This morning, I saw two strangers meet on the street. One gentleman looked at the other, and in a language I couldn’t understand, seemed to ask the other: “do you speak this language?” The other replied with what I imagined was “OH HECK YES I DO!” and the two immediately began engaging. They smiled widely, embraced one another, and began to chat away.
They had something in common, and it was that commonality that broke down barriers and transformed these two strangers, for a moment at least, into fast friends.
I believe the same thing is going on with brands and consumers all the time – and I call it the Law of Commonality.
The Law of Commonality states that consumers are constantly striving to belong in some way, and will gravitate to people, communities, and brands with which they perceive a shared affinity or common origin.
Brands are constantly trying to appeal to consumers, based on the wants and needs that consumers present. And since brands are in competition with one another, they strive to reach consumers on a plane that sounds both appealing and differentiated.
You’ve seen and heard this in action a thousand times: “Are you looking for more free time?” “Is your hair thinning?” “If you’re looking for a different kind of family vacation…” All of these opening lines are obviously just a method of weeding out those that might not be interested in what the brand has to offer. But it’s also a method for the brand to implicitly achieve some kind of common ground with a consumer, based on what the brands ALREADY know about what the consumer desires.
On its own, that doesn’t sound too ground-breaking. But we have to remember how consumers are wired. Humans, by nature, are tribal. We look to join communities, and we favor those communities that are based on shared interests and common traits.
And it works equally in the opposite direction: never do you feel more lonely or more isolated than when you perceive that you DON’T belong. Ever been the guy wearing the only blue jersey in a stadium full of green ones? I have. Yeccch. That is one looooooong walk back to the car.
This type of innate socializing activity (that occurs unconsciously for the most part,) serves a high level Maslow-ian need for belonging and puts us squarely on the path to that which we desire most: affirmation (respect by and of others.)
Think about social media and its immense popularity. It’s not our extrovertedness that has transformed social media platforms into multi-billion-dollar behemoth corporations, but rather our need to belong, cloaked in a more socially-acceptable disguise of joining communities based on common interests and affinities.
Further, The Law of Commonality states that consumers are more likely to buy from a brand that they believe has something in common with them and/or their value system than from an equally qualified brand that does not.
If the consumer believes that a specific brand “really gets” who they are, or has “an interest in the same things I do,” that brand is already well ahead of its competition. And there are some pointed examples of brands that have done this very well, and made good on this simple human driver.
Harley-Davidson is one. Here’s a brand that recognizes a certain set of consumers and their deep-seated desire for freedom and exhilaration. The motorcycle is literally and figuratively a vehicle to take them to that special place. But more than that, the brand represents a bond of brotherhood with others who are a lot like you, even though they may look different.
Jeep has accomplished something similar with their unique auto designs, and a common interest in the outdoorsy lifestyle shared by most Wrangler drivers. American Express has achieved a level of common bond by referring to their customers not just as cardholders, but as “members.”
Belonging to the same club, enjoying the same activities, speaking the same language, having gone to the same college, rooting for the same sports team – any of these are more than good enough reason to create some kind of bond between people, and the same is true between brands and consumers.
It’s not the ONLY thing that fuels a purchase of these brands, but it’s certainly a tick mark on the invisible checklist that the consumer is invariably carrying around in his or her mind. And as consumers browse and compare, those tick marks that make us feel (a very important word here,) like we belong to something bigger – indeed a community of like-minded people that we can both respect and be respected by – usually add up to a level of preference and a favored status.
As you plan your marketing and brand initiatives, no matter how large or small, ask yourself how you can achieve commonality with your consumers. You’ll likely create a bond that goes way beyond just the first purchase.