Dominick Sorrentino

When an actor plays a part, they become someone else. Their message is no longer their own, but their character’s.

Branding is a lot like that.

You can include a little bit of yourself in your creative marketing efforts, but your foremost goal as a marketer is to represent your brand with a consistent brand message.

So how do you ensure that your language, your tone of voice, and your visuals remain true to your brand messaging in every piece of content you create?

With a brand messaging framework.

What Is a Brand Messaging Framework?

A brand messaging framework is the foundation for all your brand messaging and an integral part of your overall brand strategy. Unlike a literal foundation, it isn’t a tangible thing. It’s a collection of efforts, documents, guides, and statements that help you “stay in character” whenever you represent your brand in any media. A framework ensures everyone knows and understands your brand message. This is essential for maintaining a strong brand messaging framework that resonates with potential customers and reinforces brand loyalty.

This framework isn’t just important for you, though. It also ensures that any third-party marketer, freelancer, or partner who works with you can speak on behalf of your brand. To achieve successful brand messaging, it’s crucial to have a brand messaging guide that details your brand pillars, key messages, and unique value proposition, ensuring external brand messaging is consistent and aligned with your brand value.

(I can’t begin to tell you how often marketers adopt the “I know it when I see it” mentality to brand messaging. If you can’t articulate your brand personality to someone else — especially your target audience — then you don’t know it well enough yourself.)

Your brand messaging framework describes the emotions and concepts your audience relates to your brand. It’s kind of like a word association game. Your customers need to have a word or image in their head when they think about your brand — if they can’t think of anything right away, then you’re just another average company to them. That’s why a proper framework is vital for any business. It’s the foundation for your brand message and the basis for effective brand messaging, all to grow and solidify brand awareness.

For example, what do you think of when you imagine Google? Cutting-edge technology? Convenient apps? Or something else? Do you have an image in your head when “Google” comes up? It could be the Google search engine home page, one of its popular apps, or even a piece of technology they make. Whatever it is, that’s your relationship to Google. That’s what a brand messaging framework is.

This relationship in a brand messaging framework consists of two parts: brand messaging and brand positioning. While similar, brand messaging is not the same as brand positioning, though they’re two sides of the same coin: The former refers to how you communicate with your customers, whereas the latter is how your customers perceive your brand identity.

How To Create a Brand Messaging Framework

Building an effective messaging framework doesn’t necessarily entail creating a proper messaging matrix. A chart or template may be useful for summarizing your framework once you’ve created it.

But you don’t start with a template (contrary to what you may have read elsewhere). That’s far too confining. Instead, start by identifying and articulating the elements that will impact your core messaging and content marketing strategy. Once you have those down pat, you can figure out the best way to represent them.

What Is Brand Messaging Architecture?

To have a brand messaging framework, you need an accompanying architecture. But what is a brand messaging architecture?

To put it simply, your brand messaging architecture is your brand’s core message — the values it keeps in mind whenever doing any sort of communication with customers. It’s your branding, summarizing your messaging goals in a few key words and phrases. For example, one aspect of your brand messaging architecture might look something like this:

  • Pioneering.
  • Creative, a frontrunner.
  • Open-minded, welcoming of new ideas.

These 3 qualities are core attributes of all your messaging. No matter what you’re saying to a customer, you always keep in mind these consistent values, whether it’s in an email or on social media. This is where a detailed style guide can be invaluable, ensuring that your brand communication is cohesive across all digital marketing platforms, thereby enhancing brand recognition.

Once you have a brand messaging architecture in mind, you can begin working on your messaging framework. To get you started, we’ve identified the 5 core steps involved in creating a brand messaging framework:

5 steps to creating a brand messaging framework Infographic

1. Identify Your Target Audiences

Phase one of your brand messaging strategy is to identify your target audience — your ideal customer. Remember that your key messaging may reach people who aren’t buyers but can influence buyers. This is particularly true for B2B businesses where decision-makers aren’t necessarily the end-users. Creating a detailed buyer persona is crucial at this stage, as it allows small businesses to tailor their marketing campaign to meet the specific needs and preferences of their potential customers, thereby increasing the chances of converting them into loyal customers.

To identify your audience, you’ll want to look at the following:

  • Demographic data in Google Analytics (age, gender).
  • Customer data in your CRM (job titles, location, likes, and dislikes).
  • Your existing email subscribers.
  • Anecdotal information from your salespeople and marketers.
  • The different ways customers use your products (and which features they use).
  • Any other information you might have on hand about your users, buyers, and/or readers.

Once you’ve done this, you can put the information together into an audience profile. Here’s an example:

target audience examples - example 2

Key Points to Remember:

  • A great message is only great if the receivers think it’s great.
  • Frame your brand story and key message around what your target audience will think is great.
  • Expect to create multiple audience profiles (after all, there’s probably more than one type of person using your product or service).

2. Articulate Your Value Proposition(s)

Value proposition is more about positioning than about pointing to a single feature or functionality.

Saying that your company has the most intuitive products or services in the industry isn’t enough — you need to articulate how that differentiator adds value.

This is why it’s so important to know your audience. Before you can offer them value, you need to know what they find valuable.

To articulate your value propositions, identify the ways your products or services add value. Some examples might be:

  • A unique pricing model.
  • Improved productivity.
  • Cost savings.
  • Greater employee satisfaction.
  • Social benefits (e.g, sustainability).
  • Boosted confidence.

It’s fine to have more than one value proposition. The more selling points, the merrier. Each of your value propositions is a messaging pillar that will help define your brand positioning statement (that comes a little later).

Key Points to Remember:

  • Strong brand messaging demonstrates value, not features and functionality; after all, people only care about features if they have value.
  • Don’t just focus on eliminating pain points; figure out how you’re adding value.

3. Audit Your Existing Messaging

Look back at your existing content marketing efforts to assess how you’ve previously framed your brand messaging. This step is crucial for small businesses aiming to refine their digital marketing strategies to better reach potential customers. A thorough audit can reveal gaps in your external brand messaging, allowing you to adjust your strategy to better align with your brand purpose and unique selling point.

As you scan your social media profiles, blog, website, YouTube page, and other channels, pay careful attention to:

  • Who your implicit audiences have been.
  • How you’ve framed your value proposition(s).
  • If you’ve demonstrated that value (with thought leadership and value-added content).
  • Brand voice.
  • Your brand’s visual identity.

If you’ve never gone through the trouble of creating a brand messaging framework, you’ll likely find inconsistencies. You may also discover examples of content that don’t add much dimension or texture to your brand. Or cases where your brand voice and personality are all over the place — oscillating between fear-mongering, sarcastic wit, and academic meanderings. Or bad stock photos that have no uniformity in style and tone. Or social media that’s bland and unengaging.

Some of what you discover may outright horrify you. Just look at the headline, lead, and stock photo of a blog post we wrote back in 2010:

Now compare it to this 9,000-word post we created about how to do keyword research in 2020:

Which one do you think does a better job representing our brand and showcasing our value?

Key Points to Remember:

  • Document your findings — good and bad — as you audit your existing marketing content.
  • Audit your marketing message at least once a year to make sure your brand positioning is still relevant; a great branding service is a moving target.

4. Create Your Messaging Guide

Your audience profile helps you figure out who you’re talking to.

Your value propositions help you know what to say.

Your messaging guide helps you say it the right way every time.

Start by patenting a brand voice. Think of your brand as though it was a person:

  • What kind of language would this person use?
  • What details would they fixate on in their writing?
  • What types of analogies would they favor?
  • Would they use a lot of idioms, or say things in plain language?
  • What tone of voice would they use (humorous, satirical, academic, direct, clever but relatable)?

Conduct a similar exercise to help you mold your visual identity. Think about how this person — your brand — might decorate their house:

  • What color palette would they use?
  • Would they go for a sleek, modern, and elegant look or something baroque?
  • Would they furnish minimally, or pile on the pine?
  • Would they spring for a Persian rug or something mid-century modern?
  • Would they hang classy black-and-white photographs, or fun, cartoonish posters?

Once you’ve mulled over the details of your brand voice and aesthetics, create an actionable messaging guide that includes, at a minimum:

  • An explanation of your brand voice in writing with examples.
  • Textual style preferences (e.g., serial comma or none?).
  • Your brand typography preferences (including spacing).
  • Your brand color palette.
  • Examples of iconography.

This part of brand messaging is so important. Your style guides provide direction for creatives as they execute your content strategy. 

Without a proper messaging strategy, the ideas you try to communicate to your customers are bound to be disjointed and unclear. A brand messaging strategy unites all your ideas into one consistent place. This helps your marketing and sales teams better understand what it is they’re trying to say since you’ll already have it explicitly laid out. Including a privacy statement in your messaging guide also ensures that your brand communication respects customer privacy, an increasingly important aspect of building trust and brand loyalty.

How To Create a Brand Messaging Strategy

An effective strategy has a few consistent core features:

  • Buyer personas are fictional characters you create to sell to. These personas represent your target market or the types of people who are most likely to want to use your product.
  • Value propositions are explanations as to why your product serves your customer better than other brands’ products. This involves creating multiple buyer personas and selling to them using simple, conversational language that gets your point across succinctly.

Key Points to Remember:

  • How you say something can be just as important as what you say.

5. Finalize Your Brand Positioning Statement and Logo

Your brand positioning statement is, for lack of a better phrase, an elevator pitch. But it doesn’t pitch a product or service. It pitches your entire concept as a brand.

At its core, a positioning statement explains four things:

  1. What your brand does.
  2. Who it does it for.
  3. Your differentiating values.
  4. The outcomes of those differentiating values.

It does not exhaustively list your value propositions, products, or services. Here’s an example of a really great brand positioning statement from Beautycounter:

example of brand positioning we are beautycounter

What makes it great?

  • It’s succinct.
  • It’s written in Beautycounter’s voice.
  • It’s memorable.
  • It clearly conveys what the company believes.

A brand positioning statement — sometimes called a “brand promise” — is the closest thing you have to a summary of what your brand is all about. You don’t necessarily have to share it with the world, but it’s important to have one to help guide your messaging.

Likewise, you’ll need a logo. Unlike your brand positioning statement, your logo will be shared with the world. It is a visual representation of your brand and needs to be carefully designed to express your values. It’s no easy feat, but we’ve provided some guidance on how to create a killer logo elsewhere on this blog.

Key Points to Remember:

  • A great brand positioning statement articulates how you want your brand to be perceived; it is the identity you go to market with.
  • Your logo is the visual encapsulation of that identity.
  • If you feel inclined, feel free to also come up with a pithy brand tagline (e.g., ours is “Fuel Your Brand”) — but think of it as an accentuating detail, not a guiding principle.

Putting Your Brand Messaging Framework to Action

Now that you have your brand messaging framework all scoped out, the real work begins: Content creation.

Remember: Use your brand messaging framework as the ground floor upon which every piece of content is built.

Do that, and you should have no trouble at all creating a consistent, memorable, and consistently memorable brand experience. Contact us at Brafton today to get started crafting your framework.

Editor’s Note: Updated May 2024.