What do marketers really LOVE?

“What do marketers REALLY LOVE?”
On Valentine’s day, I wondered what do Marketers really LOVE.. As I observed several marketers and mulled over this subject, I figured that broadly there are a 5 Categories of Marketers based on what they LOVE

(1) The “Product / Service Centric” Marketer
This kind of marketer truly loves the product / service he / she is associated with. They believe in it, are passionate about it, and live breathe and dream the product / service.
The only issue is that they probably focus way too much on the product / service, and many times ignore the end-customer or the most effective way to market it, which generally has an adverse impact their marketing strategy.

(2) The “Marketing-Centric” Marketer
This kind of marketer truly loves “marketing”. The product / service is immaterial. The industry is immaterial. The channels are immaterial.
What matters to them is Marketing. And they can market anything anywhere anytime and to anyone; and end up doing a fantastic job most of time.
These are individuals who have “marketing in their DNA” and usually are an asset to any Marketing Team

(3) The “Customer-Centric” Marketer
This kind of marketer truly loves the “end-customer” and usually focus their marketing efforts around the “end customer”. They usually design and develop “customer centric” marketing strategies; and usually are pretty successful in what they do.
There are probably the best breed of marketers simply because at the end of the day the most important aspect of marketing is to connect, engage and create awareness of your product / service among your existing / potential customers

(4) The “Combo” Marketer
Most marketers are usually a combination of a “Product / Service” Centric Marketer + “Marketing-Centric” Marketer + “Customer-Centric” Marketer with varying degrees of focus on each; and varying degrees of success. Over time and experience, they hone their “marketing” skills; but most likely end up as “Combo Marketers” even decades later

(5) The “I Don’t really Love Anything” Marketer
This is the kind of marketer who does marketing as his job. They don’t really love anything – neither the product / service, nor marketing, nor the customers. They do an average job most of the time, and sometimes good and sometimes bad (Simply by the law of averages)! This is the kind of marketer you probably don’t want in your team (especially since most marketing teams are very small)

Those are the 5 categories I’ve come across. Have you come across any more? Leave a comment to let me know


13 Mantras for Customer Calls

1) Be on MUTE if you are not speaking on the call

2) DO NOT put the calls on hold and answer another call – This will put the whole call on HOLD!

3) Be on MUTE if you are in a place with background noise [Traffic, Trains, Babies crying, Dogs barking!!!]

4) DO NOT discuss / have cross-talk while the call is in progress

5) DO NOT use vernacular / local languages

6) Be present on TIME at the start of the call

7) If you are going to be late, communicate to one / all attendees through an appropriate channel

8) If there is any change in the call (time, bridge, agenda, etc.), inform all attendees prior to the call

9) Focus on ensuring that customers are able to understand what you are communicating – Be clear and concise

10) Have respect for others time – Try to end the call as per schedule

11) Listen to other’s opinions

12) If you need to interrupt someone, be polite when you interrupt and do so with good reason

13) Don’t get personal or take things personally – It’s business!

Customer Centricity

“Customer Centricity” is the latest buzz-word across the globe. Be it a banking organization, a telecom company, an insurance firm, an IT services organization, an entrepreneurial venture or a retail business.
At a high level, “Customer Centricity” translates to the following:

Know Your Customer: What this entails is to:
Know the Customer Profile – Based on the business that an organization is in, information about the customer profile varies. For e.g.: In a B2B scenario, customer profile includes information on the organizations history, its vision, its values, its offerings, its management, its employees, its location, its clients, etc.
Know the Customers Plans – An overall understanding of where the customer is headed is important. What are the short term, medium and long term plans? And more specifically, what the customer is planning with respect to the offerings relevant to your organization.
Know the Customers Priorities – This will help in getting insights to the customer’s point of view; specifically on where they would be willing to invest their time, their money and their resources.
Know the Customers Preferences – Every customer has their unique preferences. Investing time in learning these enables an organization to align and position their offerings accordingly.

Understand Your Customer: The next step is to process all the customer information to understand the customer. Many organizations do a great job of information capture but forget to do the required due diligence to understand the customer. What it translates to is:
Get the Big Picture – This means processing and analyzing the customer information to get a holistic view of the customer. If an organization is able to piece the big picture from the customer’s point of view, they usually are able to successfully work with the customer.
Identify the Requirements which are relevant to your organization – An organization needs to have the required maturity and business acumen to extract customer requirements relevant to their business context and offerings.

Service Your Customer: The third step is to service your customer’s requirements as per the pre-defined agreements. Typically the date of completion, quality and scope of work is non-negotiable. What is important in the long run is to consistently honor these contractual commitments.

Invest in Customer Relationships: Building customer relationships is the one of most important step in Customer Centricity. However, also the most overlooked. This means building meaningful long term bonds with the customer – One which provides the opportunity to play additional roles and wear alternate hats – that of an advisor, a mentor, a true consultant, a confidant, a strategic associate, and lastly that of a valued partner.

Originally published @ http://blog.wipro.com/blog/2011/07/04/customer-centricity