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Thursday, January 17, 2019

Advantage of Talking to Customers Directly

Related to a number of  projects we did, including having customers do tours of our retail lab store with our CEO.   Now a project is looking at how to automate parts of consumer survey interaction.

Customers Surveys Are No Substitute for Actually Talking to Customers  By Graham Kenny in the HBR

’ll never forget the questionnaire handed to me midway through a flight from Los Angeles to Sydney. It was massive. Page after page of detailed tick-the-box or circle-the-response questions – it seemed to me it would take the full 13-hour flight to complete. I started, but it was too much work and I abandoned it halfway through. I thought to myself: does management really believe they get valid and reliable data from these surveys?

For many organizations, surveys like this qualify as “talking to the customer.” They’re ubiquitous – appearing in hotel rooms, after online purchases and in hospital emergency departments. But do they really qualify as customer consultation? Or are they a symptom of an isolated management just putting on a show of interest? What can be done instead?

The obvious answer is to talk with customers directly. But executives are often put off by the idea of interviewing customers individually, believing that it involves many hours and massive expense. Instead they get together in a group and guess what the customer — or any stakeholder — wants, with only the flimsy, half-hearted responses of customer surveys to guide them. It usually results in the wrong answers and the wrong strategies. ... "

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