When was the last time you spoke to a customer? Or let me rephrase that: when was the last time you listened to a customer?
Everyone knows you have to listen to your customers.
Practically the entire business of marketing revolves around customer insight.
The logic is simple: if we can understand them more clearly, then we can better connect with and serve them, with timely, relevant, useful and helpful information.
I love to use the word meaningful content, and so meaningful content is what is needed to connect with them.
Marketers are fooling themselves
Tell me honestly: when was the last time you really listened to customers?
I am not talking about a customer satisfaction survey, a net promoter score, a market research report. Not even a focus group session or formal ITIL “voice of the customer programs”. Read more
Successful organizations take on a content strategy as a centrepiece of their activities. It’s not an add-on. It’s strategic. Getting buy-in from the organization can be difficult, but doable. More difficult is getting people motivated to build that strategic content.
How do you get an organization to take on content as a strategic part of the business? Here are 5 key tactics that help building a culture of content.
How do you create a culture of content creation and education, internally and externally?
1. Find out what your colleagues care about?
When people do their job well, they get praised. Or get a raise. Or get promoted.
That’s what drives people.
A great way to make content creation a company wide activity is to embed it into what they care about.
- Service engineers care about solving a customers’ problem
- Project managers care about delivering a project on time, within budget, above customer expectations
- Training managers care about good feedback from trainees
- Customer support care about how they excelled in helping customers
Find out what makes these people ‘tick’, and let them write it down. Let them know that you expect this from them. Help them in “airing” their personal success stories, insights and helpful stories. And if they do, praise them in public. Read more
Everybody knows you should be listening to your customers. Give them what they want, right?
And we all think we are doing that: because we have sales guys in the field talking to customers. Because we have marketing people doing desk research, going to conferences, having discussions with customers and what not. And the management team is having important meetings with key customers, and key staff that are knowledgeable.
They know what your customers want, isn’t it?
And then what happens? We all jump into product brainstorm sessions, in which you have lots of people venting their opinions about what customers want. We use the input from sales, marketing and the management team to influence the product or service we want to create.
In the end, this is what you get: Read more
What would happen if your business ran out of viable customers? What if the pipeline of new blood permanently dried up?
The continuous rotation of campaign taglines, creative messages, and clutter-busting noise helps to keep a baseline level of acquisition activity. OK.
And somehow along the customer life cycle, we loose them. They churn, churn, churn.
I think the starting point of doing business should be:
NO LEVEL OF CHURN IS ACCEPTABLE.
The cost of acquiring new customers
Companies today are using advertising, promotions and lead generation campaigns to attract new customers. All these tactics take a big chunck out of your marketing budget. I’m not going to repeat that acquiring new customers is more expensive, we all know that.
So we use these tactics to attract new customers, because we know they work.
The problem with these tactics is that they are not working anymore, or not working as good anymore as they used to do:
- 86% of TV viewers admit to skipping advertisements.
- 44% of direct marketing doesn’t get opened anymore.
- 99,9% of on-line advertising is not clicked upon.
Additionally, sometimes your budgets are cut because of a multitude of reasons, giving you even less arm-length to reach our to buyers.
Why do companies churn?
Usually companies switch because of the following reasons: