The mechanics of branding

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A well designed brand is like a well designed car – lovely to look at, lots of power, and can really take you places. The power of a brand is based on how well it can convince people to buy your stuff. There are countless definitions of what a brand is, and regardless of your definition, if the brand doesn’t help you sell more stuff, then, it isn’t doing its job.




All brands are built with three essential elements: Personality, Message and Identity.




Brand Personality: Defining the underlying personality of a brand is sometimes difficult, but is always necessary if the rest of the brand elements are to come together. The personality reflects what the organization wants its brand to be known for. Think about specific personality traits you want prospects, clients, employees, and partners to use to describe your brand. You should have 4-6 traits (5 is ideal), each being a single term, usually an adjective.



Authentic, Creative, Innovative, Approachable
Trustworthy, Trendy, Cool, Desirable, Reliable
Relevant, Honest, Flexible, Unique, Relevant





How you define the personality determines the tone and voice of your brand, and therefore all your communications. A brand that is “hip, cool, trendy” sounds decidedly different from one that is “honest, trustworthy, reliable”.




Brand Message: What do you customers need from you? Why should they choose your brand of product or service over another one? What can your brand deliver that no one else can? The answers to these questions form the foundation of your messages. I have found it useful to create three core messages based on these customer needs. Each of these messages needs to be supported by “proof points” which are specific, measurable and relevant to the audience. For example, think of Brand X as a car.



Brand X is BETTER: safety record, flexible seating arrangements, trade-in options
Brand X is CHEAPER: gas mileage, insurance premiums, maintenance costs
Brand X is FASTER: redesigned engine, chassis, performance measurements





Which of these messages best reflects the brand is based on the brand personality and the needs of our customers. It is not based on what we think sounds good, what is easy for us to prove, or what our boss thinks. At least it shouldn’t be anyway…




Brand Identity: Ask ten graphic designers their opinion of a company logo and you’ll get ten different answers. Brand design is the aesthetic that communicates the underlying message and personality of the brand. There are five core elements to any brand identity:



Logo
Tagline
Typography
Photography
Color








How these elements work together are explained in “Brand Guidelines”. These help anyone working with the brand know what to do and not to do with the brand. Combined with templates (Presentations, documents or web pages for example) and standardized collateral (business cards, signage and such) your brand begins to take form. From here on, it is all about execution.







Consistency, Consistency, Consistency

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In the world of Real Estate it is all about “location, location, location”. In the world of marketing it is all about consistency. In conjunction with a sound brand strategy, you need a clear and concise message that resonates with your customers. These messages need to be integrated across your brand and into every customer touch point. Now, you don’t need to use the same words over and over. However, each communication needs to reinforce the key messages that have been developed to support the brand. It is a case where the whole is greater than the sum of the parts – when the brand are consistently conveyed across multiple touch points, the customer is left with a clear understanding of what the company, product, service, or solution is and how it solves their problem. Simply put, they know what your brand is about.




Unfortunately, as marketers we often get bored with the messages we’ve developed. We’ve spent hours fine-tuning them and testing them. Finally, our campaigns launch and the messages are out there, but by that time they feel old and stale to us. There is a difference between a “fresh” message (with unique language, a clever play on words, a connection to a current event) and a “different” message (not aligned with strategy, not related to existing messages, different for the sake of being different). Research shows that it takes anywhere from five to nine impressions for an individual to actually internalize a marketing message. That means they need to see it over and over again. Not the same words, but the same idea supported by the same brand.




For example, an article in a trade publication mentions the company and their new product; the customer sees an online banner ad, they click on it, and get to a landing page with a compelling offer; they do a Google search to see what else comes up and there is a link to your latest white paper; at an industry tradeshow the company has a booth and is hosting a panel discussion…and the story continues. With consistent use of key messages across multiple touch-points your customers comes away with the sense that your company is worth their consideration.




Now you have a place to start engaging and driving purchase decisions. This model holds true for consumer and business marketing. People are people, whether they are buying high-end mission-critical software or a new plasma HDTV for their living room. They have a problem. Through your consistent messages, you have convinced them to consider your product or service as they evaluate their options. You still have to convince them that your product or solution is really the only one that really addresses all their needs – from technical specifications to user support, maintenance and financing (again, these apply to consumer and business purchases.)




Again, consistency is key. You customers need to see and feel that your company is honest and trustworthy. If there is a disconnect between what you say and what they experience, you will lose the sale, and probably the customer. So, while consistency in messaging is important…consistency in execution is critical. Both pieces of this puzzle need to be addressed in order for the whole thing to work. If you only focus on the messaging, then your experience will fall flat. If you don’t explain your differences and benefits, then you won’t get the chance to display your stellar experience. No matter how you look at it, consistency is the key to growing you brand and your business.