Book Image

From Voices to Results - Voice of Customer Questions, Tools and Analysis

By : Robert Coppenhaver
Book Image

From Voices to Results - Voice of Customer Questions, Tools and Analysis

By: Robert Coppenhaver

Overview of this book

Voice of Customer (VoC) is one of the most popular forms of market research that combines both quantitative and qualitative methods. This book is about developing a deeper knowledge of your customers and understanding their articulated and unarticulated needs. Doing so requires engaging with customers in a meaningful and substantive way – something that is becoming more and more important with the rise of the increasingly connected world. This book gives you a framework to understand what products and features your customers need, or will need in the future. It provides the tools to conduct a VoC program and suggests how to take the customer input and turn it into successful products. This book also explains how to position and price your products in the market, and demonstrates ROI to the management team to get your product development funded. By the end of this book, you will have a thorough understanding of the relevant stages of a VoC project. It will show you how to devise an effective plan, direct the project to their objectives, and then how to collect the voice of the customer, with examples and templates for interviewing and surveying them.
Table of Contents (14 chapters)
From Voices to Results – Voice of Customer Questions, Tools, and Analysis
Credits
About the Author
Preface
Epilogue

Audio recording and transcriptions


When in the process of interviewing a customer, you will be very busy trying to ask questions of the customer to draw out their unarticulated needs, capturing all the customer's salient points, as well as observing subtle clues and gestures the customer makes when responding to a query. All in all, there is an awful lot going on and the challenge of your job is to collect as much of it as possible, which can become increasingly difficult with note taking alone.

Unfortunately, it is often impossible to capture everything and this is why, whenever possible, you should ask a customer's permission to audiotape or videotape the interview. Explain to the customer that you want to record the interview because their input is extremely valuable to you. In most cases, you will find that the customer is perfectly willing to allow you to do this and they often forget that the recorder is even on during the interview. If they prefer that you do not, of course, you should...