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Al Ries Jack Trout-The 22 Immutable Laws of Marketing-En
Al Ries Jack Trout-The 22 Immutable Laws of Marketing-En
The 22
Immutable Laws
of Marketing
Violate Them at Your Own Risk
Contents
Introduction ix
1. The Law of Leadership
2. The Law of the Category
3. The Law of the Mind
4. The Law of Perception
5. The Law of Focus
6. The Law of Exclusivity
7. The Law of the Ladder
8. The Law of Duality
9. The Law of the Opposite
10. The Law of Division
11. The Law of Perspective
12. The Law of Line Extension
13. The Law of Sacrifice
14. The Law of Attributes
15. The Law of Candor
16. The Law of Singularity
17. The Law of Unpredictability
18. The Law of Success
19. The Law of Failure
20.The Law of Hype
21. The Law of Acceleration
22. The Law of Resources
Warning
Introduction
INTRODUCTION
INTRODUCTION
INTRODUCTION
1
The Law of
Leadership
It’s better to be first
than it is to be better.
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are the ones who buy the groceries, and they think that
dogs don’t need an ice cream of their own. They
should be happy just to lick the plates.
The law of leadership applies to any product, any
brand, any category. Let’s say you didn’t know the
name of the first college founded in America. You can
always make a good guess by substituting leading for
first. So what’s the name of the leading college in
America? Most people would probably say Harvard,
which is also the name of the first college founded in
America. (What’s the name of the second college
founded in America? The College of William and
Mary, which is only slightly more famous than Bert
Hinkler.)
No two products are any similar than twins are. Yet
twins often complain that the first of the two whom a
person meets always remains their favorite, even
though the person also gets to know the other one.
People tend to stick with what they’ve got. If you
meet someone a little better than your wife or husband,
it’s really not worth making the switch, what with
attorneys’ fees and dividing up the house and kids.
The law of leadership also applies to magazines.
Which is why Time leads Newsweek, People leads Us,
and Playboy leads Penthouse. Take TV Guide, for
example. Back in the early fifties the then-powerful
Curtis Publishing Company tried to field a television-
listings magazine to compete with the fledgling TV
Guide. Even though TV Guide had only a minuscule
head start, and despite the awesome strength of Curtis,
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2
The Law of
the Category
If you can’t be first in a category,
set up a new category you can be first in.
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3
The Law of
the Mind
It’s better to be first in the mind
than to be first in the marketplace.
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4
The Law of
Perception
Marketing is not a battle of products,
it’s a battle of perceptions.
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5
The Law of
Focus
The most powerful concept in marketing
is owning a word in the prospect’s mind.
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Crest. . . cavities
Mercedes. . . engineering
BMW. . . driving
Volvo. . . safety
Domino’s. . . home delivery
Pepsi-Cola. . . youth
Nordstrom. . . service
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6
The Law of
Exclusivity
Two companies cannot own
the same word in the prospect’s mind.
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7
The Law of
the Ladder
The strategy to use depends on
which rung you occupy on the ladder.
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8
The Law of
Duality
In the long run, every market
becomes a two-horse race.
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9
The Law of
the Opposite
If you are shooting for second place,
your strategy is determined by the leader.
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10
The Law of
Division
Over time, a category will divide and
become two or more categories.
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11
The Law of
Perspective
Marketing effects take place
over an extended period of time.
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12
The Law of
Line Extension
There’s an irresistible pressure to extend
the equity of the brand.
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13
The Law of
Sacrifice
You have to give up something
in order to get something.
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14
The Law of
Attributes
For every attribute, there is an
opposite, effective attribute.
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15
The Law of
Candor
When you admit a negative,
the prospect will give you a positive.
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16
The Law of
Singularity
In each situation, only one move
will produce substantial results.
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17
The Law of
Unpredictability
Unless you write your competitor’s plans,
you can’t predict the future.
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18
The Law of
Success
Success often leads to arrogance
and arrogance to failure.
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19
The Law of
Failure
Failure is to be expected
and accepted.
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20
The Law of
Hype
The situation is often the opposite
of the way it appears in the press.
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21
The Law of
Acceleration
Successful programs are not built on fads,
they’re built on trends.
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22
The Law of
Resources
Without adequate funding
an idea won’t get off the ground.
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Warning
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WARNING
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WARNING
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Authors Al Reis and Jack Trout are probably the world’s best-
known marketing strategists. Their books have been published
in fifteen languages and their consulting work has taken them
into many of the world’s largest corporations in North America,
South America, and the Far East.