"The Goliaths typically play in the rational space; this is the arena that appeals to the part of the brain looking for a good deal. The core campaign message is very specific and clear, and it’s usually about value. The problem is, when several competitors share the same rational message about value, the Goliath with the loudest voice (i.e., the highest media spend) wins.Trechos retirados de "How Your Brand Can Beat Goliath"
For your brand to break through, you need to appeal on two more nuanced dimensions: cultural and emotional. You need to create and share a point of view that your prospects find enlightened and unique. And to express that point of view is to speak your mind freely — as a brand — not about what you have on sale, but about something bold that will stir a customer’s interest.
making your brand hyper-obsessed about a specific niche or topic. When you tap into something that your audience can relate to, you’re tapping into something cultural."