The biggest flaw Marketers make is when they talk about what their brand does, instead of what their consumer gets. They try to jam in as many brand messages as possible. They believe that if they say A LOT to a busy consumer mind, consumers will at least hear something. Not true. When you say too much, nothing gets through. Our consumer benefits ladder tool matches up needs of the consumer with brand features to determine the brand’s functional benefits and emotional benefits.
In a Marketing role, it is easy to get fixated on your own brand. I’ve been there. All day long, you talk about your brand. Every meeting is about your brand. You present to management about your brand. You wake up and go to bed thinking about your brand. Also, your brand pays you. Keep in mind, there is only one source of revenue, and that’s your consumer.
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?” Yes, 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 starts with the consumer, defining the target needs, consumer enemy and insights to help add flavor. We then outline the key features of your brand (what you do), then ladder up to the rational benefits (as a consumer “what do I get?”) and then ladder up to the emotional benefits (as a consumer “how does this make me feel?”)
The ladder forces the Brand Leader to think about consumer benefits, instead of features. The Consumer Benefits Ladder helps you brainstorm possible messages that you may test with consumers. It can help organize the possible brand messages or it can be a decision-making tool as you begin focusing on the most important, compelling brand messages. This will help set your brand up with a unique, own-able, motivating brand positioning statement.
Who is your consumer target?
The 7 key questions to define the consumer target market:
- What is the description of the consumer target market?
- What are the consumer’s main needs?
- Who is the consumer’s enemy that torments them every day?
- What are the insights we know about the consumer?
- What does the consumer think now?
- How does the consumer buy?
- What do we want them to see, think, do, feel or whisper to their friends?
One of the biggest mistakes I see Marketers make is when they pick too big of a target market. A smart target market not only decides who is in the target but who is not in the target. There is this myth that a bigger target will make the brand bigger, so the scared Marketer targets ‘everyone’. There seems to be an irrational fear of leaving someone out. Spreading your brand’s limited resources across an entire population is completely cost-prohibitive. While targeting everyone “just in case” might feel safe at first, it is actually riskier because you are spreading your resources so broadly, that you never see the full impact you want to see. This gives your brand a lower return on investment and eventually will drain your brand’s limited resources. Please focus.
What does your brand do? As you start looking at your own brand, you should look at four types of key features to see if there is a starting point for your story. Here are some questions that will help your brainstorming:
- Is there something natural in your product you can take advantage of? Can you show up to your consumer in a way that is better or different than your competition?
- What specific performance indicators makes your brand better? (e.g. faster, longer-lasting, stronger, more consistent, easier/simpler, healthier)
- Is there a specific ingredient, lack of ingredient that makes your product better? Or a specific process?
- Is there an experience or service that comes from your product that makes you show up to consumers as either better or different than your competition?
- Do you have any specific innovations or creativity that helps your product show up better or different?
- Detail how your product works differently and how that shows up to the consumer.
- Showcase your point of difference in the production process that could make you better/different than your competition.
- What do you do differently than your competitor within the production process?
- What added service/details do you provide in the value chain
- Do you have any consumer evidence (ratings, rankings, consumer satisfaction, awards) that could support a key feature?
- Are there any stories from consumers, that set up support for a key feature?
- Is there any expert in the field who can speak on the brand’s behalf?
- Any clinical test results or in-market usage results that could support your brand features.
- In-Market sales, share, growth results that would support brand strength, power or momentum.
- Any evidence in brand funnel scores (highest loyalty) that would support brand features.
- Before and after studies
What do consumers get? (Rational Benefits) For each feature you list, you want to put yourself in the shoes of the consumer and ask “so what do I get?” If your brand works faster, then consumers can get on with their day. If your brand is low calorie, then it’s easier for consumers to lose weight. The challenge here is to ensure that each benefit you stand behind makes you show up as better, different or cheaper than your competitors.
Looking at the Venn diagram, you have to begin finding the zone where you are meeting the consumer’s needs and doing it better than any competitor. You can see the two zones to avoid: the losing zone is where you try to play in the space where your competitor is better than you, and the dumb zone where your consumer just does not even care. The dumb zone can be avoided by using this consumer benefits ladder process.
What are the functional benefits?
To help Brand Leaders, I have taken the 9 functional need state zones shown earlier in this chapter and expanded the list to over 50 potential functional benefits that you can build around. As you look through the list, gravitate to the functional benefits you think will fit the needs of your consumers, and where your brand can do it better than competitors. Start with my words and layer in your own creative language with the specific category or consumer language.
How do consumers feel? (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. It seems Marketers want “emotional advertising” but that has to start with an emotional brief.
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’re 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.
To own a space in the consumer’s heart, you want to own and dominate one of the 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.
- 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 on experience and sensory appeal.
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.
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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.
The best solutions are likely inside you already, but struggle to come out. Our unique engagement tools are the backbone of our strategy workshops. These tools will force you to think differently so you can freely generate many new ideas. At Beloved Brands, we bring our challenging voice to help you make decisions and refine every potential idea.
We help brands find growth
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 big 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. Finally, the big idea must influence employees to personally deliver an outstanding consumer experience, to help move consumers along the journey to loving 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. We work with your team to build out project plans, creative briefs and provide advice on marketing execution.
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We make Brand Leaders smarter
We believe that investing in your marketing people will pay off. With smarter people behind your brands will drive higher revenue growth and profits. With our brand management training program, you will see smarter strategic thinking, more focused brand plans, brand positioning, better creative briefs that steer your agencies, improved decision-making on marketing execution, smarter analytical skills to assess your brand’s performance and a better management of the profitability of the brand.
To learn more about our training programs, click on this link: Beloved Brands Training
If you need our help, email me at firstname.lastname@example.org or call me at 416 885 3911