Digital Transformation Didn’t Work: This Is What You Should Do Now . Experts estimate that companies wasted around $900 billion in 2018 on failed digital transformation projects. Nevertheless, organizations have spent upward of $2 trillion (with a t) on digital transformations in 2020. How do we know that this is not just a big waste of time and money this time around? This episode of The Intuitive Customer hosts guest presenter Zhecho Dobrev, Principal Consultant for Beyond Philosophy, and our ...
Nov 21, 2020•35 min
What happens when you get three Customer Experience Pioneers together to discuss the past, present, and future of Customer Experience? This episode of The Intuitive Customer, for starters. Recorded in celebration of the recent CX day, Colin joins fellow experience experts and champions Lewis Carbone and Joe Pine to talk all things Customer Experience. Lewis Carbone is the author of Clued In: How to Keep Customers Coming Back Again and Again and the founder of ExperienceEngineering™. Joe Pine is ...
Nov 14, 2020•54 min
The 5 Rules for Designing Great Digital Experiences A lot of Behavioral Economics can feel intimidating. However, it doesn’t have to be. The Five Rules Podcast Series is our attempt at giving you an easy entry point into the complex and messy world of Behavioral Science. In 2020, we have all been doing many more online customer experiences than we thought we would. Some of these digital experiences have been excellent, and others were not. Suppose these are the only experiences that your custome...
Nov 07, 2020•30 min
When I am shopping on Amazon, and a product has 3.5 stars, I don’t buy it. Now, 3.5 stars isn’t a bad rating; in fact, it’s above average. However, for me to place that item in my Amazon cart, it needs to have a rating of at least four stars or more. My behavior on Amazon is part of a broader concept called Negativity Bias, and it’s a massive influence on customer behavior. This episode of The Intuitive Customer discusses the concept of Negativity Bias and how it affects people’s behavior in you...
Oct 31, 2020•27 min
5 New Rules Guaranteed to Build Trust A lot of Behavioral Economics can feel intimidating. However, it doesn’t have to be. The Five Rules Podcast Series is our attempt at giving you an easy entry point into the complex and messy world of Behavioral Science. A great idea is a beautiful place to start when it comes to improving your Customer Experience to benefit your bottom line. When combined with a deliberate strategy and cunning tactics, a great idea is almost enough to make you successful, bu...
Oct 24, 2020•31 min
When you bring attention to something, it influences people’s behavior. For example, The food and household goods supplier in the UK, Tesco, was recently accused of profiteering by raising the prices of a yeast extract spread called Marmite. There was quite an uproar about it in the UK. You would think that this would mean sales of Marmite would go down. You would be wrong. After the kerfuffle about the love-it-or-hate-it spread, Marmite sales increased by 61 percent. The reason Marmite sales we...
Oct 17, 2020•27 min
Like the rest of the world, the Customer Experience world is changing. Customers have new expectations and are doing business in new ways. While we adapt to the world that COVID-19 presents, we change what we want as customers and how we think about our relationships with the entities we buy. As Customer Experience managers, we must rise to meet this challenge by getting inside our customers' minds. This episode of The Intuitive Customer hosts Lewis Carbone, Customer Experience expert and speake...
Oct 10, 2020•33 min
The 5 Rules for Driving Down Costs Without Affecting Customers A lot of Behavioral Science can feel intimidating. However, it doesn’t have to be. The Five Rules Podcast Series is our attempt at giving you an easy entry point into the complex and messy world of Behavioral Science. If you are like most businesses in 2020, you are facing a very different year for your bottom-line performance, and in many cases, it’s not a good kind of different. Naturally, many organizations have responded to a tum...
Oct 06, 2020•32 min
How Well Do You Know What You Really Want? Have you ever bought a book you thought you should read and then didn't read it? Did you ever buy a variety of yogurt flavors and then throw out some of them after they expired because you never wanted that flavor when it was time to eat yogurt? We do these things because we often overestimate how much variety we want in the future. In psychology, it's called Naïve Diversification Bias, and it means that we are notoriously bad at predicting our future s...
Sep 26, 2020•28 min
I heard a new term that I think has the capability of being the next wave of change in business today. Customer Science . ‘Customer Science’ is the fusion between technology, behavioral science and data. This new concept is forming now, making this an exciting time for all us interested in customer-driven growth. This episode of The Intuitive Customer explores this nascent concept of Customer Science and what it could mean to organizations seeking customer-driven success. Key Takeaways Customer ...
Sep 19, 2020•30 min
I have the box my iPhone came in. So do many of you, I would guess. Many people keep their iPhone boxes. We keep them for various reasons, and most of them boil down to because we like how they look. It turns out, customers care a lot about how things look, and it influences their buying (and box-keeping) behavior. This episode of The Intuitive Customer explores the research of Claudia Townsend, associate professor of marketing at the University of Miami at the Miami Herbert Business School. She...
Sep 12, 2020•31 min
Why What We Believe Is Sometimes Just Wrong! Many sports fans will tell you their team is the best. However, only one of the sports teams wins the championship and is definitively the best. Moreover, many organizations that never get close to the championship have fans who would say these teams are the best. For this last lot, the claim that their team is "the best" creates some serious conflict compared to reality. The sports fan situation I described is an example of Cognitive Dissonance. Cogn...
Sep 05, 2020•30 min
5 New Rules Guaranteed to Build Trust A lot of Behavioral Economics can feel intimidating. However, it doesn’t have to be. The Five Rules Podcast Series is our attempt at giving you an easy entry point into the complex and messy world of Behavioral Science. When you choose to do business with a company, which do you prefer, Company A, that you trust, or Company B, that you don’t? If you chose A, then you chose wisely—and you decided to like your customers would. People like to do business with p...
Aug 29, 2020•26 min
THIS is the Big Reason You Make Mistakes We make a lot of subjective decisions. Without the guide of "right" and "wrong" to direct us, we weigh the pros and cons and do the best we can. However, our brains can thwart our best efforts for an optimal outcome by focusing on the wrong things. Focalism is a concept that describes how our minds can overemphasize specific points of information over others, and often the wrong ones. Focalism is a reason we often make mistakes. This episode of The Intuit...
Aug 22, 2020•31 min
Did you know that if you were to write a Customer Experience review on your mobile phone, it would be more emotional than if you did it on your computer? Did you also know you are more likely to tell me your email and or home address and your substance abuse history if I ask you on your mobile? You might be thinking that this can’t be true. However, recent findings by Shiri Melumad, Assistant Professor of Marketing for the Wharton School at the University of Pennsylvania suggest that you would. ...
Aug 15, 2020•33 min
How to Make Your Experience Easy and Gain Growth I hear things like this when I go into an organization: "We want to delight customers at every moment of contact." I nod my head and smile, but secretly I think it sounds exhausting. Moreover, it is unnecessary in many parts of the experience. People many times do not want to be delighted; they want to be done already. Keeping it as easy as possible for customers to get it done is a direct path to gain growth. Key Takeaways Whenever you make custo...
Aug 10, 2020•32 min
The 5 Rules for Behavioral Journey Mapping A lot of Behavioral Economics can feel intimidating. However, it doesn’t have to be. The Five Rules Podcast Series is our attempt at giving you an easy entry point into the complex and messy world of Behavioral Science. What Are The Five Rules? We were training customers with journey mapping recently when it became apparent that people didn't understand what journey mapping could do for them. Moreover, they thought they did. To respond, I came up with f...
Aug 01, 2020•34 min
Mastering the Illusion of Control Humans often feel like we have more control over things than we do. Despite overwhelming evidence to the contrary—and even regular common sense—we think that if we do things in a certain way, we can influence what happens around us, particularly during sporting events. This concept is called the Illusion of Control. Key Takeaways In this episode of The Intuitive Customer, we delve into the idea of the Illusion of Control and why it is essential to how you design...
Jul 25, 2020•27 min
The Big Mistake People Make with AI Business leaders of today have to understand the technology of tomorrow. Specifically, one would be wise to understand what AI is, how it works, and what problems it can solve for your business. This episode of The Intuitive Customer is a conversation with Bikram Ghosh, associate professor of marketing at the Eller College of Management at the University of Arizona, Tucson about AI in business today and what is possible for your business processes. Key Takeawa...
Jul 18, 2020•36 min
The 5 Rules for Making and Managing Customer Memories A lot of Behavioral Economics can feel intimidating. However, it doesn’t have to be. The Five Rules Podcast Series is our attempt at giving you an easy entry point into the complex and messy world of Behavioral Science. What Are The Five Rules? I love the subject of customer memories. From how they form to how they change to how they drive your customer loyalty, customer memories are a crucial aspect of your Customer Experience. Knowing the r...
Jul 11, 2020•31 min
What A Face Mask Can Do for Customer Segmentation Everyone has an opinion about face masks. Some think they help stop the spread of COVID-19; some think they are unnecessary and a nuisance; others fall somewhere in between. However, what you probably didn't know about face masks is they can help you customize moments of your Customer Experience so that no matter what opinion your customer has, they feel like you understand them. Key Takeaways This episode of The Intuitive Customer discusses this...
Jul 04, 2020•27 min
Never Let a Good Crisis Go To Waste I am fond of an old saying that goes like, "Never let a good crisis go to waste." Part of the reason I like it is it points out that even something as grim as the COVID-19 Pandemic has a silver lining. In this case, it presents an opportunity to reimagine what you do with customers and take advantage of the environment of change that the "new normal" in business will offer. Key Takeaways This episode of The Intuitive Customer explores how organizations respond...
Jun 27, 2020•31 min
General Show Notes: Have you ever driven a long way to a vacation, perhaps with kids in the backseat, and heard the whining query, "are we there yet?" Have you ever wanted to ask that question yourself? It turns out there are good reasons for that. It's called the Return Trip Effect, and we discuss it on this episode of The Intuitive Customer. Key Takeaways Assistant professor Zoey Chen from the University of Miami Business School published a paper with her colleague on the concept of the Return...
Jun 20, 2020•34 min
The 5 Rules to Managing How Your Customers Make Decisions A lot of Behavioral Economics can feel intimidating. However, it doesn’t have to be. The Five Rules Podcast Series is our attempt at giving you an easy entry point into the complex and messy world of Behavioral Science. What Are The Five Rules? How people make decisions is a complicated and fascinating subject. Understanding the process and the role your Customer Experience design plays in it is essential to providing the platform to enco...
Jun 13, 2020•31 min
Have you ever picked a line at the store only to realize that you chose the longest, most slowly moving line? Have you ever waited forever to receive a shipment and then felt like they owed you an explanation for what could possibly take that long? Have you ever had such a great time laughing and talking in line with other people that you didn’t even notice how long you waited? If you answered yes to any of these questions, then you are a typical customer with common perceptions of waiting in a ...
Jun 06, 2020•28 min
Business as usual is anything but usual today. How things will change in the “new normal” and what you can do to manage it is almost anyone’s guess. However, if you can open your mind to trying new things other than what you normally would do, you might discover the magic trick that makes it all work well for managing your customer behavior. In this episode of The Intuitive Customer, we continued our discussion on these ideas with Rory Sutherland, an author, speaker, and the Vice-Chairman of Ogi...
May 30, 2020•35 min
The Surprising Power of Ideas That Don’t Make Sense Part 1 If you go into business, you probably have checked out what the competition is doing first. In many cases, you might be tempted to do the same thing. After all, it is working, at least to some extent. However, we think that taking a different tack, choosing a different road, or embracing that idea that doesn’t make sense, will be a way to create competitive differentiation that you would otherwise not have. Without new ideas, you offer t...
May 23, 2020•28 min
Post Pandemic Silver Lining: Are You Grasping This Incredible opportunity? As everything starts to open, what is the silver lining of the pandemic? This is a unique opportunity to change customers’ habits and there has never been a better time to help customers form new habits. As states have reopened and people are emerging from their homes into the bright light of the post-pandemic world, we have a unique opportunity to make some changes in customer behavior that can lead to customer-driven gr...
May 16, 2020•27 min
General Show Notes: Practical Advice on How to Influence People: 6 Key Principles Many years ago, Robert Cialdini introduced the principles of influence. Today they are crucial skills for salespeople worldwide. They are also foundational to your Customer Experience. If you enrich your experience with these principles, which include things like learning to genuinely like other people and encouraging a favorable environment for reciprocity by your sincere generosity, you can benefit your bottom li...
May 09, 2020•33 min
I hate my cable providers. That’s right, providers is plural. I have two different providers, one in the UK and one in Florida, and they both provide poor experiences. In many ways, I see cable companies as the perfect example of what not to do with your Customer Experience. This Episode of The Intuitive Customer takes a look at all the ways cable companies provide experiences that do not promote customer-driven growth. Moreover, we share the ways that these experiences promote customer behavior...
May 02, 2020•30 min
