Grow My Company

YMCA, NPR...really rebranding or simple name changes?

YMCA announced today that after 166 years, the Young Men's Christian Association will now be rebranded as "the Y." Similarly, National Public Radio recently launched an initiative to formally rebrand itself as NPR. Both acronyms have enjoyed widespread use within the public sphere for years, so these seem logical progressions, however, are they really rebrands or simply name changes?

First, let's review what a brand is. Your brand is the public's sum total experience with your company, product, or service. It's the feeling people have when they think of your company or see some physical manifestation of it. It's not your name, or your logo, or your letterhead, as many believe, although all are elements of it. Your brand exists in people's minds, and it doesn't really much matter what you think of it. Only your constituency's opinions count.

Rebranding, therefore, is dependent upon changing the public's perception of your company, product or service. Is "the Y" changing the way the way that they treat the people they help? Will those people enjoy a significantly altered experience in the future than in the past? Will this already wonderful organization provide something really different? 

In this age of 140 and 160 character communications, shorter names leave more room for the message, so NPR makes perfect sense. But when you're already commonly referred to as YMCA, "the Y" is actually one character longer, adding a slight social media disadvantage.

So does a name change really change anything at all about your customer's or client's experience? No, it doesn't. A name change may accurately reflect what your constituency already calls you, and there's certainly no harm in that, provided the common name is acceptable. But a name change, unsupported by a change of customer experience, is just a name change, not a rebrand. So lets call a spade a spade, shall we? 

- Christine Pilch

When your ad agency doesn't understand branding

"Branding," is a popular buzzword that is often misused by people who don't understand what it actually is. It's not surprising that many business owners don't quite understand what their brand is, but it's a sad day indeed when an advertising agency doesn't get it. Unfortunately, that happens pretty often.

I recently saw this ad for an advertising agency's "branding service," and I just shook my head. This agency wants your business, and they may have a talented graphic designer who can make your materials look attractive, but this ad isn't actually about branding, so if they don't get it, how can they help you?

Your brand is the sum total of your clients' and prospects' experiences with your service. It's what they feel when they hear your name or see your logo. The physical aspects named in the ad are elements of your brand, but they are not the brand itself.

This blog is full of posts about what a waste of money it is to change your phyical look and expect that your brand will change. By themselves, a new logo, stationery package, and all the rest of the items listed in the ad to the left will rebrand your business about as successfully as changing the carpeting and window dressings in your office would.

The only way a company can rebrand is to change its clients' experience. You must change the way your clients feel they are treated in every interaction with your company. You must establish a different or higher expectation and uphold it in all client touchpoints.

Once you have made your core rebranding commitment, repositioned your company, created a position and value statement, and all stakeholders are onboard and trained, only then can you successfully change the graphics that represent your company to appeal to the target clients identified in your positioning.

If you change your logo and other associated graphic materials before repositioning your company, who will those graphics appeal to? Only the egos of your company's partners and administration.

Please don't be fooled into thinking that a new graphic look will change your brand. If someone tells you differently, you might want to go shopping for a new marketing/advertising company.


by: Christine Pilch
Christine@GrowMyCo.com
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Beware betraying your brand

There was a very insightful article in the November 10th issue of Advertising Age, To Rebuild, GOP Must Tear Down Its Brand and Return to Core Values. It states, "The party has to actively do what any good brand should do: Get back to basics and rally around its core values."

This article is about getting back to the Republican Party's position. It blames the party's overwhelming failure in the 2008 election on its departure from the core values that solidifies its base.

Have you been true to your brand? Do you know what is most important to your clients, and do you consistently deliver it? Have you forgotten about what your clients value?

It is easy to stray without a solid position statement. If you need help with that, I would be happy to work with you. Once you determine your market position and distinction, then you can create messages that resonate with your target clients, messages that they will be attracted to and pay attention to.


by: Christine Pilch
Christine@GrowMyCo.com
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Image Credit: Microsoft

Repositioning – changing the way your market perceives you

Do you understand the position that you own in your market? This is what makes people think of you and what they associate you with. Of course, it's unreasonable to expect everyone in your market to be familiar with you, but it is a good idea to make sure that the general perception of your target prospects is in line with what you actually have to offer and what you do.

Al Reis and Jack Trout wrote one of the most impactful marketing books in history, "Positioning: The Battle for the Mind." They say that the purpose of positioning is to not to, "…create something new and different, but to manipulate what's already in the mind, to retie the connections that already exist." Therefore, it is reasonable to claim that your market position may be recrafted.

Let's say for instance that you are an attorney who loves estate planning and wants to concentrate your practice on it, but the market's perception is that you handle residential real estate. This is probably due to a significant amount of work you've done in that area and/or a relationship with referral sources that send this business your way.

The good news is that people recognize you as a lawyer. The bad news is that their perception is not what you want; so that serves as an obstacle to incoming estate planning work.

You can recraft your prospects' perception of the kind of law you practice through your marketing. You can reposition yourself and form a revised brand that reshapes the public's perception of you. To do this you will have to answer three basic questions:

• Who are your target clients?
• What will they get from your estate planning services?
• Why are you uniquely qualified to handle this for them?

Defining who, what and why provides the groundwork necessary to determine the differentiators that make you unique and desirable. They also provide a baseline from which you can establish the value-added advantages that can tip the scales in your favor when a prospect compares you against a competitor.

When you use your positioning work to craft new marketing messages, you will have the advantage of speaking to precisely the right target audience about something that interests them, and they will understand why they should call you. The messages will be so on-target that you will effectively re-position and rebrand yourself.

by: Christine Pilch

Image Credit: Microsoft

Branding is more than a new name or logo

An article in the online version of the Houston Chronicle on May 26th about law firms cutting down their names is germane to other professional service firms as well. But the article only tells part of the branding story. The implication throughout is that a brand is a name, a logo, colors, a website or marketing materials.

The author writes, “…Branding for law firms isn’t just paring down the name. It’s picking a logo with gravitas, a classy color scheme, an important feel for the Web site, a poignant message and a way to convey it all...”

It is true that all of these are elements of a brand, but they are not the firm’s brand itself. A brand is the emotional response that all of those things generate in your clients or prospects. Your brand is the way people feel about you. It is the sum total of all their experiences with your firm.

The implication in the article is that you can change your brand by changing your name, logo, etc, but actually, the only way to change your brand is to change your client’s experience with your firm. All the rest is just window dressing. Think about it, does a new logo really change the way your clients feel about the experience they have when they engage your legal services?

Successful branding is built around the value your clients get as the result of your work, and rebranding is often the result of a need to fix a deficiency or enhance your clients’ experience.

The author does make a very important point however, when she discusses how some firms are recognizing the need to toss their egos. She quotes Corinne Cooper, a former law professor who now runs an Arizona business for branding of law firms. “... the firm has to be branded in ways that make sense. … Many lawyers who have strategically managed law firms into large successful businesses are smart enough to know that what helps the firm success is what matters. They worry not about egos, but about what works.”

Removing ego is critical to marketing success. Successful marketing turns around all messaging from “about your firm” to “about your clients.” It removes ego. Branding is about finding the core value that your clients perceive in your professional service. It’s about making everything about them, not about you.

So, yes, your name, logo, colors, website and marketing materials all reflect your brand as elements of it, but your brand itself is all about how your clients and prospects feel about you. The only way to change your brand is to change your clients’ experience.

by: Christine Pilch

Image Credit: Microsoft