Why Brands Win When They Seek Audiences Not Customers

1440628624781Today, the most successful brand strategies are those that take an audience development approach. And by “audience” I mean your customers, users or members of your brand tribe. Why use the word “audience” rather than customers?

First of all, as opposed to customers, an audience is looking to make an emotional connection and will give their attention when they get what they desire. Plus, to a brand, customers are merely numbers reflecting a transaction. When we shift the language to audience, we evoke a connection with an individual that is more than transactional it’s emotional. And when brands build experiences for audiences, rather than their customers, a relationship is built that, if done right, can sustain for a long time.

“Humans are emotional creatures and they want experiences that engage them as humans. They’re not eyeballs, impressions, views, likes, shares, clickthroughs, or conversions.” – Brian Solis, August 2015

Further, if we look at the current role of content in successful brand strategies, the ultimate goal is that brands are creating added value content that resonates with your particular brand audience. (Btw, you have to get to know your audience and understand what they want before you can even create strategies that provides them with particular unique value). And no matter what kind of content you are creating, the goal is to get the attention of the right people via providing them with either entertainment or information that engages people emotionally.

Whether brands know it yet or not, with each foray into creating original brand content, they are, little by slowly, becoming media companies.

Indeed, customers are now audiences. And those brands that consider this perspective in their strategies will succeed quicker than the rest. Check out Red Bull, they’re a great example of this.

So …

Brands, meet your audience.

Audiences, meet your brands.

Building Successful Transmedia Strategies: The Twilight Saga Case Study [VIDEO]

Lara Hoefs gave a keynote at the 2013 Merging Media conference in Vancouver on creating successful transmedia strategies using The Twilight Saga as a case study. In this talk, she also takes a deeper look at the cultural basis of transmedia and how that is effecting storytelling and marketing in the 21st century.

 

Dodgers Dodged A Great Original Content Opportunity To Engage Fans

Article By Jonathan Tavssimgres-1

How exciting was it when the Dodgers were so hot at the end of the season to head into the MLB Post Season? For many in Los Angeles, just the thought that they will actually be able to watch the games on their television was enough to bring joy. Unfortunately, too many fans were unable to participate in the age-old ritual of being able to watch nearly any game on television because they didn’t have Time Warner Cable. For those who have sports superstitions (like I do), could it be too easy to blame the collapse on the very fact that many who couldn’t watch games when the Dodgers were playing lights-out could suddenly view every moment and, therefore, break the sports-win continuum? Naah! You can’t blame it on that. But the frustration the team felt with their post-season performance and the fans felt in not being able to watch as many games could possibly have been lessened if the Dodgers (and MLB) didn’t miss a golden opportunity to engage fans with original content production off the field.

Justin Turner #10 of the Los Angeles Dodgers reacts after striking out in the ninth inning against the St. Louis Cardinals in Game Four of the National League Divison Series at Busch Stadium on Oct. 7, 2014 in St Louis, Missouri. JAMIE SQUIRE/GETTY IMAGES

Photo by Jamie Squire

The blown opportunity – like the blown mid-inning pitching and saves on the field – can be found in Continue reading

4 Reasons Audience Development Will Replace Traditional Marketing

1) Customers = AudiencesUnknown-4

With all the new devices and media platforms, to truly engage customers with added value content they want to be entertained. Brands that will succeed in the 21st century will be those that embrace this role of becoming entertainers and focus not on converting customers but building audiences. Check out RedBull who has masterfully done this and now claims 42% of the market share for energy drinks.

2) Larger Audience = Larger Profitsimages

The answer of how to monetize in a digital age lies in audience development. The larger your brand loyal audience is, Continue reading