Surveys can be dangerous if used wrong, but can be super-powerful if used correctly!
Whether it’s the Net Promoter System to gauge customer satisfaction, doing pre-launch customer development work for your startup, or one of the myriad methods we use to interact with and learn from our customers, prospects, and other people, surveys are by far the easiest to implement and most effective feedback mechanism at scale.
The problem with surveys, aside from all the ways that people generally mess them up (too many questions, leading the witness, not specific enough, poorly targeting / segmenting the audience, etc.), is that the underlying psychology of surveys is rarely taken into consideration.
Now I’ve said before that I’m not a big city psychologist, but I spend a lot of time studying psychology and human behavior as I try to figure out why people do what they do and also how to get them to do what I want them to do.
And some of that studying led me to realize that many of the behaviors we employ around surveys – especially in the Customer Success world with the use of NPS surveys – can have a very negative impact that does the exact opposite of what we’re trying to do.
In this article I explore how we use surveys and suffer the often-unintended consequences.
Continue reading "Customer Psychology and the Wasted Power of Surveys"
Most people didn’t notice last month when a 35-person company in San Francisco called HoneyBook announced a $22 million Series B. What was unusual about the deal is that nearly all the best-known Silicon Valley VCs competed for it. That’s because HoneyBook is a prime example of an important new category of digital company that combines the best elements of networks like Facebook… Read More
The music business is about to undergo another seismic shift. And Apple’s streaming service is the tsunami that will force the industry to rebuild. Again. It was around 2005 when I joined Warner Bros. Records as their new head of technology. I was the 20-something-year-old kid who was supposed to have every answer about all things digital. Read More
I’m not a psychologist, but I play one every day as I try to figure out why people (users, customers, visitors, etc.) do what they do… and how to get them to do more of what I want them to do.
I spend a lot more time reading books about – and otherwise studying – human psychology and the way our brains operate, than I do on specific marketing techniques, growth hacks, or the latest viral sensation.
Those things are fleeting, but the way our brain works is much slower to change.
One of the people I’ve learned the most from when it comes to human behavior is Dr. Robert Cialdini, starting with his game changing book Influence. He and others from his Influence at Work group have released other books that provided real-world examples of how to leverage the principles of Influence – or avoid them – but Influence is still my go-to resource.
Dr. Cialdini has posited that there are six principles of persuasion – Reciprocation, Liking, Consensus, Authority, Consistency, and Scarcity – each of which has the power to elicit certain behaviors (simply due to how our brains work) in those at whom the principle is focused.
In this article I want to explore the Principle of Consensus, otherwise known in marketing as “Social Proof” and in Customer Success as “Advocacy.”
Continue reading "How Social Proof Actually Works in Marketing"
French startup studio eFounders just raised $6 million from Fotolia co-founder Oleg Tscheltzoff to build its next batch of software-as-a-service startups. So far, eFounders is behind five startups that are now independent — Mailjet, Textmaster, Mention, Front and Aircall. Pressking has been sold, and two startups are in the works — Illustrio and Tipi. With today’s funding… Read More
After getting a demo of their new product from their Chief Data Officer (Luke Deka) while I was in Poland, I was excited to catch-up with Greg Pietruszynski, CEO of Growbots, when I got back to San Francisco.
We talked about lots of different topics, but the post that my friend Steli Efti from close.io shared a while back – 4 Sales Mistakes That Lead To High SaaS Churn – came up.
Greg said the post was a brilliant summary of tactics that can help you focus on the right customer segments and therefore decrease long-term customer churn.
But then he said something that I thought would make a great post… it’s one thing to know who to sell to; it’s quite another to actually make the sale.
It’s yet a another to make the sale with Customer Success in mind.
Luckily, Greg agreed that this topic would make a great post.
I have a few things to say in the After Word about how churn hurts your Total Addressable Market, but until then, take it away Greg.
Continue reading "Customer Success Starts at Sales Done Right"
Whenever many large technology have a new feature they want to test, they roll it out to a small set of users before letting it go live. That those companies get feedback on the feature and iron out any bugs, and also roll back the changes quickly if anything is wrong or if the users don’t like it. But that requires teams of people to maintain those tools, and smaller startups… Read More