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A DAY IN THE LIFE OF A SALESMAN / WOMAN
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There Is NO Social Customer
1.
There is NO
Social Customer © SOCIALEARNING |
2.
The Social Web
is here to stay © Brian Solis 2010 © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 2
3.
But it is
still in its infancy © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 3
4.
Rules and findings
are mainly emergent Source Edelman trustbarometer 2011 © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 4
5.
But what is
The Social Web ? © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 5
6.
The Social Web
is a new channel for extending existing conversations © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 6
7.
An extra set
of tools used by individuals © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 7
8.
People are Social ©
SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 8
9.
Incidentally, they are
also customers © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 9
10.
They use companies’
products and services… © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 10
11.
For their own
purpose: They have a job-to-be-done © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 11
12.
To paraphrase Ted
Levitt: they don’t want a drill, they want a picture to be hanged © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 12
13.
Companies are trying
to understand customers’ job FIRM CO ONLINE CON ICES TRAN NCLU CONVERSATIONS CHO SAC DE TIO WEB N MEDIA SHOP VIC R AD THE ES GA SHOP RETURN LOYALTY AWARENESS COLLABORATIVE PROGRAMS LEARNING COMMUNITIES REJECTION CUSTOMER SERVICE NEW OFFERS ADVANCED MONITORING E AL CO ERN ONLINE RESEARCH SOCIAL V IC T / S ME CONVERSATIONS NS AT OPEN FOCUS GROUPS CUSTOMER ER E SU ID INNOVATION SERVICE IV R SURVEYS N ES CO UCT D P RO IDEATION © Socialearning 2011 © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 13
14.
The Social Web
provide them with new tools to gather more and better feedback… FIRM CO ONLINE CON ICES TRAN NCLU CONVERSATIONS CHO SAC DE TIO WEB N MEDIA SHOP VIC R AD THE ES GA SHOP RETURN LOYALTY AWARENESS COLLABORATIVE PROGRAMS LEARNING COMMUNITIES REJECTION CUSTOMER SERVICE NEW OFFERS ADVANCED MONITORING E AL CO ERN ONLINE RESEARCH SOCIAL V IC T / S ME CONVERSATIONS NS AT OPEN FOCUS GROUPS CUSTOMER ER E SU ID INNOVATION SERVICE IV R SURVEYS N ES CO UCT D P RO IDEATION © Socialearning 2011 © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 14
15.
… to better
understand their customers’ needs and expectations © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 15
16.
Please take note:
There is Social Customer no © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 16
17.
Customers didn’t change ©
SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 17
18.
The tools they
use have changed © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 18
19.
So have changed
tools companies can use © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 19
20.
Do not mistake
the means end for the © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 20
21.
Let us move
‘engaging customers’ beyond PR stuff … © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 21
22.
… since this
doesn’t enhance your core business © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 22
23.
You need to
understand ‘social’ at a deeper level © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 23
24.
You need to
embrace emergence and seize the added opportunity ‘social’ offers © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 24
25.
And use it
to your own advantage ‘Social CRM is the company’s response to customer’s control of the conversation’ Paul Greenberg © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 25
26.
What should be
the Next step ? © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 26
27.
Focus on the
right effort, using the right tools FIRM CO ONLINE CON ICES TRAN NCLU CONVERSATIONS CHO SAC DE TIO WEB N MEDIA SHOP VIC R AD THE ES GA SHOP RETURN LOYALTY AWARENESS COLLABORATIVE PROGRAMS LEARNING COMMUNITIES REJECTION CUSTOMER SERVICE NEW OFFERS ADVANCED MONITORING E AL CO ERN ONLINE RESEARCH SOCIAL V IC T / S ME CONVERSATIONS NS AT OPEN FOCUS GROUPS CUSTOMER ER E SU ID INNOVATION SERVICE IV R SURVEYS N ES CO UCT D P RO IDEATION © Socialearning 2011 © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 27
28.
Advanced monitoring
ADVANCED MONITORING Listen to conversations, interact, gain operational knowledge: § What are our clients (and those who aren’t) saying about our products and services? § What are their needs and expectations? § Which trends are emerging through conversations? © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 28
29.
Collaborative learning
COLLABORATIVE LEARNING Leverage internal dynamics to help to resolve shortcomings in organizational training and information flows: § How may we foster and value informal knowledge? § How can we accelerate the diffusion of insights gathered from customers’ interactions? § How can we address the necessity to integrate knowledge acquisition into workflows? © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 29
30.
Open innovation
OPEN INNOVATION Involving customers in the creation of new products and services: § How can we better help customers to get their job done? § How can we foster internal innovation, as most innovation factors and actors reside outside the company? § How can we step from a transaction-dominant logic to a service-dominant logic, and integrate value-in-use in the creation of new products and services? © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 30
31.
The new business
equation: Company + Customers + Social = Value © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 31
32.
Thierry de Baillon
tdebaillon@socialearning.fr @tdebaillon Socialearning http://www.socialearning.fr © SOCIALEARNING | THERE IS NO SOCIAL CUSTOMER 32
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