Crear una marca de éxito no es un lujo, es una necesidad. Incluso ahora, donde hay tantas marcas nuevas que se mueven en el mundo digital y a veces se olvidan de hacerlo. Varias son las razones:
¿POR QUÉ CREAR MARCA?
- La gente compra valores no sólo soluciones.
- Solidez ante situaciones de crisis.
- Marca un road map lo que facilita la confección de cualquiera estrategia.
- Elemento de cohesión interno.
- Lanzar un nuevo producto exige menos inversión y tiene más éxito si está bajo el paraguas de una marca valorada.
- Búsqueda directa en Google evitando pagar por el posicionamiento en Buscadores y el coste de los intermediarios.
Los secretos del éxito de una marca son:
- Pivotar sobre un posicionamiento de marca relevante, diferente, movilizador, creíble y viable que se justifique en un RTB (reason to believe o razón para creer)
- Diferenciar los factores higiénicos de los motivacionales.
- Ofrecer beneficios emocionales más allá de los racionales.
- Evolución del posicionamiento en base al ciclo de vida de la marca.
- Disponer de un producto o servicio que visualice el posicionamiento y active la acción de compra del cliente.
- Mantener posicionamiento accediendo a otro target.
- Tener una arquitectura de marca definida y coherente.
- Involucrar a la organización
Paso a detallar cada uno de ellos con ejemplos reales del éxito de una marca.
POSICIONAMIENTO
Para el éxito de una marca, es necesario definir:
- Posicionamiento: espacio que quieres ocupar en la mente del consumidor, diferente a la competencia, relevante para el consumidor, viable para la compañía y creíble por el consumidor. Por muy relevante que sea para tu target, si tu compañía no tiene la capacidad para pivotar sobre ello, o el consumidor no ve a tu marca en ese rol, no conseguirás apropiarte de dicho territorio.
- Beneficio: beneficio básico que la marca cubre al consumidor y por el que te compra. Lo debes comunicar claramente si quieres movilizarlo.
- Reason to believe (RTB): factor que hace creíble el posicionamiento y el beneficio. Tienes que ofrecer una prueba. Si el beneficio es ahorro, no vale que tú comuniques que eres barato tienes que, por ejemplo, comunicar el ‘’35% de descuento’’. O si es rapidez, el RTB puede ser ‘’servicio al cliente con 1500 personas de lunes a domingo las 24horas’’.
- Personalidad.
- Tono coherente con lo anterior.
- Unique Selling Proposition (USP): verbalización comercial del posicionamiento. Es el famoso ‘’Just do it’’ de Nike.
Ejemplo posicionamiento
Marca de ordenadores personales
Para los profesionales jóvenes (target), la Marca X es el ordenador personal (categoría) innovador y vanguardista (personalidad de marca) que les ayuda a triunfar (beneficio) debido a su probada y avanzada tecnología (RTB)
DIFERENCIAR LOS FACTORES HIGIÉNICOS DE LOS MOTIVACIONALES
A la hora de definir el posicionamiento y para asegurar que es diferencial y movilizador hay que diferenciar entre dos tipos de factores que tienen impacto en la satisfacción o insatisfacción del consumidor:
Factores higénicos. Se consideran necesarios en la categoría, es lo que el consumidor espera y asocia a un determinado sector. No son diferenciales. Su presencia implica neutralidad, su ausencia insatisfacción
Factores motivacionales. Su presencia supone un valor añadido para el cliente que se traduce en una satisfacción adicional. Su presencia implica satisfacción, su ausencia neutralidad.
Algunas marcas han conseguido apropiarse de factores higiénicos para hacerlos motivacionales. Esto se puede conseguir de 3 maneras. Con:
- RTB muy potente.
- RTB tangible lo que lo hace más auténtico, más claro.
- RTB más creíble.
Ejemplo higiénico con RTB muy potente
Mercadona
Higiénico: calidad / precio
RTB: controles de calidad de su marca blanca, grupos de trabajo con cliente, relaciones a largo plazo con proveedores lo que asegura calidad…..
Ejemplo higiénico con RTB tangible
Volvo
Higiénico: seguridad
RTB: el diseño del coche.
Ejemplo higiénico con RTB más creíble
Mapfre
Higiénico: confianza.
RTB: su liderazgo lo que facilita que se apropie del mensaje y lo haga creíble
OFRECER BENEFICIOS EMOCIONALES MÁS ALLÁ DE LOS RACIONALES
Es importante para el éxito de una marca y más, según la fase de madurez de la marca. Son los que verdaderamente crean marca y una relación a largo plazo. Si basas sólo en beneficios funcionales, puedes ser más fácilmente copiable.
Ejemplo de conjunción de beneficios racionales con emocionales
Mercadona
Además de precio ha trabajado bien los beneficios emocionales de identificación; gustan sus valores: cuida a los empleados, tiene relaciones a L/P con los proveedores, es española hecha a sí misma….
Nike
Demuestra habilidad para aunar lo estético y lo funcional en el mismo producto. Representa una actitud ante la vida que nos desafía, nos inspira y nos impulsa. Just do it. Y la misma marca lo simboliza con mejoras funcionales continuas a través de la innovación en producto.
El viaje del racional al aspiracional, es un viaje que toda marca debe emprender en su camino a la madurez. Esta gestión cíclica nos asegura la vitalidad y buena salud de la marca, sin perder la identidad de la misma.
Ejemplo de Viaje de lo racional a lo emocional
Apple.
En sus inicios, la comunicación de Apple estaba muy centrada en los aspectos más diferenciales y revolucionarios de sus productos. Ya más recientemente, su publicidad está apostando por comunicar el disfrute y las sensaciones que se experimentan al usar sus productos.
Vueling
“Love the way you fly”, indirectamente acepta de donde viene (precio) pero va más allá. El centro de Vueling ahora son las personas y sus historias’.
PRODUCTO QUE VISUALIZA EL POSICIONAMIENTO
RTB mejor si además tangible. Algo que comprar.
Ejemplo de producto como RTB
ING Direct
Posicionamiento que pivota sobre la sencillez y claridad
RTB: cuenta naranja.
EVOLUCIÓN DEL POSICIONAMIENTO EN BASE AL CICLO DE VIDA DE LA EMPRESA
Manteniendo la esencia por un tema de coherencia, las marcas tienen que ir adaptando su posicionamiento a la realidad y al mercado.
Ejemplo de adaptación al ciclo de vida
ING Direct
En sus inicios se apalancó en prescriptores muy conocidos y de confianza (Matías Prats, Olga Viza), pasando por el poder de la recomendación (‘el empujoncito’), demostrando confianza (‘un gran banco que hace Fresh Banking’), hasta llegar a las ejecuciones actuales.
Vienneta de Frigo
Cuando la proliferación de copias afectó a la credibilidad porque la percepción del consumidor era diferente al posicionamiento, se relanzó la marca y pasó a pivotar en beneficios emocionales de los que sólo el líder (Frigo), podía apropiarse.
Emotional benefits: emotional plataform: Irresistible eating experience.
RTB: combining waves of ice cream with thin crisp chocolate only Viennetta offers the unique combination of delicate appearance and contrasting textures.
MANTENER POSICIONAMIENTO ACCEDIENDO A OTRO TARGET
Un posicionamiento se construye pensando en el target al que te quieres dirigir, porque como he dicho al principio, debe ser relevante para el consumidor. El problema viene, cuando cambias de target. Pero, es factible y en ello radica también el éxito de una marca.
Ejemplo de ampliación de target manteniendo coherencia del posicionamiento
Banco Sabadell
El Banco Sabadell ha conseguido incrementar su alcance ampliando su target a particulares, cuando históricamente se asociaba con empresas. ¿Cómo lo ha hecho? Trabajando marca a través de valores universales que pivotan sobre su esencia lo que le hace coherente con quien es: una marca humana, honesta, inteligente y comprometida con sus valores.
‘’Banco Sabadell, el banco de las mejores empresas. Y el tuyo’’
ARQUITECTURA DE MARCA
Cuando tienes varias marcas que pertenecen a una misma arquitectura, debes hacerlo con coherencia y lógica y cuando la asociación a nivel superior añade valor a ambos niveles. Es la manera de asegurarte el éxito de la marca.
Ejemplo de endorsement
Unilever
Frigo
Magnum
INVOLUCRAR A LA ORGANIZACIÓN
Por dos razones:
- Una marca se expresa en todos los puntos de contacto con el cliente por lo que toda la organización tiene que conocerlos para transmitirlos.
- Debe haber consenso porque si no es viable, el posicionamiento es papel mojado.
Por ello, el posicionamiento debe:
- Construirse en equipo con todos los departamentos.
- Reflejado en manuales para facilitar su implementación.
- Con evangelistas que velen por su coherencia.
A partir de aquí, ya sólo te queda elegir un camino y ser coherente con él. Porque una marca es una fortaleza que te hace ser más grande pero también una elección que exige coherencia y renuncia.
Recibe en tu mail los nuevos contenidos.
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