Spending three decades in marketing at the epicenter of technology has taught me a thing or two about how we think here in Silicon Valley and what makes us who we are. "Innovate or die," as the saying goes. But recently, I reached a new understanding, and figured out the two secrets to branding this stuff. By “branding” I mean establishing an innovation in the marketplace and building a brand. Which, of course, is the goal. Today, I'll share the first of those two secrets. But first a little background. We celebrate our engineers here in the Land of Innovation, but when these guys release their version or product or app or device, it’s the marketers who have to get traction with customers. So how do you do that?
I think it’s important to recognize, first off, that technology people are different. We like to try new things. We embrace change. We participate in crowd-funding of projects and companies. We early-adopt new devices. And we have patience with failure, our own as well as others, their companies and their products.
Secondly, we must understand that a customer buying a technology product early in its lifecycle is a “technology person.” Ok, she probably isn’t an engineer, or a technologist or a rocket scientist. But you can bet if she’s laying out cold hard cash (or mobile payment of choice) for a product that is touting something new, she “gets it.” She gets that she’s part of a grand experiment, a Beta tester of sorts, a guinea pig. And she likes it that way. Being the first to try a new product, to show it off to your co-workers, to brag about waiting in line to get it is all cool. If you’re a technology person. In fact, it is so cool that it actually confers admission for you into a sort of virtual “club” for innovators. And of course, if you’re in the club, the people with whom you hang are likely to be in the club as well so they will also think it’s cool. Word of mouth ensues—the Holy Grail for technology products.
So, if you’re on the selling side of a new technology, it stands to reason that you will want to sell your widget to other members of the innovators club who will think it’s cool because it’s new, who will be patient with its functionality and who will tell their friends about it.
As a marketer, you’re going to want to capitalize on the natural order of things in this situation. You’re going to want to get people to try your product and you’re going to want to create word of mouth among other technology people. Because if you amass a circle of innovators who love your product and tell their friends about it, you will create a bigger circle of early adopters, and if you’re lucky and the product is sticky enough, the word of mouth you generate among early adopters will spread beyond technology people, outside the innovators club and into the real world. At this point, you’re reaching what we marketers call the early majority, or the mass market. Success!
But the question is always this. How do I get members of the innovators club to pay attention to my new technology? What makes it cool?
Here’s the first secret. Aspiration.
The reason innovators and early adopters are attracted to some products and services that are untested in the market is because in some way, they establish an emotional connection with the buyer, one that usually offers the promise of positive change. The buyer believes that the product or service will change her life in some way and quite possibly the lives of others as well. Remember, technology people embrace change. That’s where the aspiration comes in. If you build a brand that reaches out enough to be aspirational in nature, that promises to change the world in some way, you stand a better chance of attracting innovators and early adopters to it. And of course if you are successful in attracting innovators and early adopters, you are more likely to make it to the early majority.
Oh, and one more thing. Technologists innovate to change the world. They think in terms of vision. How will the world be different because I was here? How will my product or service change the way people do things? The way the world operates? So if you’re a marketer trying to help a company get its innovation to market, remember that you’re not only selling to innovators and early adopters out there in the marketplace, you’re selling your marketing strategies to the very same kind of technology people you are trying to reach in the real world. If you start with an aspiration, a goal of changing the world in some way, you will connect with your engineers as well as your target customers and set the stage for building a technology brand.
In my next post, I'll explain the second secret to branding technology. Stay tuned!