Creating a successful business involves three steps:
- Create a product that people may want to use.
- Find people that may want to use it.
- Convince them to start using it.
If you live in a tribe, you pretty much know everyone who lives there. So #2 is not an issue for you. You already know everyone who could possibly want to use your product. And if this number is too low, you wouldn’t build the product to begin with. Thus tribal advertising is all about #3.
But once you have access to a bigger audience, such as the one that the internet provides, #2 starts playing an important role and might even share a huge percentage of #3’s responsibilities. If you have modest goals—for example, if you just want to find 1,000 true fans—it’s probably mainly about doing #2 right. If you have a decent product, what are the chances that out of a population of a billion, not even 1000 want to buy it?
Interestingly, advertising is not just about building businesses. Building a career, making friends, and dating, all depend on how well you advertise yourself, and the process can once again be broken down into three steps:
- Work on yourself to make yourself awesome.
- Find people who may think you are awesome.
- Convince them that you are awesome.
The definition of awesome will depend on the context. Once again, the internet might be responsible for a gradual shift from #3 to #2. If you live in a tribe, then becoming the cool person of the tribe will mostly involve moulding yourself to fit into the social customs dictated by the tribe. But with access to a much bigger audience, it may be possible to become a celebrity by aggressively looking for people who already value the qualities you have.