Thoughts on Business, Marketing and Social Media

While attempting to create a new Facebook page just now I spotted the new design and what Facebook calls “Community Page”. Though it makes great sense to have a category called community page for there wasn’t a category for non brands/businesses/celebrities and it required a lot of thinking and guess work to fit your community page (eating, drinking, playing) into game, leisure and what not.

However what’s intriguing is the statement mentioned right below the Community Page:

Generate support for your favourite cause or topic by creating a Community Page. If it becomes popular(attracting thousands of fans), it will be adopted and maintained by the Facebook community.

Any idea what the last line there means?

I’ve been following the work of Hugh Macleod for quite some time now. He’s not only a great cartoonist but a lot more.

Here’s today Cartoon from the Gaping Void newsletter(Subscribe), hope you too will like it

You might also want to checkout Hugh’s new book: Ignore everybody

Customer Service would easily be one of the most oft used(and abused) words in Business. For some people, customer service means giving their customers the kind of experience they would like to get (as a customer) but for others(majority?) it’s a mere formality, a lip service that you have to offer just for the sake of it.

While customer service in itself is a big subject comprising numerous things including principles,  processes and much more, there’s a particular thing that I feel is amiss especially when it comes to online businesses, i.e. Personal Touch.

Personal Touch in customer service for online businesses is according to me a great value add given the fact that unlike offline businesses the customers are not talking to a company rep face to face or they can’t talk at length(or decide to wait in the company’s office) till their issue gets resolved. In fact Customer Service, especially over email, which is the most prominent way of offering Customer Service/Support is by design(asynchronous) a customer-unfriendly method. Given the fact that instead of talking to someone in person or over phone you are literally talking to a computer and unless the guys at other end make some real effort to add some personal elements things are bound to not be smooth.Adding Personal Touch to any non-verbal communication not only helps build credibility/trust but also ensures smooth resolution of any issues that a customer might have.

Over the last few months I’ve run into(online) customer service reps of various services including E-commerce and Mobile operators and almost NONE of them have what one can say Personal Touch in their customer service. As expected, almost all of them just work on a few standard templates which their customer service reps copy and paste. What further intrigues me is the fact that contrary to being Personal some of these online businesses try to be the opposite i.e. being as impersonal as they can be.

While this reply

is still acceptable, these ones

are completely unacceptable.
I completely fail to understand what is the ingenious thought behind hiding the identity of the person who is responding to these emails. Could it be the CEO/CTO/CFO himself?

Not only is the case of missing identity a big barrier in building any sort of rapport with the business it also complicates things as the customer never gets to know who was the person whom they last spoke to(over mail), who are they talking to now and how much do they already know about their issue.

It’s not Rocket Science that small things like how your customer service team addresses their customers (Dear Customer Vs Dear Mr Dhingra), the tone/format in which they talk or type emails(Pre-decided formats or customized replies), how they sign off their emails(Customer Service, XYZ.com or Shantanu, Post Sales Support, XYZ.com, Email:-, Ph:-) matter a lot. They especially matter a lot when you are an online business and even more so when you are just starting up.  BTW Dell India is an exception in this regard(at least)

Isn’t it great to actually see the “Full Name”(unlike just the first name) of the person who just mailed you back?
Isn’t it re-assuring to know that you also have their professional email id, telephone number and even extension in their email signature?

Besides other things, businesses should realize that by adding “Personal Touch” in their customer service, not only can they solve customer vows more quickly and efficiently, they can expect to get more/repeat business from them.

So having said all that, does your Customer Service have enough Personal Touch?

About a couple weeks back I happened to come to know about Mr Bala Balachandran from a friend of mine who also shared with me the printouts of an article titled “I firmly believe that all customers are not equal” that  appeared in Business Standard on 24th December 2002(couldn’t manage to find a link). It’s not often that one comes across this much business wisdom in a 4 page printout.

After giving that article a re-read yesterday, I searched a bit on Mr Bala Balachandran and amongst other things I stumbled upon this series of fantastic videos on everything from Cost Management to Customer Astonishment. This would by far be the best material on business I’ve come across in 2010 and the fact that these gems are hidden from the world is reflected in the fact that these videos had been viewed 2-5 times at max. It’s only now after repeated views from me that these numbers have jumped up . Also, Balachandran not only shares his business wisdom, he does so in a nice and funny manner. At 72, he has contagious energy and passion.

Only if someone could stitch these  small 2-3 minute videos together would they make into an amazing video.

With more and more people from India jumping the Social Media bandwagon, local brands are not standing on the edges anymore and have slowly started to test the Social Media waters. Reliance  Mutual Fund seems to be a new kid on the block. I happened to get the following mail from them yesterday

“Accept Button”?
Curious, I tried to check out what they had to offer and here’s what how things stand. The link takes you to their MF site that has the same icons in the tiniest size possible in the most invisible place possible

And here’s what you get when you click the icons

Facebook:

Twitter:

Orkut:

These screenshots pretty much tell the Social Media story for Reliance MF, which is so typical for most companies that are trying to be there but are no where near the optimum experience. It will take them some time and effort to understand there’s more to Social Media than reposting links and hopefully they’ll get hang of things before they run into a Nestle Like crisis

A couple days back the food giant Nestle(after being targeted by Greenpeace) stepped on the wrong side of Social Media by posting rude and insensitive status updates and comments on their Facebook page. As expected, updates like this

and comments like this

did not go down well with their existing fans and those who checked the page because of the brouhaha. Therefore, Nestle suddenly found itself in middle of another debacle courtesy inappropriate management of their Facebook page. The person handling their Facebook page obviously had no idea (nor does he/she have any now) of the blunder he/she committed.

Now that the mistakes have been made and realized, what next? I’ve read as much as ten posts by Indian and International bloggers/social media whatevers essentially either link blogging what others are saying or making the most obvious and superficial suggestions how the tone of the messages should not have been rude etc. Interestingly none of them offered a direction if not a solution of what can a brand do if it happens to run into a situation like this.
Possibly, it’s because none of those who wrote about the Nestle Crisis have ever managed a single Fan page by themselves.

Keeping that aside here’s a quick list of things that I would have done had I been in charge of the Fan page
( I have intentionally limited the scope of discussion to Facebook Fan Page and Off course I don’t expect everyone to agree with my method)

1) Admit you have made mistake(s):
One of the best ways to start your firefighting plan is by acknowledging your mistake and maybe promising that it won’t happen in future. A big brand admitting they did something wrong and apologizing gives everyone the signal that the brand is conscious of what it is doing and sets the expectation right. Also, most aggressive critics and fans turned critics an ego boost from this.

2) Remove offensive content:
Yes, remove the content that offended people. Irrespective of what others feel I am a strongly believer that you should remove offensive content to avoid it offending even more people. An offensive status message will keep getting more eyeballs with time and it’s best to take it out of the loop.

3) Change the Landing Tab:

This is what one gets if they go to the Nestle Facebook page

The deal here is that it shows you the same things irrespective of the fact whether you are a fan or not. This landing page could temporarily be changed to some other tab, say info.

Facebook Default Landing Tab settings.

4)Turn of “Auto expand” comments:

Slightly below the default landing tab drop down is another option that let’s you configure if the comments

on a status will be expanded by default(with top few comments listed) or will they just show up as *x comments*, only on clicking which one can see the comments. The idea here is to reduce the visibility of negative content so as to reduce others doing the same thing.

These are just a few things that can possibly be done to control the situation from flaring further and in case things go really out of hand temporarily stop fans from posting comments to your page all-together.

All the points mentioned above are just for firefighting a Nestle like crisis on Facebook and are obviously not the perfect solution. Some people for example might have issues with removing the offensive content or making it less/easily visible but then a temporary fix needs to be done to avoid things from spilling over. Also, once the basic firefighting is taken care of the brand must get back to doing the right things and work its way out of the Crisis.

This is a classic dilemma that many entrepreneurs(especially the offline one’s) are likely to run into. Customers as we all know come in all shapes and sizes(and mindsets). While there will be some customers who will talk nicely to you and your employees, pay their bills on time and offer you a piece of advice or feedback whenever needed, there’s also a bunch of customers that’ll act as if they are doing you a big favor by using your product or services, they’ll negotiate endlessly on the price and keep getting into endless debates about the most minute(and irrelevant) issues possible.

As an entrepreneur and consultant both I too have run into the thought of segmenting customers into good,bad and ugly but I am not completely convinced if that’s such a good idea. I mean on one hand there’s a thought of optimizing the whole thing for a better ROI on other hand there’s this idealistic thought that customers/clients should be treated fairly and equally irrespective of their spending powers and other behaviors. I for sure would like to get a fair/equal treatment in all the products and services that I use irrespective of the segment I belong to.
If you are committed to offering a delightful customer service the non-segmentation of your customers is highly likely to come in your way. As pointed by Seth Godin here

If you’re going to be obsessed with delighting customers, it’s a lot more efficient to focus on customers that are able to be delighted.

A case in point being if a particular bunch of customers is impossible or way too difficult to delight/please why waste your resources on them when you could focus ‘em on some other set of customers that are more likely to be delighted by what you are offering?

A few things I could think of that one needs to keep in mind if such a situation arises are

1. Is the customer bad or your offering?
   A situation like this can also be a opportunity to give your offering another in-depth look. Maybe the customer is right and there’s indeed a scope for offering a better solution at the same or reduced price or maybe the customer service offered isn’t up to the mark. So before branding a customer as a bad apple, give a second thought to their feedback and see if there’s a genuine problem there.
2. How would it affect the Word of Mouth?
   While not giving the same time, attention etc to a not so good customer might be a good utilization for your resources it might have a spill over effect. In cases like these it is also pragmatic to ensure that your segmented behaviour will not spiral into a bad WOM loop. To avoid that ensure that this bunch/segment are not influencers/thought leaders or highly connected individuals from your target segment. For ex: If you are targeting a product or service aimed at doctors and for some reason you decide to segment them, try to ensure that your segmentation policy will not spill over to other doctors and doctors as a community tend to be highly connected to each other
3. Customer Segmentation != Spending power segmentation
   While you’ll find plenty of real life instances in which retailers/suppliers and many more tend to treat customers with high spending powers differently, it’s not the most wise thing to do. When I started this discussion though I included “paying bills on time”  and negotiation I never mentioned spending power as the deciding factor. I strongly feel segmenting your customers based on just their spending power isn’t such a good idea
4. Do not do unto others as you would expect they should do unto you
   One should always keep “The Golden Rule” in mind before taking any call on customer segmentation. This will most certainly save you from some bad decisions

What do you think about treating different customers differently?

A while back I happened to share with a dear friend a small mistake I made and as expected I wasn’t particularly happy about it. It was then that he succinctly told me

Mayank, when you are doing something new/different you incur a “cost of learning”

If you think about it, it’s indeed true. When you start doing something new or different be it a business or some other activity, you make mistakes in form of bad investment, incompatible partners, unreliable suppliers, wrong decisions and more. So if you happen to make a mistake in something new that you are doing, don’t feel bad and simply think of it as a “Cost of Learning”, but having said that, always try to keep your “Cost of Learning” to the minimum

About 8 months ago I complied a presentation containing best tweets from Social Gaming Summit 2009 which got a good response and appreciation so I thought of doing the same for #smallbizsummit.

Here’s a crowdsourced summary(in form of tweets) of the 5th Annual Small Business Summit 2010 held at NYC on 16th March. Hope you like it

Here’s the presentation from a talk I gave yesterday at Startup Saturday Kolkata. The talk was around the blog post ‘Why Web Startups Need To Think small‘ I wrote a few days back.

It was great interacting with the attendees most of them are already working on their startups. If you happened to attend the talk, please drop a comment here.