Brand Edge On

A friend once described the Platte river (near Denver, Colorado) as a mile wide and an inch deep.

Your brand might be like that.

You have a choice to make:

  • Maintain your broad coverage
  • Dive deep into a select audience segment.
  • Try a little of both

The broad brush

Your target may be portrayed in broad brush strokes at the beginning. Most entrepreneurs believe that broad appeal will get them the most customers.

Maybe.

More often the broad appeal helps those who will become their best customers/clients find the company, product or service. That gives the appearance of a brand that works. But if you don’t regularly probe the information your customers/clients are willing to give you the profiles of your best purchasers will not be revealed.

Edge on

How can you tell? The rule of thumb is that the more niched you are, the better off you’ll be. Generally, that is true. To evaluate your situation, look at the depth of what you know about your client base, the percentage of your sales that cluster in one group, initial and repeat purchases as well as the estimated life time value (LTV) of the individuals as well as where you want to take the business.

The more carefully you describe your avatars, verify them with market research and, over time, add details to their portraits the better you will understand the kind of people that can make you successful. If you’re well-funded, that research can be done by a specialist firm. If you’re little guy, under-funded, or a start-up you may have to do personal interviews to get a handle on that better picture.

What works? I’ve been successful with all three of the choices. More successful with a deep dive. Most successful with the combination and carefully watching the metrics.

Deep Art

The more detailed portrayal of your ideal customer/client the greater the probability of enhanced profits. True, there may be fewer. But each will be worth more in most cases. Repeat purchases are the primary reason as well as a tendency to accept higher prices. The fact that you have found them and are personalizing your approach establishes a large emotional difference from competitors. It makes your brand unique.

Detailed knowledge of two or three groups can not only add to your profits, it can extend the life of your business. A financial planner might open the doors and quickly find that her primary customers are Baby Boomers but that they are referring their children who are in the cohort known as Boomers II or Generation Jones born between 1955 and 1965. They, too, refer other youngsters, born between 1966 and 1976 (Generation X).

The planner may find that Generation X is significantly different from the older clients. But her only way to build the business long term is to understand the differences, speak their language and make the picture familiar to them.

The cohorts are often put into “Buckets.” You could easily identify the three noted above. But the Brand oriented planner will take it a step further using automation software that allows you to “tag” each contact with a full array of ways to sort them into segments within the groups. Here are just a few:

  • Demographics (Age, sex, income, education, housing etc.)
  • Psychographics (Observable personal behavior)
  • Engagement (The degree they respond to your offers)
  • Purchase Behavior (purchases, repeat purchases frequency, recency)
  • Satisfaction (Reviews and testimonials)

Wade in

Keep track of what you learn about your customers/clients. The depth of your knowledge will impact the value of your business every single day.


­­­­­­­­­­­­­­­­­­­­­­­­­­­­­­Jerry Fletcher ThinkinigJerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and Grand Poobah of www.BrandBrainTrust.com

His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and business development for independent professionals on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com
DIY Training: www.ingomu.com

Brand Battles

On November 7, TV will return to more mundane commercials. No longer will we be regaled with vicious character attacks based on information we are not privy to. The hyperbolic assaults that end, “I’m so and so and I approved this message” will end. Misinformation and innuendo will be swept back into the closet.

Brand Bashing

Do non-political brands battle? And if so, do they get anywhere near the malevolence of election commercials?

Yes, they battle, but not with the knife fighting style of political advertising.

Yes, they go to war, but the way the bout is scored is different.

Yes, they square off and start swinging, but both win in the end.

The size of the pie

In politics there is an end-point—the election. It is winner take all. There is no tomorrow except for the next election for the loser. That is not the case for commercial brands. Both competitors will still be selling product or services until they are bought or run out of operating capital. Both will continue to try to dominate their industry or product/service space. The market is what they are after. They do not want to bury their opponent but rather would prefer to acquire their customers.

It’s all about share

Elections are life or death matters. Business competitors live on. Commercial competitors are looking to increase their share of a given market versus the competitor. In big markets, a single share point can be worth gazillions. The value of that share point is what drives the advertising budgets. Everything major competitors do is driven by the margins on the product/service and the portion they believe they need spend to maintain and increase their share.

Yes, it is about winning or losing. But living or dying seldom enters the equation.

Everybody wins

Here are some major head-to-head competitors familiar to most:

  • Coke vs Pepsi
  • Burger King vs McDonalds
  • Duracell vs Energizer
  • BMW vs Mercedes Benz
  • Fender vs Gibson

No matter which dog you have in these fights the overall outcome is beneficial to a market, industry or folks like you.

Soft drinks are a declining market. This competition maintains the market and has allowed smaller competitors a way in as an alternative.

The burger battles are all about innovation. I can’t keep count of the number of new sandwiches each of the major competitor have spawned in the last couple years.

Energize! The bunny is winning hearts and minds in advertising but Duracell has conquered the social media space. You win because the products from both companies are the best, ever.

Luxury Cars—BMW wins the social media battle primarily because of their blog which connects customers, cars and the broader market, like you.

Twang! These are the top two guitar makers in the world. Their competitive stance has literally expanded the market for guitars not to mention their continual innovation.

Brand Competition is a good thing.

Brand Competition can maintain a market.

Brand Competition can increase innovation.

Brand Competition can improve products.

Brand Competition can drive social engagement.

Brand Competition can build a market.

The lesson for politics

Brand Competition, above individual product levels, can increase innovation, improve outcomes, enhance social engagement, and build markets.

The Republicans have a brand: Make America Great Again.

If the Democratic Party had a brand, would it lead to more people voting?


­­­­­­­­­­­­­­­­­­­­­­­­­­­­­­Jerry FletcherJerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and Grand Poobah of www.BrandBrainTrust.com

His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and business development for independent professionals on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com
DIY Training: www.ingomu.com

Main Photo Credit: Richard Lee, Unsplash

 

What the Heck is a Brand Poobah?

Glad you asked.

You know how people tell you that you need to have brand for your new company or product or service but don’t tell you how to build one?

What I do is show independent professionals, Entrepreneurs and small business owners how to instantly craft a trust-based brand they can use on and off line.

Practice makes perfect.

I’ve done it hundreds of times. Some examples:

  • Business Defogger and Accelerator Jim Grew, Management and Leadership consultant
  • When you can’t afford to lose Don Douglas, Negotiator
  • The Untangler Shell Tain, Money coach

Each of those has a full identity connected to it. Each is built on a Vision, a Mission and a Position unique to the individuals involved. Each targets the heart of their ideal clients. Each can be delivered in words, graphics and combinations that never lose their singular qualities on and off line. Knowing how to do that across multiple businesses or products or services is essential. I believe if you have more than one, you need to keep your Brands separate but equal to the task of building a trust-based relationship with the buyers or end-users of the product or service being offered.

What is a Poobah?

I thought it came from the Middle east like Vizier but the Wiktionary says:

  1. A person who holds multiple offices or positions of power at the same time.
  2. A leader or other important person.
  3. A pompous, self-important person.

Friends tell me I qualify on all three.  It goes deeper than that. This is one of those memorable phrases that has lost it’s meaning in antiquity. It comes from Gilbert and Sullivan’s The Mikado first performed about 1885. It is an entirely fictional title initially meant to puncture over-inflated egos. That has changed in the century since, I think.

I probably learned of it from a less exalted source: the Flintstones where it was the title of a senior official in the Loyal Order of Water Buffaloes, an ongoing spoof of secret societies and men’s clubs in this cartoon series.

Go for the positive!

I’ve been lucky enough to qualify for number 2 above having been a CEO successfully building an Ad Agency, PR firm and later leading operations in a world-class direct marketing firm.  Multiple offices or positions? Only because I had to give memorable names to the multiple businesses I was involved with at the same time. Over time I’ve been promoted as:

  • Marketing Rainmaker
  • Networking Ninja
  • Contact Relationship Magician
  • Brand Poobah

Why Brand Poobah?

I’m trying it on for size. I want to know if others believe it sets me apart as a leader. I need to find out if it makes folks believe that I have expertise in multiple areas. I used it in front of a room full of consultants not long ago. It stopped the incipient buzz. Every ear in the room was on me when I said, “You know how” down through “What is a Poobah.”

I’m looking at building it out but before I do I need to hear from you.

What do you think?

Vote for __ Leader/Expert or __ Pompous Twit.

Just hit reply and send either of the above. I promise, I will listen. And I might even contact you.


­­­­­­­­­­­­­­­­­­­­­­­­­­­­­­Jerry Fletcher ThinkinigJerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and Grand Poobah of www.BrandBrainTrust.com

His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and business development for independent professionals on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com
DIY Training: www.ingomu.com

 

Brand is Trust, Not Just Celebrity

Brand betrayed

Why is it that so many folks want to be famous? Why do they crave celebrity? Why do they chase after the figment of Personal Brand?

Blinders.

Counterfeits have been around since the first Brand evolved. Fakes follow in the footsteps of innovators today as they have down the centuries. But even those are more acceptable than the so-called Personal Brand.

Some people believe that hype can replace product or service development. They believe in faking it until you make it. They believe that fame is all there is to brand.

They can’t see the problem of living a lie. They are victims of an over-active imagination that overlooks the key element of Brand: Trust in a product or service delivered.

Brand, initially.

In the beginning, in the really old west (the Middle East) the term brand stood for a symbol burned into the hide of critter owned by a particular person. It was used on slaves as well as animals. Later it was burned into wooden packaging like barrels.

The symbol itself became a roughshod form of a trade mark. That’s how this whole brand thing got started. It was a way to show who owned something.

Maker’s mark

A Trademark was and is a symbol cut or etched, printed or woven into an object made by an artisan. Today, it may appear on or be part of the packaging of an object or idea. You’ll find them on ceramics, glass, metal work, furniture, food and sundries, you name it. Always it is a way to identify the work of an individual, a group or organization. It identifies products for sale.

It crosses all cultures. The Chinese used to call it a Chop. Americans call them Trademarks and Service Marks and they are legally registered. Independent professionals from early civilizations to yesterday across the world, used such symbols for signs and on the seals of documents when that was a “thing.” It was a way to have a coat of arms much like the nobles served.

Brand evolved

Brand became important to makers, buyers and the merchants that connected them. It celebrated the esteem of the buyer for the maker providing a real mark of the quality conveyed.  It simplified the contract between merchant and buyer by presenting the buyer with a known proof of the quality of the item. It gave the merchant confidence when trading for the goods that they were the “real thing.” The merchant enjoyed greater credibility with the buyer because of this simple device.

At the heart of all that social interaction was Trust. It was trust for a product made by a person who took pride in their work and applied a mark to witness that pride. It was a symbol of trust between maker, merchant and buyer.

Personal Brand seekers suffer from not having that pride. They, in most cases, do not craft goods or services. Instead, they concentrate on their image. Sooner or later the deception will catch up with them.

When that happens, it ain’t pretty.


­­­­­­­­­­­­­­­­­­­­­­­­­­­­­­Jerry Fletcher ThinkinigJerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and Grand Poobah of www.BrandBrainTrust.com

His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and business development for independent professionals on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com
DIY Training: www.ingomu.com

 

 

 

 

Three Little Words

Heart in sightsNo, not those three.

The three I have in mind are

  • what,
  • how
    and
  • do.

Putting together a DIY (Do-It-Yourself) program called No Budget Branding over the last few weeks made me think about decisions I’ve made over time and how much I’m like other people.

What

Back in the days when I was up to my eyeballs in a pheromone fog “What” started rattling around my skull. I was lucky. I selected my parents well so the decision for me was delayed until after those halcyon high school days. Friends and acquaintances had to choose due to financial and social situations long before I did. They followed their fathers into the construction trades and the military and their mothers into the careers reserved for women at that time…homemakers, cooks, waitresses and nurses.

Some of us were lucky enough to put that decision off until we went to college. It was called selecting a major. I had my choice between Business, Engineering and Advertising. I took one look at the business school types wearing ties and blazers, the engineers with huge slide rules hanging off their belts and said, “Madison Avenue, here I come!”

It ain’t pretty but that’s how I decided what I was going to do with my life. I could have changed but I stuck with it. I’m still sticking with it a full career later. Yes, I was one of the Mad Men. That TV show was accurate, sort of.

How

I learned a lot in College—mostly that I had a lot to learn.  You see, making a profit on what you do is dependent on knowing how to get it done. If you are working in a trade, your knowledge is what lifts you to a position of expertise. Understanding the how will get you into management, assure you better pay, and sometimes ownership.

What is the way people are intrigued with information on the internet. How is what they are willing to buy.

You can tell people all day long what they need.

You can get them to click on the offer because they want to know how.

Think about that offer which you ”bit on.”  The video on the web site told you how the seller was now making seven figures. The clock on the webpage kept ticking showing how little time was left for you to jump in. The testimonials talked about instant results. The key elements of the formula, what makes it work, were revealed and even offered as part of a downloadable note. Some organizations even showed you how they were improving society as well.

Do

You clicked the orange button, plunked down your credit card, signed up and downloaded the “goodies” to include the promised bonuses. Wow! Talk about instant gratification!

Did you notice the admonition that was the first thing out of the chute? It was something like this:

Step away from your limiting beliefs.

You can do this. Focus on it.

Dedicate your life for the next x weeks to this formula.

Focused action will allow you to accomplish your goals

You will be SUCCESSFUL

That’s because the seller knows a secret.

Most people will not act. Many will not even open the packet of information, digital or traditional.  They are telling you the truth.  They decided or were forced to decide what to do. They learned how (sometimes the hard way). They learned that the only way to make something happen is to do and stick to it.

Will you act?


­­­­­­­­­­­­­­­­­­­­­­­­­­­­­­Jerry FletcherJerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and Grand Poobah of www.BrandBrainTrust.com

His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and business development for independent professionals on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com
DIY Training: www.ingomu.com

 

Brand is an Opinion

Elephant in the room--social media

A tempest in teapot dome

An op-ed in the New York Times generated multiple Tweets and comments from the President.

The piece, authored by an anonymous person claiming to be a senior white house official said: “Although he was elected as a Republican, the president shows little affinity for ideals long espoused by conservatives: free minds, free markets, and free people. At best he has invoked these ideals in scripted settings. At worst he has attacked them outright.”

The President was incensed saying in a tweet:  “,,,if the gutless anonymous person, does indeed exist, the Times must, for national Security Purposes, turn him/her over to government at once!” Later he tweeted one word: Treason.

An opinion is not treason

I’ve long held that Brand is the sum of all the perceptions about a company, product, service or, in this case person. Successful brands listen to what their customers, prospects and all the other publics think, feel and believe about them. Why is it that people of a Fascist bent identify any opinion different from their own as treachery? The self-centered believe that their viewpoint is reality and all others are fake, phony and in the old days would call for the phrase, “off with their heads!”  That, in part, is why the United States was founded.

Make America Great Again

That singular phrase uttered over and over to this day is the Brand that got the President elected. It is the one he is spewing in support of his minions for the mid-term elections and no doubt will carry into the next presidential election.

Take a hard look at that phraseology. On the surface it is just a slogan. I urge you to look deeper.

The assumption is that America is not what it used to be. That is true. Once we were heralded as a nation governed by law who welcomed “the huddled masses yearning to be free.” No more. Now we imprison children with little hope of them ever being returned to their families. We turn hunted people away sending them to their deaths. There are claims that they are all criminals. Sorry, the facts don’t support that allegation made in the highest office in the land.

The slogan seems like a positive harkening for a more idyllic time. But if you’re a racist, sexist or convinced your religion is the “right one” it means that the office seeker is one of you. You may call yourself a conservative but the real conservative in my opinion believes in Free minds, Free markets and Free people.

I’m at liberty 

So are you. You are at liberty to try to build a brand. You are at liberty to judge other’s labors in that regard. No one has the right to seek legal action against you for your opinion.  Just as clearly, no one can disagree with the President for stating his opinion. But if he seeks government action against anyone on his opinion alone he needs to be stopped. Legally.

The once and future brand

There are some that say this country was never one that was the brand some people believe in.  That, in part, is true. Even after the Civil War we still had segregation. Even in the second world war antisemitism  was rampant. Today we refuse to acknowledge the migrant farm workers that come into the country across the southern border. Those that claim these people are taking their jobs regularly refuse to work in the fields.

There are those that still believe the doors should have been closed after their ancestors immigrated here seeking a better life. That way lies disaster. When we close the door we shut off the power to maintain what makes America Great.

It is not a time in the past. It is not when we turn our back on the world. It is not when we meet desire with enmity.

What makes America Great is free minds, free markets and free people.


Jerry Fletcher Keynote in ColombiaJerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and Grand Poobah of www.BrandBrainTrust.com

His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and business development for independent professionals on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

Is Your Brand “Strangely Familiar?”

 

 

 

 

 

 

Connecting

There is a point in time when your product is not a known quantity. People may not have an idea what it is and what it does. They need a way to wrap their mind around it. They need something familiar to connect to the strange. Here are some examples:

  • Horseless carriage
  • Digital camera
  • Flat Screen TV
  • Big box store
  • Electric car
  • Selfie stick
  • Virtual reality

That is the way to get hordes of people to comprehend what you offer. Those descriptions came from multiple directions. “Horseless Carriage” was first heard on the streets as the first automobiles were introduced. The” Digital Camera” dates back to the 1950s and is a spin-off of video camera design! The electric car was “invented” by multiple people starting in 1828. Today’s versions tend to be “hybrids” a combination of gas and electric but if fueling and range can be corrected an “all-electric” could be the coming thing.

This just in (sort of)

More recent additions to the above list might be:

  • Self-driving car.
  • Rollerblades
  • 3-D Printer

In every case, the familiar is combined with the strange to forge connections in our minds. Without such verbal equations we don’t have a shorthand term for the unknown product or service.  We don’t have a way to remember an offering.

It is all timing

There is a time in your life and that of the product or service you market that it needs to be strangely familiar and cited as “The.” The Selfie Stick, The rollerblades. The snowboard. If you’re lucky that yields a brand.  Later on you may have to add another word in order to protect your panache. Then you become “The original” as in The Original Pancake house,  The Original denim jacket and The Original Networking Ninja .

Factoring the familiar

Sometimes you need to add a little strange to make the familiar more powerful. That’s where Instant Brand and 30-Second Marketing come into play. Memorability can be added to anyone’s response to the question, “What do you do?”

Over the years I’ve used these responses:

  • Marketing Rainmaker (my original consulting title)
  • Networking Ninja (I’ve been speaking under that sobriquet and owned the URL since 1990)
  • Brand Poobah has been one of my titles for the last couple years as people kept asking me to help them with their Brand

Marketing, Networking and Brand are descriptive but not words that will tickle your little grey cells. Rainmaker says I can change your marketing and your life. Networking Ninja has a marvelous consonance and infuses expertise. Brand Poobah says expert but with a bit of tongue in cheek fun. All three are much more unforgettable than they were before the strange was added.

Want to make yourself “Strangely Familiar?”

Call me. 503 957-7901


Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and Grand Poobah of www.BrandBrainTrust.com

His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and business development for independent professionals on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

 

Marketing: The Edge to Late Entry

I’m running late today. Usually my Saturday morning posts are in your e-mail box by 3:00 AM

Not today.

Gone but not forgotten

Yesterday, the Toys R Us stores across the USA closed.

At its height it had 1,690 locations around the world. Ownership of the stores changed hands multiple times but it dominated toy sales pushing out smaller, local toy stores wherever it opened.

Toys R Us first lost is market dominance to Walmart in 1998. It struggled unsuccessfully to maintain, it’s position. The last time it had an annual profit was 2013.

The lesson learned

Smaller toy stores simply could not match the variety, volume and pricing of the larger Toys R Us that used the big box strategy to build an iconic brand. Big box based companies can easily supplant a single category competitor. You can have a competitive edge when you are late into the market but that edge needs to be honed continually.

Tilting toward the internet of things

Looked into Best Buy lately? Just about any electronic gadget you need can be found on their shelves including a lot of the items that qualify for the soubriquet: Internet Of Things. The sales force is being trained to understand buyers versus final users and to optimize their Geek Squad brand for completing the sale.

I heard through the grapevine that their Geek Squad has been trained in installing and servicing scads of new household gadgets. More importantly, they are being trained in how to deal with seniors.

The moral of the story

Someone in the marketing department has realized where the biggest market for these digital goodies is, how they get sold and the skills required to build a trusted brand. A friend tells me that a sensor that detects whether an aging relative is in bed, accessible across the net, is sold to a son or daughter as a way to check in on Mom or Dad. It is one of the items the Geek Squad is ready to install! Staying on top of market shifts can extend the life of your organization even if you are late to the party.

Better late than never

I spent most of the last week doing an inventory. A couple new Strategic Partnerships caused me to dust off productizing plans for the intellectual property I’ve developed over the years as a consultant and professional speaker.

My partners and I have looked at the offerings for independent professionals and small businesses and found them generally wanting. Most are rehashes with little or no relevant statistical support. Proven processes, tips and techniques are hard to come by.

The edge to late entry

Marketing Without Money TM products we deliver (learn more) will be thoroughly tested and adapted to the life style of the owners of professional practices and small business. What that means is that they will be available in Video, Audio and PDFs. It will be a subscription service with small cohorts. Regular webinars that are heavy on Q&A will highlight program keys and provide bonus materials. The programs will be continuously refined with new additions available to all subscribers.


Jerry Fletcher ThinkinigJerry Fletcher, Networking Ninja, is a sought after International Speaker, beBee ambassador, founder and Brand Poobah of www.BrandBrainTrust.com

His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and Business Development on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

 

 

The Lunch Bunch Brand

Those of you who have been reading my blogs for a while know about the “Lunch Bunch.”

I’ll introduce them again so that you don’t have to rely on memory and so those that are making their acquaintance for the first time are a little less confused.

The Dialogue Blog

I was looking for a different format. The ones known to work based on the analytics, chief among them readers responding to a call to action, were my guidelines but I wanted something different. The format that appealed to me was based on detective short stories by Isaac Asimov and Spider Robinson, both science fiction writers.

They shifted the finding of a solution to a group gathered together over a meal to respond to a guest’s mystery. Asimov placed them at dinner with a waiter who solved the case after the others had blithered over it. Robinson varied it by story allowing just about anyone in his cast of zanies to be the one or two that “figured it out.”

I’ve been away from this rowdy crowd too long. Visitors to the lunches often were generated by folks asking questions after I delivered a presentation. I’ll be relaying to you the groups  sassy but sure advice once again as I go back to speaking professionally and the questions mount up.

The avatars of a brand.

It has been many moons since I celebrated working with this crew. Each of them is based on a real-life expert. Most of them are physically close to the descriptions offered. Okay, a couple of them are way different. But all of them exhibit the mental acuity you would hope to have in this kind of gathering.

The Core group:

Rick, is a swarthy Jewish outdoorsman comfortable in a kayak or on a Ducati who moved to Oregon to indulge those interests. He is our master of direct marketing and one of the few people I have ever met that is a natural at networking. He can meet someone in a rental car line and the next week be presenting to their Fortune 500 company.

Kate, our dusky mistress of sales earned her spurs the old-fashioned way—cold calling floor by floor in downtown business-packed high rises. She has the chops to go on sales calls with newbies and tell a CEO when the Sales VP has been over-promoted. Tough lady. Now retired but always up for lunch with this bunch

 

Bubba, Rob to some of us, is a slow drawl southern talking older gentleman that at times claims to be “Dumber than a bag o’ rocks” BUT (there is always a BUT) he has a genius for the psychological alchemy known as brand. The real Bubba presides as the creative director of an Ad Agency in Atlanta.

 

Chris is third generation Chinese American now the proud young father of a boy and a girl. He is an entrepreneur that has made his way through the wild west of the internet doing web sites, seo and you name it for the last ten years. He has just founded an on-line business that scales and now can give up the part-time consulting gigs that supported his entrepreneurial habit.

 

Gail, is a woman who has told me she teaches people to think because they must learn that skill before they can write. She is always a writer but has ridden that talent far and wide running an ad agency and as an on-air talent as well as a freelancer and consultant. Her quiet grandmotherly demeanor veils a strength built from dignity and laughter facing life without fear.

Jerry FletcherMe, the ringleader. Yes. All these folks exist. No they don’t gather each week except in my mind. Their views, expressed in these dialogue blogs are usually their own sometimes shaded by the filter of my digitizing them.

Cameos, from time to time another professional joins the group when our visitor/client has a problem that falls in the expert’s bailiwick: PR, Customer Service, Distribution, etc.

Here are some of the previous Lunch Bunch Blogs you might enjoy:

http://jerryfletcher.net/2017/05/deja-vu-testing-for-on-line-success/

http://jerryfletcher.net/2017/03/positioning-versus-branding-2/

http://jerryfletcher.net/2016/01/brand-aint-digital/

___________________________________________________________________

Jerry FletcherJerry Fletcher, Networking Ninja, is a sought after International Speaker, beBee ambassador, founder and Brand Poobah of www.BrandBrainTrust.com

His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and Business Development on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

 

Chutes & Ladders To Build Your Brand.

 

They didn’t have the game when I was a kid.

We got it for my daughter when she was in grade school. It is a counting game where you move from the bottom of the board to the top. Where you land determines your progress toward the goal. A Chute, like a playground slide takes you down while ladders take you up.

It is all about mindset.

Yours. Others. Whether we go along or not is dependent on the convictions in place both before and after individuals engage. Chutes are pre-engagement. Ladders are once we begin attempts to influence another.

Chutes, in the real world turn out to be positive or negative according to Robert Cialdini in his new book Pre-Suasion. His first book, published 20 years ago, (Influence) was about the six key “ladders” that marketers, advertisers and sales professionals use to convince and persuade.

A chute is my way to describe Pre-Suasion.

It occurs:

  • Before you are in a position or situation to be sold.
  • Before the discussion of features and benefits.
  • Before the emotional appeals.

It happens when you or your prospect are in a frame of mind that will color your reaction to all the ladders. You are on the chute and what you feel, think and believe in that moment is predictably what will make the difference in your reaction.

This is behavioral psychology finally exploring the complexity of factors that control acceptance of advertising, marketing and sales techniques.

Too often we use a Ladder approach, stacking up all the features and benefits of going our way and at times yielding to the hard-won knowledge that decisions are emotionally, not logically based. Yet we fail because the chute our prospect was perched upon ran counter to our approach.

The power of setting the stage.

Shakespeare noted that “All the worlds a stage” Before you, as a player, utter a single line, consider the stage. Is it conducive to the outcome you hope to produce? If you can control them, how would you change the trappings? Could you change the speech that precedes yours? Is there a musical or sound note that could be injected to change an attitude? Is there a lighting or art effect that can change the mood?

30-Second Marketing TM, the technique I teach for self-introductions is a powerful example of how the elements revealed in Cialdini’s book set the stage.

Why 30-Second Marketing TM works.

  1. You wait until they ask, “What do you do?” that shows focus on you.
  2. You hook ‘em. You respond with something memorable like, “I’m a Networking Ninja.” That generates curiosity and puts them on a chute because they want to solve the mystery of the title.
  3. Next you hold ‘em with a statement like, “You know how you, like most people, are really uncomfortable introducing yourself…” A nod or other positive response will tell you that they are with you and that you have now personalized this conversation to them.
  4. Then you pitch ‘em. You say something like, “What we do is teach you how to have a conversation instead of doing a commercial. We help you mothball that elevator pitch and use a technique that is a shortcut to Trust that you can do in 30-Seconds or less.
  5. You close ‘em on a date and time to sit down in their office to work out the details of how you can work with each other. You set the stage.

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Jerry Fletcher Keynote in ColombiaJerry Fletcher, Networking Ninja, is a sought after International Speaker, beBee ambassador, founder and Grand Poobah of www.BrandBrainTrust.com

His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and Business Development on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com