Want to Sell More to Customers? Try Surveys

Last week, FEI marketing whiz Marka showed savvy salesperson Zoot how to calculate the effectiveness of FEI’s customer loyalty program. This week, Marka talks about another way that FEI can gain more share-of-customer—customer survey outreach. Remember, fire = print.

Zoot and Marka had just finished a delicious midday snack at Grapeleaf Yogurt in the nearby Pallas Mall. As Zoot wiped a gummy bear off his lip, a Grapeleaf employee set two customer surveys down on their table.

“Thanks for coming in today! We’d appreciate if you could take just a minute to let us know how we did,” she said with a smile.

Once the employee had left, Zoot raised a hairy eyebrow. “This is good stuff. It may be simple, but this survey makes me feel like Grapeleaf really does care about improving my customer experience.”

“Sound like something FEI could do?” Marka asked.

“Hmm…” Zoot pretended to be deep in thought. “Yeah, I think so.”

“Customer surveys can provide us with key insights about what we’re doing right,” Marka said. “They can also give us actionable data about what—and how—we can improve.”

“Surveys are proactive,” Marka continued. “They show customers we’re not just resting on our laurels. Many times, a company doesn’t know anything’s wrong with a customer relationship until that customer leaves. And most of the time, whatever was wrong could’ve been easily corrected. Customer surveys will help us identify our weak points and improve them—before it’s too late.”

“I’m concerned these surveys might have a response bias,” Zoot said. “Customers who want to take a survey generally fall into two camps: those who love us and those who have a serious gripe. Won’t this yield skewed results?”

“That’s a good point, Zoot,” Marka acknowledged. “Consider what Grapeleaf just did. You like froyo, but I wouldn’t call you a rabid fan. If they hadn’t shoved that survey under your nose, you probably wouldn’t have bothered with it. But you did.”

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T.J. is team leader of Grow Sales, Inc., a marketing and social media services company operating at the intersection of compelling content, clear vision and quality communication practices. In this blog, fire is a metaphor for print. Hang on, this ride will be weird...Prometheus crept into Mt. Olympus, stole fire, returned to the lowlands, ran from house to house distributing it, got caught, was chained to a rock, lost his liver to a huge ugly bird and was rescued by Hercules. Leveraging his fame, Prometheus started Fire Enterprises Inc.  (FEI). Since fire was the hottest technology of the time, company success came fast and furious. Two generations later, fire isn't such an easy sale. Now led by Prometheus' grandson Org, FEI's growth is non-existent, competitors are pounding and prices are in the toilet.
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