Booklets - Building Blocks of Branding
Liz Goodgold of www.redFIREbranding.com and I recently shared a speaking venue at an event about marketing with books. She generously offered to let me bring you some of her ideas so you, too, can light a fire under your branding efforts.
Branding is fun, hot, and creative. It is not difficult, it is not complicated, and you can do it.
What branding isn’t: it isn’t a hot iron searing into your hide (although with the proliferation of outrageous tattoos, that might someday be true). And it isn’t your logo, Web site, TV commercial, or slogan. It is, rather, the sum total of all of these marketing messages, including unintended ones, delivered via blogs, e-mail messages, social networking, and voice mail greetings that influence how others see you.
Your brand is not what you say it is. It’s what others say it is. Branding is perception.
You might walk around like William Hung believing you are destined to be a rock star on American Idol (remember “She Bangs”?), but in reality you can’t carry a tune. In fact, Hung became famous not because he can sing, but because he can’t!
Expanding Upon The Differences
Your goal is to find the background, nuances, specialty, or way of doing business that sets you apart from your competitors and then exploit, promote, and publicize these differences (your brand) into every single customer or prospect touch point.
If you are a dentist, for example, you can create your point of different based upon these options:
- Your Target Customer - children’s dentistry
- Your Way Of Doing Business – sedation dentistry
- Your Atmosphere – gentle, soothing (ex: Gentle Dental)
- Your Background – dental surgeon with over 20 years of experience
Quality, Service, and Price are NOT Points of Difference
As you’re determining your brand DNA, it’s important to dig beyond the obvious. Your key points of difference cannot be price, quality, and value. In fact, the assumption is that you have all of those traits before you even consider being in business.
Here’s a company that doesn’t get it: JC Penney. In a previous series of ads, the retailer did a good job of connecting with the customers by talking about the concern with price. But, then they tout that JC Penney is all about price, value, and style.
You need to focus on the things that really set you apart.
Hot Examples
Here are a few hot entrepreneur brand examples:
- Photographer Kristen Peelle is correctly positioned as a high-end, exclusive photographer; her image is burnished by demonstrating to her clients and prospects that taking good photographs to exceptional images is her specialty. This is an expert who not only takes out ugly “exit signs” or water sprinklers that taint a photo, but also nips in waists, eliminates unusual clothing issues, or takes out a few wrinkles.
Find a Target and Stick with It
Many marketers will tell you to define your target customer by age, gender income, or zip code. Instead, target by your prospects’ mindset. In other words, get into their head to determine if they consider themselves health-minded, eco-conscious, frugal, a competitor in any circumstance, etc. This additional layer will help you create better copy, promotions, and marketing that will appeal to them.
Determine who Your Target Isn’t
Just as important as determining who your target is, create a list now of who your target isn’t. Perhaps you’ve already developed a screener for clients you accept. Knowing who should never be your client or customer will help keep you branded, delivering special experiences to a specific target.
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Until next time,
Paulette - whose booklet brand has been out there since 1991
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