“Come on,” my dad quipped, pretending not to notice the look of sheer horror pasted on my face. “It’ll be fun. I promise.”
I was just a 9-year old kid, getting ready to ride a roller coaster called the Loch Ness Monster: 3,240 feet of bright yellow steel tubing wrapped around itself like a two contortionists playing a game of Twister in the middle of tornado. I nearly crapped my pants when I saw it, prompting my dad to issue that promise.
By making that promise, my dad was taking a risk. Any father knows that if you promise something, you better be damn sure you’re right. But, precisely 2 minutes and 10 seconds later, he proved that he was as I exited the ride with a huge grin on my face.
Promise was delivered on. Trust was established. And many more roller coaster rides ensued that afternoon.
Why am I telling you this story?
Because just as kids look to parents to fulfill any promises made, consumers expect that brands do the same. When promises are kept, a loyal following ensues. When they’re broken, disaster awaits.
To find out what a brand promise really is and learn how to develop your own, keep reading.
What is a brand promise anyway?
Let’s test your knowledge. A brand promise is…
(a) When a brand assures you that this time, it won’t be late for your 8 PM date at The Olive Garden
(b) An unconditional 110% money-back guarantee on skydiving equipment
(c) Something that only overpaid marketing consultants understand
(d) A pledge to not spill massive amounts of oil and light the ocean on fire any more
The answer is (e) None of the above. A brand promise is simply what consumers expect a brand to deliver. It’s the very reason someone chooses to buy something. It’s what connects the actions of the company with the needs and desires of the buyer.
For example, two similar mobile phone services might each offer their own brand promises. Brand A might promise that you’ll always be able to connect with loved ones. Brand B might promise that you will always receive an affordable bill, as long as you never travel outside the United States, never call someone outside the United States, never exceed your data cap, never forget to look both ways before crossing the street, and never even touch at your phone. Two similar services, two very different promises.
How Do You Know If A Brand Promise Is Great?
There are two ways to find out…
First, you can pay a fancy agency a fee of $100,000 (along with the hand of your oldest daughter in marriage), and they’ll develop a fantastic brand promise for you. It will be fantastic because you just paid $100,000 for it, dammit, and only a fool would pay that much for something that was less than extraordinary, and you sir, are no fool.
Alternatively, you can use the $17.34 Rougeux 5-Point Brand Promise System For Marketers Who Get S**t Done to create your own, which I’m offering at a 100% discount for an unlimited time.
The Rougeux 5-Point Brand Promise System can be easily remembered with a simple acronym: DDDMM. Pronouncing it is easy, especially if you’ve ever had your jaw wired shut from a bizarre softball accident and were later forced to recite German poetry.
DDMMM stands for Distinct, Desirable, Delivered, Measurable, and Memorable. Here’s what each means.
DDMMM: The 5 Points Of A Great Brand Promise
Any decent brand promise has to stand out from similar products. If you’re Starbucks, and your brand promise is simply “Hot coffee in a cup”, that’s not going to help you much unless you’re the only coffee purveyor on the planet.
Or if you’re a trucking company, don’t tell me that you’re “On time, every time.” You better damn well be, as that’s pretty much table stakes for every trucking company in the America. Instead, a powerful brand promise is one that only your product can deliver.
This sounds kind of obvious, but how many times have you heard a company tout that if offers something like, “Strategic, value-added solutions.” A promise so frustratingly vague that you’re probably tempted to leave this page just because I made you read it. In fact, I dare you to read it again… Strategic. Value added. Solutions. Still here? Wow, your pain tolerance is pretty high.
A great brand promise has to be something that gets the buyer excited through its appeal. If your brand promise involves a unicorn descending from a rainbow to deliver you cauldrons full of crisp $100 bills, then you’re on the right track.
I know what you’re thinking. “I’ve got this whole brand promise thing figured out. It involves unicorns, rainbows, and lots of cash. But there’s one problem. You probably can’t deliver on that. Especially since unicorns are notoriously difficult to train. A great brand promise needs to be something you can actually do. (That’s why it’s called a promise).
An appealing brand promise that you can’t deliver on is worse than having no brand promise at all. Fail a customer’s expectations and they’ll never come back.
Now we get into the tough part. A brand promise is far more likely to generate raving fans if the buyer is certain that her expectations were met. If a brand promise is both deliverable and measurable, then buyers who see that promise fulfilled are going to love you.
One of my favorite examples is BMW’s The Ultimate Driving Machine. You can head to any dealer, plop your butt in 3-series, nail a few onramps, and come away feeling pretty certain that a BMW provides a much more satisfying drive than that cushy Lexus you’d been cruising around town in. Pro tip: do this when the dealer is open and with the permission of a salesperson. Doing so greatly reduces your risk of jail time.
This is where many good brand promises fall short of becoming great. If no one can remember your brand promise, it’s of limited value.
Not only will your customers have a tough time remembering it, your own sales, marketing, and customer support teams will, too. How can you expect your team to build an experience around a promise that no one’s aware of?
Geico’s promise that “15 minutes can save you 15 percent on car insurance” is probably the best example on Earth:
What’s Your Brand Promise? Do You Even Have One?
If you haven’t defined your brand promise, two things will happen.
One, people will make their own conclusions about what your brand represents. Their answer is unlikely to be the same as what you’re trying to deliver, and you’ll be setting them up for disappointment.
The other scenario is this: potential customers won’t be sure why you exist, and they’ll patronize a business that is clear about what they have to offer. Especially if unicorns are involved.
P.S. Here’s a lesson I’ve learned the hard way… just because you’ve established a brand promise once doesn’t mean that you never have to touch it again. As your product evolves (and as the tastes of your customers change), your brand promise will need to be adapted.