Behind the Curtain, Part 2.

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For my upcoming workshop “A marketing consultancy, behind the curtain,” I suggested yesterday that the best way to undergird a brand strategy is by asking 24 Questions. With questions answered about business economics, processes and financials we move on to more of a customer focus, the brand strategy. Brand strategy (one claim, three support planks) is a coming together of what “a brand does exceedingly well and what customers want most.” An organizing principle, if you will.

Marketing and branding more specifically, are about claim and proof. Disorganized proof is not the answer. And claim, claim, claim without a reason to believe is what today we call “badvertising.” So once the claim is found the heavy lifting is finding the proof to support it.  Proof not platitude.

There’s a questionnaire I use to get to the brand brief, some of which I will share at the workshop. Questions are designed for customers, C-level execs and salespeople. I also like to do windshield time with salespeople. Watching them sell and buyers buy. If not a B2B brand, I turn windshield time into retail store time and customer observation.

For other workshop goodies tune in tomorrow. Peace