What would you say if I told you that just a few miles off the coast of Australia was a tiny island
where a man's success was indicated by the colorfulness of his shirt? Think male peacocks or Seinfeld-as-pirate, whichever is easier to visualize.
For fear of defaming the semester I studied anthropology in London, I will leave the "anthro-isms" to the anthropologists. That said, we in the US are as knee-deep in symbols as the aboriginal cultures of Papua New Guinea. Of course, most of our symbols have been manufactured by companies competing for our attention & disposable income - and some of them have done remarkable jobs imbuing seemingly ordinary "objects" with profound meaning.
American Express & Maslow
Case in point - American Express, a company that successfully turned a tiny piece of plastic, into 
a symbol that represents the fulfillment of one of Maslow's core human needs: the need to feel significant. Companies, such as Amex, that successfully transform their products & brands into symbols that represent the fulfillment of a Maslow need are often some of the most successful.
This has no doubt been one of the biggest success factors for American Express since it introduced its charge card fifty years ago. The card quickly became a powerful symbol of one's success (and hence significance); pulling it out from one's wallet generated a profound "buzz", filling one with feelings of pride, accomplishment, and a rush of endorphins. Pretty wild to think that a little piece of plastic (or back then, a piece of paper!) could mimic the feeling one might get from a quadruple espresso or pulling up to one's high school reunion in a shiny red Porsche.
How to inject Maslow into your marketing
While your company or product might not have the tailwind of 150 years of brand-building at its back as Amex does, thinking about how to inject aspects of Maslow's hierarchy of needs into your marketing is an absolute must.
The key to achieving this is to first identify which of Maslow's needs is addressed by your product or service - and yes, it may address more than one. Then, ask yourself the following questions to stimulate your thinking and get the ball rolling:
1) How can my marketing better communicate how the benefits of my service satisfy this Maslow need?
- Example: the old “reach out & touch someone”AT&T ads are a perfect illustration of taking the core Maslow need filled by phones - social connectedness - and bringing it to life in compelling, emotive ways.
Note: if you don't see the video of the old AT&T ad on your browser, the link to the ad can be found here on YouTube.
- Example: Imagine you do marketing for a group of upscale lounges in your town. One of the core Maslow needs you would likely be trying to satisfy is the need to feel important. In thinking about how to add touch points or brand elements to support the fulfillment of this need, you may consider adding to your lounges amenities such as bathroom attendants, coat checkers, well-garbed doormen, and servers who address patrons as Mr/Ms
.
4) Are there other Maslow needs I should try to satisfy in order to provide even greater value to my customers, and perhaps attract new customer segments?
- Example: a simple, yet highly successful move made by many manufacturers of home appliances has been to tap into the Maslow need for beauty by imbuing every-day appliances with style, color and form. In fact, in his excellent book, A Whole New Mind, Daniel Pink devotes an entire chapter to this trend, and retailers such as Design Within Reach have successfully exploited it.
As always, feel free to send me an email or leave your comments & questions. Best of luck in your endeavors and in building some Maslow into your business! It's well worth your time & energy!
Other posts on Maslow:
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