When you think of values, most people think of words like trust, integrity, honesty, loyalty, or other qualities or ideals they live by. You may associate values with political concepts. Depending on you worldview, you may conceive of them in terms of family, religion, personal freedom, service to others, concern for the environment. All of these are accurate to a certain degree, but they don’t tell the full story.
Award-winning firm connects with customers on a deeper level by uncovering core values and purchase motivations
You wouldn’t try to sell World Series tickets to someone who doesn’t like baseball, so why try to motivate your customers with a message about, say, innovation, when their values markers indicate that they tend to favor the status quo? Most businesses understand that it is critical to target the right customer types with their product or service. However, in order to reach today’s more informed, media savvy consumer, businesses must go beyond traditional demographic segmentation and speak to what truly motivates people – their core values. In this post, I will discuss why understanding your customers’ values is more important, and more possible, than ever.
A recent article in the Harvard Business Review titled “Marketing Is Dead, and Loyalty Killed It” echoes what more and more marketers are realizing every day: many traditional methods of marketing are no longer as effective in motivating and inspiring customers.
Author Alexander Jutkowitz points to Apple’s phenomenal earnings and 87% customer loyalty in the US and Europe, despite the fact that it does very little traditional advertising and marketing comparatively. Jutkowitz isn’t suggesting brands stop marketing overall. Instead, he recommends they de-emphasize traditional promotional thrusts and focus on loyalty.
If a tree falls in the woods and no one is around to hear it, does it still make a sound?
Hopefully this is not a quote you can relate to when it comes to your content marketing strategy.
How Stone Brewing Company has built a loyal following of passionate, engaged fans without spending a dime on advertising.
I went to college with MacRumors founder Arnold Kim and remember his excitement when the domain name, MacRumors.com, became available back in the 1990s. His blog now reaches many million Apple fans each month, and is profitable enough that he has since left behind a lucrative career in medicine. One thing I have learned from him is that people are often most successful doing something they are passionate about, and Arnold is absolutely passionate about technology. From the perspective of someone who studies people’s deeper motivations, this could be the subject of this article, as clearly he is successful because he has found work that is a calling, and not just a job or career. We should all be so lucky to do as well at something we love.
Yet, given the work we do at Zenzi, helping business owners better understand their own customers’ deeper motivations, I wanted to probe a bit deeper here and see what Arnold’s thoughts were about his audience and how this fit into the paradigms we use at Zenzi. As you’ll see, like a lot of business owners, Arnold doesn’t necessarily spend a lot of time thinking explicitly about “values”…but he does have a clear idea of his audience’s wants and desires and how to communicate with them, while also building new audiences.
In presenting Zenzi’s capabilities to a potential new client last week, the marketing team asked an important question that I realized I have been answering more and more often lately.“Do you have an expert at your company who focuses only on social media?” The answer (a resounding No!) speaks directly to the heart of what makes Zenzi different.
One of the more talked about trends in marketing recently is “happiness marketing,” which describes an attempt by many brands to associate their offerings with increased happiness for the consumer. Coca-Cola’s “Open Happiness” campaign and Zappo’s “Delivering Happiness” messaging are just two examples of how brands are capitalizing on consumer demand for products and services that help them satisfy their psychological needs, as opposed to basic, utilitarian needs.
Zenzi and GrowTeam have partnered on the launch of a new social business platform that makes it easy for companies to monitor their brand presence and publish content across multiple online channels.
Forget about logging into several different sites to manage pages and stay on top of reviews about your company. Imagine getting updated news and trends about your industry and competition delivered to your desktop instantly.