Listen First!

Listen First!

Listening is hard. Let's face it, we are all problem solvers. If we weren't, chances are we wouldn't be in business for ourselves. We don't have a lot of time to spend listening to long stories. So we quickly pick out the "important facts," develop (or should I say jump?) to a conclusion, and move on to the next problem. According to Laurent Flores , the founder and CEO of, crmmetrix not listening enough to customers is exactly what is wrong with most marketing today. Here are his steps to go from marketing to consumers to marketing with consumers:

First: Listen to conversations. Learn from consumers and leverage the words consumers "recognize themselves in": a message is about an idea, and the words that support it best.

Second: Listen and engage the consumers who matter in your category. Leadership is not universal, but category related. Look at natural touch-points with your customers, such as the brand website, to find the influencers who want to engage with their favorite brands.

Third: Test the words. As stated earlier, evolving the message with influencers is key. Indeed, rather than just testing the message idea, test the words consumers will recognize themselves in. Let them have a say with a simple online VIP vote, for example.

Fourth: Seed trials and give them the ability to spread. Engage influencers further in trying and testing your product during an exclusive special VIP invitation. Give them the means to spread the word by making samples and campaign materials available (that they actually developed themselves, remember), and they will drive sales for you.

Fifth: Continue listening and keep involving them. Because markets are conversations, continuous listening to consumers during and after the campaign is key. Listening will not only provide the necessary measurement to better manage WOM, but will also naturally boost consumer engagement and relationship with your brand for your next campaign.

Some really great ideas here. When was the last time you asked your influencers or promoters (you know who they are don't you?) to vote on one of your advertising ideas? Modern technology makes the logistics easy. How about exclusive previews and samples for your promoters? You want them talking? First listen and then give them something to talk about.

The average American consumer discusses brands 56 times a week. Are they discussing yours? Learn more

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