PRODUCT PLUS SOMETHING: Build a Brand for the Ultimate “Growth Hack” in B2B Marketing
In this fun and informational keynote that can include props, Samuel will discuss the benefits of a strong brand, product marketing versus brand marketing, the importance of mental availability and brand equity, examples of good B2C and B2B branding, how to build a brand, and how to manage and measure mental availability brand equity. After all, B2B marketing is more similar to B2C than people think.
Actionable takeaway: Build B2B brands that will get leads today and tomorrow, increase conversion rates, raise pricing power, receive media coverage, and attract more talent.
What This Speech Covers
- What is a Brand?
- The Benefits of a Strong Brand
- Product Marketing vs. Brand Marketing
- Examples of Good B2C Branding
- Examples of Good B2B Branding
- Only 5% of B2B Buyers Are “In the Market” At Any Time
- How to Build a B2B Brand’s Mental Availability and Brand Equity
- How to Measure and Manage Mental Availability and Brand Equity
For more detail, please read these B2B columns of mine in The Drum:
On average, only 95% of the market is actively looking for a given solution. That means that 5% of the market should be targeted with direct response, lead generation, and sales efforts. The other 95% should be targeted with marcom that aims to get the company remembered for when those 95% do want to buy in the future. Of course, quick leads and sales are important for survival and growth in the short term. But the most growth in the future comes from building a brand among all potential category buyers.
To achieve both short-term and long-term B2B marketing goals, marcom spending must be divided into two categories: activation and brand. On the brand side, marcom must focus on people, be a little more emotional, and build mental availability — it tells people what to think and remember over the long term. Conversely, activation spend tells people what to do (click and become leads) right now.
When a person wants to buy something, his brain comes up with a list of options that are “top of mind.” This is a consideration set. The goal of brand advertising is not just to build awareness that you exist — it is to build enough mental availability so that you are in everyone’s consideration set in the future. If you are not in the consideration set in the beginning, you will never be bought at all. The goal of B2B brand advertising is to create memorable ads that use both distinctive brand assets and speak to the times when people start thinking about buying the category (these are called category entry points).
Over millions of years, our human brains have evolved to recognize and remember people, characters, and particularly faces. Building and using such distinctive brand assets is the best way for your company to get remembered.
Activation certainly gets leads in the short-term. But building a strong brand throughout the entire category gets leads today and leads tomorrow along with increasing pricing power, talent acquisition, and more.