Tag Archives: focus groups

Small Business

Is big data* changing the need for focus groups?

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Recent articles suggest that there is so much information being gathered about customers and spending and everything else you can think of, that the need to do traditional market research is starting to fall by the wayside.  Data will give you all the information you need to predict consumer actions.  As I noted in my recent post about consumers using Amazon and other sources to comparative shop for price and quality, features and benefits, big data still reports historically on what consumers have done, therefore, you are looking backwards to predict the future. Yes, I know, history repeats itself but when you’re selling next seasons’ clothing line, you might want to reconsider consulting the past.  And I agree that focus groups and other agency/consultant and client pre-conceived ideas put in front of customers should fall by the wayside (after all, a focus group puts these ideas in front of the customer and asks the customer what they think about your ideas, not what the customer wants).

I’m sure if you are a huge corporation, having access to all this data must be comforting. But it’s still all seen from the perspective of the market and not the customer.  I believe that nothing is better than asking your customers what they want and how they want it.  That’s a predictive, not historical, approach. I’ve done it for big corporations (one had a return-on-investment of 1,000%) and I’ve don’t it for solopreneurs (one had a return-on-investment of 60%).   I suggest you do it for yourself.  Get out there and poll your customers directly.  Mimoona, which is a new crowdfunding tool (http://www.mimoona.com/?reffID=4299), allows your customers to have a vote on your next seasons line – and it’s not an idle vote – they vote with their credit cards.

*Big data is a term coined for the collection of data that comes in such large volume and in groupings, that it can’t be handled by traditional methods. The value of mining big data, is that enables one to see connections on a larger scale than ever before, as well as see connections between things that were never before available.

 

Sandra Holtzman teaches CEO 035: Licensing.
She is the author of Lies Startups Tell Themselves to Avoid Marketing.

Brand Management, Small Business

Even – especially – the big guys just don’t ‘get’ it

I was doing some market esearch yesterday and surfing around Plunkett. I came across customer focused research and how that is changing. It seems that now, instead of marketers showing concepts to individuals sitting around a table in a focus group, they can reach even more indiiduals if they show the concepts online.

Excuse me. How is that customer-focused?
The fact is it’s not. The concepts still come from the agency, or the client. And respondents are still asked to react to someone else’s idea of what might get them to shell out money. The only thing different is the delivery system.

In true customer-focused market research and marketing, the customer (respondent) solves the problem by coming up with the ideas. This allows the customer a total free range of thought and ideation. They tell you how they want to be “told and sold”. They come up with the concept, ad ideas, new product ideas, even strategies for reaching them!

In short they tell you exactly how to help them want to buy your product.
Your ROI soars when you give the customer exactly what they want. I have the statistics to prove it. Statistically significant statistics…like increasing a $500 million dollar company’s new product sales by 10-fold, or helping a start-up company attract a larger company in order to do a successful exit, or help a sole proprietor’s bookings increase by 60% six months after putting up a customer-focused website.

And it can all happen is a period of days.

There. Now isn’t that better?

Sandra Holtzman teaches CEO 035: Licensing.
She is the author of Lies Startups Tell Themselves to Avoid Marketing.