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文/DoNews博客作家 童云

在以前生活更加简单的时候,社交媒体还不存在,那时人们经常都会使用一种相对直接的方法来计算客户价值,也就是不同的客户会以何种频率、何种数量、以及在多长时间里购买你的产品。通过这种数学计算方式,你就可以算出特定客户的价值——然后你可以基于这种关系的价值来决定对这个客户做些什么或者不做些什么(在折扣、服务等方面)。如果你的客户签有合约,那么那种价值就特别容易计算,你只需要简单地将服务费率(按月、按天或按任何特定阶段计算)与周期的数字相乘,就可以得出一份给定合约的价值。

从今天看来,那种计算模式则可以说是极其简单化了。一名客户可能会为任何数量的服务——手机、宽带电视服务、软件即服务(SaaS)以及诸如此类的服务——签署一份两年期合约,而这份合约的价值是易于计算的。举例来说,如果包月费是100美元,那么一份两年期手机合约的价值就是2400美元。但是,这种计算方式并未考虑一名客户在社交媒体时代中可能造成之影响的价值。

如果你的公司在某个时刻开始无法交付客户想要的服务,那么这名客户就会感到愤怒;而如果这种情况继续下去,那么这种愤怒情绪就迟早都会增强——正如伊艾的经验所证明的那样,Facebook、Google+、Twitter、职业社交网站LinkedIn及其他社交媒体公司都会受到溢出效应的影响。

这是你非常希望避免的结果。被激怒的客户都拥有支持他们的好友,他们可能只有几个好友,也可能拥有成千上万的好友。但一个危险的事实在于,他们在实际上拥有多少好友其实几乎无关紧要。他们只需要在Facebook发布一篇帖子,对你的公司一种令人吃惊的失误作出描述,而如果这种描述足够令人目瞪口呆,或者是以滑稽有趣或极其愤怒的方式讲述出来,那么这个帖子就会被转发、“赞”和“共享”无数次。然后,在你还来不及做出反应的时候,被激怒的客户有关你公司服务的粗暴言论就已经象病毒一样散播开来,所有人——甚至那些与被激怒的客户的好友八竿子打不着的人们——也会在谈论此事。所有人都会知道此事,而且所有人都会因此而受到影响。

在突然之间,一名被激怒的客户——按照老式的计算模式,其价值可能仅为2400美元——可能会让数万名潜在客户不再考虑使用你的服务。按照损失一万名潜在客户以及每名客户签署一份价值2400美元的合约计算,那么你的公司在两年时间里损失的营收就会达到2400万美元之多。

那么,你已经采取了什么措施来避免这种损失呢?你会在何种程度上采取措施来避免让一万名潜在客户感到失望?

这些问题的答案正开始帮助你理解当今世界中每一名客户的真正价值。通过社交媒体的放大效应,一名客户的价值会远远高于以往任何时候。当然,并非每一名客户的言论都会带来病毒性散播的影响;但是,要有多少言论造成这种影响才会让你感觉得到呢?

但需要指出的是,这个问题的另一个方面也是很重要的,那就是一名客户的激动情绪所造成的正面影响也能象负面效应那样强大。如果你能迅速而有效地发现并解决一名被激怒客户所担心的问题,那么你就能拥有一个非凡的机会,将一名被激怒的客户转变成为一名快乐的客户;而他们的快乐可能会让成千上万的人成为你的潜在客户,倾向于优先考虑你的服务,而在此前这些人可能会持观望态度——尤其是如果这种快乐能被社交媒体世界中的许多人看到的话。

还记得我此前发表的一篇文章吗?我在那篇文章中谈及,一家高端汽车制造商没有为我的汽车更换漏气但还能行驶的轮胎。而现在这辆汽车已经重新上路,而且这家公司非常关心我的体验。该公司的一名高管曾获悉我的困境,然后抓住每个机会来加快实施解决方案和进行修复工作,同时寻求学习自己怎样才能在未来做到更好。这让我太太对这家公司抱有矛盾的忠诚——她痛恨漏气的轮胎,但从来都没有看到过一家公司会如此有兴趣补偿客户。因此,这家公司可能交付了一种潜在的可以改变游戏规则的回应。干得漂亮!

从根本上来说,我们可以将这称为一种社交媒体领域中的“蝴蝶效应”:一个人的Twitter消息或一个人的状态更新都可能会通过社交媒体的力量来得到放大——直到这种情绪的“振翼”变成病毒式的影响“飓风”时为止。这可能会让客户靠近你,也可能会让他们远离你,而客户到底会选择哪一条路就要看你能多么迅速和多么有效地处理他们所担心的问题。如果能迅速而有效地作出处理,那么所能带来的长期利益将会是庞大的;客户会因此变成你的拥护者,而这可能比投放大量广告有用得多。但如果你不能做到这一点,那么你就无法预料结果到底会怎样。

原文

转载请注明 DoNews博客认证作家/童云


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