Marketing in 1885

Excerpts from “Hints to Intending Advertisers” by Thomas Smith,
(London, 1885)

The FIRST time people read an advertisement, they do not see it.

The SECOND time they do not notice it.

The THIRD time they are conscious of its existence.

The FOURTH time they faintly remember having seen it before.

The FIFTH time they read it.

The SIXTH time they turn up their nose at it.

The SEVENTH time they read it through and says, “Oh brother”

The EIGHTH time they say “Here is that Confounded thing again”

The NINTH time they wonder if it amounts to anything.

The TENTH time they think they will ask their neighbors if they have ever tried it.

The ELEVENTH time they wonder how the advertiser makes it pay.

The TWELFTH time they think perhaps it may be worth something.

The THIRTEENTH time they think it must be a good thing.

The FOURTEENTH time they remember they wanted such a thing for a long time.

The FIFTEENTH time they are tantalized because they cannot afford to buy it.

The SIXTEENTH time they think they will buy it someday.

The SEVENTEENTH time they make a memorandum of it.

The EIGHTEENTH time they swear at their poverty.

The NINETEENTH time they count their money closely.

The TWENTIETH time they see it, they BUY it.

Times have not changed. Repetition is still the key to success. Remember "There's no one with endurance like the man who sells insurance"