4. PROMOTE EXCLUSIVITY
Near the top of Maslow’s hierarchy of needs pyramid sits self-esteem. People want to feel important; like they’re part of an exclusive group. That’s why advertising copy sometimes says: "We’re not for everyone."
The U.S. Marines ran a very successful campaign for years with the tagline: "The Few. The Proud." Perhaps the most famous modern example of exclusivity in advertising is the American Express tagline: "Membership has its privileges." But to make an exclusivity appeal work in the long run, marketers must mean what they say. Empty claims tend to be counterproductive.