisers that are really into things like the award shows and…
Jason: [00:09:05] oh, don't get me started on that.
Daniel: [00:09:07] I just think you end up advertising to advertisers. You ended up trying to please your peers. Rather than actually speak and relate to customers. And so, um, I don't really go down that road and I, I ask myself more as we're doing the content, have I seen, have I seen something like this or are we doing something fresh enough as we approach this, that it's going to make them stand out?
And it's not necessarily that it's always, that the character is always something that's just never been done before. I'm sure there's been a prince used in advertising before in some way, right? Um, in the way that like we have the Squatty Potty, we have the unicorn, there's never a pooping unicorn, I don't think, prior to that point in advertising. But using a prince I think had been done before, but in the way that we used it maybe it was a little bit different, right?
Or the girl on the stall talking directly from a toilet perched on a toilet. That was something that was very, very different. Or Goldilocks releasing some eggs that fall down on a bed. Those were all kind of things that we felt like, um, hadn't really necessarily been seen before. A French woman singing, um, kind of in a Broadway style, uh, play-type environment for Lumē.
All these things we felt like were just different than anything we'd seen before. And so for us, the basis of coming up with a lot of those ideas is really coming, um, is involving really creative thinkers into the writing process. And, and, um, a lot of that is for us centralized on comedians. So we're looking not as much for people that are extremely experienced in advertising and marketing.
We're looking for people that have a lot of reps and a lot of skill developed in the areas of stand-up, improve, and sketch comedy. And then we feel like we can better guide the marketing and advertising language around that. That it's going to we're, we're going to be much better off teaching a comedian to be a marketer than a marketer to be a comedian.
And that gets us some very different thinking because their jobs are like on a day-to-day basis are like, okay, what kind of cool thing can we come up within in the sketch? Or what kind of thing can we make fun of? Or what's some observational thing that I've seen that I can use in my standup that I have never heard anyone say before.
That's kind of just second nature to them. And then that's kind of our, our starting point for being able to stand out. I'd say.
Jason: [00:11:32] I love that. And so for the people listening, I guess, do they need to go and find their funny friends that are doing standup?
Daniel: [00:11:43] Short answer? Yes, that's what I mean in Harmon brothers university in our courses, that's one of the things we teach is the idea that a community it's easier to turn a comedian into a marketer than a marketer to a comedian.
And so we do recommend following funny people on Instagram, TikTok, YouTube, that kind of stuff. Wherever you get your stuff. Facebook, I don't, I don't care. And then kind of looking at the patterns of what they use in their humor and things, but even maybe reaching out to some of these people and seeing if they'd be available to get involved, or maybe going to your local standup club or improv group or whatever it is.
There's usually somewhere nearby in your state or your, or your area that, um, some sort of a culture or a community that you can tap into of people that are already in that world. And, um, I think using them as a resource is, is really good. And it's not always easy. There are, there are comedians that approach it very much from the standpoint of like, well, this is art and I'm doing art. So don't tell me what to do with your advertising stuff.
Well, at the end of the day, it still has to sell, right? It has to move the product, it has to brand. It has to do all those things. Then it can't just be funny and it can't be tangental all the time for the messaging. Um, there's, there's ways that you can kind of channel that creative energy to be more productive for what you're doing. But yeah, I think it's a really good idea to go. Go involve people that are already funny rather than trying to teach yourself to be funny in order to get it done.
Jason: [00:13:14] Oh, yeah, that would be horrendous. That would be, that would be really bad for a lot of people.
Daniel: [00:13:20] Yeah. Like for myself, I'm, I'm not even like the funniest person around. I do have a good sense of humor, I have good comedic timing and mine more applies in the way that I go about filming and editing and enhancing what's there in, in writing. I mean, I can write jokes and that kind of thing, but like, I might be able to write one joke in the time that it takes some of these other guys and gals that we get involved. Um, like they can write 10 in the time that I write one.
It's just not as efficient. And I'm pretty darn good at making that stuff that they write be funny in the end product. But as far as like originating that on paper, that's not going to be. There's going to be other people that, that have more superpower in that area.
Whereas it would be a lot of toiling for me to do that. I can help out a ton in the advertising language and the sales persuasion and all that kind of stuff. And I'll all writing zingers here and there. But as far as like that really creative stuff that's needed. Yeah. We're always looking to outsiders to help with that.
Jason: [00:14:18] I’m going to guess, you know, I'm in Atlanta today and there's obviously tons of improv and all kinds of places all over. And I bet if you went to some of those and you went up to someone and be like, hey, do you want to be involved in this? I bet they'd be like, heck yeah, I want to be involved in this.
Daniel: [00:14:35] Yeah, they'd probably in most cases be over the moon excited because what you'll find is that most comedians aren't actually making a living being a comedian.
They are developing it as a skill set on the side and they're passionate about it and they'd love to make a living with it. But as far as it's their full-time living. Ooh, it's, it's a small subset of that community that is actually making, making money and not waiting tables somewhere or, or not working in some sort of a warehouse job or in a kitchen or whatever it is.
Like, most comedians are very happy for the opportunity to write something funny and be paid for it. Like that's probably going to be really exciting to them.
Jason: [00:15:19] Oh yeah. After we find the talent or the creatives to help you with the idea. What's really kind of the next thing that we'll, will shape what we do to get these ads to convert or get people's attention.
Daniel: [00:15:32] Yeah. I mean, I'm kind of going backward here, but the starting point for us is finding a product or service that we're passionate about. That if you can speak from the perspective of the customer, meaning that you've been sold on the product yourself, you've kind of had that aha moment of you as you've used it.
Then you will be much more effective at communicating that to other people because you’re sold, right. You're not just selling people because it's your job. I really feel like, and I repeat this around here all the time that nothing sells better than the truth. And so if you get to that authenticity, that's a much better starting point.
So for us, we're very choosy about what kind of clients we partner with, especially on our big campaigns. Because we want to really ensure that we have passion for it, that we have someone that has actually has belief in it. That's heading up the project that are whatever creative directors on it is really, you know, wants to, to sell this thing rather than just I'll has to, because it's part of their job.
And so that's for us as a good starting point is finding a product or service that's offering real value, solving a real problem for people and is genuinely making the world a better place in some way.
Jason: [00:16:45] Yeah. I remember, um, we were talking in the pre-show about Daryl Eaves, your producer for Squatty Potty. And I remember him telling me he was he how he was trying it out before. He would actually do it and he's like, it actually works. And it was pretty funny.
Daniel: [00:17:01] That's essential to it. We have people that are mailing us their products, um. You know, fairly regularly we see new stuff come through the door and just so we can get our hands on it and start experimenting with it and start falling in love with it, or just being like, you know what, this isn’t for us.
I remember a food product that came through the door the other day. And I, I, it was several different flavors of this particular kind of, uh, it was a, it was a snack cookie or something like that. And I, I tried one and another, another one and I was just like, nah, I just can't get behind this. I just am not, I'm not liking this. I'm not seeing how, how we can sell this because this doesn't taste great to me. And anyway, that's kind of the process we go through.
Jason: [00:17:41] Very cool. So now that we have passion behind the product, we've hired the creative team, what are the things that you've seen that will make, make something sell, make an ad actually work.
Daniel: [00:17:54] Yeah. So some of them are to relate with the customer in their pain. If you can dive into the problem that they're experiencing and you can effectively capture in video what that pain looks and feels like, then, um, you're relating with them and then they're perfectly set up to the solution, which is what your product or service that you're, um, that you're selling is going to be providing.
So I think in the case of, for example, let's just take FiberFix, for example, when we did our ad for FiberFix FiberFix is a fiberglass a wrap or tape that essentially can fix almost anything. And it's in its a hundred times stronger than duct tape. And it's, um, it's stronger than steel by the time it all sets and hardens.
We go through this scenario of a guy on a Saturday that has a broken sink underneath, like something leaking underneath the sink. So he goes to get the part to the hardware store and he comes back and realize it doesn't, it doesn't work. So he goes back to the hardware store and he misses all this time with, uh, where he could be watching football.
As opposed to, if he would've just had the fix there with FiberFix where he could have just immediately taken care of that on the spot, then he would have been in really good shape. And so that made the pain very relatable to the situation that people that people face. So I think that's one of the best ways to speak to people is the specificity of what the customer goes through in the way of the problem that they face on how the solution of the product relates to them.
Jason: [00:19:27] Yeah. You know, that's one of the things that we always ask when people engage with us. Or whenever we chat with them or in any of our Facebook groups is like, what's the things that are keeping you up at night? Or one of the things we did in one of our communities is like, what's the dumbest request you've ever gotten from a client?
And then they'll just, oh, I mean, it's literally, you're reading some of these and you're like, yep, checkmark, checkmark, checkmark. So I guess my next question from you, and don't obviously don't name the client, but what's the dumbest thing someone's ever asked you for as a client.
Daniel: [00:20:00] Oh, gosh, I try to erase those moments from my brain. Oh, the dumbest request. I think sometimes some of the dumber requests come when they try to force. It's and it's never actually, I don't think happened in our case, but when they try to say, oh, you should really cast this person as the lead in a role.
And specifically, they're thinking of like a celebrity and we're like A, that is nowhere near your budget so you can't go there. B, whether or not they'd even want to be involved that's a whole other question. And C, they're probably not even right for the part, even though they, you think they are kind of a thing. So I'd say that's one of the funnier things that sometimes happens is that when the client's like, oh, we should, you know, if you really got, um, Tina Fey.
Jason: [00:20:52] Or Tom Cruise.
Daniel: [00:20:55] Well, yeah. That’d be awesome if you can do that. You know, maybe we should ask American Express how they pulled that off. Oh wait. They had billions of dollars. That's how they pulled it off. So that's kind of one of the funnier requests that comes through. And sometimes I'd say. I'd say the bigger mistake that we sometimes see clients make is just focusing on the wrong things.
And by that, I mean a feature or an aspect of their product or service that's really important to them and they think is really cool. But when you actually listen to the customer base of what's the most important to them, what's the problem is solving, might be almost a little bit distracting. It's might maybe not even something that needs to be brought up and they're just like, oh, we really want this to be a part of it because you know, doing this long form ad and we're, we're, we're going on record two or three minutes so surely you can find a way to fit this in.
It's like, it doesn't matter about the length. You still got to keep things focused, right? And so that's, that's another thing that happens sometimes is people just want me to stuck everything possible into it.
Jason: [00:21:56] So, and that happens to all of us creatives, right? The client thinks they actually know better than us.
Daniel: [00:22:04] Yeah. Sometimes they do.
Jason: [00:22:06] Sometimes, but I remember we were doing a campaign for Pro-Line Boats and this was in 2003 when Flash was really popular, but we still had dial-up and they wanted to put a four-minute video of us chasing their boats on a helicopter on the homepage. And I was like, you gotta be kidding me. Like, how long is this like going to spin? If you remember the spinner, right? So how do you get around when clients do ask for something that you know is way off? How do you reel them back in?
Daniel: [00:22:43] Primarily, I usually try to explain it in terms of data. So if we have any data from prior campaigns, that can point to the fact that they're going down a direction that's not going to be good for them.
Then we can illustrate that with stuff we've done in the past. And then that kind of takes some of the subjectivity out of it. It makes it a little bit more objective. So if you have data to rely on to show the client, okay, that's not quite right. And the other one is sometimes it is on a gut level and you just kind of know, like, no, that's, that's not going to work out.
And I think it's worth having those discussions and falling on the sword on behalf of your client to some degree, because they're hiring you to do something that they can't do themselves. That's the reason they're hiring you in the first place is because they know that they, they only have a certain level that they can get to and they need you to take them to the next level.
And you essentially bend over or just kind of tower to every request that they have because they're the client, I think you're actually doing them a disservice. So what I ask myself, when we have those moments is. Am I falling on the sword just because on the creative and this is my art and that's, that's what I want? Or am I doing this because I think the client is genuinely going to hurt themselves? And if it's that I really feel, or especially if I have the data to show that the client is going to hurt themselves, then I'm going to fight that battle.
If it's more of a preference kind of thing, then there might be areas where you can compromise. And like I said, sometimes the clients are even right. Sometimes they'll have an insight of something legally that you can't do, and they know about that and they can kind of steer you right in that way. Or some other aspect of things that will be more factual or whatever it is.
And you need to be able to listen to those moments. But I'd say more so the real question to ask yourself is, am I doing this because I'm on my high horse a little bit, because I'm the creative and they're not? Or am I doing it because I genuinely want to protect this campaign? I want to protect their brand for them. If that's the case, then it's, it's a battle worth fighting.
Jason: [00:24:50] Yeah. I love it. Well, this has all been great. Daniel, is there anything I didn't ask you that you think would benefit, you know, the agency owners listening?
Daniel: [00:24:58] Um, yeah. So one thing is for us where we do so much of the direct sales and direct response style of advertising, and then the branding. I would say when it comes to branding and comedy and being funny and storytelling that you want to go further and further and further down that road and have maybe less and less direct response elements, the bigger you get as a company and the more competitors you have. When you're early stage, and you're very differentiated in your market, then you need to be a lot more clear and a lot more direct.
In a way, um, I mean, you can be funny at the same time and stuff, but you need to be really focused on that sale when you're kind of in that startup phase, because you're just educating people on something that's brand new. You're maybe telling them about a product or service that they've never heard of before.
And you need to kind of gain that trust initially with communicating clearly about how you solve a problem for them. But as you get further up into the market and you, and you have more competitors, if you think of someone like Nike, or, um, Ford or Apple doing a redirect response out of some kind, they would feel really out of place, right? Or red bull.
Like it doesn't make a lot of sense at that place. You need to be just telling really great stories and you need to be relating with people emotionally and just highlighting a benefit in a clever way. But, um, you can't be going through and be like, I know it can't be the exact same format then because you're in a different place at a different time.
And so I would say depending on the stage of the company, there's different ways to focus your advertising on that spectrum of, from direct response, clear, over here to branding. You want to be careful of not getting ahead of yourself in trying to be too clever and too funny and too, too many bells and whistles too soon, as opposed to kind of focusing in on the message that really matters.
Jason: [00:26:55] Yeah, I totally get that because you know, a lot, what happens in the agency world is we look at the biggest agencies in the world. And then the little guy, or even the medium-sized guy, we go, well, we got to do what they do. You know, perfect example is looking at their websites.
If you look at a big agency's website it is the ugliest. It is the worst thing. There is no conversion point. You can't figure out how to have a conversation with anybody. Like. We need a big H on our homepage. I'm not talking about Harmon Brothers.
Daniel: [00:27:29] No, I got the dig it's okay. Right. Yeah.
Jason: [00:27:32] Right. Got it. You got it. You got the punchline, but we need to model, like you were saying model how someone actually got there rather than looking at where they're at now and try to duplicate that because, yeah, you're going to look kind of silly.
Daniel: [00:27:47] There's a time and a place. And you've got to kind of move along that path as the brand grows.
Jason: [00:27:53] Yep. Tell us a little bit about your, you guys' amazing course where people can go.
Daniel: [00:27:59] Yeah, so essentially we've developed an entire internal train that we use for our writers, for our editors, for our creative directors, for everybody to be able to create the kind of advertising that we do, brand the way that we do, sell the way that we do.
And it's all on harmonbrothersuniversity.com. And it's our entire playbook. We don't hold anything back. We, we've put it all on there. The exact same internal training that we give here is what we put out on there. And so for anyone that wants to learn how to do this themselves, as opposed to hire it done, they can go to harmonbrothersuniversity.com, and they can sign up for the courses that are there.
There's things like the 14-day script challenge, which is basically two weeks to get you from a blank page, all the way to a script that's ready to film. Um, which is a really cool course. And there's other things like the easy ads that sell course, which kind of gets you into a bunch of different little forms of ad formats that you can put out there on, on Facebook, Instagram, and so forth.
Anyway, it's just been a tremendous resource for people where, um, literally the, our students have driven millions and millions of dollars by following the principles and learning from these courses. And, yeah, I, I would for sure say, uh, for people to check it out and they might even dive in and learn enough to be like, you know what? I just want to hire you guys instead.
And that's fine too. It works both ways, but anyway, that's, that's our entire playbook there for people to learn from, if anyone wants to do this and hopefully it can help some companies out.
Jason: [00:29:28] Awesome. And, uh, and yeah, they're not sponsoring me, but I just think what they do is really pretty amazing. So go check it out. I do have one last question, because I think that this, especially of what you guys have done with Harmon Brothers University. So a lot of people are like, well, why would you put your whole thing out? A lot of agencies think about the same thing. I look at it of going, I think it's a smart decision because everyone wants to know how, but a lot of people don't want to know how to do or to actually do it.
And then the second part, I think. And hopefully, I'm not answering your, taking your thunder from this. The other part is, I bet you probably could pick like the people go through it and you're like, man, this guy is really good or this gal's really good. Let me just hire this person. Has any of that happened?
Daniel: [00:30:14] Yeah, both those things we knew, we knew when we were seeing the success that we were, that people were going to copy us either way. And so we just said, why not just put it out there? And educate people on how to do it, right. That eventually some of them will come back to us and we've seen that for their own campaigns.
And then I just have a little bit of the altruistic attitude and I think we, we do here internally of, you know, kind of you reap what you sell, right? If we put things out there that it'll come back to us in some positive way, even if it's not always measurable. And so I would say we haven't regretted that in the least in going that direction.
Jason: [00:30:47] Awesome. Well, thanks so much for coming on the show. Lots of great takeaways and a lot of fun, making fun of each other back and forth. And if you guys enjoy this episode and you want to be surrounded by amazing agency owners on a consistent basis where we're making fun of each other, we're seeing the shit that you're doing wrong, and we can actually point you in the right direction.
And you want to have a therapy group. I think a lot of it it's that so that we could feel sane and we can actually scale a little bit faster rather than have the shit between our ears, and you know, block our growth. I want you guys to go to digitalagencyelite.com. Check it out if it's right for you, do the application and maybe we'll chat and then maybe we'll see you on the inside.
And until next time have a Swenk day.
Direct download: How_to_Create_Amazing_Ads_that_Convert_More_Clients.mp3
Category:general -- posted at: 1:00pm EDT