Brands should focus on "behavior"

Brand plays an important role in consumers' decision-making when choosing and purchasing products. How to use brand advantages for marketing is a question that entrepreneurs often think about. This article explains the following points, hoping to be helpful to you.

1. The Importance of Brand Marketing

In today's business world, there is no need to say more, especially for consumer goods, which have reached the point where "no brand, no quality". Let's take a look at what Yuanqi Forest relies on to rise so quickly? Is it really its sparkling water? Sparkling water has been on the market for a long time. The core is still its brand position and market position. In other words, the operational ability of brand marketing.

The progress and development of brand marketing mainly comes from the development of the underlying core theory. Traditional brand marketing is mainly based on psychology, while modern brand marketing is mainly based on behavior (of course, marketing is also a highly comprehensive discipline, integrating sociology, psychology, behavior, and genetics).

In the past, in order to influence the consumer purchase decision-making process, when doing brand marketing, enterprises and professional companies mainly focused on various psychological variables, such as consumer cognition, consumer attitudes, emotional factors, learning, and memory, which led to various marketing theories. For example, brand theory focuses on influencing people's attitudes and emotions, while positioning theory (actual positioning is just a method, not a real theory) focuses on influencing memory structure.

The most classic consumer link model AIDMA divides people's decision-making into five stages: attention, interest, desire, memory, and purchase. The first four factors are psychological variables, and only the last one is a behavioral variable.

2. The role of data and algorithms

Since 2010, with the development of mobile Internet technology, big data technology and algorithm technology, most consumers have been online 24 hours a day.

Every person who can access the Internet has their behavior track captured and retained by different platforms, forming consumer behavior data. Different behaviors are packaged into "crowd consumption behavior packages" for precise sales, and merchants can quickly invest in traffic after purchasing. Corporate brand marketing has also begun to pay more attention to various consumer behavior variables.

In current brand marketing, among the consumer AISAS we often use, only the first two, Attention and Interest, are psychological variables, while the last three, Search, Action, and Share, are behavioral variables. In recent years, the concept of "growth hacking" has become very popular. The growth hacking model AARRR goes a step further.

Compared with all previous consumer models, whether AIDMA, AISAS, SIPS, AIPL, 5A, etc., the most essential difference is that every link of AARRR is a behavioral variable. Acquisition is a behavior, Activation is a behavior, Retention is a behavior, Revenue is a behavior, and Referral is a behavior. Since it is a behavior, it means that every step of the relationship between the brand and the consumer can be quantified through data, so it is possible to understand and control consumers more accurately, and then provide precise direction and guidance for brand marketing.

In 2017, I organized some marketing companies on the island to write a book called "Three Major Marketing Algorithms". In the preface, I wrote the following point: Except for love, everything can be evaluated and quantified. Data and algorithms are the carriers of expressing value.

3. Independent consumer psychology analysis and consumer behavior

Although from a purely academic perspective, psychology and behavioral science have very close connections and intersections, and the behavioral school itself is also a branch of psychology.

But from a marketing perspective, the biggest difference between behavioral variables and psychological variables is that behavior is an objective existence that can be quantified, while psychology is an elusive subjective conjecture.

Therefore, in the practice of brand marketing, we still separate the analysis of consumer psychology and consumer behavior, so that we can provide more practical guidance. Behavior can be directly reflected in the data; while psychology can only be inferred through questionnaires, consumer interviews, and behavioral data. For example, if a person likes to party and participate in various social activities (behavior), then you can infer that this person is extroverted, confident and sunny (psychology).

4. The Impact of Marketing

The parent disciplines of marketing are economics and social behavior (and psychology). Economics is the father of marketing, and social behavior is the mother of marketing. Most of the marketing theories we know today are based on psychology, but I believe that future marketing theories must be based on behavior. This change from psychology to behavior has greatly changed the way of building brands.

5. Brand building in the traditional era comes from the packaging of objects

We package our products with a name, a trademark, a symbol; a selling point, a positioning; an image, a story, a cultural value. We try to integrate psychological added value such as attitude, emotion, and personality into physical products, so as to win consumers' recognition and purchase, and make the products generate premium.

Brand building in the digital age comes from the operation of people. The various concepts and marketing tools we often talk about today, such as scenarios, communities, fans, interactions, private domains, and traffic pools, all start from how to connect with consumers and build relationships. If you can circle a group of users, then in theory you can sell them anything you want.

And when you build a relationship with consumers, they will spontaneously fall in love with you, support you, and stand by you. The reason why online celebrities are so popular with live streaming, such as Xiao Yangge, is actually a reflection of the gradual changes in business. The fact that Li Ziqi's brand of snail rice noodles is so expensive and still so popular is also closely related to the shift in the focus of brand marketing.

Currently, brand marketing is at the crossroads of transition and transformation. If companies want to upgrade their brand marketing, they must take a two-pronged approach, combining brand building in the traditional era with brand building in the digital era to achieve corporate growth.

6. Brand Performance

In recent years, the domestic running shoe brand Xtep has been rising rapidly, while in the Chinese market, the halo of brands such as Nike and Adidas seems to be disappearing.

Reebok, another well-known sports brand under Adidas, has suffered an even more miserable fate. In the few marathon races such as the Shanghai Marathon and the Xiamen Marathon last year, few people wore Reebok shoes. You may not know that Reebok once occupied the top spot in the world's sports shoe brand and has a glorious history. It invented the world's first pair of spiked running shoes and inflatable sports shoes. And fewer and fewer people wear Adidas running shoes.

Judging from the performance in the Chinese market, Xtep is much better than the two international giants in terms of how to build a brand in the digital age. The new high-end running shoes launched by Xtep are also gaining recognition from more and more runners.

In fact, the root cause of Adidas' decline in the past two years is not that they didn't work hard, but the outdated brand marketing ideas. Let's take Reebok, a subsidiary of Adidas, as an example. In recent years, Reebok has actually done a lot of brand upgrades. Starting with the replacement of the brand logo, the old logo was changed to a new one that is more vivid and powerful, symbolizing the physical, mental and social changes that fitness brings to people, which is more in line with the direction of fitness.

The channels also changed accordingly. Reebok signed contracts with several chain gym brands to carry out brand communication in the gyms and cooperate to develop fitness courses. It signed many spokespersons in China, including Wang Deshun, Yuan Shanshan, Wu Lei and others. There are also many new ways of communication. In early 2015, Reebok launched the largest brand communication campaign in the company's history in the past 10 years, and also invested in the Super Bowl advertisement known as the "American Spring Festival Gala". The theme of this round of campaign is called "Be More Human", which is translated into "Refine to Me" in China. It means to explore your own limits and become a stronger self.

This series of measures did not help Reebok regain its former glory, and it ended up being sold. Moreover, the sale price was only 2.5 billion US dollars, compared to the 3.8 billion US dollars when Adidas acquired Reebok. The root cause of Reebok's failure was that its brand marketing ideas could not keep up with the new era. It did not make a change in marketing from the bottom up.

7. Digital Brand Marketing Methods

In 2016, I published a financial bestseller, "Circle Business". In this book, I spent a lot of space talking about a brand that was not well-known in China at the time, called lululemon. The way lululemon built its brand was to use the brand marketing method of the digital age. Lululemon does not have a marketing department, rarely advertises, and has never hired big brands as endorsements. So what did it rely on to achieve growth? In particular, its flagship product, yoga pants, sells for about 850 yuan, which is more than twice the price of similar products from Nike, Adidas, etc. Why can lululemon do this? Let me share with you.

8. Systematized social marketing

Lululemon has built a systematic user community, which is spread through product educators, brand ambassadors, and user groups. Lululemon calls all its employees product educators, requiring them to be familiar with products and businesses like experts, so as to educate users well.

When recruiting store managers, lululemon gives priority to people in the news and coffee industries rather than those with a retail background, because lululemon believes they are better at accepting and spreading brand culture. Lululemon even encourages executives and employees to take a mind-opening course called "landmark" to stimulate their "real potential." The purpose of all this is to better spread the brand culture.

In the end, lululemon's black pants transcended the product itself and were given a greater meaning. Not only did they change from professional fitness scenes to women's daily clothing, but they also became a symbol of women's awakening.

On the other hand, every time it enters a city, lululemon will dig out the 20 most popular local fitness coaches, yoga teachers, and dance teachers. From these candidates, lululemon will eventually select 4-5 winners as store ambassadors.

The store will provide ambassadors with free clothing, design courses for them, and shoot promotional videos and photos for them; it will hang posters of them wearing lululemon products in the store; it will also put their promotional photos in local newspapers and indicate the name of the ambassador's yoga studio.

In this way, brand ambassadors can guide traffic to stores. As a highly educated elite group, ambassadors wear lululemon to show off their toned bodies and smooth muscle lines, which is the best advertisement for the brand and has a strong demonstration effect on ordinary consumers.

With the support of this user strategy, each store of lululemon has become a user base. Every time a store is opened, lululemon will do four things first:

1. Pop-up store preparation: First look at a low-cost pop-up store as a preliminary user preparation
2. Invite potential users: Invite target groups to attend yoga classes and try new products in the store through an invitation system
3. Connect local yoga studios and brand ambassadors: Rely on brand ambassadors and product educators to stimulate word-of-mouth social marketing and penetrate surrounding sports and fitness venues
4. Open a physical store: When the time is right, open a flagship store in the CBD area of ​​the city.

Based on this user and store operation strategy, we can see that lululemon has gone through the process of "niche group loyalty → reputation formation → popularity expansion" in brand development. First focus on the community, and through interaction with these users and word-of-mouth spread, it will eventually become a well-known social brand. Community, social networking, and society are the growth path of a social brand.

9. Brand communication is to influence action

The goal of brand communication is not just to spread an idea or slogan, but to influence actions.

Compared with the functional, emotional, and value-oriented approaches that try to persuade consumers and make them fall in love with brands, brand social networking and private domain operations directly start from consumer behavior and are more fundamental. Gabriel Tarde, one of the three founders of French sociology, has a classic assertion: communication is imitation.

He used invention and imitation to explain all social life phenomena, and believed that human society is a cycle of invention, imitation, conflict and adaptation. Someone invented new ideas, new concepts, new technologies, and new products, which then triggered imitation by the public. In the process of innovation diffusion, it conflicts with people's inherent cognition and traditional habits, and eventually forms adaptation. Imitation is the soul of social life, the most basic social phenomenon, and the ultimate element of social behavior. Human beings are a group of individuals who imitate each other, and our society is composed of the spread and exchange of personal emotions and ideas caused by imitation. The relationship between people is mainly a relationship of imitation.

Therefore, Tarde said that imitation is communication. This sentence explains how advertising and brand communication work on consumers and help sales. The ultimate goal of a company's brand communication is to make consumers imitate the characters and behaviors in the advertisements to buy and use the products. The ultimate goal of communication is to form consumers' imitation from concepts, words to behaviors. The brand is passed on by word of mouth, and the group consumes and uses a certain brand.

Today, various content seeding on social media is mainly through lifestyle demonstration to influence others to imitate. For example, E in the morning and A at night, camping, plain water makeup, etc. are all memes. Good lifestyle marketing must be injected with memes. In the above content seeding, another indispensable point is the demonstration role of KOL.

Tarde summarized the laws of imitation. The first law is called the law of descent. It means that imitation is often from top to bottom. The lower classes and individuals always imitate the higher classes and individuals. This is the imitation that radiates from high to low. The second law of imitation is called the law of inside first and outside later. It means that imitation is from the inside to the outside.

Any imitative behavior is first ideological imitation, then material imitation. The spread of ideas precedes the spread of expression. Therefore, in order to form imitative social behavior, ideas and concepts must come first.

Author: Liu Yichun, WeChat official account: "Liu Yichun's brand product innovation"