Why Smart Companies Use Caveman Logic

Hi Reader,

💡 Today's Niblit: In "Building a StoryBrand," Donald Miller introduces the "grunt test" — a simple but powerful way to evaluate whether your marketing works. Miller's team discovered that if a caveman couldn't look at your website and immediately grunt what you offer, you're probably losing sales every day.

🔑 Key Insight: People don't read websites anymore — they scan them. Your marketing materials have about five seconds to answer three critical questions: What do you offer? How will it make my life better? What do I need to do to buy it?

Imagine a caveman in a bearskin shirt, sitting by a fire with a laptop. If he can't grunt "You sell headache medicine, me feel better fast, me get it at Walgreens," then your message isn't clear enough. This isn't about dumbing down your content — it's about respecting your customer's time and mental energy.

The grunt test works because it strips away industry jargon, unnecessary complexity, and forces you to communicate core value in the simplest possible terms.

🦉 Nibble of Wisdom: "Could a caveman look at your website and immediately grunt what you offer?" - Chapter 2

🛠️ Practical Tip: Time someone as they look at your homepage for exactly five seconds, then ask them to explain your business. Their answer will reveal whether you pass the grunt test.

🚀 Quick Action: Right now, visit three competitor websites and give yourself only five seconds on each homepage. Notice which ones immediately make sense and which ones leave you confused — then apply those lessons to your own site.

🔍 Further Exploration:

• Learn about cognitive load theory and how reducing mental effort improves user experience and conversion rates.
• Notice how successful brands like Uber ("Get there"), Spotify ("Music for everyone"), and Zoom ("Video communications made simple") pass the grunt test with flying colors. Explore other popular brands to see how they may have done so, and learn from them.
• Consider how the rise of mobile browsing has made the grunt test even more critical, as people make split-second decisions while scrolling.

🎬 Wrapup: Remember, clarity isn't just good design — it's good business. When you make it effortless for customers to understand your value, you remove the biggest barrier between them and a purchase decision.

🔗 Links:

• Check out Building a StoryBrand by Donald Miller on Amazon
• ​Building a StoryBrand on Kindle​
• ​Building a StoryBrand Audiobook​
• ​Read this book for FREE with a Kindle Unlimited trial

Keeping it caveman simple,

Tom "grunt test graduate" Bernthal

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