Friday, May 13, 2011
How to Emulate Apple’s Marketing Magic and Build a Great Brand in 3 Steps
Apple, the world’s most admired company according to Fortune magazine, toppled Google this week as the most valuable brand in the world. A brand is not the logo that identifies a company, but rather the mental associations people have when thinking of the company. So what makes a brand “great”? The formula to measure brand equity is Reach x Appeal, where Reach is how many people are aware of the brand and Appeal is the common view people have of the brand.
Apple exhibits three of the most important elements of brand building: 1) consistency, 2) simplicity and 3) identity.
Consistency
A brand is built with consistency and repetition in the products, services and messaging. Apple’s products –iPad, Macbook, iLife Software, etc- all have a minimalist design, are made of aluminum and glass and are lightweight. The website apple.com shares similarities with the products: it has lots of white space contrasted with blacks and greys; the rounded corners of information boxes are similar to the rounded corners of the iPhone and MacBook. One of the principal typefaces used on the Apple web site – Myriad Pro Semi Bold – is seen in everything from CEO Steve Job’s slide decks to the t-shirts worn by the employees at the Apple Retail Store. There is very clearly a well-defined cultural and stylistic mandate that can be seen in everything from the look and feel of an iPod Touch to the set design of the “Get a Mac” television ad campaign. The latter memorably featured actors John Hodgman and Justin Long, playing the same roles, communicating the same messages – and typically, all against a stark white background.
Lessons to Learn: Stay on message, and consistently deliver that message throughout all parts of your business (your products, your service, your promotional materials). If one of your unique selling points is deep industry knowledge, make sure everyone right down to the receptionist reinforces that message. If your forte is customer service, instill in everyone the importance of a smile and a kind word – even among your employees who don’t take calls from customers. And be visually consistent as well. Use a small but consistent “library” of visual motifs, words and themes and use them over and over, whenever and wherever you can. Remember, what you are saying is often less important than how (and how often) you are saying it.
Simplicity
Apple is innovative but not pioneering. They didn’t create the first computer, laptop, smartphone, portable music player or business software suite. But they built devices and products that were easy to use. We as consumers have a wide variety of taste preferences. Some of us like luxury, while others prefer affordability. Some of us prefer “feature depth,” and some of us value convenience. There is, however, one thing that unites all consumers: we prefer products and solutions that are not complicated. Instead of introducing the very first iPod as a portable digital music player capable of supporting MP3, MP3 VBR, AIFF and WAV formats with upgradable firmware, a high-output 60-mw amplifier and a 160-by-128-pixel high-resolution display with white LED backlight, Apple’s marketing message was this:
1,000 songs. In Your Pocket.
Apple has a long history of demonstrating how their products simply improve your life, and they make it simple where it counts most: when you are ready to buy stuff from them.
Lessons to Learn: You’ll be hard-pressed to find a segment in your target market that prefers complicated, murky, and hard-to-use products and services over simple and elegant solutions. Don’t be lured into the common trap of thinking that the more complicated you make things, the smarter you will sound. In fact, the reverse is true. Don’t make it difficult for people to buy your products and services!
Identity
Apple creates and capitalizes on brand identification. Many people who buy Apple products often associate themselves with…other people who buy Apple products. People gravitate toward ideas of individualism and a unique identity. As kids, we loved being the “first kid on the block” to have something to show our friends. As teenagers, we hoped to be the first to buy the new CD from our favorite band. It is why adult men dream of one day owning a Harley, and why two women are mortified when they go to a social function and have on the same dress.
In recent years, America has embraced a “nerd counter-culture.” It has now become OK – and sometimes, even cool – to show a love for technology, gadgetry and all things “wired.” When Apple launched the first iPod in 2001, they not only revitalized Apple the company (and reimagined Apple the brand), they also helped launch this cultural zeitgeist. It became OK for CEOs to type their own letters or for people to “take notes” on an iPad during a meeting, or to replace cable television (and its monthly costs) with content streamed from an AppleTV or a Mac Mini. Apple helped usher in this new era of utilitarianism and comfort with technology. Think about it: how many people put stickers of a corporate logo (the Apple logo) on their cars? And perhaps more interesting, what assumptions do we make about the people driving a car adorned by an Apple sticker?
Lessons to Learn: Create products and services for a “special” kind of customer. No one can be all things to all people. Figure out who your target is, and do business exclusively with that market, especially at the outset of a brand new enterprise. Whenever possible, make it personal. Remember that it is better to have a smaller group of loyal, core customers who will evangelize on your behalf versus having a massive customer base with no real emotional attachment to your brand (because they will be the first to leave when a competitor offers a cheaper or better solution).
Pick just one of these to adopt for your business today, and you will be the better for it. Deftly combine all three, and you could be the next Apple!
Labels:
Branding
Tuesday, May 10, 2011
How to Master the 3 Key Elements of an Effective Email
In football lingo, a "triple threat" is a player who can run, pass and kick with equal skill. In entertainment, the term refers to an individual proficient in acting, singing and dancing. And in the world of marketing, it's reserved for those possibly perfect individuals who can write brilliant copy, design eye-catching layouts and increase ROI without breaking a sweat. Fortunately, you don't have to be Shakespeare with the pen or Picasso with the brush to create effective emails. You just need to master a three-pronged approach--relevant topic, informative content and attention-getting creative--that's guaranteed to engage subscribers and boost conversions. Here's a guide to nailing the email trifecta by Brian Brown, Director of Product Strategy at Silverpop:
I. Focus on Relevant Topics
As email volume continues to rise, it's essential that your marketing messages increase in relevancy to stand apart from the noise. To help achieve this objective, approach your email program with the goal of speaking to each person as an individual, covering topics that will create a deeper level of engagement. Three tools to get you rolling:
- Dynamic content: Collect prospect and customer information through preference centers, forms and surveys, and then use this info to automatically replace entire sections of your messages based on each recipient's unique requirements, interests and needs.
- Web tracking: Let customer and prospect actions on your website inform subsequent emails. For example, try assigning new subscribers to different communication tracks based on the Web pages they browsed before opting in.
- Triggered messaging: Emails triggered by behaviors such as purchases, downloads or event attendance typically deliver several times the conversion rates of standard broadcast emails. So, sprinkle satisfaction surveys, review requests, cross-sell emails, anniversary incentives and other trigger-based messages into your overall mix.
II. Provide Informative Content
Today's customers and prospects are more knowledgeable and more connected than at any time in history. As a result, interruptive advertising and product-centric marketing messages are more likely to get tuned out. The trick, then, is to create messages that are eagerly anticipated by your audience. Here's how:
- Make it educational: Instead of focusing solely on sales- or promotion-related content, provide educational content (e.g. recipes and baking tips, retirement-planning calculators, best practice white papers, etc.) that aligns with recipient interests.
- Address their pain points: Monitor social media, industry blogs, online communities, etc. to improve your understanding of what customers and prospects are talking about, and use these insights to deliver content that helps address these pain points.
- Match content to buying cycle: Segment campaigns by relationship stage, specifically targeting different email messages and offers based on both explicit and implicit indicators of your customer's readiness to purchase (interested, engaged, lapsed, etc).
III. Deliver Eye-Pleasing Content
By creating aesthetically pleasing messages in which design, layout and creative elements complement the text, you'll engage customers and prospects more strongly, resulting in increased opens, click-throughs and conversions. Instantly improve your email creative by:
- Minimizing clutter: In the overloaded inbox, less is more. So, leave room for white space, which increases readability, and use strong borders and color accents to provide a visual structure that can survive images being blocked.
- Building for mobile and tablets: More people are checking email on the go, so ensure a positive experience by using alt tags and strategic pre-header text, including key messaging in the top-left corner, and incorporating clickable content blocks that are at least a fingertip's width apart .
- Designing around the sharing concept: If you have shareworthy content, build a short, focused email centered on a single subject and include both graphical icons and text encouraging recipients to share content. Test different link placement to see what works best.
Labels:
Online
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