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March 15, 2021  |  The hazards of overclaiming  |  723 hit(s)

The hazards of overclaiming

I was listening to a podcast yesterday when it was interrupted with an ad that started like this:

Do you have 30 minutes to spare? Because after just one half hour, you'll never have to worry about a break-in at home again. That's how easy it is to set up a security system from [company name].

My editor brain froze at the point. What I heard was a claim that if you installed their system, you would not be broken into—you would be protected against burglary forever ("never have to worry").

When we technical-edit documents at work, one of our priorities is to check for what we call overclaiming. For example, we stay on the lookout for instances of overclaiming about security, like this:

This product prevents bad actors from hacking your system.

A claim like this simply can't be guaranteed. In the realm of security, the apparent strength of your product might just mean that a hacker hasn't found a flaw in it yet. For example, encryption algorithms that once seemed secure enough to be used by the NSA have been cracked.

We look for overclaiming in any discussion of performance:

Using this product makes your applications three times faster.

We look for it in mentions of costs:

This product reduces your computing costs by 50 percent.

For performance claims, we warn authors that anything that states a number has to have data to back it up. If you say your product is three times faster, you better be able to produce the tests that show this. The same applies to any mention of costs: numbers, please.

And we look for it in any text that involves comparison to other products:

Our product is substantially easier to use than [competitive product].

This claim is problematic in multiple ways. First, what does "easier" even mean? Something that's easy for me might be hard for you and vice versa. And competitive products are a moving target anyway; perhaps our product is "easier" than the current version of product X, but who knows what's in their next release.

So naturally I stumbled over "you'll never have to worry about a break-in at home again." But I thought about it for a bit. First, it's advertising copy, not a technical document on how to configure cloud computing. Maybe there's more wiggle room for wild claims, as in, people aren't expected to interpret these things literally.

I also homed in on the phrase "worry about." With some work, this can be made ambiguous. One idiomatic interpretation is that it means that something won't occur:

What if we run out of Cheetos tonight?
You don't need to worry about that[, we just went to Costco].

A more literal interpretation is that, well, you don't need to worry. This is the type of messaging that insurance companies use: it's not that [thing] won't happen, it's that you can stop worrying about [thing happening] because insurance.

I have a hard time fitting this second meaning onto the ad copy for home security systems. But if I had to defend that statement in court, say, that's what I'd go with.

Speaking of consequences, all of this hypervigilance about overclaiming is of course ultimately about protecting the company. The fear is not just that we'll be shown to have been wrong. ("Sorry.") When people spend vast sums based on assurances that you've given them about security or performance or cost, and when those assurances don't prove true, they might take a litigious turn of mind. At the very least, they're not going to trust you in the future and might look elsewhere to spend their money.

I'm not personally aware of the various companies I've worked for being hauled into court to defend an assertion. ("You said we wouldn't be hacked!") But clearly the lawyercats think about this a lot, and I've certainly participated in my share of fire drills in which we dropped everything to grub through many documents, tweaking some text that was discovered to be overclaim-y.

I would not be surprised to hear an ad from the same company a year from now in which the claim "you don't need to worry about break-ins" has been hedged to something like "Get yourself some peace of mind." If I were editing their copy, that's definitely what would happen.