Stefan Drew - The Marketing Magician

FE, Education & Business Marketing: Quick, Effective, Low Cost Marketing

Stefan Drew - The Marketing Magician
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Category: Customer Care

What Can Bots Do? Can Bots Undertake Complex Work?

People Wonder What Bots Can Do. So I Had My Bot Make You a Video

 

I also recommend bots for undertaking routine, mundane admin tasks because they bore people which leads to mistakes, and cost a lot of time and money.

A bot can save you time and money .. and the stress .. and are usually really low cost to set up and run. 

The video below was made by a bot. 

 

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Are You Doing Better Than Selling The Sizzle?

Sell the sizzle 

Sell the Sizzle?

There is more to selling the sizzle than many appreciate

For years we’ve been told to sell the sizzle and not the sausage. In other words we should be selling benefits and not features.

But I don’t think that many of us understand benefits in terms of the customer. We tend to understand customer benefit on our own terms, and rarely look at it from a customer point of view.

So for example we will say our product product or service offers the following benefits.

Rapid turnaround, OR 30% more capacity OR perhaps increased reliability.

What about our customers’ customer?

But the reality is that in customer terms these mean very little. 30% more capacity than what, how much more reliable and how much faster is turnaround? More to the point, what impact will this have on our customer. What impact will that have on their business and more importantly on their customers?

When we talk about increased capacity and increased reliability we need to think about this in terms of, for example, reducing  down time by minimum of, say 20%, which translates into a 25% cost reduction for their customers.

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Surveys That Fail AND Annoy Your Customers

Put yourself in your customer’s place  

They have been on your website and had a bad experience.  Then a survey asking “how was it for you” pops up. Your customer really wants to tell you ….. they are ready to point out your failings.  So they try the survey and it annoys them even more because it is badly designed.

Of course not all customers are grumpy and want to complain.  Some have a good website experience and take the survey.  But if the survey is poor they also end up being annoyed.

 

In a situation like this we’ve managed to annoy both the unhappy customer and the one that wanted to praise us.  We now have two annoyed customers not one.

But why did this happen? Our intentions were good.

 

HMRC Survey 

Well look at the survey I came across this morning on the HMRC site.

Few of us like paying tax so I bet most take the survey to complain.  And when you look at this survey you can see why they will be very annoyed with it.

 

The survey asks “How fully was your query resolved” and provides a scale of 1-5. That seems reasonable.

But it isn’t because there is no indication if the scale is 1=good or 1=bad.   

And every other question fails to provide the scale. 

 

Some mistakes matter more than others

We all make mistakes .. I often make typos in this blog.  But they are not as important as getting a survey layout wrong.  Sure my typos will annoy people, but when someone can’t make complete a survey and make their complaint they become incensed.

 

Lessons to be learnt

So where mistakes matter most, for example where safety is involved or customers can be inconvenienced or annoyed, it pays to get everything double checked.

It might be that the checks are made internally or internally.  If internally we must empower our staff to speak their mind.  They mustn’t be afraid to make comment or even ask what seems to be a stupid question.  When I mystery shop clients or go into businesses I ask the most naive questions.  The type of question staff are often frighten to ask.  And when I ask them managers and owners are often stumped by them.

 

 

Making customers happy

A perfect example of a process that wasn’t needed, and hence annoyed, would be in a hotel recently where I eventually asked WHY?  In this hotel all guests most show their room card to get into breakfast.  That seems reasonable.

Then they have to sign a sheet before being allowed to enter the restaurant.  I asked the staff why this was necessary.  No one knew.  

So I asked why they continued to do it.  Those that answered said they had been told to do it by supervisors.  So I asked what happened to the signed sheets after breakfast and was told they were thrown away.  No one had ever questioned why it was done. 

On asking the manager why the guests had to sign he didn’t know.  Apparently his predecessor had done it this way.

I can actually see some reasons why they might have this process in place.  But they didn’t know why. 

The thing is lots of time was wasted signing these sheets and it mildly annoyed guests.

My WHY question put a stop to it.  But I shouldn’t had to ask, the managers should have stopped this unnecessary process.

 

Attention to Detail  

So think through where attention to detail will improve your customers’ experience and where it isn’t necessary.   Amend as necessary.  You will make customers happy. 

 

 

 

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Good or Bad Customer Care; It’s Your Choice … and Future

Good Customer Care is Vital and Will Be Shared Banking the money but not the customer serviceWith Many People.  Bad Customer Care is Toxic and Is Shared with Millions

 

Picture the situation where a loyal customer, with just weeks to live, contacts you and says they need to make some changes to their business arrangement with you.

Do you…..

a) Send them a letter, with an out of date phone number on it, that meant their only option was to go into a branch

or

b) Offer to visit them at home, even though this isn’t standard service, and do everything you can to help them?


The Customer Focused Answer

Congratulations if you said “B”, you are compassionate and care about your customers.

If you answered “A” yours could be the bank that my friend Mike Seddon was loyal to.

If you read my blog last week you will have heard about Mike. Mike is a personal friend, fellow masterminder and Internet marketing guru.  Mike has terminal cancer and only a few weeks to live. 

 

What About the Uncaring  Financial Institution?

Mike wanted to add his wife, Barbara, as a signatory to an account.  He had a letter back, with an out of date phone number on it, leaving him with no option but to go into a branch.

Mike can barely walk and this bank gave no option to a dying man but to go into a branch.  

Well to cut a long story short, Mike explained the situation on Facebook and thousands of people now know the name of the bank he’s calling uncaring bastards.

Of course had they gone out of their way to help him.  If they had gone that extra mile.  Then thousands of people would have praised them.

 

Customer Care is a Marketing Essential. 

Sadly this bank don’t understand this small marketing fact.

 

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