We were talking in class about metaphor—it’s one of the toughest concepts to grasp, apparently. Not what a metaphor is—all of my writers have been through high school English class—but what a metaphor does. So I was searching for marketing pieces that use story and metaphor when I came across the Significant Objects project.
All of the best marketing uses stories, as the Heath Brothers have documented. Take toothpaste, for instance. A pretty mundane product.
You could market it with facts—People who brush their teeth regularly are X% less likely to get gum disease.
Or you could market it with a story.
An indirect story—People who use this toothpaste are X% less likely to develop gum disease.
A direct story: Use this toothpaste and you’ll have a dazzling smile.
An indirect story: People who use this toothpaste are X% more likely to die with all their original teeth.
If you’re really good, you can get consumers to tell themselves the story:
Ooh, I want a dazzling smile so I can be more attractive and get a date.
Whatever story you use, it’s still just toothpaste.
But the Significant Objects product used story in a different way. Writer Rob Walker and brand analyst Joshua Green bought inexpensive items at thrift stores and found fiction writers—some well-known and some not—to write a story about them. Then they took these knick-knacks and auctioned them on eBay.
Did the stories enhance the value of the objects? Not objectively. But they did enhance the perceived value: the average mark-up for some objects rose as high as 2700%. Yes, you read that right: 27x the original price. Retailers strive for a sale price of 3x cost.
Services as significant objects
If story can enhance the value of a souvenir ashtray, what can it do for something of real value—like the products and services we provide?
So I gave my writers an assignment: Write about your own business as if it’s a “Significant Object.”
Look, it’s never easy to write about your own business. If it were, there’d be a whole lot more marketing communications writers whipping up lattes and frappucinos. So I’m always on the lookout for ways we can write about our businesses indirectly, or at least from different angles.
So, “Write about your business as a Significant Object,” I said. A daunting assignment, but one that could yield valuable results. So I volunteered to do the assignment too.
Here’s what I came up with:
A new perspective
I was antiquing—that’s what one does on a rainy day on Cape Cod. Driving down the first “highway” in the United States—it’s little more than a country lane, but here and there you’ll find an old shack or cottage with an “Antiques” sign planted in the front yard, a strange species of native tree.
The quaintest of the shops lack sufficient parking, but those are the ones with the best finds. So I parked down a side street about a quarter mile away and hiked back.
Inside, in the only corner of the shop not covered in dust, I saw a woman sitting on a decidedly not-antique desk chair, reading a book. At first I thought she was the shop’s proprietor, but then I saw a small sticker affixed to her sweater, near her right collarbone: “$129.95.”
“Excuse me?” I hated to interrupt her reading, but I had to know what the joke was. She looked up. “You seem to have picked up a price tag by mistake.” I laughed. She didn’t.
“No mistake. One-twenty-nine-ninety-five. You’re not buying me—that’s been illegal in the U.S. for quite a while. But half an hour of my time, to talk.”
“What would we talk about?”
“Mostly people like to talk to me about writing,” she replied. “I’ve won awards for it. In fact, I teach it. But I like to come here on rainy Saturdays because you never know who you’ll run into. Would you care to buy a chat?”
“Actually, I was looking for a bargain I could resell at a profit. A hidden treasure,” I said. “Have you noticed anything like that in this shop?”
“Treasure? I assure you, young woman, that I am worth my weight in gold.”
I sized her up—yep at that rate, $129.95 would be a real bargain. So what could I do? I bought a full hour.
And we talked about things I’d never thought about before. And the things I had thought about before—well, she showed me different perspectives on them. The ideas seemed to glow, hanging between us like a crystal chandelier as we turned them this way and that.
When I left the shop, the rain had disappeared. The skies were bluer than I’d ever seen them, the air felt crisper. And so did my mind.
I turned around and bought another half-hour. For you.
What’s it worth?