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Posts Tagged ‘decision making’

Facing a tricky situation? Having a choice or confronting a delicate solution to ride…? Don’t mess with a “yes/no” issue. Why?

  • the simple “two simple choices” solution is in fact a lazy way: you won’t take the chance to really discover the subject and fade into easiness
  • the yes option means you want to see after, and won’t take time to mesure the real impact of any kind of option
  • the no option makes you a coward, who doesn’t want to take a chance to improve the whole problem
  • there’s no questioning about what you do and what you could do more and better

In fact, only many iterates with a word like “why” will lead you further frontiers. It forces you to innovate in your mindset thinking, your process design and your search for disruptive orbit-shifting innovation.

yesno-game-the-big-challenge

Can you imagine stay in a consensus, a straight line where everybody fights in a red ocean? Can you figure out how many disruptions started with a complete interrogation: resources, capabilities, know-how, following stratégies…?
Only those who face real gravity and fight against it, can imagine the next designed solutions, according to principles:

  • detect a positive inflexion point in your business and analyze it
  • always imagine solutions for extreme conditions, not business as usual
  • be in the fear, with a threaten for your business
  • try to make exception the rule for usual business
  • recovering pride: to win, to recover podium and first class matters
  • refuse the consensus or medium solutions: stuck in gravity, you’re in comfort zone that blocks your brain
  • stare at adjacency causes of your business to fuel ordinary thoughts
  • study the theorical best instead of “best possible”: push you to borderlines will confront you to unknown and survivance tips
  • transform the input-output equation to a next level

You can  find some of these elements, largelly commented and challenged in the “good to great” book by Collins here. The non questioning on deepest elements drives you to a lazy dead-end answer. And your customers worth more, if you want to keep them by your side, before they leave you.

And you, as a manager or a CEO, will you dare the complete review or will you stay in your comfort zone?

This time, I will answer “I hope no”…

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I am a customer. You are. We are. But if we sometimes have unstoppable pulse for something to buy. And if it’s possible that’s probably because we learned HOW to buy…Think it’s no sense? I mean, there’s probably a path for us to learn how to make better shopping,  You’re now wondering how we stand for this and where we come from, to consider there’s a “school for buying”, kind of “step-by-step” education with knowledge, behavior and techs.

See for example, social shopping, as it’s easier to get something valuable from anybody before buying anything, the contact and influence abilities have explosed with social web and communities. Living a valuable experience leads you to want to speak of it and share it with “friends”. But living a disaster in a shopping act, drives to danger as well. We can say that, facing these new behaviors, we get more aware of our sensibility, in a relation, standing for a buying decision. And we do, brands and professional shoppers must stand for a new way of convincing consumers.

 

 

1) for a good sale, now how to make you “bought”:

How incredible it can be, doing a good sale starts as you may be desirable, and slowly being bought “pulled” than pushed by salesmen. Customer has to get value, beyond the simple buying act and be aware of giving money to acquire use and pleasure. Increasing passion for consuming, means for a brand being in an “always-on” growing experience, that gives customers a kind of addictive lesson: clues, rewards, games, viral behaviors…all shapes of masterclass can be driven to get customers in a breathless stand. Doing so, giving you an exclusive advantage taking and keeping the attention of your potential customers to come again. Customers that may come to buy again and learn how to make a better choice, buying act and say it to lots of potential non customers. The learning process is so started, enabled and accepted, by the fact customers wait for a regular conversation (offer push, informations, promotions…). They can so share all this whole “nurturing” process with friends and closest contacts.

2) the jungle of knowledge and information:

We used to live in a “modern and urban” jungle: noises, trouble, movements, all that can scramble messages and sheer essence of information: “giving pieces of knowledge to improve awareness”. Boost of media, mobility and our addiction to information (being secured as being someone who “knows”) keeps us apart from core information in fact. I just only regret this huge amount of information troubles the ability anyone has to judge something relevant. And maybe the next goal is to “know better” than really “know more”. Web, crawlers, indexation and sort, RSS and bookmarking can help to make the real difference. Comparisons sites only adress the “how much” side of buying act, and even comments, forums or moderation can sometimes be “tricked” as well. The DNA of social shopping is an interesting side of what could help us to cope with the forest of offers we stand…or not.

3) profiling and getting clues:

Modern shopping is discovering how to be discovered. Checking footsteps of every move and buy. Being profiled to get more advantages of being a customer. Then your walk is finding clues delivering you more knowledge about what you really like, how you really live and why you are buying things you buy. Getting these clues, is according to be naked and low your defenses about curiosity, and some faces of your private life. Answering surveys, getting vouchers and use it will increase your participation and the road to your tastes. The best shop in the world will give you the following promotions after considering your full profile and buy after buy, you enhance your ability to choose more and better: an achievement in your buyer’s job…Experience is enlightning your passed path and allows you to drive better. Give a little of yourself, piece after piece…to reveal you in the light of your buyer’s profile: all you need is participate, give truth and transparency, because if so, you’ll have a bright payback. The scale of auto-learning…levelling your own experience and awareness for consuming.

4) stairway to heaven: the moment of truth:

You did go up for this intoxicating moment and like it: you ask for more. I said addictive, you know, you see?

Brands that can manage all these process softly, with an incredible experience of service, are not really intrusive, but just like your best friend…personal shopper? best trend setter? You reborn: relearning how to buy, you become more aware of promotions, messages and delight of leading the truth. Brands that treat customers well like old friends, may have loyalty and return…wallets are opening more easily to tip over on temptation. Even the marketing expenses are more valuable and relevant, as they are in fact “relation expenses” on long term relations. Imagine if you may be able to offer training sessions for all your customers…on your products and the way they MUST be used in real life for them: could we draw you back your toy?

5) the pleasure is contagious: already learned, already buzzed:

Lots of social toys have bloomed like angst…to be localized. Foursquare, Plyce, Tellmewhere, Gowalla and other Facebook places are nothing but accurate tools of modern social shopping: discovering places, check in, share view and comments (and then read others’ comments) and get some promotions on retail places (McDo, Starbucks…do this now). The chain has been designed to hold: as you progress in your expectations, you’re dying to say it, you buzz anywhere you can to be the influencer to come, the “friend everyone dreams of” for the best tip. Blooms of social platforms further, you can draw lots of audiences and become a special agent for brands (tip: for companies who missed the train, do something for us…they are supposed to be your best salesmen…). As you pay money to spread your messages and communication strategy, buzz is not really free…Being trusted by bulk means being trusty and really who you say you are: service and customer oriented. And fully personify the whole process to get the best of it.

6) raising the level of awareness: shopper’s experience educates the crowd

Building the flying wheel to breakthrough situation is now an ongoing process, that stands as a funny way to enroll people. Used to better consumption, educated so far to profiled promotions that save time and money, and targeted offers you can share, you are a better “student”, a better customer…And you want to share with others this status for you. You start to call your best friends, neighbours, parents to be a close influencer. You make them play, participate to mailing lists, subscribe them to private sales, invit them to shop with you. A kind of silent job, brands shall not ignore to care with their best outside talents. The more you attract, the more you like the game you’re in. Doing so, you learn how to be a personal consultant for best tips, good affairs and relevant sales. Your whole experience grows inside you as it spreads outside, just around you. I guess this shows you different and visible for others to come.

Now you’re ready to make your own courses, training session and buying lessons. While you’ve been targeted, focused and marketed as your own, you are able to give it back for crowd. Not that you’re ready to open a shop, because you’re best as a shopper than as a seller. Sure, you’ve been educated, you passed your exam of “advised customer”. Now you can open your wallet with serenity and take pleasure with it. And spread the word everywhere.

 

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