The New Marketing Mix: P8 – Brand Alchemy



In times of increasing competition, Brand Alchemy is required.
Through Brand Alchemy you can create a brand that effectively had no competitors. This is because you create a unique experience that gives you a monopoly in the market place.
You can achieve this through one or a many of the 8x P factors on the map below.
• An unique product
• An unique price structure
• An unique place in the customer’s mind
• An unique promotional strategy
• An unique process that redefines the industry and thus is truly “cutting edge” innovation
• Location, location, location – a unique physical environment that becomes inextricably associated with your product or service
• Totally uncopyable people – something the franchise models have yet to understand
• And the driving force – an unique passion.


Brand AlchemyP1 = Product

Iconic companies like Apple have built their legend around bringing unique products to market. Of course, as soon as they are created, competitors try to emulate the products… and lawyers get rich.
If you choose the fast-track of creating an Intellectual Property Company, you’ll always be reinventing yourself, and you’ll be able to bring new innovative offerings to market far fastest than a commodity-based company. You’ll also accelerate to be leading so in front of the competition that they will never catch up.


P2 = Price

Pricing is the most dangerous branch of our P8 Brand Alchemic Strategy. So many people are tempted to compete on price.
But “Price” doesn’t necessitate you being the cheapest. In fact, being the most expensive (reassuringly so) can be a powerful strategy. Who really wants something cheap?
Don’t we say, “cheap and nasty”?
Of course, if you want to make a high price a key part of your strategy, you’ll need to add high perceived value, won’t you?


P3 = Place

“Place” here is psychological space. Where are you placed in the minds of your target customer groups?  Up-market?  Bargain Basement?  Posh?  Pile-it-high, sell-it-cheap?
Whilst I abhor the whole concept of Class or Caste, these dreadful concepts exist because of a flaw in human psychology. People want to feel like they belong. If they can feel like they belong to something amazing, even better.
Strive for associations that set you high in the minds of customers. “Exclusive” and “Elite” or “Professional” and “Deluxe” are all ‘place’ holders.  There are three twigs on this branch because you may want to layer your place levels – Affiliate, Associate, Approved for example.


P4 = Promotion

Here’s where the 21st Century offers brilliant new paths to promote to and reach your audience. There is a new democratisation of access to a World-wide audience.
What really excites me is the fact that creativity is the key factor now, not cost. Of course TV advertising is still expensive but anyone can access the World through YouTube or Vimeo or SlideShare.
Only your imagination can limit you.

Your unique offering can go viral at virtually no cost to you.

That’s truly revolutionary.


P5 = Process

Product, Price, Place and Promotion were the classical “Marketing Mix” of the 20th Century. As “Service” became more important and products less tangible, marketeers added three new Ps to the Marketing Mix:
• Process – how easy are you to do business with?
• Physical Environment – what does this say about you and your company?
• People – what’s the chemistry like.
Dan Sullivan and other Entrepreneurial Gurus have now taken this further. They emphasise the importance of creating an unique process that no one else has. This moves you beyond competition (until your process is duplicated!)
So, what could your unique processes be.
This also includes the process of what you are like to do business with. How seamless are your front-stage and back-stage offferings? (Check out Dan Sullivan’s “How the Best Get Better” and the classic, “Good to Great” by Jim Collins.
More than this, I’ve only met one proactive organisation in my experience – Dan Sullivan’s.
So how could you proactively woo, pursue and win the hearts and minds of your customers with a consistent process?  (And by “procactive” I don’t mean “pushy sales” – Dan’s organisation have continued to bless me with inputs that I value at little or no cost to me.  That’s truly tuning into isn’t it?


P6 = Physical Environment

The Real Estate (USA) and Estate Agents (UK) and Marketeers have been chanting the same mantra for years: “Location, Location, Location.”
The Physical (and Virtual) Environment in which you conduct business really counts.
People are multi-sensory beings. What they see, hear, feel, touch, smell and taste really makes a difference.
What quality of coffee do you serve?
What does you Website ‘say’ about you?
Where do you meet clients when you are out of the office?

Your location should reflect your vocation.

Are you an inspirational speaker?  If so, the locations where you meet clients and prospective clients should be inspirational.


P7 = People

All the Ps are important but this one is an easy winner. If you choose the right people, they CANNOT be in two places at once. As far as I know, we still cannot clone them, so you will have a monopoly on the exprience your customers have with your organisation by attracting and retaining the right power team.
Of course, it only take one idiot to spoil it for the brand, so don’t be a cheapskate when it comes to hiring the finest people who reflect the ‘place’ you want to stake your claim to in the client’s perception.

How many restaurants do you go to where unmotivated casual staff are Frontstage?  Folks, this is unforgiveable madness.  Put your most experienced, motivated, talented ‘troops’ on the frontline.


P8 = Passion – beyond a ‘Job’ or ‘role’

I’ve added ‘Passion’ here because it is missing from both the first and second generation Marketing Mixes (P4 and P7 respectively).
Anthony Robbins has really branded into the World’s consciousness the importance of living with passion, which is why I find it fascinating that so few organisations achieve this.
Wherever I go in the World, I proactively seek out service givers who live with passion. One would think this would be the dominant model in the USA but I have not found it to be so.
I find passion in the most remarkable of places. (For example, Poets Corner Cafe in Sturminster Newton, Dorset, UK.) Passion is no respecter of persons – ANYONE can be passionate about ANY role.
Any job can move into the sacred realm of becoming a Vocation.
Don’t expect everyone to like it though! If you manifest your passion, you will frighten those who have settled for mediocrity – for lives of quiet desperation.
Good news though: there are 7 Billion people on the Planet which means that there are enough good ones to go around!

And for those who would say, “Lex, ‘Passion’ is a sub-set of ‘People’,” I’d agree provided it is given equal attention as the other Ps.  Since this is rarely the case, I think it is worth it’s own branch.

There’s another reason too: the power of stories.  Passionate brands (‘Love Brands’ as I have posted previously) have a story that their ideal clients can associate with.  Whether you’re an Olives et Al or a Chococo, an Innocent or an Apple, having brand values and a story, a mission and a vision drives the passion… just Google it!

Afterthought: the Power of Compounding

Whilst excellence in any single P-strand can keep you beyond competition, we can only begin to imagine the cumulative impact of weaving multiple strands together.  My favourite Proverb says,

9Two are better than one; because they have a good reward for their labour. 10For if they fall, the one will lift up his fellow: but woe to him that is alone when he falleth; for he hath not another to help him up. 11Again, if two lie together, then they have heat: but how can one be warm alone? 12And if one prevail against him, two shall withstand him; and a threefold cord is not quickly broken. [Ecclesiastes Chapter 4, verses 9-12.]

Clearly the reference here is to people, but I believe it is equally true for the Ps.  Two strategies will be better than one, where one can lift up the other if it falls.  Two produce more ‘heat’ in the Market… but three can withstand more threats than even two – forming a cord that is not easily broken.

In my workshops I demonstrate this with strands of sewing cotton.  Two people in the workshop will be asked to pull on the three strands, which, not surprisingly, snap under the (market) pressure.  Then they try the same exercise with three strands platted together.  It is not quickly broken.  This is an important additional point – the strands must be woven together as part of a coherent strategy.


Know Thyself



Who Are You?

Before the advent of accurate mirrors, people had to rely on other people’s perception and transient reflections to get an idea of how they appeared. Even with the best set of circumstances, people can get this self-image so wrong… and with an adverse set of circumstances, much confusion can reign. Consider the chick that sees the farmer’s wellington boot as the first object it bonds with when it hatches. At some level the chick sees the boot as ‘Mother’ and itself as a ‘little boot’!  Clearly this perception is wrong but it is based on real evidence falsely read.

We all have totally unique DNA. There will never be another you. There will never be another me. If I deny you access to my life, I will never be able to experience your uniqueness from anyone else. I desire you in my life since, without you, my life is needlessly incomplete. But I need the real you – the unique you, not the you that you have learned to be from and for and in front of others. And you need the real me – the unique me – the essential me – the naked me!

Bird of Paradise

Imagine having the unique DNA of a glorious bird of paradise… and then, as that bird of paradise, being asked to work like a dog, pulling a dog-sledge in the arctic! Wrong species, wrong location, wrong application… and you can guess what kind of results you’ll get! Too often, others, even with the best of intentions, have not recognised your uniqueness and have tried to squeeze you into a role that seems logical to them. The classic cliché is, “Why don’t you get a proper job?”

Well, let me say to you a splendid truth, “You are glorious!” You are as glorious as a Bird of Paradise. You are unique. Your destiny is to be simply who you are… naturally!

Let me share with you another truth, you are likely to be hiding your paradise-nature under a bushel. This is not your fault. The tendency of most societies is to press upon their citizens the need to conform, to fit in, to play the game. But your whole DNA screams out, “No!” Your DNA shouts, “Know thyself! Then be thyself!” Only then can your unique gifts enrich the World as the World’s best destiny dictates.

So who are you? (And I can help you find out.)

What’s Your Story?

Once you know the hero or heroine of the Story, you can tell your story in the best possible light. If you are an author, your story is one of the rise of an author on the journey to recognition and reward.  If you are an artist, your story is of the artist who is about to be discovered.  If you a programmer, the best code is yet to be written…

Rewriting the Script

Believe me, you’re already living out a script. If you don’t change what you’re doing, and more importantly, the way that you and other people see you, the script will play out to a conclusion that will inevitably be less than it could be. You are even likely to be living out a script that someone else is writing for your life!

But, once you’ve discovered your true self and framed the story so far, the time comes to rewrite the script! (And, again, I can help you.)

Got your pen or pencil ready?