How to win customers from big brands 👇
This week's The Outliers Newsletter featured Dr. Will's and their fight against the condiment giants.
Dr. Will's makes great tasting, naturally sweetened condiments.
The idea stemmed from a story founder Dr. Will was told about parents having to add sugary ketchup to get their children to eat their vegetables.
Dr Will’s was born to make condiments that made food better, not unhealthy.
But the condiments industry is a tough place to be.
You’re going up against childhood memories and a go-to option that’s become more of a habit than a choice for many.
“We have had to overcome some pretty ingrained and strong feelings to get people to buy our stuff. But with a great product and mission, it's not impossible.” — Dr Will
Changing behaviours like that is HARD but not impossible.
And Dr Will’s have certainly found a route to success.
They’ve done 4 things exceptionally well that, from an outside perspective, I think have played into their winning formula:
👉 They REALLY got to know their audience. Understanding what they like about the current options, what worries them and what they’re willing to compromise on gave Dr Will’s insight for both developing and marketing their product.
👉 They built the brand around Dr Will. A smart move. Having a doctor as the founder is not something that should be kept quiet and Dr Will’s have used this story brilliantly. Dr Will appears in a lot of their content helping to build trust and authenticity for the brand.
👉 Found a way to standout on the shelves. All of their competitors at the time looked the same, so they found a way to standout visually with their branding and get people thinking.
👉 Made the switch appealing through great content. Their content is educational (why the high sugar content in current options is bad) AND fun — recipes, contests and humour based content help add personality and more trust to the brand.
All in all, they’ve created a product AND brand that convinces people to confront their habits and try something that’s a hell of a lot better for them!
Great work Dr Will Breakey, Josh Rose and team!
🍅🍅🍅
🔗 Link to the full story & actionable tips in the comments 😏
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