The secret to expanding your brand’s market share is your campaign’s prestige. Not the prestige you harness from past success but the concept of commanding a position in people’s minds with a simple turn of events. A slight of hand to keep your customer engaged, intrigued and ready to consume.
This technique is commonly used by even the most amateur magicians and can be adapted to increase the success of your next marketing campaign.
Act 1: The Pledge
“Every great magic trick consists of three parts or acts. The first part is called The Pledge. The magician shows you something ordinary: a deck of cards, a bird or a man. He shows you this object. Perhaps he asks you to inspect it to see if it is indeed real, unaltered, normal. But of course… it probably isn’t.”
Imagine this scenario. A car company runs a television campaign that showcases a high-end vehicle, fully loaded, but never presents you with branding. They sell you on the features. Impact rating. Gas mileage. Customer service. Warranty and drop dead gorgeous style inside and out. If you are in the market for a vehicle this is your vehicle. No questions asked.
Act 2: The Turn
“The second act is called The Turn. The magician takes the ordinary something and makes it do something extraordinary. Now you’re looking for the secret… but you won’t find it, because of course you’re not really looking. You don’t really want to know. You want to be fooled. But you wouldn’t clap yet. Because making something disappear isn’t enough; you have to bring it back.”
The price is shown. Desperately below what you had in mind. Surely, this has to be a high end vehicle. Maybe a BMW. Maybe a Mercedes. Possibly a Cadillac. You’re lured in. Completely sold on this vehicle. Eyes open. Mind open. But wait. This sounds far too good to be true. How could this be so inexpensive?
Act 3: The Prestige
That’s why every magic trick has a third act, the hardest part, the part we call “The Prestige”
It’s not a BMW. or a Mercedes. Not even a Cadillac. It’s something far less from an industry perspective. Think Kia. Respectable in their own right but not on the level of the others by a long shot. In this situation your reaction would likely be, “Wow, I didn’t expect that.” But why?
When the company marketed their product they focused on the customer experience. The features and functionality. Things that rivaled even the largest names in the business. By not using their name they were careful not to trigger an initial knee jerk reaction based on any preconceived ideas. They removed the bias and landed their message right where they wanted it. On the forefront of a demographic that ignored them.
There will always be a turning point when a business, of any size or industry, steps from the shadows and takes its place as a respected brand. That moment when the larger companies focus their brand strategy on leveraging their name and not their product.
It can be daunting to compete in such a large market place but your well known competitors were in the same position you are right now once. And implementing a three step technique such as the the Pledge, the Turn and the Prestige provides you with momentum to make a memorable impact.
Once your brand is top of mind you have already succeeded.