Finding that special ingredient that makes your brand irreplaceable is tough work. If you don’t put yourself in the shoes of your customer, that job turns from tough to impossible.
Job #1 is to turn your brand inside out, understanding that one simple answer that every customer seeks:
What’s in it for me?
Think of your own life. Which brands are such an important part of who you are that there are no brand substitutes?
As I went through this exercise myself, I immediately thought of the 2012 Excedrin recall. That devastating recall in which every single bottle was removed from every single shelf in every single state. Excedrin is my standby. It is the medication I turn to when migraines put my head in a vise and won’t let go. For me, there is just no substitute. I frantically searched through purses, suitcases and drawers stockpiling Excedrin so I could manage to cobble together a cure until that jubilant day when the brand magically reappeared on shelves.
I thought about the other brands in my life that are irreplaceable.
So, here is the $6 million question:
What emotional benefit does your brand promise its customers?