Customer Segmentation Needn’t Create Poor Customer Service

A popular way to segment customers is by revenue or profit generated, with “A-list” customers receiving more perks and personal service than “lower” categories. There are right and wrong ways to do this.

Doing it right means cultivating customers so they all feel appreciated, by developing or improving products to meet each customer segments’ needs. Result: pleased customers and higher profit.

Doing it wrong creates risk of sub-standard service for “unimportant” customers, making them feel unappreciated and resentful. Result: missed profit opportunities and disgruntled customers.

Brand Image

When deciding how to service each customer segment, remember that every point of contact with a customer reflects on the brand, regardless of customer “importance.” Over time, this has an impact on brand image and company reputation.

With the Internet so prevalent today, each individual has more power to voice his/her opinion than in times past, which directly impacts brand image and goodwill associated with the name. Each mistreated customer has the means to tell the world of her/his experience on Web sites that allow reviews (such as bizrate.com and Amazon.com) and online discussion forums.

An Example of Bad Service From the Customer Viewpoint

The way each of my credit card issuers treats me is a prime example. I always pay my bill in full (often early) and belong to the “cash back” rebate programs, so I imagine I’m in a similar customer segment for each and would expect to be treated similarly by these three competitors.

Not the case. Two of the companies make me feel like a valued customer. The third made me feel so unappreciated I closed the account. How the three companies handle “suspicious” activity on my account demonstrates the varying degrees of service:

– Discover card has a fraud specialist (or customer service representative) call me in person to ask that I review recent transactions with her/him.

– Citibank’s computer calls me with an alert, asking that I call a number or go online to verify transactions through a computerized process.

– Advanta locks the account and sends a letter informing me they have done so. In my experience, the letter arrived a week after the incident and I was not notified by telephone (I called them when the “offending” vendor notified me of the decline). I asked customer service to allow future charges from that vendor, but they could not do so. Presumably, this meant an account freeze each time my authorized vendor attempted to process a legitimate charge.

All three of my card companies require that I take some sort of action to verify suspicious charges, which is to be expected. The approach, however, leaves a very different impression. Citibank and Discover both apologize for the inconvenience of transaction verifications and — while I have to go through an extra step with Citibank — both fall within my subjective definition of quality customer service. Advanta, however, does not apologize for the hardships of declined transactions and a frozen account.

To be fair, I do not know that my negative experience would have been handled differently if I were in a more profitably customer segment. It could have been result of badly trained customer service representatives, or perhaps this is standard procedure on all accounts.

Tips for Segmenting Customers Without Sacrificing Service

Customer segmentation is a good thing. It helps you recognize how customers are different and it should draw your attention to needs of different segments, prompting you to better meet those needs. Some ideas on successful segmentation:

– Segment by need rather than profit or revenue. A low-profit customer today could be high-profit tomorrow if you offer products and services that fill her/his needs.

– Look for ways some customer segments can effectively be more “self-service,” which cuts costs for the company while meeting customer service needs.

– Build in ways to create exceptions in automated customer service processes, so as not to alienate those with special situations (in my example, by allowing a way to preauthorize account activity).

– If offering promotions, rewards, or other incentives to some segments but not others, “spell it out” for customer service representatives and structure your Web site and promotional mailings accordingly. By taking steps to assure customers receive consistent information across all channels of communication, you avoid customers being exposed to offers for which they do not qualify.

Of Business Ethics And Moral Compasses: Should You Sell Products You Don’t Ethically Believe In?

PASSION to PROFIT PREAMBLE: The only way to take control of your life, raise your standard of living and move beyond merely surviving is to create your own unique product or service that you offer to increasing numbers of people in exchange for the things of value that you desire. This simple formula applies to countries as well as people. A self-sufficient economy has its own products or services of value to export to the world. Similarly, a self-sufficient individual has something of value to exchange in the global marketplace. That thing of value is based on your natural talent, skill, or interest-in other words, your passion!

Scenes for discussion at your next dinner party
Opening Scene 1: Many years ago, I was offered many thousands of dollars to do a Turn Your Passion into Profit workshop at a major venue in the states. I turned it down. Why? The workshop was being sponsored by a cigarette company. I just couldn’t see myself standing on stage with a big cigarette ad on a banner behind me. Even though I would be delivering information on self-empowerment and business success, I would be associated with and indirectly supporting the improved brand-identity, and agenda of the sponsoring company.

Cut to Scene 2: I once won a trip for two to a tropical island. Part of the requirements and terms of accepting the prize was that my name and/or photo could be used in future promotions for the company. The sponsor was an alcohol company. I refused the prize for the same reasons as for Scene 1 above.

Fade to Scene 3: A few days ago, someone asked me a question.

Him: Walt, what’s your religion?

Me: That’s a leading question.

Him: I mean, are you a Christian?

Me: [I paused to find the right answer.]

Him: Well, are you Muslim?

Me: Those aren’t the only options, you know. The question is not as bad as the ever-popular ’Have you stopped beating your wife?’ trap, but it’s almost like asking, ’What kind of gun do you carry?’ It starts with an underlying presumption that doesn’t step back far enough in objectivity.

Him: Ok, well do you believe in God?

Me: Again, the question is flawed. Of course, if I was forced to answer yes, or no, I would say yes, but that really doesn’t tell you anything about me. For one thing, you don’t know whether we actually share the same concept of God. My god could be a turnip, for all you know.

What’s more important, for me, when I meet or do business with someone is not to determine what particular religion (if any) she claims to belong to, but to see if she shares the same sense of personal ethics and moral compass that makes us compatible. Many crimes against humanity have been committed in the name of religion. Many Klansmen claim to be good Christians, and many terrorists claim to be good Muslims.

It’s a person’s overall belief system and if their actions are consistent with those beliefs that matter to me.

Dissolve to Scene 4: A few nights ago, some friends and I had a lively discussion about different products to sell in business. Their own view was that a business owner merely fulfills a need for the public.

Them: If the public wants processed meat, sell ’em processed meat. If they want cheeseburgers, sell ’em cheeseburgers. If they want cigarettes, sell ’em those too. One product is just as worthy as another.

Walt: But what if I believe smoking cigarettes is both personally, publicly and environmentally harmful? And, what if I don’t believe people should kill and eat animals?

Them: People have a choice. You’re not forcing them to buy it.

Even though as the seller, I’m not the one doing the killing or smoking, wouldn’t I be violating my own personal ethics by selling something that contributes to the killing of animals and contributes to people’s (as well as my own “secondhand”) deteriorating health? Heck, just so you know where I stand: If for some reason I had a can of soda lying around my house, I wouldn’t offer it to a guest to drink since I believe it’s poison, even if they think it’s food. We (myself included) all admit I’m a bit strange that way.)

That’s just my opinion

So my own choices are guided less by how much money there is to make, but simply if I feel good about what I am promoting. Does it fit with my own sense of what is right and wrong? In dealing with people from many cultures and creeds, it seems that there is an underlying belief that business is merely about filling a need. And that “good” businesses to get into-meaning those businesses that can make big money-are inherently and necessarily those that pander to vices, or not-so-healthy desires.

The difference between morals and ethics.
Now, before I ask you to consider where you stand on this issue, let me offer a few definitions.

Morals are what a society decides are in its best survival interests.

This varies from society to society, and what’s frowned upon by one society can be perfectly morally acceptable in another. A moral code, therefore, is a series of agreements to which a person has subscribed to guarantee the survival of a specific group-the group, in this case, being society.

A survival action is a moral action. And those things are considered immoral which are considered contrasurvival-or contrary to the survival of the group

Ethics, on the other hand, is the study of the general nature of morals and of the specific moral choices to be made by the individual in his relationship with others. It’s based on one’s personal beliefs about what is right and wrong. An ethical code, therefore, is the set of certain restrictions indulged in to better the manner of conduct of one’s life. A person conducts himself according to such a code because he wants to, or because he feels he is proud enough or decent enough or civilized enough to so conduct himself. Ethics is a personal thing.

So, for example, if the society through agreement, and enforced by its laws, agrees that it is immoral and therefore illegal to grow and sell your own herbs, or to offer a service that is deemed against the group’s best interest, then it can become a personal ethical challenge when you engage in that activity. At the same time, just because something is deemed acceptable by the society and its laws (say the death penalty), doesn’t mean your personal sense of ethics makes you comfortable with engaging in or supporting that activity, and that is the point of discussion for today’s column.

So, where do you draw the line?

Here are some questions I’d like to challenge you to consider today:

How far will I go in the furtherance of my business agenda?

Where are my own sense of personal ethics and moral compass guiding me?

What does my belief system-my religion, as it were-tell me is right and wrong for me to do?

As a business owner, do I simply provide a need, and simply sell whatever is “legal” to sell regardless of whether I personally believe in it?

Or do I offer the world something that moves it in a positive and uplifting direction, according to my own beliefs and passion?

Do, can I, should I personally sell a product I know to be harmful?

[Personal] As a coach, do I help others succeed in business if they choose to sell such products that are not in synch with my own beliefs?

Just some things to chat about at your next social gathering, and when you do, please include me in the discussion!

Linkedin Profile Writer Opens Global Job Opportunities

LinkedIn is one of the best online communities, which is becoming increasingly famous as a means for professionals to exchange ideas and information, network, as well as promote their personal services and skills. This business-networking site has millions of members spread all over the world and this is the reason, a large number of international companies, internal HR managers, as well as recruiters are making use of it to search for ideal candidates. Hence, individuals should make an effort to create an impressive LinkedIn profile in order to catch hold of the best job. Nevertheless, some individuals find they are not able to create such a profile on their own. These individuals should not lose hope, as LinkedIn Profile Writer is there who can write an exclusive and attention catching profile for them.

The question, which might trouble individuals is as where can, they find a good LinkedIn Profile Writer. Many CV writing companies are offering LinkedIn profile writing services and therefore, it is from these companies, individuals can source the best LinkedIn Profile Writer. Once individuals find the ideal profile LinkedIn writer, they can be rest assured their profile will become such that it will help them to construct a strong network of professional contacts as well as grab new opportunities at each stage of their career.

All this happens, as the LinkedIn Profile Writer delivers compelling and effective online profile, which helps to increase the visibility of individuals to recruiters and HR managers. The LinkedIn Profile Writer markets the professional skills of individuals in a credible way by writing such a profile, which shows their expert personality and makes them stand out from the rest of the crowd. Moreover, the profile LinkedIn writer completely rewrites the profile of individuals in the first person narrative.

This is not all for the profile writer for LinkedIn selects industry, keywords related to job and includes these into the profile to ensure potential employers, and recruitment agencies can find individuals. Additionally, LinkedIn Profile Writer includes an interesting and concise overview of individuals’ career as well as their preferred future direction. The profile writer for LinkedIn makes sure the profile has calls to action so that recruiters contact individuals with good job offers.

In the end, the profile LinkedIn writer thoroughly goes through, the profile in order to eliminate all grammar and spelling mistakes. The efforts of profile LinkedIn writer results in a remarkable profile, which gives individuals access to a large number of job opportunities. Apart from finding good jobs, individuals also require an up to date exclusive profile in LinkedIn to show to their prospective employers. This is because, nowadays employers are making use of LinkedIn to discover more details about individuals before employing them.

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