Reflecting on your own content, ask this: What gives
your own audiences a rush? What do they crave? What
lights their fire naturally? Can you divide your content
approaches so as to appeal to something automatic and
strategic in balanced proportions? For example, in a current
antismoking campaign, we see a young girl, Amanda
Green, writing a “contract” in which she agrees to relinquish
part of her freedom to a cigarette. The voiceover
bluntly states, “There is a contract in every cigarette; when
you light up, you sign up.” The commercial appeals to all
three decision drivers: a reflex, our automatic desire to be
in control; an existing habit, smoking; and a goal, quitting.
The ad ends with “Know the real cost,” which appeals to a
strategic approach for quitting.