Stop, look and listen (to your customers)…..

Stop, look, listen...Stop

When was the last time you watched an actual customer (not part of your team) use your web site? It’s important to remember who your web site is for. It’s easy to forget or lose sight of the views of real customers. You may have too much knowledge around the difficulties and constraints of a system or industry which means that online experiences are bent to fit these restrictions. Or you may just be busy doing other stuff.

Look

Often the way you think your customers use your web site is different from the way they actually use it. And often what they do and what they say they do are very different things. Watch the mouse.  Very often this indicates which part of the site they are focusing on and what they are looking at. Read more »

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How to attract the opposite – six in eCommerce

It’s often said that opposites attract.  As far as personal relationships are concerned, I haven’t found this to be the case.  However, for people working in the eCommerce and multi channel world, the ability to attract or bring together opposites is becoming increasingly important.

Here are six sets of opposites that come to mind:

  • Developing strategic IT architectures and embracing rapidly emerging technologies.
  • Listening to what the customer wants now while anticipating their future needs.
  • Balancing cost versus capability in solution design.
  • Delivering personalised customer experiences and super-fast web site performance.
  • Managing divergent goals of stakeholders from marketing, stores, supply chain, IT and finance.
  • Building sound return on investment cases in the context of rapidly changing business models and technology.

(I’m sure there are many more than six, so would welcome your thoughts on others.)

So why is the ability to attract opposites important ?

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Microcopy – Central to Customer Experience and Conversion

Microcopy might be just a small part of the online experience but it’s vitally important to customer experience and conversion and often overlooked.

So when you are designing for the web, take a minute to stand back and think about the microcopy, as ironically the smallest bits of copy can have the biggest impact on business and be the cause of a great or ghastly online customer experience.

Microcopy refers to the little instructions and phrases used on web pages to guide and reassure customers and can make the difference between someone signing up for something, or entering their credit card details or not.

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The case for responsive web design

** Update 28th June 2012** Useful post from Econsultancy here on why responsive design is good for Google and for site visitors.

Change happens more quickly than perhaps we might like when it comes to the web.  But one thing remains the same, customers demand the ultimate experience when they interact with your brand, whether on the web, in store, via their mobile phone or iPad.  As a website owner, designer or developer, this has its challenges. Can we continue to support each new device, input mode and browser with its own bespoke design and experience?  Surely this will become unmanageable and impractical as the number of devices increases, requiring endless new designs and resolutions.  So what’s the answer?

Responsive web design is one approach.  It suggests that the design and development need to respond to the user’s behaviour and environment based on screen size, platform and orientation.  By designing responsively you also take into consideration what might be just around the corner and let’s face it, there are  bound to be a number of new gadgets we need to cater for over the next few years without compromising on experience.

Practice responsive web design – Although responsive web design has been around for some years it is now coming into its own as the number of devices and different browsers are on the increase.  In the next few years it will become increasingly expensive if websites aren’t designed responsively.  How many different sites are you prepared to pay for?  For those retailers that want a distinctly different experience on the website or mobile then this may still be the answer, but not everybody will be able to afford this.

So what is responsive web design? Not to be confused with “fluid” designs, it’s when the layout and design of the website “responds” to the user’s device.  Instead of tailoring disconnected designs to the web, mobile or any other device, designs are treated as facets of the same experience.  If they are designed optimally using standards-based technologies like HTML5 and CSS3 they will be flexible enough and adaptable enough to cope with any device that renders them, be that a PC, iPhone, iPad, iPod or TV.

As a case in point, Salmon have introduced Halfords to this on their mobile site.  www.halfords.com.  When you view the product details page in both landscape and portrait on an iPhone or Android phone the components move around to make use of the available space, optimising the layout to changes in window size and device resolution.

Halfords website on an iPhone

Halfords also cleverly uses HTML5 - when customers enter personal information like an email, postal address or telephone number, the keypad automatically changes to provide customers with the relevant data needed such as an @ sign, full stop, letters or numbers, without being prompted.  To really see the benefits of responsive web design you need to view the same content on different devices, another good example is the website of designer Simon Collison.

Although designing responsively has huge possibilities allowing you to target devices and serve different crisper sites to each device, it is still in its infancy and isn’t without its challenges.  Take testing as an example.  No longer will you simply test the design on Internet Explorer or Firefox, but the iPhone, iPad, TV and whatever device is next will all need to be considered.

Designers will need to write much cleaner code and retailers will need to buy into the fact that some small compromise on design when viewing the site on Internet Explorer will in fact be worthwhile as they will be getting a future-proof design across all devices.

For more information on the concept of responsive web design, Ethan Marcotte wrote an article about the approach for A List Apart and another book worth reading is Hard-boiled Web Design by Andy Clarke.

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A tale of two cities – the state of customer service today

“It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness, it was the epoch of belief, it was the epoch of incredulity…”

The memorable opening of Charles Dickens’ novel A Tale of Two Cities came to mind today as I reflected on the wide variation in customer service we all experience day-to-day.  First a couple of contrasting examples:

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Customer In Focus : Endsleigh Insurance

Salmon have been working with Endsleigh Insurance to deliver a truly exceptional online experience.

To reflect the way its customers want to receive quotes and buy insurance products and services, Endsleigh Insurance – the #1 student insurance provider in the UK – chose Salmon to build an intelligent online quote and buy platform.

Here are some written details on the project:

Overview:
Salmon implemented a new intelligent eCommerce website for Endsleigh Insurance Services Ltd, ensuring its customers benefit from a truly exceptional online experience that includes the ability to purchase insurance & financial products and services directly.

Business Need:
Endsleigh prides itself on understanding customers and their needs. The solution needed to be designed to allow Endsleigh to display relevant and targeted propositions, and additionally allow underwriters to develop competitive propositions and offers.

Solution:
The new website’s design and experience based architecture is centered wholly on customer needs. The innovative solution leverages a unique “recognition system” conceived by Endsleigh and developed, implemented and integrated by Salmon, which intelligently determines which content to display to any given customer segment. Salmon have developed Endsleigh’s new eCommerce platform leveraging Microsoft Office SharePoint Server and Microsoft Web Content Management.

Benefits:
Endsleigh’s diverse customer content including documents, web pages, video, photos and reviews are now managed via a central repository. This ensures better knowledge sharing, improved customer communications and increased process efficiency. For returning visitors, the solution automatically checks what knowledge Endsleigh already holds. Importantly this ensures visitors are not only given access to the detail of their cover and claims advice, but also visibility of complementary products and offers or discounts applicable. Other benefits include;

  • Capability to implement affinity partner strategy in areas such as co-branded landing pages and white labeled services.
  • Access to business tools that allow Endsleigh staff to manage and update the entire online solution themselves, whilst following approval cycles to meet FSA regulation.
  • Personalisation that allows Endsleigh to promote tailored products and advice designed to suit each individual and complementary products, offers or discounts.

Salmon demonstrated a high level of technical expertise and a comprehensive understanding of the insurance market and their passion and skills have helped us meet our vision to make endsleigh.co.uk an eCommerce website which can exceed customer expectation and help us lead the market when it comes to purchasing insurance online. Ian Passmore, Managing Director, Endsleigh Insurance

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What’s Now and What’s Next

Pete Sheldon (from Elastic Path) highlights in the E-Commerce Times what’s now and what’s next in eCommerce.

In the piece he profiles Video Solutions, Customer Service, Real-World Guided Selling, Multi-Store Retailing, User-Interface Design, Navigation Tools, Effective Merchandising, Social Shopping and Customer Loyalty.  Pete’s core messsages are “if you’re unsure which cutting-edge e-commerce innovations are right for your operation, plan, test and evaluate results – and then move forward“.  And importantly, “don’t be left behind by a fear of the unknown. Embrace innovation.

A very good piece indeed.

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Salmon part of Digital Cream

Digital Cream, now in its fourth year, is an invitation-only event for senior client-side digital marketers to help learn from each other about the latest best practice, what’s working and what’s not. And today Salmon announced our platinum sponsorship.   As an expert in its field, Salmon will discuss and help demystify how to address the challenges and opportunities related to “eCommerce Platforms and conversion”.

We have presented at similar events in the past, most notably at Internet Retailings eCommerce Jumpstart series, however this time we will look to fully explore best practice, measurement, ROI, resourcing, supplier selection, recruitment, business processes, budgeting and trends etc.  As a ‘hands-on’ participatory event digital leaders will network and learn through specialist discussion, roundtables and debate.

Additional topic and streams to be discussed at Digital Cream 2010 include;

  • Behavioural targeting and online advertising
  • Email Marketing
  • Integrated search (PPC/SEO)
  • Managing Digital Channels – staffing, budgets and planning routes
  • Multichannel Marketing – channel mix, measurement and ROI
  • Online lead generation and customer acquisition
  • Online PR
  • PPC (Paid Search) Marketing
  • SEO
  • Site Optimization and Multi Variate testing
  • Site Search & Merchandising
  • Social Media & Monetization techniques
  • User Experience
  • Web Analytics & Optimisation

I am certain this will be a great event.  If you want to register go here or simply email me at choskin | at | salmon |dot com and I will help as best I can.

Date: 3rd March 2010 (9:00am – 6:00pm)
Venue: Park Lane Hotel, London, United Kingdom
Duration: 1 day
Cost: Free to Members and those who register to attend
Other info: http://econsultancy.com/events/digital-cream

About Econsultancy
Econsultancy is a community where the world’s digital marketing and ecommerce professionals meet to sharpen their strategy, source suppliers, get quick answers, compare notes, help each other out and discover how to do everything better online.
Founded in 1999, Econsultancy has grown to become the leading source of independent advice and insight on digital marketing and ecommerce.
Their reports, events, online resources and training programmes help our 80,000+ members make better decisions, build business cases, find the best suppliers, look smart in meetings and accelerate their careers.

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Deeper Customer Experiences in eCommerce: Pt 2

So following on from this post, why do I think what has been achieved on Halfords.com is a vast improvement on the Halfords customer experience?

Bearing in mind that the following innovations were borne out of customer research and insight, here are 11 reasons:

  1. Brand New Visual Design – supporting key customer journeys more effectively – namely research, search, browse & navigation and guided sales
  2. Better Search – Customers can now search on car registration or make, model and year of their car for such items as oil, batteries, car bulbs and blades.
  3. Guided Navigation – For customers who may not know which product to purchase but have a list of requirements and intended uses, a new guided sales offering is now available.  The customer can complete a series of questions which filter a list of product options relevant to the requirements identified
  4. Multi Channel Support – Introduction of a call-centre support site to assist the customer through advice, ordering, payment and store reservation
  5. Introduction of social commerce features – enabling consumers to read/write product reviews and contribute user-generated content, helping customers benefit from authentic customer opinions ( Bazaarvoice technology integrated)
  6. Complimentary editorial – added to provide better product attribution for browsers.  DirectNews is the leading provider of tailored news feeds for websites and their solution has been seamlessly integrated
  7. Provision of Dynamic Imagery – Allowing customers to quickly and interactively view high-resolution product details providing an engaging, informative shopping experience.  Scene7 technology has, again, been seamlessly integrated
  8. Better demonstration of Product Expertise – website now enables customers to buy vehicle specific parts (e.g. oil, bulbs, blades, batteries) based on the make, model, year of their exact car.  Integration ITIM Zygon Product Information Management seamlessly integrated.
  9. Customer Friendly urls – Integration of IBM Omnifind to give customers a better search engine experience as a result of the development of SEO friendly URLs
  10. Quicker access to relevant ‘help’ – Introduction of a better online ‘Advice Centre’ which now dynamically displays relevant content based on search results.  In addition better integration with call centre, which now allows CSRs to support customer inquiries and facilitate purchases more effectively
  11. Better support for channel hopping shoppers – the provision of “Quick order forms” that allow shoppers to input Catalogue Numbers for fast online product selection

The result is an eCommerce website where the  customer experience is optimised as a direct result of the seamless integration of  data, systems and third party solutions.

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Our presentation from eCommerce Expo 2008

The presentation that we gave with Rackspace at London’s eCommerce Expo 2008, is available to view on Slideshare.

[slideshare id=717044&doc=maximising-your-online-potential-1225725844108909-8&w=425]

Topic: Maximising your Online Potential: Seamless integration of data, systems and solutions backed by robust, secure & scalable ecommerce hosting infrastructure.

Presenters: Fabio Torlini, Marketing Director, Rackspace; Chris Hoskin, Chief Marketing Officer, Salmon.

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