The more specific and nuanced your positioning is, the more effective the name will be. All great names work in concert with the positioning of the brand they speak for.
Competitive Analysis –
The next step is a thorough competitive analysis, in which
we quantify the tone, strength and messaging of competitive names. This is essential for refining brand positioning. It tells you exactly where you need to be in order to dominate the competitive landscape.
Name Development –
Name development begins by applying the positioning
strategy and competitive analysis results to determine all of the things your new name needs to do for your marketing,
branding and advertising efforts.
We prescreen all names for worldwide trademark availability before presenting them to you. This ensures a process that exclusively produces names you can legally use.
A Brand Name Has Work To Do. Create A Job Description For It.
Finding the perfect name should be approached like you're hiring a CMO. It's only natural to put together a list of asks for your name that includes things like
credibility, trust, reliability, honesty, transparency, quality, yada yada yada.
But a name is a specialist, and these types of foundational brand positioning qualities are common to every business in existence.
They need to be established by the other touch points of your brand. "Not my job", should be the response of any name candidate asked to perform these duties.
In fact, using such qualities when grading name candidates will result in the best qualified names not even receiving an offer:
None of the over-performing names above can pass the Credibility, Trust, Reliability, Honesty, Transparency, Quality test.
Which is great, because your audience doesn't look to your name for these sorts of reassurances.
More importantly, it leaves the name free to have the kinds of qualities it needs to be exceptionally good at its job :
Unexpected, Human, Engaging, Thought Provoking, Memorable, Disruptive, etc.
Here's what a job description for a name should look like:
Go viral, propelling itself through the world on its own, becoming a no-cost, self-sustaining PR vehicle.
Redefine and own your category.
Demonstrate to the world that you're different, creating clear & wide separation from your competitors.
Create a positive and lasting engagement with your audience.
Provide a deep well of marketing and advertising images.
Be the genesis of a brand that rises above the goods and services you provide, so that you're not selling a commodity and/or competing on price.
Support the unique positioning of the product/company.
Depending on the positioning of the product or company the name will represent, you'll further screen name candidates for specifics, such as:
Communication Skills - What part of the conversation in your industry should the name address, define, redefine, express, demonstrate or dominate?
Personal Appearance - The way a name looks and sounds can communicate volumes, independent of the meaning of the word.
Computer processor name "Trillium" has as a sci-fi look and sound, though it's a type of flower.
Artificial Intelligence company name "Megagon" has the
attitude of one of Godzilla's rivals, though it's a mathematical term that vectors, harmony, and describes a million things coming together as one.
But what if you find the perfect candidate, except they have a criminal past? As long as they can carry out the Responsibilities and have the Qualifications,
it'll be fine: Hotwire, Accomplice,
and walking the talk, Igor.
Bad breath and a ghoulish smile? Don't count them out: Bluetooth.
A complete lack of experience? Sign them up: Virgin.
ASSOCIATIONS + SLOGANS SCORE
Let's say you've got two metaphorical names under consideration for your new computer company, Apple and Strawberry. Both names meet your brand positioning criteria:
Half your team champions Apple and the other half love the name Strawberry. It's pointed out that the names couldn't be more similar, they are both red fruits, so why not flip a coin and move on? The Chief Obfuscation Officer calls for a month of testing, reliably in the unreliable form of crowdsourcing or focus groups.
At which point you play the hero, jumping in and shouting, "I demand an A.S.S. test!" - an ASSOCIATIONS + SLOGANS SCORE test.
When leading name contenders are locked in a battle, tallying up the number of associations each have in our collective consciousness - in stories, legends, idioms, etc, tells you how emotionally connected people are to them. And reveals what each brings to the table for marketing, branding and advertising campaigns.
Garden of Eden (apple w/ bite logo)
Isaac Newton (product name)
The Tree of Life
McIntosh (product names McIntosh, eMac, iMac, Power Mac, MacBook, Mac Mini)
One smart apple
A bad apple
Easy as apple pie
An apple a day
Apple of my eye
Apples and oranges
How 'bout them apples?
Apple doesn't fall far from the tree
Upset the applecart
Sometimes the positioning of the name your looking for is simply a single big idea - an iconic, definitive name that captures the imagination.
This was the case for a B2B software startup we named, so the first and winning tactic was to find a name that had the most cultural connections that were really big ideas. The clear winner was Seven:
Seven wonders of the world.
Seven musical notes.
Seven days a week.
Seven deadly sins.
Seven colors of the rainbow.
Seven years of bad luck.
Seven visible planets.
On the seventh day god rested.
Lucky number seven.
Of course there are many more, but you get the idea. Before we presented Seven to our client, we needed to determine if Seven could possibly be trademarked around the world, given the 700,000+ trademarked software names globally. We came up with a strategy, and Seven is trademarked worldwide. The ability to legally finesse a name like Seven is critical, because naming is not simply about finding the best name for the job, it's about finding the best name for the job that you can legally use.
Apple vs. Strawberry isn't a fair fight. But it's not always so lopsided. If the A.S. portion of the test doesn't produce a winner, move on to Slogans. Put two names side by side and see which inspires the most taglines that play off the name.
None of the taglines anyone can remember actually play off the company name, they're too expected and make the name one dimensional. Imagine, "Virgin, A Brand New Experience" or "Apple, Easy as Pie". Deadly.
But the exercise does reveal the power, connectivity and relevance of an unexpected name.
Let's say you're naming a creative agency and a leading name contender is:
Igor. Bringing Your Vision To Life.
Igor. Get Over The Hump.
Igor. A Few Spare Parts and a Good Storm.
Igor. Throw The Switch.
Igor. A Moveable Beast.
Igor. Own Your Shadow.
Igor. No Job Too Horrifying.
Igor. The Other White Meat.
Igor. Never Say Die.
Igor. A Good Brain Is Hard To Find.
Igor. Better Living Through Science.
Igor. Building The Perfect Beast.
BOTTOM LINE: The number or strength of ASSOCIATIONS + SLOGANS that metaphorical/evocative names generate tells you how emotionally connective each name is and how much branding, marketing & advertising ammunition they contain.
Want To Create A Viral Brand Name? Beware The Literalist.
This is the most overlooked, counterintuitive truth in naming – the difference between the way an internal naming committee will evaluate a potential brand name and the way a target audience will receive it.
Every viral name is a provocation: Slack, Virgin, lululemon, Target, Yahoo, Caterpillar, Hotwire, Bluetooth, Google, Oracle. To qualify as a provocation, a name must contain what a literalist would call "negative messages"(they're not, they're simply counterintuitive) for the goods and services the name is to represent.
As long as the name maps to one of the positioning points of the brand, consumers process these supposedly negative messages positively, which means they aren't negative at all.
Potential names must be judged on how well they map to positioning, memorability, stopping power, emotional impact, connections to the collective consciousness, distinction from competitors - the sum of which answers the most important naming question, "Is this name interesting?".
But the literalist will critique names based on dictionary definitions or a singular association, reliably in the form of an objection. They'll claim a word's negative meaning or association means the value of the word as a name will also be negative.
The evidence they cite is irrefutable fact, yet irrelevant, counterproductive and 180 degrees from the truth.
Here are the types of objections a literalist will use to kill great name, attacking the very essence of what makes these names powerful - the tension created by positive and negative forces:
In business, Slack means “characterized by a lack of work or activity; quiet."
A Slacker is someone who works as little as possible. A terrible message for our target audience.
Slack means slow, sluggish, or indolent, not active or busy; dull; not brisk. Moving very slowly, as the tide, wind, or water.
We are an upscale brand for women, lululemon sounds like a character from a 3-year olds’ picture book: “lululemon and her best friends annabanana and sallystrawberry were climbing Gumdrop Hill, when suddenly from behind a rainbow the queen of the unicorns appeared.”
Says "we're new at this!".
Public wants airlines to be experienced, safe and professional.
Investors won’t take us seriously.
Religious people will be offended.
It has one meaning, “to steal a car!”
Crime is the last thing we need to be associated with.
Yahoo!! It's Mountain Dew!
Yoohoo! It’s a chocolate drink in a can!
Nobody will world information seriously from a bunch of "Yahoos".
Only foretold death and destruction.
Only fools put their faith in an Oracle.
Sounds like "orifice" – people will make fun of us.
Tiny, creepy-crawly bug
Not macho enough – easy to squash.
Why not bull or workhorse?
Destroys trees, crops, responsible for famine.
Derogatory cultural slur.
You'll be picketed by people from small, hot countries,
Target of an investigation
To have a Target on your back
A Target gets shot, killed, slaughtered.
The Target of a manhunt
This is a family show, so you'll have to create your own misguided, literalist list of reasons that In-N-Out, Dick's, BJ's, Cornhole and LoveSac should fail as brand names.
No sane person cares about any of these literal negatives, because people process these 'negative' connotations either positively or not at all. As long as the name maps to one of the positioning points of the brand, consumers never take its meaning literally, and the negative aspects of the name just make it more memorable and engaging.
These literal, negative objections are not reasons to abandon a name, rather they have demonstrably positive effects on a target audience. They're what make a name engaging, differentiating & unforgettable. Consumers don't process names literally, they process them emotionally. Getting your committee to acknowledge this difference and to interact as the public does with names, rather than the way the dictionary does, is essential.
If you encounter a literalist, keep your distance, maintain eye contact, and take the threat seriously. Do not run in any direction. Don't bend over, crouch down or go fetal. Wave your arms in an alpha manner. Throw any toxic item you can find - Keurig pods, inspirational posters, focus group data, etc. If attacked, fight back. If this doesn't work, your last chance for survival is to enlighten the literalist:
Positioning: DISRUPTIVE, naming the problem we solve!
Qualities: Interesting! Confident, different, focused on solving the target’s problem.
-Positioning: DISRUPTIVE, a travel hack, exciting, fun.
Hotwiring a car is a hack, Hotwire.com is a travel hack. That’s why this name works.