How do you sell a community-based brand strategy to your executive team?

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A dollar sign in a network

One of my favorite regular blog subjects is how to use community-based strategies to build brands. In fact, I'm putting the finishing touches on a new book entitled The Ad-Free Brand: Secrets to Successful Brand Positioning in a Digital World which will be out this August and covers exactly that topic.

How does a community-based brand strategy work? Simple.

Rather than staying behind the curtain and developing a brand strategy inside your organization for your brand community, you step out from behind the curtain and develop the strategy with your brand community.

Many traditional executives will have a hard time with this approach. First, it means the organization will need to publicly admit it does not have all the answers already. Some folks (especially executives, in my experience) just have a hard time admitting they don't know everything.

Second, it means ceding some control over the direction of your brand to people in the communities that care about it. The truth is that you probably already have lost absolute control of your brand because of the impact of Twitter, Facebook, blogs, and other user-controlled media. Some folks just aren't ready to accept that fact yet.

If you are considering opening up your brand strategy to help from people outside the organization, how do you sell the approach to hesitant executives? Why is this new model not just good philosophy, but also good business?

Here are the five key benefits of a community-based brand strategy:

  1. Save money. Over time, brands collaborating closely with their brand community can eliminate many expenses related to traditional advertising and PR. In addition, many community-centered brands can save money on research and development and avoid making costly mistakes by working closely with an external community of people who are passionate about the brand.
  2. Improve resilience. Community-centered brands having deep, trusting relationships with their brand communities can often weather crises that would devastate other brands. Because members of these brand communities often care deeply about the brand, they may even offer to help solve problems or help the brand recover from crisis.
  3. Increase preference. Members of passionate, trusting brand communities will often be more likely to consider new offerings from your organization over those of your competitors. They’ve often participated in projects or activities with the organization where they’ve put some “skin in the game” and this often makes them less likely to defect to a competitor.
  4. Innovate faster. Because new ideas can come from anywhere, inside and around the organization (and often do), community-centered brands are often able to innovate smarter and more quickly.
  5. Recruit and retain top talent. Organizations with a community-based brand strategy may, in many cases, be more interesting and meaningful places to work, especially for a younger generation of workers who’ve grown up with the Internet and social media.

The bottom line of all of these benefits I’ve listed above? Increased valuation of the brand.

If you are a for-profit company, your products and services can command a premium in the marketplace. If you are a non-corporate entity, the increased value of the brand may mean that you can have a greater impact or attract more volunteers, partners, or donors to your cause.

Have you tried strategies where your brand community played a role in building the brand itself? Did you have any trouble selling this approach to your executive team? Why or why not?

I'd love to hear your stories.

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Chris Grams is the Head of Marketing at Tidelift and author of The Ad-Free Brand: Secrets to Building Successful Brands in a Digital World. Twitter LinkedIn Email: chris(at)

1 Comment

Hi Chris, as usual it is wonderful to read your thoughts.

Building brand along with the community is very exciting thing which I am experimenting a bit. One important learning has been that, we need to acknowledge the fact that what we want the brand to know, is not the same as what the marketplace perceives it as. We need to be humbly accept it. If you turn it into a question to the marketplace 'what can I do to deliver the brand message that I want it to be', you get very good inputs, they market becomes stakeholder into helping you build the brand. It is so exciting. Rather than going out and selling your brand values now you have more people helping you extend your message.

Would certainly like to read your insights in your book.
Wish you best luck

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