One of the most critical but overlooked parts of business success is using your identity. If you want to build a successful business you have to strike the word image from your vocabulary right from the start. Webster's Dictionary defines image as an imitation or representation of a person or thing. On the other hand, identity is defined as, the condition or fact of being the same in all qualities.
Identity is based on truth and honesty. Image is often false and misleading. It something you are not. Prospects and customers are very good at knowing the difference between an identity and an image. Companies that portray their true identity also have integrity and that is always at the top of the list for the reasons why customers buy.
Companies will spend hours, days, and even weeks trying to decide what image to portray. They come up with all sorts of things to portray to the public as part of their image with no regard to who they really are and they types of people that make up their organization. Unfortunately, at some point during their marketing campaign, the whole thing usually backfires.
Prospects will come into a business, order by phone, or order through a Web site and learn that the company is not who they held themselves out to be in the first place. They find that the company is different, not bad, but different. This makes the prospect unconsciously feel ripped off. The prospect will feel that he or she has been victimized by your misrepresentation. They will feel this way because you communicated an image that had little basis in reality, only in hope.
An identity is automatically honest. If you communicate your real identity, people feel a sense of relaxation when they contact you because they see, again on an unconscious level, that you are exactly who you portrayed yourself to be. They know that you did not misrepresent your personality, so they are more likely to believe other things you say. People will feel connected with your business because they trusted you and you did not betray that trust.
Whether you're just starting a business or you have an existing business, you must begin changing and evolving your entire business to fit your identity. Whatever type of business you are in, always remember the business is an extension of you and all the employees that work in the business. So always make sure you have the employees in place to portray who your company really is. If you are a strong outgoing person, and you want to position your business as a strong and innovative leader in the field, you wouldn't want a staff of shy introverted people.
Your identity must be clear. Make sure there is never any confusion as to who your business is. You should always be consistent and portray the same identity everywhere, over and over. If your identity is confusing or inconsistent in any way, then your customers will also be confused and they won't do business with you for very long.
Always reinforce your identity with your actions. For example, if you preach personalized service, you need to qualify your identity by actually spending a certain amount of one-on-one time with your customers. If you talk about your large, helpful staff, then make sure you have one. If you promise a unique specialty, then back it up by offering a focused blend of products and services based on that specialty.
The consistent use of your identity will make a long-lasting impression on your target market and help your prospects instantly recognize your business. Just like your personal identity, you want those who have seen your business before to be able instantly recognize it. Your business identity must make a lasting and positive first impression, so always keep it professional, consistent, and up-to-date.
Because your identity is the basis for a truthful, strategic marketing campaign it will help build your brand identity. Branding creates both a business and an emotional bond to your product and service. Branding is what makes prospects aware of your business and the benefits your products and services offer to them. Branding is how your business is known in the marketplace.
Steer clear of anything the even resembles an image, and instead build your company around your identity. Make sure you ads, brochures, Web site, letters, e-mails, graphics, office, sales people, telephone demeanor, and all your employees reflect your identity. It will make your customers feel good about doing business with you.
Remove the whole concept of image from your marketing. People who patronize your business will enjoy an honest personality. By conveying yours, you will be giving your prospects and customers what they want and what they unconsciously need. When you do this you'll find that the entire business process gets easier once you've embraced the idea of communicating your identity.
Whether you are a one person consultant or a ten person service organization, every business needs a strong identity to be successful. Always remember, people do business with ethical people they can trust. Always be as honest as you can be with your customers. And by communicating and then living up to your identity you'll be building rapport and trust.
Copyright(c)2004 by Joe Love and JLM & Associates, Inc. All rights reserved worldwide.
Joe Love draws on his 25 years of experience helping both individuals and companies build their businesses, increase profits, and achieve total success. A former ad agency executive and marketing consultant, Joe's work in personal development focuses on helping his clients identify hidden marketable assets that create windfall opportunities and profits, as well as sound personal happiness and peace.
Reach Joe at: firstname.lastname@example.org
Read more articles and newsletters at: http://www.jlmandassociates.com
The other day I received an e-mail from an internet... Read More
Yes, you can fill a workshop when spending is down... Read More
Do you think you don't have enough time to market?... Read More
For many of service-based businesses out there, it's not that... Read More
A funnel is a good way to think of the... Read More
Promotions are everything you do to let your customers know... Read More
Brochures have become vital in today's workplace, serving a wide... Read More
1. Know your purpose: What do you want your direct... Read More
Looking to grow your business? Make sure you have these... Read More
Oh come on! FREE is free. Zero, zip, nada, zilch.... Read More
Social scientists have proven that people experience what they come... Read More
Everything you will ever need to know about internet marketing... Read More
A seasoned networker knows the real meaning of networking --... Read More
You want your prospect to make the decision to buy... Read More
Things have to change. Cross selling is not going to... Read More
So you started a business. How's it going? Did you... Read More
Wondering how to get new patients into your practice? Wondering... Read More
Any economics student can tell you that price is a... Read More
An accountant once told me that he never met anyone... Read More
Are you spending more time trying to get new clients... Read More
If you want your marketing to be effective, you absolutely... Read More
According to military historian David Chandler the campaigns of Napoleon... Read More
Business Systems that work for anyone, are a fundamental necessity... Read More
When a shopper picks up a product in a store,... Read More
Are postcards better for building awareness or for selling?In my... Read More
Recently, I discussed a loyalty card system with a vendor... Read More
Do Crucial Market Research For Free, On Your OwnIs market... Read More
I don't know if you have ever seriously considered bartering.... Read More
Before we begin, I want you to think about how... Read More
Which pulls the best response, a postcard, a self-mailer or... Read More
It is very important to regularly monitor your advertising activities... Read More
Who would have thought that a three month newbie and... Read More
It used to be you that if you had a... Read More
1. Print your best small ad on a postcard and... Read More
Can we imagine a place in the world today without... Read More
Although they are inexpensive and product fast results, online surveys... Read More
Brochures have become vital in today's workplace, serving a wide... Read More
How to Take Your Law Firm to the Next Level... Read More
Do you have a list of marketing ideas that you'd... Read More
So... you spend time and effort putting together a survey,... Read More
Trade show booths are one of the best direct contact... Read More
The term "internet marketing" was virtually non-existent a short 8... Read More
One very powerful and cost-effective marketing strategy is to study... Read More
Most B2B marketers spend a great deal of time analyzing... Read More
I went to a networking event the other day where... Read More
A successful marketing plan doesn't have to include an athletic... Read More
1. Your Most Valuable AssetA mailing list of valued customers... Read More
What is Marketing? There are many text book answers to... Read More
The usual complaint from companies is that Marketing simply does... Read More
Bridging the Chasm from Lead to Loyal Customer: A Step... Read More