Start Identifying Your Brand Values by Answering These 6 Questions
February 13, 2020
“Salad is food, and a lion might be hungry,” writes Jay Acunzo, founder of Marketing Showrunners, in a blog post about collecting audience intel before launching a new show. “But you should never feed salad to a lion.” What’s Jay getting at here? Admittedly, without reading the whole article you may have no idea. To put it simply, he’s pointing out the fact that marketers need to create the right kind of content to succeed in the video series and podcast space — not just Any Old Show™️.
Deciding what kind of concept to run with can feel like an uphill battle, and without a crystal ball or omnipotent powers, it’s hard to know if your audience will enjoy watching or listening to the content you worked so hard to create. One strategy to consider when trying to land on the right concept is rooting the premise of your show in your brand values. Simon Sinek, an author, motivational speaker, and organizational consultant, once said people buy the “why” behind your organization, not the “how” or “what.” So, using your brand’s purpose to drive the creative direction of your show is one of the most effective ways to build a loyal, passionate audience.
But your audience also identifies with some of your brand values more than others. As a result, to create a show that resonates with your audience, you need to understand which of your brand values they care the most about. That’s why we’ve compiled a list of six, research-backed questions you can ask your customers, founders, and colleagues so you can truly understand which values resonate most.
Why did you choose us?
The overwhelming majority of your customers agreed to do business with you because they connected with you in a meaningful way. In fact, psychology has proven that emotions drive purchasing decisions while logic rationalizes them.
When you interview your customers, be sure to uncover the main reason why they resonated with your brand in the first place, and in turn, chose to do business with your brand. Their answers will reveal some of your most important brand values — the ones that ultimately convinced them that you were the right brand for them — so take note!
How would you describe our brand if it were a person?
In Jay Acunzo’s podcast with Drift, called Exceptions, he features an exceptionally creative B2B brand that’s relied on brand marketing to succeed in their industry. At the beginning of each episode, he asks one of the brand’s customers to describe the brand like a person in their life, which paints a vivid picture of what their customers truly admire about them.
For example, in an episode featuring ProfitWell, a subscription software service, the CEO of Tettra, Andy Cook, compares ProfitWell to his mother, who is the voice of truth in his life. When Andy started his first business, she steered his focus toward generating revenue instead of boosting secondary metrics. In other words, she helped him focus on the things that truly mattered while filtering out the fluff. As it turns out, this is exactly tied to ProfitWell’s mission: To help people find the truth using the power of data.
Humans evaluate brands based on the same personality traits they use to evaluate people, so asking your customers to describe your brand like a person in their life will clarify your brand’s attributes that resonate with them the most.
Why did you start this company?
There’s a compelling reason why your founders started the company you work at today, and more often than not, it definitely wasn’t just to make tons of money. Chances are there was a huge problem in your industry that ruffled their feathers, and your company’s founders set out to solve it. Sure, they saw a market opportunity, but their passion for solving the problem vastly outweighed their desire to cash-in on it.
Asking your founders why they started your company will reveal your company’s true purpose and, in turn, a brand value that will resonate with an audience. For instance, Yvon Chouinard started Patagonia to make environmentally friendly climbing tools that could replace pitons in the 1950s, which were metal spikes that mangled mountainsides. Ultimately, his unwavering passion for helping people explore the outdoors while preserving it is what prompted him to start the company. And it’s also a huge reason why Patagonia is a billion-dollar company today.
What do you value the most, personally?
Your founders' own personal values tend to drive the direction of your company, but before you designate their personal values as your company’s brand values, get some feedback from your peers. It’s crucial that these personal values align with the business' values as a whole, not just your founders.
Back when we first wrote (and rewrote) our company values at Wistia in 2015, we did an exercise to create values that reflected what our entire company stands for. Our new values pushed us to do something we never would’ve considered before: running a funny, creative mobile billboard during conference season in Boston.
Our billboard’s main purpose wasn’t to peddle our product — it was to take a creative risk that would connect with our customers, put a smile on their face, and teach us a lesson about marketing. This risky ad ended up being a hit with our customers, prompting them to tweet a ton of pictures of the billboard (featuring our office dog, Lenny, didn’t hurt either). Chances are, we wouldn’t have felt comfortable taking this risk had we not gotten super clear about our values and what risks we were and were not willing to take.
Why did you join our organization?
According to Jim Schleckser of the Inc. CEO Project, the majority of your employees joined your company because they believed in what you stand for, what you do, and the work they get to do. Like we mentioned before, your customers also likely do business with you because they support what you stand for and what you do, so tapping into what attracted your employees to your organization can uncover some brand values that will also resonate with customers.
For example, if most of your employees mention that they joined your company because of your commitment to creativity, then it’s worth figuring out if your founders and customers also agree with and resonate with this sentiment.
Why have you stayed here?
According to Harvard Business Review, the more aligned your employees’ and company’s values are, the more satisfied your employees will be, the more comfortable they’ll feel at work, the harder they’ll work, and, in turn, the longer they’ll stay. So, if you can uncover the genuine reasons why your most loyal employees still work at your organization, you could potentially uncover even more of your brand values that your customers will also passionately support.
For instance, if most of your employees praise your company’s dedication to a long-term strategy, then it could be one of your most important brand values, especially if your founders and customers also appreciate it.
How to distill your brand values into a show concept
After identifying the shared values that your customers, founders, and colleagues all say your company possesses, you can create a show concept that reflects them by creating a Show Positioning Statement. A Show Positioning Statement describes who you’re creating binge-worthy content for, what message you’re communicating, and why your audience should care.
Your Show Positioning Statement will have three elements: Audience, Insight, and Theme. Your audience is the niche audience you’re targeting, your insight is the problem your audience faces, and your theme, which is driven by your brand values, is the solution to that problem. Altogether, your Show Positioning Statement will look like this: “We connect with people who [audience] but [insight] by [theme].
Find your brand values and forge ahead
These days, people buy more than your product — they buy what you stand for. And if you want to create binge-worthy content like video series and podcasts that will build a loyal audience, infusing the brand values that resonate most with your audience is the first step toward success.
Once you distill the values expressed from each group, you can paint a clearer picture of the brand values that should guide the direction your show ultimately takes. So, get out there, ask the tough questions, and get introspective on what makes your brand tick!