Four Brand Drivers to Attract and Retain Customers
How many mission and vision statements look good on paper but have little to nothing to do with their customers’ experience? Too many, I’m sorry to say. This can lead to a very costly misperception. MarketCues’ research at client companies reveals that the more an organization’s stated purpose is in alignment with what it delivers, the more successful it will be serving and satisfying its customers’ needs. This alignment is a key to driving high performing business.
The world has shrunk and people are much more informed than ever before, including how well your brand is delivering the goods and services you promise. Today, a brand owner has to go far beyond making claims such as, highest quality, excellent services, being in business for 20 years, etc. These are simply every day statements that ring hollow if the experience a customer receives does not match the promises they are given.
MarketCues’ research has identified four brand drivers that enable organizations to identify the gaps of Perception versus Reality between an organization and its customers. Through the analytical process of answering the following four questions, organization leaders are able to better define its true mission and vision and implement them throughout their entire organization to drive brand and cultural change.
Brand Driver #1: What is the true purpose of our brand? What an organization says and does should always be the same. That’s obvious. What isn’t so obvious is it needs to deliver what no other organization can. If this first question cannot be answered in the affirmative, with distinction and uniqueness, the brand is weak and subject to diminished value and/or business failure.
Brand Driver #2: What brand promises do we make? Too many is just that, too many. Rather than throw the kitchen sink of benefits at your customers, define one to three primary promises that grow out of your brand’s purpose. For instance, if your brand’s purpose is to deliver the optimum mobile app for security, make sure your promise of the “Highest Mobile Security” is a fact that can be counted on every single time it is used.
Brand Driver #3: What is the personality of our brand? The way an organization’s employees act and sound has a lot to do with what personality is hardened into a brand’s persona. This works both for and against an organization depending on how its customers typically perceive it. A highly positive experience does a lot to cement an image and likeability associated with a brand. Likewise, a negative experience does a lot to tarnish a brand’s image.
Brand Driver #4: What is the platform of our brand? The key to answering this question begins with knowing what social and business media platforms your key prospective customers look to for informed advice. Without this informed research, this is nearly an impossible battle to win. Perhaps that’s why so many linear social media programs, although very busy, typically fail. The old axiom of rifle versus shotgun comes to mind.
In order to make sense of your brand’s effectiveness, leaders need to take some time to figure out objectively what their brand’s purpose is based upon MarketCues’ proprietary product, The 4 P’s of Branding™ as outlined in the four questions above, and align your organization with them. These steps can eliminate the gaps between what is being promised to what is being delivered and will attract and retain customers as well as your employees.
Tom Marin is the president of MarketCues, a national consulting firm wants to hear from you! Follow MarketCues on Twitter for strategy and related tips. Tom also welcomes emails, new Linkedin connections, calls to (919) 908-6145 or learn more at: www.marketcues.com.
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Tom Marin is the Founder and President of MarketCues, Inc., a national consulting firm. He has worked for some of the world’s largest corporations and middle-market firms. Tom’s focus is to help CEOs drive their strategy shifts and strategic growth programs. Follow MarketCues on Twitter. Tom also welcomes emails new LinkedIn connections or calls to (919) 908-6145.