How to find the motivating consumer benefits that your brand can own

Positioning photos.011In the new economy, Brand Love is the new currency, with marketing shifting to building big ideas, leveraging purpose-driven stories that are in the moment, creating consumer experiences that people talk about, managing ubiquitous purchase moments all helping to steer the brand’s reputation. Marketing has to focus on creating a brand reputation with consumers, and equally creating an organizational culture that reflects the brand’s soul. Instead of shouting your message at every consumers, the best brands confidently whisper to those most motivated by what they do, who then scream with influence to their friends. In the new world, the best brands now fight for a place in the minds and hearts of consumers.

Brands need to be better, different, cheaper or not around for very long.

One of the biggest mistakes that brands make is “yelling at” the consumer with features (what you do) rather than “speaking with” the consumer, about the functional benefits (what they get) and the emotional benefits (how they feel). Watch half an hour of TV one night and you will see brand after brand yelling at the consumer. Feature after feature after feature. This type of Marketing just forces the consumer to have to figure out what they get from your brand. In a crowded media world where consumers see 7,000 brand messages per day, you have just lost out on the opportunity to find a set of consumer oriented benefits that your brand can use to motivate the consumer and own as you build the reputation of your brand.

Positioning photos.016Brands have to stand out or die. If we look the chart below, the Winning Zone for your brand forces you to think about finding the ideal space where your brand matches up to a distinct consumer need better than anyone else. If not, your brand won’t be around for very long. You should avoid competing in the Losing Zone, which goes head to head with a competitor that can deliver the consumer needs better than you can. The area with the yellow arrow is the Risky Zone is a relative tie with your competitor. You can win the tie is by being first, being more innovative and creative or by finding the right emotional connection that makes the functional tie less relevant to the consumer decisions. Avoid the Dumb Zone, where you wage a competitive battle in a space that the consumer does not care about. When you find yourself competing in this space, you will find yourself eventually just talking to yourself.

Consumer Benefits Ladder

Doing a Consumer Benefits Ladder helps to organize your thinking as a great tool for bringing the benefits to life. Positioning photos.007The best way to work the Consumer Benefits Ladder is to hold a brainstorming session with everyone who works on the brand so you can:

  1. Leverage all the available research to brief the team, helping define the consumer target and get all the consumer insights and need states out.
  2. List out all the features that your brand offers, and the brand assets it brings to the table. Make sure that these features are competitive advantages.
  3. Find the functional benefit by putting yourself in the shoes of the consumer and seeing the brand features from their eyes: start asking yourself over and over “so if I’m the consumer, what do I get from that?”. Ask up to 5 times and push the answers into a richer zone.
  4. Then find the emotional benefit by asking “so how does that make me feel?” As you did above, keep asking, and you’ll begin to see a deeper emotional space you can play in and own.

What are the functional benefits?

To help brand leaders, we have mapped out 9 functional benefit zones and then expanded that to 50 overall functional benefits. As you look through the list, start matching up those benefits that you think will be something consumers want, something that can be unique for your brand and something you can own in the future.

Positioning photos.008What are the emotional benefits?

From my experience, Marketers are better at the rational benefits than they are at the emotional benefits. I swear every brand out there thinks their brand should be the trusted, reliable and yet like-able brand. As a brand, you want to own the emotional space in the consumer’s heart as much as you own the rational space in the consumer’s mind. It seems that not only do consumers have a hard time expressing their emotions about a brand, but so do Brand Managers. Companies like Hotspex have mapped out all the emotional zones for consumers. I’m not a researcher, but if you are interested in this methodology contact Hotspex at http://www.hotspex.biz

We have taken this research method and created an Emotional Cheat Sheet for Brand Leaders. This lists out the 8 major emotional consumer zones, optimism, freedom, being noticed, being liked, comfort, be myself, be in control and knowledge.

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To own a space in the consumer’s heart, you want to own and dominate one of zones, always thinking relation to what your competitor may own. Do not choose a list of emotions from all over the map, or you will just confuse your consumer as much as trying to own a long list of rational benefits. Once you narrow the major emotional zone you can own, you can use the supporting words of the Emotional Cheat Sheet to add flavor.

Build your brands around clusters of benefits

As you are looking for the benefits to that your brand stand behind, we recommend that you look at clusters of the functional and emotional benefits, that you believe match up with what consumers want and what your brand does better than other competitors.

Look at our example below, we have mapped out the positioning clusters of three distinct car brands (Volvo, Honda, Ferrari) to showcase how different the functional and emotional benefits.

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  • The Volvo brand is notorious for safety, but can also look at quality and how it is made as part of the “Works Better” functional benefit zone. Volvo also makes you smarter and helps your family. The emotional zones where Volvo wins is in are being in control and curious for knowledge.
  • The Honda mini-van is all about family and value for money. Its functionality also can simplify your life. As it is a family car, the emotional zones that Honda can win are being myself and comfort.
  • The Ferrari brand is built around speed and performance, part of the “works better” functional benefit zone. The brand also delivers against experience and sensory appeal.

Sorting the benefits

When we brainstorm around a given brand, we normally end up with too much information. Building on the work from the cluster of benefits to the Consumer Benefit Ladder, we see this type of output for our fictional Gray’s Cookie brand.

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Following this brainstorm, there are way too many potential benefits to really begin building your brand. You can use your working knowledge of the brand to begin looking at which of the functional and emotional benefits will help your brand win in the market.

Then use Market Research with consumers to sort through the possible benefits to find the ones that are the most motivating to consumers and own-able for your brand. The grid we use looks at two dimensions:

  1. How motivated consumers are by the benefit
  2. How own-able is this benefit for you brand.

Looking at the grid below, you want to focus and build your brand around those consumer benefits that land in the highly motivating and highly own-able quadrant. This Winning Zone matches up to the Venn diagram we showed earlier. Avoid the losing and dumb zones while any benefits that end up in the risky zone will require speed to market, more creativity and emotional marketing.

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Looking at the Gray’s Cookie example, we can see how “guilt free alternative” consumer benefit has the highest potential to motivate consumers and the highest potential for ownership by the brand. The benefits of “new favorite cookie” are highly motivating, but would be owned by the major mass brands in the category.

Bring the 4 elements together to create a winning Brand Positioning statement

Positioning photos.004After doing all the homework, you should be able to put together a winning Brand Positioning Statement that addresses:

  1. Who is in the consumer target? What slice of the population will be the most motivated to buy what you do? The first thing to decide is the consumer target, which should be your first point of focus, so that you can find the slice of the population that will be the most motivated by what you do. The mistake for many Marketers is they think about who you want, and they forget to ask who wants you. Who is the most motivated to buy what you do?
  2. Where do you play? What is the frame of reference that helps to define the space in the marketplace that you compete in? We then frame the positioning by determining the category you play in, defining the competitors you will position yourself against. No one really operates in a blue ocean space, as positioning is always relative to some other choice the consumer can make.
  3. Where do you win? We then need to determine the main promise you will make to the consumer target, in the sense of a benefit for the consumer, both the rational and emotional. Think about what does the customer get, and how does it make them feel?
  4. Why should they believe us? Finally, we will look to understand what support points are needed to back up the main promise you are making. These support points have to support the main benefit, not just random claims or features that you want to jam into your brand message.

Moving from the brainstorm of the Consumer Benefit Ladder, using the research to focus on “Guilt Free Cookie” as the most motivating and own-able benefit, we can see the final brand positioning statement for Gray’s Cookies.

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To read more about Brand Positioning, here is the workshop we run for Brand Leaders.

 

Beloved Brands: Who are we?

At Beloved Brands, we promise that we will make your brand stronger and your brand leaders smarter. We can help you come up with your brand’s Brand Positioning, Big Idea and Brand Concept. We also can help create Brand Plans that everyone in your organization can follow and helps to focus your Marketing Execution. We provide a new way to look at Brand Management, that uses a provocative approach to align your brand to the sound fundamentals of brand management. We will make your team of Brand Leaders smarter so they can produce exceptional work that drives stronger brand results. We offer brand training on every subject in marketing, related to strategic thinking, analytics, brand planning, positioning, creative briefs, customer marketing and marketing execution.

Beloved Brands Training program

At Beloved Brands, we promise to make your team of BRAND LEADERS smarter, so they produce smarter work that drives stronger brand results.

  • How to think strategically: Strategic thinkers see “what if” questions before seeing solutions, mapping out a range of decision trees that intersect and connect by imagining how events will play out.
  • Write smarter Brand Plans: A good Brand Plan provides a road map for everyone in the organization to follow: sales, R&D, agencies, senior leaders, even the Brand Leader who writes the plan.
  • Create winning Brand Positioning Statements: The brand positioning statement sets up the brand’s promise to the consumer, impacting both external communication (advertising, PR or in-store) as well as internally with employees who deliver that promise.
  • Write smarter Creative Briefs: The brief helps focus the strategy so that all agencies can take key elements of the brand plan positioning to and express the brand promise through communication.
  • Be smarter at Brand Analytics: Before you dive into strategy, you have to dive into the brand’s performance metrics and look at every part of the business—category, consumers, competitors, channels and brand.
  • Get better Marketing Execution: Brand Leaders rely on agencies to execute. They need to know how to judge the work effectively to ensure they are making the best decisions on how to tell the story of the brand and express the brand’s promise.
  • How to build Media Plans: Workshop for brand leaders to help them make strategic decisions on media. We look at media as an investment, media as a strategy and the various media options—both traditional and on-line.
  • Winning the Purchase Moment: Brand Leaders need to know how to move consumers on the path to purchase, by gaining entry into their consumers mind, help them test and decide and then experience so they buy again and become a brand fan.

We will make your team of Brand Leaders smarter so they can produce exceptional work that drives stronger brand results. We offer brand training on every subject in marketing, related to strategic thinking, analytics, brand planning, positioning, creative briefs, customer marketing and marketing execution. 

To contact us, email us at graham@beloved-brands.com or call us at 416-885-3911.You can also find us on Twitter @belovedbrands

GR bio Jun 2016.001

 

Use our consumer benefits ladder to focus your brand message

The best brand lesson I can give is to stop talking about yourself, and start listening to your consumer and then talk about them. Instead of saying what you do, say what they get or how they will feel.

Marketers should be fixated on your consumer, not your brand. 

I always ask Marketers: “Do you represent your brand to your consumer or do you represent your consumer to the brand?consumer benefits ladderYes, I get stunned looks of confusion when I ask that. But it’s an important question as to your mindset of how you do your job. My challenge to you is to start thinking about your consumer and be their representative of your brand. The work gets better. You will see clearer paths to growth and start to create a brand that consumers love rather than just likes. When this happens, sales go up and the P&L spits out higher profitability. The more loved the brand, the more powerful position it occupies and the more profit it can generate from that source of power.

The Consumer Benefits Ladder

The consumer benefits ladder helps turn your brand’s features into consumer benefits. You should stop talking about what your brand does and start talking about what your consumer gets. The four steps to building a consumer benefits ladder: 

  1. Leverage all available research to define your ideal consumer target profile with need states, consumer  insights, and the consumer enemy.  
  2. Brainstorm all possible brand features. Focus on those features you believe give your brand a competitive advantage.
  3. Move up to the functional benefits by putting yourself in the shoes of the consumer. For each feature on your list, ask, “So, what do I get from that?” Challenge yourself to come up with better benefits by asking the question up until you move into a richer zone.
  4. Then move up to the emotional benefits. Look at each functional benefit and ask, “So, how does that make me feel?” As you did in step 3, keep asking the question until you see a more in-depth emotional space you can win with and own.

Brand Positioning

People buy benefits.

If you are a headache medicine that is fast, tell your consumer they can on with their day. And, if you are a mouthwash that is strong, talk about how you make your consumer’s mouth healthier. If you are in financial services, leave them feeling more knowledgeable about where their money goes, or in control over their financial health.

Turn your feature into a functional benefit by getting in the shoes of your consumer and ask “so what do I get?” Turn your functional benefit into an emotion benefit by asking “so how does that make me feel?”

Have you ever heard of a bad date “where all he did was talk about himself?” The same thing for a brand. The trick is to genuinely show you care. Show interest. Listen. Make them feel better about themselves.

Stop talking about you. Start talking about them.

Brand Positioning

Worksheet example

The best way to work the Consumer Benefits Ladder is to hold a brainstorming session with everyone who works on the brand so you can:

  • Leverage all the available research to brief the team, helping define the consumer target and get all the consumer insights and need states out.
  • List out all the features that your brand offers, and the brand assets it brings to the table. Make sure that these features are competitive advantages.
  • Find the rational benefit by putting yourself in the shoes of the consumer and seeing the brand features from their eyes: start asking yourself over and over “so if I’m the consumer, what do I get from that?”. Ask up to 5 times and push the answers into a richer zone.
  • Then find the emotional benefit by asking “so how does that make me feel?” As you did above, keep asking, and you’ll begin to see a deeper emotional space you can play in and own.

Put all the information of the group brainstorm into a Consumer Benefits Ladder Worksheet.

consumer benefits ladder

Read more about brand positioning by clicking on this link below:

How to build a brand positioning statement

To learn more about this type of thinking, you should explore my new book, Beloved Brands.

With Beloved Brands, you will learn everything you need to know so you can build a brand that your consumers will love.

You will learn how to think strategically, define your brand with a positioning statement and a brand idea, write a brand plan everyone can follow, inspire smart and creative marketing execution and analyze the performance of your brand through a deep-dive business review.

Beloved Brands book

To order the e-book version or the paperback version from Amazon, click on this link: https://lnkd.in/eF-mYPe

If you use Kobo, you can find Beloved Brands in over 30 markets using this link: https://lnkd.in/g7SzEh4

And if you are in India, you can use this link to order: https://lnkd.in/gDA5Aiw

Beloved Brands: Who are we?

At Beloved Brands, our purpose is to help brands find a new pathway to growth. We believe that the more love your brand can generate with your most cherished consumers, the more power, growth, and profitability you will realize in the future.

We think the best solutions are likely inside you already, but struggle to come out. Our unique playbook tools are the backbone of our workshops. We bring our challenging voice to help you make decisions and refine every potential idea.

We start by defining a brand positioning statement, outlining the desired target, consumer benefits and support points the brand will stand behind. And then, we build a brand idea that is simple and unique enough to stand out in the clutter of the market, motivating enough to get consumers to engage, buy and build a loyal following with your brand.

We will help you write a strategic brand plan for the future, to get everyone in your organization to follow. It starts with an inspiring vision that pushes your team to imagine a brighter future. We use our strategic thinking tools to help you make strategic choices on where to allocate your brand’s limited resources.

Our brand playbook methodology will challenge you to unlock future growth for your brand

  1. Our deep-dive assessment process will give you the knowledge of the issues facing your brand, so you can build a smart plan to unleash future growth.
  2. Find a winning brand positioning statement that motivates consumers to buy, and gives you a competitive advantage to drive future growth.
  3. Create a brand idea to capture the minds and hearts of consumers, while inspiring and focusing your team to deliver greatness on the brand’s behalf.
  4. Build a brand plan to help you make smart focused decisions, so you can organize, steer, and inspire your team towards higher growth.
  5. Advise on advertising, to find creative that drives branded breakthrough and use a motivating messaging to set up long-term brand growth.
  6. Our brand training program will make your brand leaders smarter, so you have added confidence in their performance to drive brand growth.

To learn more about our coaching, click on this link: Beloved Brands Strategic Coaching

To learn more about our training programs, click on this link: Beloved Brands Training

If you need our help, email me at graham@beloved-brands.com or call me at 416 885 3911

You have my personal promise to help you solve your brand building challenges. I will give you new thinking, so you can unlock future growth for your brand.

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Graham Robertson

Founder and CMO, Beloved Brands Inc.