Reality in Advertising (Reeves 1961) Reeves laments that the U.S.P. is widely misunderstood and gives a precise definition in three parts:
- 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., pull over new customers to your product.
Some good current examples of products with a clear USP are:
- Head & Shoulders: “You get rid of dandruff”
- Olay: “You get younger-looking skin”
Some unique propositions that were pioneers when they were introduced:
- Domino’s Pizza: “You get fresh, hot pizza delivered to your door in 30 minutes or less — or it’s free.”
- FedEx: “When your package absolutely, positively has to get there overnight”
- M&M’s: “Melts in your mouth, not in your hand”
- Wonder Bread: “Wonder Bread Helps Build Strong Bodies 12 Ways”