You know who she is. Over 50. Not necessarily interested in the latest and greatest anti-aging cream. She might even have a few streaks of gray hair blowing in the wind. Naked. Not because she can’t cover them up with “color”. But because she’s part of a growing trend of women that don’t want to. Oh, and did I say she’s got bucks. Like 20 trillion. That’s one of the biggest and most radical groups Madison Ave seems to ignore. Maybe because only 12% of the Creative Directors (heads of advertising agency departments where all the marketing messages get dreamed up) are women. Yet she buys over 80% of consumer products they dish out. Go figure?
What if that number was reversed? What if 88% of the Creative Directors were women? What if they were there in those numbers at the inception of a new kid’s cereal? Toy? Snack? Would it be different? What would that product look like? Taste like? Be like? Shall we let them know?
The demographic set to have the most economic power in the coming decades are women aged 50 and over. We talk to consumer forecaster, Shari Swan, as to why the business world continues to ignore this trend at its peril. Also, the growing trend for women to embrace gray hair, even here in France. cc Mole in a Minute
When I started my career on Madison Avenue years ago, I learned very quickly that a company’s “brand” was their alfa and omega, and therefore untouchable. Meaning, if you attempted to alter it, revise it, or change it, even a smidge, it was “off with your head!”
I remember working on a print ad for Aer Lingus, the Irish airlines, and my boss gave the Art Director their logo for placement in the ad. The Art Director, being the creative guy he was, played around with it a bit, changing the size and position of the tag line. OMG! Call in the troops. That poor boy crossed a line with their brand guidelines and there was hell to pay.
Thankfully with the advent of social media, I have seen corporations slowly create some wiggle room around what a brand can and cannot do. Some progressive companies these days are loosening the corporate reins and actually inviting their customers to co-create with them. Imagine that? Listening to your beloved customers – and acting on it.
That’s Brand As Community. A term Devi Records coined after reading my Brand As Soul post last week.
So instead of a top-down, “this is the way it is” approach, these companies have opened the gates of their highly-guarded corporate identities and agendas, and let the people in. Not with a two-way mirror and a pizza at a focus group, but actual authentic dialogue and engagement. I personally love brands that do that. I interact with them more, buy from them more, and I even would go so far to say trust them more.
Colleague, Elsie Maio, tells a story of global giant, Unilever, that does just that by seeing their customers “as people” and not “consumers of transactions,” she says. So instead of a me agenda, they strive to create a we agenda.
For instance, Unilever transformed crowdsourcing into crowd partnering and hosted a 24-hour line of dialogue with 2,300 people in 70 plus countries. That effort resulted in the Wonderbag. An inexpensive, non-electric portable slow cooker that continues to cook food for up to 12 hours without the use of additional electricity or fuel. This wonder product not only reduces the cost of cooking for poorer communities but reduces the health risks of breathing in dangerous fumes. Created by entrepreneur and activist, Sarah Collins, and turbocharged by Unilever, the Wonderbag product delivered “extreme mutual value with society,” as Elsie put it. And to boot, the overall project was twice as successful as forecasted. That’s Brand as Community.
For Growstone, a start-up horticultural products company my company, Mind Over Markets, worked with for many years, we continually invited our community to give us feedback, and out of that birthed some amazing ideas for products. When looking to name a new product, our Facebook community chose “Gnat Nix” hands down for our non-toxic topical soil cover that guards your indoor plants from destructive gnats. We ran with it.
Thich Nhat Hanh, the Vietnamese Buddhist monk and peace activist said, “The next Buddha may take the form of a community, a community practicing understanding and loving kindness, a community practicing mindful living. And the practice can be carried out as a group, as a city, as a nation.”
And may I add….as a brand.
So how do you create Brand As Community? How can you rally your customers and get closer to them than ever before? Here are some questions to ponder:
What shared purpose or passions do you have (or want to have) with your customers or clients?
What values are they looking for from your brand?
How can you become even more valuable to your customers to authentically deepen the connection?
What can you do that will make others appreciate what your brand has to offer as a whole?
What is an authentic, brand-relevant way to harness the power of social impact?
Brand? Soul? Sounds like an oxymoron putting these two words in one sentence. Outside of business circles and investor boardrooms, I have witnessed through the years that “branding” can be a bad word.
For instance, a potential client asked me to help him with his brand. He said it was “amorphous” and therefore he felt like his business was “floundering”. When I asked him what he thought his brand was he winced — then blurted, “Branding is just a way companies manipulate you into buying something you don’t want.”
No wonder he was stuck. But he had a point. And it was clear to me branding has gotten a bad rap. Thanks to the masterful minds of Madison Avenue with weasel words and imagery carefully crafted to lead you somewhere you may not even know you’re going – or want to.
I know. I was one of them.
But what if it doesn’t have to be that way? What if at the very center of your brand was “soul”? What if that was the core of your business’ purpose? Your reason for being?
Eckhart Tolle defines soul as “who you are in essence”. Well, that is exactly what a brand is too. The very essence of who you are. What you stand for. Your stake in the ground. And it doesn’t have to just be the bottom line.
A beautiful example of this is Toms, the $400 million company that gives away one pair of shoes to an impoverished child for every pair it sells.
So, what they do (manufacture shoes) is not who they are. Who they are in essence is a company that improves lives. They just happen to do it through manufacturing shoes.
Let’s take another shoe company, Zappos, the billion dollar-plus online shoe retailer.
What they do (sell shoes online) is not who they are. They are a company that is dedicated to world-class customer service that “delivers happiness” to every person they sell to. Their customers are everything – and they live and breathe that every day. That is their stake in the ground. Their reason for being. The very soul of their business. They just happen to do it through selling shoes online.
So, what is your brand’s essence? Its soul?
Here are some questions to help get your brand soul juices flowing:
· Why do you exist?
· Why is that important right now?
· What shared purpose or passion do you have (or want to have) with your customers or potential customers?
· What values are they looking for from your brand?
· How can you become even more valuable to deepen the connection?
· What is an authentic, brand-relevant way to harness the power of social impact in your business?
· How can you communicate that authentically?
Let these questions steep deep inside. They are designed to squeeze the soul out of your brand. Share them with your team or key staff members to create a collective vision that will ultimately attract your ideal customers or clients.
When you approach your brand this way, and dig into its very soul, to serve not just sell, you are joining an invisible band of brands that believe business can be a force for good.