Don’t rebrand your product. Rebrand the problem you solve.
Rebranding can be a powerful strategic move, capable of transforming a business. And while rebranding your product or company can be effective, rebranding the problem your product solves can be a game-changer.
The product-centric trap
Many businesses fall into the trap of being overly product-focused. Marketing efforts revolve around features, benefits, and unique selling propositions. While these elements are important, the effort misses a larger opportunity to connect with those you hope to serve.
That opportunity lies in a simple truth: Your customers don't buy products. They buy solutions to their problems.
When your company becomes overly fixated on its product, it risks losing sight of the more potent customer need. And it risks leaving potential customers on the sidelines.
For example, a company that produces running shoes might focus heavily on the technical specifications of the shoe: the cushioning, the breathability, and the weight. While this information is valuable, it doesn't address the core reason people buy running shoes: to improve their fitness, achieve personal goals, or simply enjoy the experience of running. By focusing solely on the product, the company misses an opportunity to connect with customers in a more significant way.
The advantages of rebranding the problem
Rebranding the problem involves a fundamental shift in perspective. Instead of simply selling a product, you position your brand as a solution to a problem.
For example, a weight loss company might rebrand from simply helping people lose weight to helping them achieve lasting health and happiness. This broader perspective encompasses not only weight loss but also overall well-being. A skincare brand could rebrand its challenge as "boosting self-confidence." This approach could allow it to expand its target audience, attracting people who may not have considered the product or service before. For instance, people with various skin concerns, from acne to aging. By connecting with them, the brand immediately expands the potential customer base.
Another example is a fitness app. Instead of focusing on features like calorie tracking or workout routines, the app could rebrand its challenge as "overcoming barriers to a healthy lifestyle." This broader perspective encompasses a range of issues, such as lack of motivation, time constraints, or feeling overwhelmed. By addressing these problems, the app positions itself as a comprehensive solution, not just a tool.
Why this matters
Rebranding the problem is more than a cosmetic change. It's a strategic decision with profound implications for your business. When you shift your focus from product to problem, you unlock a world of opportunities.
First and foremost, you foster deeper connections with your customers. By understanding and addressing their underlying challenges, you build trust and loyalty. Customers appreciate brands that genuinely care about their needs, and they are more likely to become advocates for your business.
Moreover, rebranding the problem expands your potential customer base. When you focus on the problem, you attract people who may not have considered your product or service before. This can lead to significant growth and increased market share.
Beyond customer relationships and market reach, rebranding the problem stimulates innovation. By constantly exploring and redefining the problem you solve, you encourage a culture of creativity and experimentation. This can lead to the development of new products, services, or business models.
Finally, owning the problem gives you a competitive advantage. When you are seen as the authority on a particular challenge, it becomes significantly harder for competitors to encroach on your territory. In other words, you create a unique position in the market. One that resonates with your prospects.
Rebranding the problem is not about abandoning your product. Ultimately, it’s about building a deeper, more meaningful relationship with those you hope to serve. It's about becoming a trusted partner in solving their problems rather than simply a provider of products or services. Imagine becoming that for your customers.