Remember Death by Matthew McCullough, Free for CAPC Members
Matthew McCullough suggests that death awareness allows us to find joy in the problems of this world.
BEACH BAPTISM BLAST! The words appeared excitedly across the screen above the church stage. The announcement went on: FREE BURGERS AND HOT DOGS! FREE PARKING! FREE SWIMMING! People were grinning and bookmarking the event in their phones. It was going to be the perfect Sunday at the perfect price: free.
You know you love that word. Didn’t Jesus say we will know the truth and everything will be free? Tack one up for good marketing, I thought.
All church marketing strategies applied without guidance from Scripture undermine the kingdom of God by causing Christians to alter their identities.How about the church in Missouri giving away automatic rifles for lucky churchgoers? As long as we “get people in the door, we get to preach the gospel,” declares pastor Heath Mooneyham. Can’t you just see the Prince of Peace packing a high-powered rifle?
We could go on with examples even stranger than these, from Fight-Club-style churches to bull-riding pastors that get trampled before the congregation and by God’s grace live to preach another day. However, one lurking question remains: How can a church hold true to its identity when engaging in “kingdom marketing”?
Church Marketing 101
Before dismissing the idea that your church does marketing, take a few moments to answer these questions:
Yes? Let’s keep going then.
Yes again? Then your church definitely does marketing.
Simply put, marketing is the use of any communication media and strategy to promote and sell a product, service, or event. Church marketing is mostly about promoting and creating awareness. We won’t go into the details here of what churches “sell.”
But please don’t misunderstand us. Marketing can be a precious tool for bringing people into the Kingdom of God. Every organization and institution that wants to be successful in attracting potential members in our extremely competitive era must employ marketing tactics. They must have a firm branding foundation and identity. Churches are no exception.
In order to thrive and not just survive, successful brands do four things well. And churches could do well to learn from them.
1. Identity: The heart of it all.
Every brand has a core message that composes the heart of its communication, marketing, advertising, products, and business model.
As an example, consider what two global beverage brands and fierce competitors are saying their identity is. Guy Kawasaki—marketing guru and former Apple brand “evangelist” (note the job title)—calls these brand statements “mantras.” Coca Cola’s mantra claims it is “Sharing Happiness,” while its main competitor, Pepsi, boasts itself as the “Taste of Freedom.”
Their core messages—their identities—speak more about their purposes than their products. For a bottle of soda, one might pay a dollar, whether it’s Pepsi or Coca Cola. But how much would someone pay for happiness, or freedom?
In the same way, churches often find themselves in a headlong sprint against one another, imitating brand marketing strategies but slowly sliding away from their identity. As a brand, or as a church, when you lose focus of who you are, so does your audience.
2. Niche: Your target community.
For a brand, it’s crucial to understand the audience’s needs and desires. They need to bring something new to the market and target it to a specific audience.
Startup companies with limited budget and visibility know they cannot compete with brands like Audi, BMW and Chrysler. Tesla, for example, does this beautifully. An electric car. A luxurious electrical car. It is not targeted for the average consumer but for the upper class—and not even for everyone in the upper class, but only those who care about the planet’s future. Such a market might seem too specific, but this niche recently brought Tesla 325,000 pre-orders in a week.
Likewise, it’s essential for the church to respond to its congregation’s needs. Indeed, the gospel is for everyone, but your church’s niche is what sets it apart in the community. For example, if your church is in a low-income neighborhood, your main niche should be related to the needs of the people in that community. Because the church has many parts, each with its own talents, there shouldn’t be only one niche. Variety is one of God’s greatest gifts to the world.
3. Word of mouth: Spreading the message.
Word-of-mouth marketing involves creating positive buzz around a brand, a product, or a service and is a sure way to bring other people into contact with your brand.
When it comes to Return on Investment, word of mouth can make or break a brand. In 2010, Gap did something that seemed like a good idea—they changed their logo. So many people disapproved of the change on social media that in just a couple of days the brand reverted to its original logo. Power to the people, right?
A second example comes from the time of Jesus. Our Lord spends the night in the house of Peter, he heals Peter’s mother-in-law, and people start pouring into Peter’s home. What happened? Just a few people were exposed to the message. Where did the crowd come from? Word of mouth.
God chose to communicate his message of salvation for humanity through word of mouth. The number one tool for spreading the gospel was and is word of mouth. The number one tool that promotes brands and increases sales and awareness is word of mouth. Do you remember what Guy Kawasaki’s position at Apple was? Evangelist.
4. Online: “Share” is the new word of mouth.
Brands understand that communication has moved online. In many ways, the “share” button is the contemporary version of “word of mouth.”
In order for a church to be relevant today, it should consider building a social media presence that is anchored in Christ and sends the right message, speaking the language of its followers (its niche). Churches need to understand this not-so-new medium and use it for God’s glory, not their own. It’s incredibly easy to slip and create an event on Facebook and invite people to your Free Swimming event and Free Hot Dogs, instead of focusing on the reason a church comes together or does baptism.
People are bombarded with thousands of messages every day. If the church only adds to the clutter, its message will get lost. In this advertising-infused world people have developed their own protective barriers, reducing their attention span only to what’s relevant to them. It’s not news, but it’s real: the “eight-second attention span.” That means that in the time it took you to read the last two sentences, the average person has moved on to something else. And that fact is terrifying. For churches, there are a few techniques that might give momentary results, but may cause people to question their long-term results:
We contend that highlighting burgers instead of baptism is confusing at best and heretical at worst. Yet it would be irresponsible of us to merely point fingers and not suggest a possible solution for discerning honest from dishonest marketing.
Tips for drawing the line
If you’re going to do proper marketing for your church, don’t forget there’s a whole “brand Book” (the Bible) that outlines what goals to set and how to evaluate the results. Here are just a few you should keep in mind:
Some churches may be tempted to lose their identities, quickly selling them for a couple hundred people on Sunday morning or a couple thousand more “likes” on Facebook pages. We must align ourselves with the brand Book: are we within the God-sent guidelines? Are we doing this the way we know, or by imitating other successful brands?
All church marketing strategies applied without guidance from Scripture undermine the kingdom of God by causing Christians to alter their identities. The end result may easily create a false image of who God is and what church means. Marketing, in itself, is not evil. The question that a thoughtful Christian must ask, and ask often, should be, “Is Jesus the focus of it all?”
Image by Eric Lassiter, Discover Los Angeles, via Flickr.
For as low as $5/month, you’ll get access to free offerings from creators and authors we love, exclusive access to our member’s only forum, and exclusive content and podcasts — and you’ll help ensure that CAPC keeps getting better and better.