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  • Writer's pictureJason Huett

The Impact of "Brand" on Selling Price

We've all heard the term "Brand," but what does it really mean? And more importantly, what impact does it have when you go to sell your business?


What Is "Brand?"

In layman's terms, a brand is much more than a name or a logo. It’s the complete experience a customer has with a business. It's how people perceive the company, the feelings it evokes, the relationship it builds with its customers, and the trust it instills over time. Think of it this way: your brand is your business's reputation, personality, and promise rolled into one.


The Difference Between a Business and a Brand

Imagine a business as a ship navigating the seas. The ship itself, sturdy and functional, represents the business — the tangible aspects like products, services, employees, and operations.


Brand v. Business

The brand, on the other hand, is like the flag the ship hoists and the aura emanating from it. It signals to distant shores who they are, what they stand for, and why anyone should care. Without a clear, recognizable flag (brand), the ship may go unnoticed amongst a sea of others.


At this point, you may be asking yourself if you have a brand or a business. In reality, most Main Street business owners have some components of a brand already built, especially if you have a positive reputation.


Examples of Prominent Brands and What Makes Them Notable

  • Apple: Known for its sleek, innovative designs and a seamless ecosystem of products, Apple has fostered a powerful emotional connection with its consumers. The brand stands for innovation, premium quality, and a distinctive style.

  • Nike: Synonymous with performance and "just doing it," Nike’s brand promises empowerment through sports. Its messaging consistently taps into the aspirations and achievements of athletes.

  • Coca-Cola: This brand has built its identity around joy, happiness, and shared moments. Its red and white branding and classic logo are instantly recognizable globally.


Logos

Each of these brands is notable for establishing a clear, compelling identity that resonates deeply with their target audiences.


A Roadmap for Building a Brand

Creating a brand isn’t an overnight task. In fact, it's anything but fast and easy because it takes strategic planning skills and superior execution, all which come at a financial cost (and require a heavy investment in time as well).


If you've begun building a brand or want a starting point to begin the process, here are several steps to kickoff your journey:


  1. Define Your Brand Purpose and Core Beliefs: Understand why your business exists beyond making money. Define the core beliefs that drive your brand.

  2. Identify Your Ideal Customer Profile (ICP): Understand who your customers are, what they need, their preferences, and what motivates them.

  3. Craft Your Brand Voice and Messaging: Ensure your communication style reflects the personality and tone that resonates with your audience.

  4. Design Visual Identity: Develop a distinctive logo, color scheme, and design elements that reflect your brand's essence.

  5. Build an Emotional Connection: Create compelling stories and experiences that align your brand with your customers' emotions and aspirations.

  6. Maintain Consistency: Ensure that your brand messaging, customer experience, and visual identity are consistent across all touchpoints.

  7. Gather Feedback and Evolve: Continuously seek feedback and be willing to evolve your brand to stay relevant and resonate with your audience.


The ROI of Strong Brands: Statistics and Insights

A strong brand can significantly impact the sale price of a business. Here's how:

  • Increased Customer Loyalty: A strong brand leads to higher customer loyalty. Loyal customers not only repeat purchases but also become ambassadors, attracting new customers.

  • Higher Price Premiums: Well-recognized brands can command higher prices because customers perceive more value in them. For example, brands with high emotional connections can charge up to 20-25% more than their competitors .

  • Improved Market Performance: Companies with strong brands can recover faster from economic downturns and often see increased stock prices. Studies have shown that brands recognized for their value see upwards of 5-7% annual increases in sales revenue.

By understanding and leveraging your brand's power, you can not only enhance your business's current performance but also increase its future sale price. A strong, well-managed brand means that buyers aren’t just acquiring a business—they're buying into its reputation, relationships, and promise of continued success.

Conclusion

The impact of a well-crafted brand on the sale price of a business cannot be overstated. Brands don’t just symbolize businesses; they elevate them, making them memorable, trusted, and highly valuable in the market.


For business owners considering selling, investing in brand-building is a strategic move towards achieving a higher, more lucrative sale price.


To your success,


Jason Huett Business Broker |CMO


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