Confused People Never Join

In 2021, my wife and I moved back to our home town of Bartlesville, Oklahoma and joined the church we now call home - Hope Presbyterian Church. The church had hired a Ukrainian designer on Fiverr and got a fantastic logo design (it even won an award). But there was a problem… All they had was that logo. Their whole “brand” was limited to a gold color and a couple of webp’s. While the logo was aesthetically pleasing, it wasn’t enough to help their people “get” the mission. Each billboard, banner, and invitation card was inconsistent and time-consuming, even for the creative associate pastor. The more they tried to make their branding work in the real world, the more things got messy and out of alignment. Members with design experience were called on over and over again to come in and help “fix” designs, which always ended up being a band-aid for the real issue. What my home church went through is the result of a logo design without a true brand. They needed an easy-to-use branding toolkit with theological depth - one that would represent more than just the name of their church. A kingdom-first brand would have given their congregation ownership of the vision their leaders were casting, and would have attracted more visitors who resonated with the message they preached. And that’s why I stopped designing logos, and started developing kingdom-first brands instead.

As I’ve continued to go deeper into the branding and design industry, I’ve encountered something that is probably not just a hang-up for me, but for a lot of pastors and churches. If you do any research on marketing and branding, you’ll very quickly find lots of resources that are very focused on businesses. For example: “Speak to your ideal customer.” “Drive revenue with these marketing tips” “Create a story that makes customers keep coming back” The customer-centric, profit-driven approach can absolutely work for businesses, but for me, I’ve never felt like it applied well to the church. On one hand, you’re leading a congregation of believers who need to feel united around your vision. They need clarity, language, and visual cues that reinforce who you are as a church and where you’re going. When done well, branding can give your people something to rally around—a shared identity that goes deeper than a logo and helps every member see their role in the mission. But unlike a business, you’re not just trying to “sell” something to a customer. You’re also extending an open invitation to your community. These people are skeptics, seekers, and those who may not understand what your church is really about. For them, branding becomes a bridge. It’s the first impression that points them to Jesus Christ and communicates: This is a place for you. It signals your heart, your values, and the kind of welcome they can expect before they ever set foot inside. Where most churches struggle is trying to speak to both groups at the same time without a clear strategy. The result is confusion, inconsistency, and branding that unintentionally speaks more to insiders than outsiders… or vice versa. The approach I’ve developed in response to this problem is to make Christ the cornerstone of your brand. This seems obvious, but it’s truly countercultural when you compare it to how most agencies and designers work. I believe that a kingdom-first, vision-driven brand matters. It helps you communicate so your congregation is aligned and your community is invited, without compromise on either front.

A pastor scheduled a call with me last month to talk about a new congregation his church is planting next year. I can’t tell you the name right now, but it was a church who was running over 500 and was starting to struggle with shaping the culture and collective mission of that many people. If they didn’t get their branding and a visual identity in place before the plant, rebranding would have just gotten more expensive and difficult. They didn’t want to miss the opportunity but they lacked the confidence to rebrand with their internal team alone. Where do you start? To even begin a branding project, we needed to figure out the problem they were trying to solve. Did this church need to… REFRESH their existing brand? REPOSITION their identity under a new vision? or REACH OUT with their message? The church had just undergone a name church that was being announced later in the year. Their leaders were trying to cast a vision that was outward-focused and kingdom-minded. At first, this made me think it was a REACH OUT case, but the more I dug in, the more I realized what they actually needed was to REPOSITION. Why? Well, let’s look at their goals. The outward focus was a culture they wanted to create in their church body. While they ultimately wanted to reach out with their message (all churches should), they couldn’t do that effectively until they first grounded their church in a collective vision that included more than just their immediate membership. Their brand didn’t reflect the long term vision for the church, and it needed to visually align before both congregations could shift their focus to their region and community. Hopefully you can see how the REPOSITION approach was needed for this case. Instead of jumping in trying to scale up misaligned branding, we needed to build on their values and rework the brand identity from the ground up.

I’m an extreme sports fan, and those who know me know that I would never pass up a chance to try one. Of course, I’m no Red Bull athlete, so it usually looks like me attempting the low-stakes version of whatever the true pros are doing. One of those sports I’ve casually enjoyed since high school is rock climbing, and believe it or not, there’s a nice analogy to branding here. In bouldering (climbing lower with no ropes above a crash mat), a route or particular climb is called a boulder problem. A beginner climber like me can climb any V1 boulder problem with ease and most V2s with moderate difficulty. Some V3 problems are too challenging at my skill level, while others are doable after a few attempts. (Don’t be too impressed - the scale goes up to V17). There was this one V3 problem giving me trouble on my last visit. I kept falling over and over, until I eventually felt so fatigued and frustrated that I gave up. Why am I sharing this story? I think it’s appropriate that they’re called “problems,” because they have a solution that takes more than brute force and raw strength to solve. They take strategy. All around me were more experienced climbers who could have showed me the trick to get past my sticking point. With their expert advice, I could have probably reached my goal with only a couple of tries. Even better, I probably could have learned tips from them for other problems too. Here’s the thing: If you want the fastest way to your goal, don’t be afraid to seek guidance from someone who’s done it before.

As I’ve continued to go deeper into the branding and design industry, I’ve encountered something that is probably not just a hang-up for me, but for a lot of pastors and churches. If you do any research on marketing and branding, you’ll very quickly find lots of resources that are very focused on businesses. For example: “Speak to your ideal customer.” “Drive revenue with these marketing tips” “Create a story that makes customers keep coming back” The customer-centric, profit-driven approach can absolutely work for businesses, but for me, I’ve never felt like it applied well to the church. On one hand, you’re leading a congregation of believers who need to feel united around your vision. They need clarity, language, and visual cues that reinforce who you are as a church and where you’re going. When done well, branding can give your people something to rally around—a shared identity that goes deeper than a logo and helps every member see their role in the mission. But unlike a business, you’re not just trying to “sell” something to a customer. You’re also extending an open invitation to your community. These people are skeptics, seekers, and those who may not understand what your church is really about. For them, branding becomes a bridge. It’s the first impression that points them to Jesus Christ and communicates: This is a place for you. It signals your heart, your values, and the kind of welcome they can expect before they ever set foot inside. Where most churches struggle is trying to speak to both groups at the same time without a clear strategy. The result is confusion, inconsistency, and branding that unintentionally speaks more to insiders than outsiders… or vice versa. The approach I’ve developed in response to this problem is to make Christ the cornerstone of your brand. This seems obvious, but it’s truly countercultural when you compare it to how most agencies and designers work. I believe that a kingdom-first, vision-driven brand matters. It helps you communicate so your congregation is aligned and your community is invited, without compromise on either front.

A welcome brochure is one of the things I often find myself helping churches design, despite the fact that I never suggest or recommend it. Why don’t I encourage churches to create these? Well, because to be honest I don’t pick them up myself. If I see a stack of flyers sitting on a table when I walk in your church door for the first time, am I going to grab one? Probably not, no matter how good the design is. I’m looking for a familiar face to connect with, not a colorful piece of paper. If I want to know where to find you on Facebook I’m going to Google search it. If I’m needing to read about your beliefs, I’ll find them on your website. However… I’m a millennial. For older folks who aren’t addicted to their phones and dependent on ChatGPT/Google, a well-designed welcome brochure is often the perfect way to communicate key info and help them get familiar with your church. So it’s worth it to have a welcome brochure in some cases. The important thing to ask yourself is this: Who are you trying to reach? Is your community one that will actually engage with flyers and brochures? If not, then your efforts and money are probably better spent elsewhere.

If you’re one of many (or even a few) churches in your area, branding that stands out should be at the top of your mind. A lot of pastors feel guilty upping their branding game because of their kingdom mindset. “We don’t want to just attract people from other churches because of our aesthetic.” That’s a logical concern, but it’s wrong. People from the harvest (the lost, those who aren’t attending church) are looking at your aesthetics too. When they see a church that looks and sounds the same as every other church in the community, what do you think they’re going to do? They're going to dismiss you. But what happens if you have a logo breaks the mold of the “average” church logo? What if you choose your colors and a tone of voice don’t play it safe like everyone else? You short circuit that pattern recognition many people have for churches. In the sales world they call this a “pattern interrupt.” Violate people’s expectations in a positive way (positive is key here), and you’ll disarm them, making them open to hearing the life changing news of the gospel. I want to be very clear, I’m talking about your church branding and core communications. Here’s what I’m NOT advocating your church look like on a Sunday morning. This church looked different by removing everything that would make them look Christian and simultaneously infringed on a dozen trademarks. Don’t do that! But, here’s my final thought: You’re not being inauthentic by branding yourself as different from others. You ARE different from others. God is doing a unique thing in and through your congregation. So capitalize on that!

How do you describe and brand your church without scaring visitors away or pretending to be something you’re not? Pastors will try, and most of the time the result is something like “We’re a church for everyone.” Or in more words, “We’re a welcoming community of people who love God and want to see the gospel reach every nation.” That’s great - so is every other Protestant church! This is a mistake I see pastors making all the time with their distinctives - stop it! What church leaders are trying to communicate (most of the time) is something like “we won’t turn you away because you’re different,” or “we’re welcoming and not judgmental.” But being hospitable and welcoming are just general marks of a Christian community, not distinctives. It’s great that you can say those things about your church, but they’re not something your congregation will rally around. Those things don’t give people a sense of unique belonging or identity, because they describe every other church. When you say, “We’re a church for everyone,” what you’re actually saying is, “We don’t know who we are.” I can hear some of you thinking “But we’re just your average church. The only thing distinctive about us is our street address!” I’m not saying you should pretend to be something you’re not. And I’m also not saying that every church should be trying to put their own spin on the gospel. Here’s my point: God is uniquely using your church to reach a specific group of people who are, by definition, not “everyone.” Rather than blurring the edges of that calling to be more inclusive or not scare people away, lean into it! Be known for your distinct church identity!