KENNESAW, Ga. | Mar 5, 2025

Christy Renee Stehle, IMC Strategies

It's no secret our world is changing rapidly. We are in a season—maybe even an era—of intense disruption. As someone who graduated college during the Great Recession and couldn't even find UNPAID work, I know this to be true: with every disruption comes great opportunity.

In this disruption, consumers are demanding a beautiful thing—a deeper connection. Family businesses are uniquely positioned to create these connections, even in digital spaces, by leaning into their legacy stories. These stories help consumers bond with your brand and connect with your culture.

And in today’s era of low visibility, high turnover, and skyrocketing marketing costs, your most sustainable advantage is a story-driven culture—one that transforms customers and employees alike into “walking billboards” or organic brand advocates. This is where family businesses have the advantage.

However, when multiple stakeholders are involved, brand communication can easily become a game of telephone. Everyone thinks they’re having the same conversation when they’re actually not. Think of it this way: when your messaging is scattered, your ideal customers struggle to understand how or why they should engage with you.

Even brands that believe they have a defined voice usually have room for improvement. More often than not, the brand guidelines I see are little more than Copywriting 101. “Be concise” is good advice, but it's not a unique characteristic that evokes emotion in your target audience.

So the trick becomes learning to weave legacy stories into brand messaging—sometimes in as little as one sentence—with a voice as distinct as a great book or movie character. This can be a tall order for a solo marketer, and with larger teams, maintaining consistently can feel chaotic and out of reach.

With the right brand storytelling framework, even your least experienced team member can communicate in a way that pulls people in, builds trust quickly, and nurtures emotional connection. In short, they’re able to communicate with the same heart and essence as the founder of the family business.

As a family business leader, you have a unique advantage when it comes to authenticity. Unlike large corporations, your business is built on deep-rooted history, personal stories, and a strong sense of purpose—elements that, when woven into your marketing, create a compelling narrative that resonates with customers seeking transparency and connection.

To build an authentic marketing strategy, focus on these three key areas:

1. Share Your Story with Intention: Your business has a story that sets it apart—one that reflects your journey, values, and purpose. Customers connect with real, relatable experiences, so highlight the moments that define your business. Did your company start at a family dinner table or in a small workshop? Has your team overcome challenges that shaped your values? Thoughtfully sharing these details fosters trust and emotional connection.
2. Stay True to Your Values Amid Trends: While marketing trends evolve, your core values should remain the foundation of your brand. Customers appreciate businesses that stand for something beyond their products. Whether it’s a commitment to craftsmanship, exceptional service, or community involvement, these principles should guide every marketing effort. Trends can enhance your strategy, but they should never overshadow what makes your business unique.
3. Engage with Your Community Authentically: Authenticity isn’t just about what you say—it’s about how you interact. Whether through social media, local events, or direct customer conversations, you have the opportunity to build lasting relationships by being accessible and responsive. Engage with your audience, share behind-the-scenes moments, and invite customers into your story.

By embracing and showcasing your authentic story, you can build deeper connections, strengthen customer loyalty, and stand out in a crowded marketplace. Authenticity isn’t just a marketing tactic—it’s the foundation for meaningful, long-term relationships.

Want to learn more? Authenticity in Marketing

As a leader of a family business, you’ve likely seen younger generations beginning to shape the future of your company. The oldest members of Gen Z are approaching 30, with many already stepping into leadership roles or influencing key business decisions.

Raised in a digital world, this generation brings fresh perspectives on marketing, using social media, influencer culture, and technology to build brand relevance while respecting your family’s legacy.

Gen Z is reshaping family business marketing in multiple ways:

1. Embracing Digital-First Marketing Without Sacrificing Tradition: Gen Z is used to a digital world, where short-form videos, interactive content, and social media engagement are paramount. However, this doesn’t mean they’re discarding the family legacy. Instead, they use digital tools to ensure the family story resonates with the next generation of customers. Platforms like TikTok and Instagram Reels offer new ways to share your business’s history, values, and personality, all while remaining rooted in your family’s unique traditions and long-standing commitments.
2. Prioritizing Purpose-Driven Branding with a Fresh Perspective: Gen Z has grown up with a heightened awareness of social and environmental issues. They expect brands to take a stand on matters that align with their values. In your family business, this generation can amplify your commitment to sustainability, ethical sourcing, or community involvement. Rather than removing the legacy of the family, they help ensure it reflects today’s values, strengthening your brand’s relevance to younger generations without losing sight of what makes your business special.
3. Encouraging Real-Time, Authentic Engagement: Gen Z wants to connect with brands in meaningful ways and engage in conversations that feel real and personal. As a family business leader, you can empower younger generations to lead this engagement by sharing behind-the-scenes content, responding to customer feedback, and showcasing your family’s continued commitment to quality and service. This allows the next generation to actively contribute to marketing while staying true to your business’s roots.

By embracing the contributions of Gen Z, you can ensure your family business evolves in a way that honors the legacy of previous generations while remaining relevant to future ones. Gen Z brings the tools and mindset to help your family business connect with the next generation of customers without losing sight of the values that made your company great in the first place.

Want to learn more? Understanding the Value (and Values) of Gen Z