Building Value In Uncertain Times

What is valuable? That’s a carefully answered question in times of uncertainty. Today is no exception, people are re-evaluating what is valuable in their lives and what is not. With a recession all but official and in lock-step with a health crisis, brands must be thinking about how they are going to remain valuable to those most important to their future.

The past offers brands important and timely insights that can help take the edge off of the uncertainty.

During the last recession brands adopted a variety of tactics to respond to changing consumer attitudes and behaviors. A JWT study from 2009 found that most approaches fit into six buckets: optimism, humor, nationalism, nostalgia, empowerment and value/price.

Let’s take a look at those approaches and think about how they can apply to your brand right now.

1. Optimism: During crisis, people learn to live with losses (jobs, homes, savings) and uncertainty, making them more sensitive to what really matters. As in every extreme change and loss situation, people start pondering the meaning of their lives. Brands can provide a positive lift by inspiring consumers with optimism. Being the beacon for optimism in a world of dim circumstances can prove a powerful differentiator.

2. Humor: Brands can make light of a dismal situation through recession humor. Humor, the most retained form of advertising and messaging can magnetize your brand to those looking for an escape. Ask yourself; If you could make your customer feel one thing, what would it be? If there is ever a time when happiness is more valued, it’s during a recession or crisis.

3. Nationalism: If you can make the claim, make a point of emphasizing the positive impact that doing business with your Made In USA brand has on the local economy. Recession marketing strategy must address the economy in your customer’s world. Remember, that world could have a small radius. Make the case that your brand helps stimulate their economy.

4. Nostalgia: Anxiety and nostalgia go hand in hand—when times are tough, it’s only natural to seek comfort in memories of what seems like a simpler era. Think of how you can remind your customers that you have been with them in good times and bad. Give them a lens to the better world you shared together and the bigger future you will create with them.

5. Empowerment: Making your customer feel like they have greater control will help strengthen your brand in challenging times. Look to be the leading provider of choice — payment plans, different sizes, options or experiences that give control back to your customer will increase your value to them.

6. Price And Value: Consumers will make all sorts of value assessments in response to anxiety, so it is no surprise that the vast majority of recession-related work revolves around value and price. Strategically rolling out price promotions, savings or discounts, as well as value or “more for less” messaging, can motivate consumers to buy in a depressed economy. However, it is important to use the strategy sparingly. Be the brand that discounts, not a discount brand.

So what makes your brand valuable? What additional value can you introduce to become the indispensable brand in your marketplace?

At The Blake Project we are helping clients in all stages of development answer these questions through online strategy workshops. Please email me, Derrick Daye for more. I can also be reached directly at 813-842-2260 in Los Angeles, California.