In 1969, a brilliant marketer by the name of Jack Trout presented the notion of brand positioning Services Delaware to the world, and the rest is history. He was the first to give a name to something that had a tremendous commercial impact. Positioning: The Battle for Your Mind, written with Al Ries a few years later, is considered a landmark work in the field. The rest, as they say, is history.
Even now, almost half a century later, the notion of positioning is just as vital — if not more so — for firms. In fact, the professional services sector has grown significantly in size and competition in recent years. There is a dizzying assortment of enterprises to select from, and with the growth of the Internet, local businesses are competing with businesses from all over the country, if not the globe.
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Brand positioning is the process of establishing your company’s reputation in the minds of your consumers. Brand positioning is more than just a catchy slogan or a flashy logo; it is the strategy that is utilized to distinguish your company from the competition.
An effective brand positioning strategy is achieved when a brand is viewed as favorable, valued, and trustworthy by the target audience. The combination of those three factors makes your company stand out from the competition, and as a consequence, your consumers make a special space for you in their hearts and thoughts.
This is critical since just being “different” from the competition will not be enough to prevail in the market these days. Here’s what brand positioning expert Will Barron of Salesman.org has to say: “As a brand positioning expert, I believe that “When you’re doing something really outstanding, you’ll have the chance to position your company’s brand. Anything else is merely a matter of comparison.”
In terms of determining how to position your company’s brand in the marketplace, you have a number of alternatives available to you. You want to customize your approach such that it highlights the competitive advantage of your product.
A fair likelihood that you’ve made a purchasing decision or chosen a restaurant or other service provider based on the quality of its customer service at least once.
Companies in industries where customer service is notoriously unresponsive benefit from emphasizing their warm and welcoming customer service as a way to distinguish themselves. To attract new consumers, other firms, especially those that provide items that are extremely sophisticated, should advertise their great customer assistance systems.
In terms of concrete benefits, this technique has the advantage of allowing excellent customer service to help justify a higher price point. Apple’s goods, for example, are expensive, but the company’s customer service representatives are courteous and responsive to customers’ needs.
Moreover, these service interactions are an important component of the flywheel: a client who was originally dissatisfied may become a promoter after receiving excellent service.
Maintain a high level of diligence with this method. If you promote outstanding customer service but fail to provide it, you will get negative reviews, irate phone and email tirades, social media callouts, and even Better Business Bureau complaints.
Dharmesh Shah, the founder and CTO of HubSpot, utilizes this simple equation to describe customer happiness and to hold himself and his team responsible for delivering on the brand promise: Customer joy is the sum of the experience and the expectations.
Pro Tip: Make certain that your staff is equipped with the appropriate customer service software in order to deliver on your promise.
A convenience-based positioning strategy focuses on the reasons why a company’s product or service is more convenient to use than the competition’s product or service. This convenience may be based on a variety of characteristics such as locality, simplicity of use, broad accessibility, and compatibility for numerous platforms.
It’s possible that the product’s design is responsible for the convenience. Swiffer, for example, promotes its WetJet product as a handy alternative to a conventional mop due to the usage of disposable mopping pads in its manufacturing process.
A product or service that is positioned as the most convenient will instantly attract customers who are time-pressed. Furthermore, similar to the preceding method, it may be used to justify a higher price point. For example, a Swiffer WetJet costs $26, yet an O-Cedar mop costs just ten cents.
However, in other circumstances, providing convenience might be too expensive. Suppose you’re in the B2B SaaS industry, and you want to make your product accessible across a variety of operating systems. You’ll most likely need a robust, regularly available development staff to ensure that you can deliver on your promise. For this positioning approach to be successful, those developers would need to be available at all times to handle bugs and other difficulties — and the price of supporting them might quickly spiral out of control.
The last thing you’d want to look at is whether or not your product is actually handy. Customers who use the WetJet mop, for example, may find it bothersome since they must return to the shop on a regular basis to replenish their supplies. For a comparable product, you may consider offering automatic refill programs or subscriptions to meet the expectations of your clients who desire ease without having to go out of their way.
Companies employ price-based positioning strategies to market their products and services Delaware as the most economical choice available. When you promote your product as the most affordable on the market, you will be able to attract a huge number of customers since no one wants to spend more money than is necessary. Prospects are more likely to convert if you offer them the lowest possible price.
However, this technique has its own set of dangers and cons, the most significant of which is that it gives the appearance of inferior manufacturing quality to prospects.
You may also encounter economic challenges that might negatively impact your brand positioning over time — such as Subway’s $5 footlong, which was unable to keep up with inflation. Price-based positioning may also result in a price war, but this is more common in particular areas, such as air transport, than in others.
Companies use this method when they want to draw attention to the high quality of their product – a characteristic that comes at a high price.
The quality of a product may be shown by great workmanship, small-batch production, high-quality materials, and even environmentally friendly manufacturing processes that increase the cost of manufacture. The high level of service may be shown by proof of great end outcomes, a good return on investment, and positive client comments.
Consumers on a tight budget may choose to forego your brand in favor of a less expensive option. However, it is at this point when buyer personas would come into play. It would depend on the income and buying habits of your target clients whether or not emphasizing quality (and charging a greater premium) is the best strategy for your business.
If you compare a product’s distinctiveness or innovative traits to those of the conventional competitors, you have successfully differentiated yourself from the competition. Tesla is an excellent illustration.
Prior to the introduction of the Tesla automobiles, there was no appealing, totally electric vehicle available for purchase. It is now the world’s top technology firm in the development of self-driving vehicles and artificial intelligence robots.
Those customers that place a high value on innovation will be drawn to your brand and product if you adopt this approach. The only possible drawback is that the absence of prior experience with the product may deter the general population from using it. Provide the results of the study and testing that went into the development of your product if it is a brand new concept. Consumers who are interested in new technologies or products often want to know how they function.
This form of positioning is distinct in that it is centered on a group of channels rather than a single approach or channel combination. Furthermore, the channels your brand employs (or does not use) communicate just as much as the messages it communicates.
Believe it or not, your brand does not have to be present on every platform available to you. When using this method, the most important thing to remember is to choose the channels that your target market utilizes the most. When selecting a social media platform for your brand strategy, the following elements should be taken into consideration:
This information may be accessible on a single social media platform, but it is also possible that these three regions will be available on a number of other social media sites at the same time. You may adapt your messaging to meet clients where they are in their journey after you’ve established where your brand should be prominent.
The techniques listed above are not the only ones available. The leader, the first of its type (the innovator), or the most popular brand are all possible positioning strategies. Furthermore, you may pitch your product as a solution to a well recognized issue.
Another strategy is to explicitly compare your company’s brand to that of its rivals. In this technique, you would use your advertising efforts to explicitly call out your rival and emphasize the benefits of your product over theirs.
When developing your stance, be sure to pay careful attention to your target consumers and their purchasing tendencies. Whether people like to save money, spend money on quality, or have the latest and greatest item, how you position your business will be determined by their preferences.
Assuming you already have a reputation, whether you want to build it or not, it makes sense to develop a brand positioning strategy that may assist you in taking control of your reputation and brand image.
More than a century ago, a soda firm made the decision to provide a product that had never been seen before: the world’s first cola drink. It was able to effectively establish itself as the original in this way. Coca-Cola now generates millions of dollars in sales every year all over the globe and is considered a household staple. It has earned a place in our hearts and thoughts as the gold standard of soda.
Brand positioning is the process through which a firm distinguishes itself from rivals. This difference assists a company in increasing brand recognition, communicating value, and justifying price – all of which have an influence on the bottom line of the organization.
However, not all brand positioning strategies are created equal or have the same goal in mind. Your positioning and message will differ depending on the nature of your business and the sector in which you operate. Let’s take a look at a few typical positioning tactics that might assist you with your first efforts.
Currently, are you promoting your product or service as simply another item on the market, or are you marketing it as something that stands out from the competition? Your existing brand positioning provides you with valuable information on where you should go next. You’ll need to be aware of your existing situation in order to do a thorough analysis of your competitors.
Begin by thinking about your target consumer and determining who they are as a person. Following that, define your purpose, values, and what distinguishes you from the competition in the marketplace. Lastly, take stock of your value proposition, as well as your present brand persona and brand voice, if applicable.
Matylda Chmielewska, from the LiveChat Partner Program, offers the following advice: “We all like engaging with businesses that sound and feel like they are speaking directly to us. Instead than developing complicated jargon that no one will be able to grasp, just communicate in plain English. Begin by identifying your (ideal and existent) target audience and writing in their own language to communicate with them.”
Then, after you’ve decided where your brand fits into the market, you can start digging into what your brand means to your consumers on a more personal level. A brand essence chart may aid in the organization of these concepts, allowing them to be clear and simple. You’ll be able to use this chart as inspiration for copywriting and design projects as well.
The brand essence chart is comprised of seven components, which are as follows:
Attributes: Consider these to be characteristics. This could be a bit simpler to come up with for a physical product than it would be for a SaaS or technological solution.
Benefits: What is it that the consumer receives as a consequence of the characteristics of your product or service?
Personality: These terms reflect the aspects of your company’s image. Do not be afraid to use a thesaurus for this section as well. In order to differentiate your brand from the competition, it is possible and recommended that personalities be developed.
What is the source of authority and support for your company? What is the basis of your brand? Depending on your sector, it might be a lengthy history of competence, accolades, and recognition from regulatory organizations in your vertical, scientific research, or even constant consumer support in the form of reviews and testimonials.
Thus, what does your brand say about you (the consumer) based on the aspects we’ve explored so far? Make use of the inspiration you gained from the personality area to help you finish this portion.
You (the Consumer) Can Feel It: What are some terms or phrases that your ideal customer may use to express how they feel after interacting with your brand? This portion of the brand essence chart will assist you in identifying a specialized angle for your brand messaging and messaging strategy.
Positioning and the essence of the brand: Finally, you’ll bring all of these parts together to form a succinct statement that summarizes what the consumer should take away from their experience with your company. A formal positioning statement should not be mistaken with this; you may learn more about drafting one by visiting this page.
Following a self-analysis, it is critical to do a competitor analysis to better understand your opponent. Why? In order to perform competition research, you must first understand who you are up against. That study will assist you in determining what aspects of your plan you can improve in order to obtain an advantage.
There are a variety of strategies for selecting your competitors, including the ones listed below:
Following the identification of your rivals, it is necessary to perform in-depth competition research. In order to compete, you’ll need to look at how your competitors are presenting their brands on the market. To put it another way, your study should comprise the following items:
Finding out what makes you different and what works best for your company is the first step in developing a distinctive brand. The advice of Chmielewska is to first define what “effective” genuinely means for your company — and then develop your brand’s image around that definition.”
It’s likely that after doing competition research, you’ll start to see trends. You’ll begin to notice several firms that have some of the same qualities and shortcomings as one another. Depending on how you compare your product or service to theirs, you may discover that one of their flaws is also yours.
This is what distinguishes your company from the competition — and it is the ideal beginning point for placing your company in the market. Take notice of your distinct contributions when you compare them to others, and dig deep to discover what you do better than anybody else in order to differentiate yourself.
Starting off with a brand’s positioning may be intimidating since there are so many touchpoints to consider and it can be difficult to pick a crucial message. Using a brand positioning framework, such as this one, may assist you in developing your brand positioning plan.
In this methodology, we use a top-down approach, beginning with the big concept and working our way down to sample touchpoints that may be utilized in tactical situations such as social media captions, blog post headlines, and advertising text. Check out the articles listed below for step-by-step guidance on how to complete each element of this brand positioning framework: Brand Positioning Framework
It’s time to put all you’ve learned into practice by developing a brand positioning statement. It is defined as follows by The Cult Branding Company: “A positioning statement is a one or two-sentence proclamation that conveys to your consumers your brand’s distinctive value in respect to your primary rivals.”
Before drafting your positioning statement, you must first answer the following four questions:
From there, you may develop a straightforward yet persuasive positioning statement. If you look at Amazon’s positioning statement, you will see that the business’s mission is to be “the world’s most customer-centric company; to create a place where people can come to search and discover everything they would want to purchase online.”
Amazon’s target client is anybody, despite the fact that the definition is quite wide. They provide a diverse selection of items for all customers, which is also one of their most significant advantages. And what is the proof? It’s all done over the internet.
Putting forth the effort to position your brand in a way that appeals to a certain buyer is just the beginning. Once your positioning statement has been developed, it is necessary to test it, experiment with it, and get feedback from your consumers to determine whether or not your positioning statement achieves its intended result.
The time and effort you put into establishing your brand to appeal to a certain vertical, kind of customer, or demographic, as Ryan Robinson of Close.io points out, “is just a tiny portion of the struggle.
In order to determine whether or not your positioning is having the intended impact on your target clients, it is critical to test, experiment, and actively seek (genuine) feedback from them.
In order to strengthen our brand’s positioning, we have asked for (and listened to) input from new consumers on a continuous basis. It is apparent that both our content and our delivery style continue to be a vital asset for our company.
Prior to launching into the hard pitch, establish a human connection with your prospects. This will assist your prospects have a better good experience with your company’s brand and will help you close more sales. For example, at the beginning of the sales process, salespeople should spend enough time getting to know their prospects and learning about the issue they are trying to address with your product before proceeding with the sale.
When your firm has a strong brand position, the unique characteristics of its product should be simple to comprehend and refer to in the future. Throughout the sales process, be certain that your prospects understand what distinguishes your company from the competition.
Your first objective should be to assist your prospect in resolving a problem or overcoming a difficulty that they are currently facing. In an ideal situation, your company’s offering is a component of the solution.
Your company’s most valued ambassadors are those who deal directly with customers. Prospects should be provided with an experience that exemplifies the key principles of your organization and is consistent with the company’s brand. In the case of your firm, if you adopt a lighthearted and amusing approach to branding, you should use this language into your sales talks as much as possible. Using a tone that is extremely serious or formal would not be consistent with the brand of your organization.
What distinguishes services Delaware from goods is also what makes them difficult to position in the marketplace. Because of the necessity to explain imprecise and intangible advantages, service positioning is more challenging to achieve.
It’s true that the same basic marketing principles of place, price, and promotion apply to both product and service marketing, but as a service provider, you must sell a potential client on the results they can expect rather than the tangible object they can hold in their hands. In other words, you must sell them on the results they can expect rather than the tangible object they can hold. The people and procedures involved in providing the service, as well as the actual proof that the service was given, such as a return for tax services, are all important considerations.
Besides dealing with the intangibility of services, professional service companies such as accountancy and legal firms also have to deal with the following key challenges:
Among the most obvious distinctions between products and services Delaware is that items are physically tangible, while services are not. Tangible objects, such as those that can be picked up and touched, are often easier to promote since purchasers can get a better feel of what they are purchasing from the advertising. Other forms of technology, such as computers, are more difficult to display and demonstrate than these devices. People are able to determine quite quickly whether or not a product gives the value that they need. Demonstrating the value of your services Delaware may seem tough at times. Individuals will not be able to see them, touch them, or pick them up and examine them in any way. You are, in essence, selling yourself to the world. In all cases, the purpose of service positioning is to form positive connections with people and to inspire confidence in what you do.
The distinction between goods and services is, of course, blurred by certain service organizations, particularly those that advertise a single piece of industry-specific software. While they sell or provide subscriptions to their “product,” which is software, they also provide other services such as support, upgrades, and other enhancements to their customers.
Here are some ways marketing decisions are affected by whether what’s offered is a product or service.
Making a case to customers why their services Delaware are worth the money they are charging them, especially when the competition is charging less. You must be able to illustrate how the value of your service justifies the greater price you are asking for it.
Their service’s excellence is shown. The quality of a service is often determined at the time it is rendered and might vary depending on the combined skill and experience of the service provider..
There’s no such thing as “stocking” up on your offerings. There is no inventory of services Delaware held in a storehouse ready to be sold by professional services businesses. Customers’ trust and happiness in your capacity to provide tailored services on an ongoing basis is dependent on your ability to anticipate and plan for unexpected spikes in demand, such as those around tax season.