You are currently browsing articles tagged claim and proof.
Salesforce, a spectacular online business, ran an ad today in the NYT paper paper using a tried and true ad tactic “the testimonial.” Amazon Web Service was the customer. Both are great companies, but the ad was so weak. It’s what my dad Fred Poppe might have called the “doggy’s dinner.”
Central to the idea is something called the (initial caps) Customer Success Platform. Oy. Luckily, the Customer Service Platform is powered by (initial cap) Einstein artificial intelligence. A skootch better. It “qualifies leads, predicts when customers are ready to buy, and helps them close more deals.” This is actually stuff a real copywriter could work with — but as written it’s all claim, no proof.
To make matters worse the ad ends with “What if you had a way to help your business take flight?” followed by the Salesforcrce logo (When did they lose the .com in the logo?) and tagline “Blaze new trails.” Flight? Trails? Talk about mixing your metaphors.
It’s as if someone used an ad-by-numbers kit.
For a company as successful and powerful as Salesforce, you’d think they could put together a cogent, well-craft print ad. Maybe they should download a Hubspot template. JKJK.
Tags: amazon web services salesforce ad, blaze new trails tagline, claim and proof, Einstein artificial intelligence, fred poppe, hubspot, salesforce, salesforce ad, salesforce.com, whats the idea, whatstheifeda
When I interview people at a company to learn more about it during my discovery process I have a set piece of questions. If working in a category with which I’m unfamiliar I often create a new questions to level set me. Learning the language of the category is an important first step. Before I start questioning I tell the interviewee to please tell stories to make your point. It helps me better and more quickly understand. Stories provide texture, importance and ballast from the teller’s point of view. Data and information are just tracks to be trod over. Data and information are the CV of the business. Important and crucial stuff yes, but they don’t reveal “soul” the way stories do.
I never closed a deal during a brand strategy without stories. Never. If you have stories, when presenting to decision-makers, you are a brother/sister. People don’t have a hard time disagreeing with you if you have a story. They’ve more open and real in their objection…often sharing a contrary story.
I loves me some data in brand planning. But stories feed the brief. They give heart to the claim and proof planks.
Tags: brand planning discovery, brand strategy discovery, claim and proof, claim and proof planks, Stories in brand planning, whats the idea, whatstheidea
I’ve been thinking about two brand strategies lately. One for the Madison Square Garden the other for James Brown. Madison Square Garden’s is “The World’s Most Famous Arena.” James Brown was “The Hardest Working Man in Show Business.” These two sentences are brand claims.
A claim is only good when it’s believable. If you’ve ever seen James Brown, you know his claim to be true. As for MSG, the same, but you may have to take their word for it to a degree. There have been 4 Madison Square Garden’s and none in Madison Square since 1925. There have, indeed, been some amazing events in the 4 gardens, but it’s no Roman Coliseum. What The Garden is is a well-tended brand. At every major sports event the announcer welcomes one and all with “Welcome to Madison Square Garden, the world’s most famous arena.” The halls are bedazzled with black and whites of Ali-Frazier, George Harrison, and Mark Messier. Hanging from the rafters are aging championship banners from the NY Rangers.
MSG works hard to prove its claim. James Brown used to sweat his claim.
Claims are the basis of brand strategy. With claim in hand, all that is left are the deeds and the proof. Peace.
Tags: ali-frazier, brand strategy claim, brand strategy claims. Whatstheidea, claim and proof, george Harrison, james brown, madison square garden, Mark Messier, pearl jam, roman coliseum, the hardest working man in show business, the worlds most famous arena., whats the idea
If asked to provide one word that defines my business practice – one word that drives my philosophy of brand planning it would have to be “proof.”
Proof is the most tangible of marketing words. And the most tangible building block in brand strategy.
Proof trumps subjective opinion. It overrides marketing insouciance. It answers that age-old creative brief question “What is the reason to believe?”. Teach a man to prove and you build a brand for a lifetime. In brand strategy, of course, you need to organize your proof; into no more than three proof planks. Random proof becomes a grade school science fair.
The best framework for brand strategy is one claim and three proof planks. Get the claim right then make the proof fit like a glove.
Here’s an exercise: Spend time studying your marketing materials. See if you can discern the proof from the blather. From the self-interest babble. Underline or highlight the proof. See what you’ve got. Does it focus you?
Tags: 1 claim 3 proof planks, 1 claim and 3 proof planks, claim and proof, one claim and three proof planks, one claim three proof planks, proof in brand planning, proof in brand strategy, teach a man to prove, whats the idea, whatstheidea
I’m not against storytelling. It’s an important part of my business. When collecting information to build brand strategy I hunt for stories and often tell stories to get others to open up. But in and of itself, a story won’t do shit for a brand. Especially, if it’s off-piste.
Storytelling is a pop marketing topic many brand consultants rest upon. My “brand-ar” goes off when I hear someone use the term; it suggests they’re blowing marko-babble smoke.
Think of storytelling as the code and brand strategy as the app. The app being the meaningful, useful tool.
Brand strategy done right is about claim and proof — packaged into a discrete organizing principle for product, experience and messaging.
Stories and storytelling are communications tools, not strategy tools.
Tags: Brand-ar, claim and proof, claim and proof array, marko-babble, off-piste, one claim and three proof planks, organizing principle for product experience and messaging, story telling in branding, story telling in marketing, storytelling in branding, storytelling in marketing, whats the idea, whatstheidea
Here’s the thing. Hyundai did an amazing job in America with its long game of winning minds and market share. The low price point, 10-year warranty is the stuff of which Harvard Business School cases are made. I say long term, because that’s how you build a car brand – over time. It’s a considered purchase, an expensive purchase. Hyundai did it the right way and consumer perceptions of quality and value were growing more and more positive.
Then came Genesis. The car designs were amazing. The ads, off-the-charts well-conceived. But the brand strategy was lacking. America wasn’t ready for a luxury brand from Hyundai. Just wasn’t. (And don’t go all focus group defensive on me.)
When Peter Arnell did a branding assignment to make Samsung more a mainstream electronics brand 30+ years ago, it felt wrong. But it worked. The timing was right. The proofs were baked. Today Samsung rocks.
Genesis might have worked had it not been a Hyundai brand. Or if introduced 10 years down the road. But Alas, Poor Yorik, it was not.
Tags: Alas poor yorik, claim and proof, Genesis advertising, hyundai, Hyundai genesis, Peter Arnell, proof in branding, the ironic hyudai genesis, whats the idea, whatstheidea
I saw the word polemic in an article about the alt-right and had to use it in a post. I’m a brand polemist. At What’s The Idea? brand strategy is defined as an “organizing principle for product, experience and messaging.” In and of itself, that is controversial. Many brand agencies don’t consider product or experience in their work, they cut straight to messaging.
When brand strategy involves product it means the claim and proof planks inform product features, composition, even formula. When brand strategy relates to experience, it informs in-store, customer journey, website content and usability. It may involve media usage, e.g., Twitch Points (Google it). But mostly, brand strategy is about messaging, advertising, campaigns and communications. The comms and graphic presentation of a brand being the bread and butter of the branding business.
The contrarian polemic is one that puts product and experience on par, or even ahead, of messaging. Get the first two right and the last one has to follow.
Tags: an organizing principle for product experience and messaging, Brand polemics, branding polemic, claim and proof, claim and proof planks, whats the idea, whatstheidea
The foundation of the What’s The Idea? brand strategy framework is “claim and proof.” Say what you are good at and what consumers want, then prove it every day. Get the claim and proof right and you won’t have to reinvent the marketing wheel every year.
I don’t mean to pick on Memorial Sloan Kettering Cancer Center whose claim “More Science (actual claim), Less Fear (marketing benefit)” is terrific, but they provide a good example of my dumbing down the proof point. In a print ad that ran this weekend, MSKCC supported its claim with their history of breaking new ground in immunotherapy. But then they dropped the ball in providing proof of how it works. Perhaps they thought we weren’t smart enough to read longer copy. (“People don’t read copy,” I’ve heard more than once.) I am aware of a home improvement company who cautions field reps to “keep it simple.” “Don’t give consumers too much to think about, you may talk them out of an appointment.”
Whether MSKCC or a home remodeler, it’s important to find proof that allows consumers to believe you. To trust you. To remember you. Good proof (read yesterday’s post for an example) is the fastest way to sales conviction.
Tags: claim and proof, dumbing down the proof, home remodeling, Memorial sloan kettering cancer center, more science less fear, MSKCC, Sales conviction, whats the idea, whatstheidea
One of the challenges when writing a brand brief is knowing which insight to use to fuel the claim. (The claim is the idea at the top of the brand strategy, supported by 3 proof planks.) Often in a brief there are 2 or 3 really exciting insights, all of which offer enough power to motivate brand predisposition. But which to pick, that’s the question.
What I love about the brief I use, borrowed from McCann-Erickson’s Peter Kim 2 decades ago, is that it has a serial framework. One section leads to the next. Like puzzle pieces, they don’t always fit, but fit they must. Until they fit, you need to keep working. Until there is a linear story you are only bumping along the cobble stones. Chank a chank.
As I work the brief, key insights find their way into the story. But some must be let go. What’s funny is the outcome of the story – the claim – is often not known until the story plays out. Insights float in the back of the mind as you work toward the end, some more strongly than others, but the big finish is often a bit of a surprise.
There can’t be two endings. Enjoy the ride.
Tags: brand briefs, chank a chank, claim and proof, creative briefs, Insights and brand briefs, mccann erickson, one claim and three proof planks, peter kim, whats the idea, whatstheidea