Editor’s Note - The following is a guest post by Emily Brackett, President of Visible Logic, Inc. a Portland, Maine-based graphic design firm that works with start-ups and growing businesses to help them build compelling and comprehensive brands across media. A longtime reader of The Hot Iron and strategic partner of Dunkirk Systems, LLC, Emily shares some of her wisdom and experience here, which we hope will be the first of many guest posts from her.

As a business owner, you probably have the usual elements of your corporate identity: business name, logo or wordmark, business cards and a Web site. However, as you grow your business, your identity can either be strengthened by consistent branding, or dilluted by irregular use of these elements.

There are several common reasons why business owners are not consistent in their branding.

The first is that no one is in charge of watching the brand. Many times our brand identity is being added to, molded, and stretched without anyone giving it much thought. Someone should be ensuring that logo usage and graphic elements are consistent from one piece to the next and from one media to another. For a small business, this may be the business owners, or an internal marketing person. If you work with outside designers, Web developers or even a print shop who does some design/typesetting for you, make sure you instruct them on how to use your identity correctly and uniformly.

Another reason why many businesses have so little cohesiveness in their image is that they try new things too often. You may be tired of seeing the same colors and similar layouts, but your customers (or potential customers) may just be starting to grasp your unique identity. Keep with it and the payoff will arrive.

Why is consistency important?

Avoid confusion

The most obvious reason to be consistent with your brand identity is that you don't want to confuse potential clients and customers. Make it easy for someone to remember you. Frequently, people notice certain elements, but not all the details.

For example, you meet a potential client at a networking event and give her your business card which features a large, red, circular logo. A few weeks later, that person is thinking she may need your services so they Google your name and browse to your Web site. If she sees a large, red, circular logo she feels confident that she’s at the right place. If, on the other hand, your Web site shows your logo (even the same graphic) in green, she may feel confused and question whether this is indeed the same person and company she had met previously.

People trust things that they know

The first example highlights the most basic type of confusion that can cost you sales. But often it is more subtle than that. Every time a potential client hears your business name or sees your logo it gets registered, even slightly, in their memory. The stronger the bank of memories - and therefore the connection - someone has to a brand, the more likely they are to buy from that brand. Consumers choose brands that are familiar, because they seem known, established, and therefore trustworthy.

It makes business sense - increase your returns

Unfortunately, many business owners make their brand inconsistent without giving it much thought. One example is an entrepreneur who hires a Web development firm to create their Web site and another design studio for their printed work, without coordinating the two. You’ve paid for two projects but rather than having those two pieces compounding your brand and building them exponentially, you may end up with two unmatched marketing tools. Therefore, the two pieces are not as effective in building brand recognition as one coordinated effort.

How to build consistency:

• Use the same business name, logo, and/or logotype. Typeset the name and other elements, such as a tagline in a fixed fashion. Whether you do this yourself or work with an experienced graphic designer, once the logo or wordmark is done, don't change it.
• If you’ve hired a designer to develop your logo or wordmark, make sure you receive electronic files that you can work with. You and your staff should use these graphics in all letters, memos, proposals, etc. Do not retype or tinker with the logo, and do not allow your staff or agencies to do so either.
• Choose a corporate color, or color palette and use them as the dominant color scheme throughout your materials - printed or online. If you’ve worked with a professional designer for your logo, make sure you’ve received your pantone (PMS) color numbers as well as CMYK and RGB equivalents. Whether you create something yourself in PowerPoint or work with a graphic designer, always use those same colors.
• Think across media. Ensure there are design elements that are similar across all of your materials. From business card to Web site to advertisement to educational brochure, there should be a recognizable look and feel.
• If you worked with a professional designer, have them write up some easy-to-follow guidelines and have them create templates for you. These might include a letterhead template in Word and a PowerPoint template for your presentations.

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Editor’s Note – The following is a guest post by Ralph Ingrassia, President of Endeavour Technologies, LLC, and a project management consulting guru. A longtime reader of The Hot Iron – not to mention client of Dunkirk Systems, LLC and close friend of Mike Maddaloni – he shares some of his wisdom and experience here, which we hope will be the first of many guest posts.

Who isn’t trying to cut costs these days, whether those be business or personal costs? One cost I was considering cutting was my weekly pool service. But, having tried that in the past and failed miserably, I had decided that maybe this wasn’t a cost worth cutting yet.

Over the years I’ve used the larger pool servicing companies, but have always been left disappointed by the higher prices, nickel and diming and lack of professionalism. So, being a small business owner myself, I settled on an independent Pool Guy and have been happy for the last few years. I could pick up the phone and he’d be here if I was having a party or if I had any problems whatsoever and it was always clear that his priority was that I was happy with his work.

Things started to change this year. The first point of concern was that his price went up this year again for the third year in a row. Now last year I understood a price increase due to the rising cost of gas but this year’s price increase left me confused. If anything I would have anticipated a steady price this year. Still, his prices were much more competitive than the larger companies mentioned above so I didn’t say anything. Then the nickel and diming started. Not much, but a few bucks here and there. Again, I was still saving money so I decided to just keep an eye on these charges over time.

Last week, however, was the deal-breaker. After completing my service he knocked on my door for payment and I happened to be on a conference call that I had muted. I decided that it would be easier to pay cash which left me $8 over the service price. I informed him that if he didn’t have any change we could just apply it to next week. The response was, “Ralph, you’re cheap just like my Dad.” “He won’t give a tip to save his life.” Now, anyone who knows me knows that I value good service and in situations where a tip is warranted, it is awarded. I worked in the restaurant industry and completely understand how the American restaurant system makes it so gratuities make up the lion’s share of a server’s income. Jokingly, I also thought that the fact that I actually had a Pool Guy would classify me as being not cheap.

But from the customer perspective, a line had been crossed here. As small business owners, we try to price ourselves competitively, prevent scope creep to manage the need for cost increases or business losses, and provide the utmost in professional service. In most cases, I find that it is the professional and personalized service that is most valued by my customers relative to my fees. The example I’ve detailed with my Pool Guy can be applied to my own business as well.

So what has gone wrong here? Is it just a case of temporary insanity or has the service provider forgotten that I am a long term customer that he has a pleasant relationship with and not a friend? Or, is it that this particular small business owner has forgotten to holistically look at their services and fees and evaluate if his customers are really receiving a superior service for their dollar regardless of a competitor’s price? In this case maybe it’s all three.

In the end, the decision that I made was to cut back on my service to bi-weekly instead of weekly. Was this decision driven solely by the lack of professionalism? No. But, it was a factor in a decision I had been teetering back and forth on.

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This is from The Hot Iron, a journal on business and technology by Mike Maddaloni.

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