Innovation - What does it mean to you?
I decided to catch up on a movie this weekend. So went to the local theatre web site, selected my seat, went ahead and entered my credit card details for payment. Under normal circumstances, this should have completed fairly quickly but, this time, it seemed to take a long time. After a nervous 5 minutes wait, got a message saying that the tickets have not been booked due to a technical failure. Within another 5 mins, I got an SMS informing me that the tickets had NOT been booked. Reasonable experience, you think?
Somehow I felt that they could have done more. They knew my mobile number (since I had registered previously) and they had the good sense to send me an SMS informing me that the ticket had NOT been booked. But according to me, they missed an opportunity to impress me even further!!! All they had to do was to get somebody from their ticketing team to give me a call and ask if I needed help to complete the transaction which was still incomplete, due to no fault of mine. This should have been such a small step for them (given that they had all the relevant information) but of huge value and importance to me. Also in this situation, they would have ensured that they have got my business.
So why am I highlighting this story? Since, I believe, this company had a huge opportunity of using technology in an innovative way to make a difference and stand out from its competitor but missed out.
Sounds familiar? Think of it. I am sure you had many such experiences where you were left unsatisfied or with a reasonable experience but nothing that makes you remember this or stand out. Why do companies continue doing this? It is not that they don’t care but just that they are not able to think from their customer’s perspective. They are more inwardly focussed – more worried about how they are internally organised and it is up to the customer to figure out how it works. Unfortunately that is not a good enough stand especially in today’s world when you have so many choices and differentiation is the key to survival!!
Another reason is that most of these processes are thought up by one group working in a silo manner and these have not been discussed or brain stormed by a diverse group. Now I could be sticking my neck out, but I will be surprised if a diverse group of people, who know the customer pretty well, have not picked this.
So you must be thinking – interesting but how do I get started? Here are my tips:
Somehow I felt that they could have done more. They knew my mobile number (since I had registered previously) and they had the good sense to send me an SMS informing me that the ticket had NOT been booked. But according to me, they missed an opportunity to impress me even further!!! All they had to do was to get somebody from their ticketing team to give me a call and ask if I needed help to complete the transaction which was still incomplete, due to no fault of mine. This should have been such a small step for them (given that they had all the relevant information) but of huge value and importance to me. Also in this situation, they would have ensured that they have got my business.
So why am I highlighting this story? Since, I believe, this company had a huge opportunity of using technology in an innovative way to make a difference and stand out from its competitor but missed out.
Sounds familiar? Think of it. I am sure you had many such experiences where you were left unsatisfied or with a reasonable experience but nothing that makes you remember this or stand out. Why do companies continue doing this? It is not that they don’t care but just that they are not able to think from their customer’s perspective. They are more inwardly focussed – more worried about how they are internally organised and it is up to the customer to figure out how it works. Unfortunately that is not a good enough stand especially in today’s world when you have so many choices and differentiation is the key to survival!!
Another reason is that most of these processes are thought up by one group working in a silo manner and these have not been discussed or brain stormed by a diverse group. Now I could be sticking my neck out, but I will be surprised if a diverse group of people, who know the customer pretty well, have not picked this.
So you must be thinking – interesting but how do I get started? Here are my tips:
- Focus on the rough edges within your site – A lot of attention should have been paid already on the successful use cases but not enough time should have been spent on the abnormal path. However these are opportunities as well and I would argue – need more attention. So they are a good place to start.
- Get inputs from the technical or account support staff – Support staff are the first people your customer contacts when they face any issue. Spend enough time with them to understand the kind of issues your customers face or report and then proactively start looking at whether that can be improved.
- Think everything from your customer perspective - It is important to keep your customer at the centre of everything that you are doing. It is only when you live and breathe like your customer that you can get the experience right. So focus on it and don’t compromise.
Madhu
(http://innovatetogether.blogspot.com)
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