I (and we at Root + River) have written extensively the past few years about the end of the old world of branding and marketing. No more pretense. No more construct. No more shiny candy wrapper with a crap center. No more fear, manipulation, persuasion, coercion.
I believe most leaders understand this era is over. There is no more Mad Men. They understand and accept the importance of culture, customer experience, visual appeal. But as Hank, Jr. once moaned “Old habits … are hard to break.” To break these old world habits (or mindsets) requires a conscious choice.
I think there are three shifts a leader needs to have – first inwardly, then in his/her business …
- Shift your brand from being business model driven to being mission driven. In the 21st century, brand, mission and business model are really the same thing. Yet many leaders still have the mindset that brand is an external wrapping and that mission is either a passive awareness or a get-to-it-later. The present and future of being a brand is to have mission at the center of the brand. And then the business model supports both. Big brands like Patagonia, Chick-fil-A, Nike, Virgin get this. In fact, I would say that all four were born of mission that became a brand that became a successful business model. It’s just even more obvious in this modern era where you can’t pay for the kind of attention these brands get. In order to organize your brand around your mission, you must also know your personal mission – the thing you are here to do that only you can do. This requires inner work, EQ and discipline – and won’t be found in a book or on a spreadsheet.
- Shift your thinking on who your audience is. “Target audience” remains a common term that rarely has actual usefulness. It’s a term from the bygone era of predictable demographic behaviors, less media choices and less overall product and service choices. Consider this instead … your audience is not who you are looking for. It’s who’s looking for you. Your job as a leader is to get the brand out there – be findable. This means first diving deep into the soul – or root – of your brand. Brands that do this learn something almost magical: when you build your brand from the soul, you find the people that are looking for you. This doesn’t mean a build-it-and-they-will-come mindset. Nor does it mean that you shouldn’t market. It simply means that you need to get out there in different and unique ways. And this is highly contextual to your marketplace. Red Bull built their brand by going to skate parks and extreme sports events. They didn’t advertise to a “target audience”. They went to the people that were looking for them but didn’t yet know it.
- Shift from head-based messaging to heart-based messaging. Head-based messaging is also a relic. It assumes through saturation, purchased brand awareness and repeated calls to action that you can take up a position in the mind of the buyer. This is no longer true. While certainly some of the principles of positioning still apply, the conditions have changed dramatically. Here’s another way to look at it … head-based messaging is for the conscious mind. It requires people to pay attention. Yet most Americans are in a perpetual primal state of flight/fight/freeze. They’re tired, over-booked, over-worked, over-extended. They don’t have the conscious mind resources to pay attention to you – unless you are solving their current and present issues. But these same people have plenty of room in their hearts. In fact, they crave meaning, authenticity, realness. This means that messaging is really what your heart has to say to the world. It’s a message from your heart to their hearts. But like discovering your personal mission, it requires the inner work of connecting to your heart – a process many leaders still avoid.
Modern branding is ultimately about two things from a leadership perspective: 1) Letting go of old beliefs, habits, systems, concepts and 2) letting in new feelings like love, trust, joy, delight, purpose, failure, triumph. And no one can make you let go or let in. Only you can do that.