You can have the greatest product in the world, the most
superb service, but, if no one knows about it, you will have a warehouse full
of excellent products, and you will be sitting around your office, waiting for
the phone to ring.
Strategic Positioning
This is where companies make a big mistake with their
marketing. It's important to have great products and great services. But too
many companies fool themselves by thinking, "If people knew how great our
products or services are, they'd buy us every time."
They try to market themselves by saying things like:
"We've got the best quality, the best product, the best customer service, and
the best people." I've got three words for you: WASTE OF TIME. Yes, all
those things are important, but they won't help you be successful with your
marketing.
It's not about the product; it's about the positioning.
Strategic Positioning or Brand Positioning is a statement of who you are. It is
what your target customers think about when they hear your brand name. Red Bull
owns the words "Energy Drink." 1-800-GOT JUNK? owns "junk
removal." What words do you want to own? What will make you stand out from
the herd?
Seth Godin in his book The Purple Cow says that you should
stand out from the herd of competitors the way a purple cow would stand out
from a herd of cows. That's not just a little different. We're talking
"dramatically different," and that takes courage.
The old rule of marketing was playing it safe. So, you
created a good product or service, and then you sold it with sales people and
advertising. You took out ads, you spent money, and you tried to drive
customers to your business that way. That used to work, but it doesn't any
more.
Today it is different, you need to create remarkable
products or services that your target market customers will seek out and talk
about. They will spread word‑of‑mouth about your brand.
It starts with being dramatically different. You're either a
Purple Cow of a product or service, or you're a commodity (whereby you sell
only on price). But that's only part of the challenge. You must also be dramatically
and meaningfully different to your ideal target market customer.
Just being good is not enough. Your competitors are good.
Your customers won't even start down the path to buy your product unless they
think you're remarkably, distinctively, and meaningfully different. You don't
win the marketing battle with the best product or service. You win the
marketing battle with Strategic
Positioning. So let's think about how you can position your company.
There's no one best way to position your company (or brand)
so you appear uniquely different from your competition. You need to choose a
position that sets you apart in a way that appeals to your ideal target market
customer. There are six basic ways to achieve that:
1. Position your
company based on price point.
Walmart, for example, offers "everyday low
prices." Price positioning can work the other way, too, when people use a
high price as an indicator of high value. Consider this story told by Dr.
Robert Cialdini, the author of Influence.
The owner of a jewelry
store that specializes in Indian jewelry purchased some good quality turquoise
pieces and priced them reasonably, based on her experience. But, even though
the store was full of tourists, those pieces didn't sell. That happens in retail.
The store owner did
what store owners have probably done since the beginning of commerce. The night
before she left on a buying trip, she wrote a note to her staff, directing them
to display the turquoise pieces prominently and to cut the selling price in
half. She imagined that customers would snap up the jewelry at the low price
and she could move on to other things.
When she returned from
her trip, she was pleased to note that, as she expected, the pieces had all
been sold. Then she discovered that her staff had not done what she had asked.
Her assistant misread the note, and, instead of cutting the prices by half, the
assistant had doubled them. The jewelry sold better when the higher prices sent
the message to customers that the pieces were of higher quality. There are many
stories like this that marketers tell each other.
2. Position your company by creating a new category.
That's what Red Bull did. Before them, there was no
"energy drink" category.
3. Position your company as something different from the
category leader.
In rental cars, the classic Avis advertising campaign,
"We're number two, so we try harder," is a great example.
4. Position your company as a specialist.
1-800-GOT-JUNK? is the specialist in junk removal. There are
coffee shops all over the country that sell coffee and a host of other things
like hamburgers and breakfast, but Starbucks positioned itself as the coffee
specialist, the brand you know offers premium coffee.
5. Position your company as the master of a distribution
channel.
L'eggs was the first supermarket pantyhose brand and became
the largest-selling pantyhose brand in the country. Paul Mitchell became a
$600-million hair and skincare brand by focusing on the professional hair salon
channel. Ping did the same in golf clubs by focusing on the pro-shop channel.
6. Position your company by being explicit about Who your
target market customer is.
Curves is the gym solely for women. AXE cologne positions itself as the cologne that makes young men irresistible.
How to find your
Strategic Position
Here are two questions that I recommend to help you identify
your Strategic Position:
1.
In what area(s) could you be perceived as the
leader of a category or niche in your industry?
2.
In what area(s) could you be perceived as being
dramatically and meaningfully different from your competitors?