Thursday, June 15, 2023

What the Little Prince teaches us about marketing

To market effectively, you have to see thing through your customer's eyes, not the other way around. 

 Glasses are not one-size-fits-all 


Picture this scenario: you have difficulty seeing things clearly, so you go to an optometrist.  You expect to have your eyes checked and to read off charts with different lenses.                                                                                                                                                                                                                                                                                 
But that doesn't happen. Instead, the optometrist just takes the glasses she is wearing off her own face and tells you: "This make everything clear for me. They should work for you, too."                                                                                        

Say what? What optometrist assumes that anyone who comes in needs the same exact prescription she has for
 herself? 


That it's completely irrational to project that about eyeglasses is something most people would acknowledge. Yet they ail to see that do just that in business all the time. 

t.

Home vs investment




I was thinking abut this week because of a realtor's failure to grasp what I wanted to have in an apartment. She  was stuck in her mindset of what believed made a property a good investment.

 She kept sending me suggestions with apartments that didn't have the features I wanted, claiming the included parking spots made them desirable. I explained multiple times that parking was not a major priority for me but other features were. 

Even after I explained this, she still tried to talk me into an apartment that clearly lacked what I wanted, saying it was a good buy. Perhaps it was a good value, but I want a home to live in with the features that are important to me.

From real estate to theoretical pills


This kind of disconnect is very common in all kinds of businesses in which the sellers fail to see things from the customer's eyes and project their own tastes and values on others. It  doesn't occur to them that other people have their own calculus and that features and benefits they go on and on about may not matter to them at all.   

  
In chapter 23 of The Little Prince, we get the perfect illustration of the misalignment between the value proposition of a product and what the customer actually wants in the  interaction between the prince and a merchant he meets on his travels:
.
"This was a merchant who sold pills that had been invented to quench thirst. You need only swallow one pill a week, and you would feel no need for anything to drink.

"'Why are you selling those?' asked the little prince.

"'Because they save a tremendous amount of time,' said the merchant. "'Computations have been made by experts. With these pills, you save fifty-three minutes in every week.'"

"'And what do I do with those fifty-three minutes?'"

"'Anything you like..."

"'As for me,' said the little prince to himself, 'if I had fifty-three minutes to spend as I liked, I should walk at my leisure toward a spring of fresh water.'”

Think about it: are you selling someone on the assumption that they'd rather save time than enjoy their water and the walk it takes to get it?  Are you pushing your eyeglass prescription on someone without determining what type of corrective lenses she needs for her vision?

 You may be doing it in other ways like by promising AI automation that summarizes every book for you. But what if your potential customer enjoys reading through hundreds of pages of novels to appreciate the  narrative style and dialog? Not everyone dismisses lengthy prose with TL:DR. 

Assuming that everyone shares your priorities when pushing something is not the way to go to show customers you are about them and what they want. You have to drop the projection and really listen.


Related: 

Marketing in Uncommon Times

Tech Overload in the Bathroom

A Matter of Degree

Casting the Hero of Your Story



Friday, December 2, 2022

User experience should not be a joke, but it is

The difference between the plan in design for pedestrians to use a paved  path and what people do in real -- cut  corners by walking through the grass

 

When I planned to write this post I was just going to feature a joke. But it became slightly more complicated as a result of my search for a written account of it. 

I never expected to find it in Snopes of all things. But what's even funnier than the joke is how the post treats it. 

Some background first:  I've been reading Steve Krug's Don't Make Me Thinkwhich actually did make me think quite a lot about usability and the kind of planning and testing that has to go into design built for the user experience  (UX). 


Remember the joke about the parrot? 

I then remembered a joke about a man who sends his mother an impressive bird as a gift. She mistakes his intent and cooks it. In the bare bones account, you can see that it's a simple misunderstanding.

But the fuller version highlights the way the giver has a lot more information than the receiver that is not conveyed by the presentation alone. In other words, this is the perfect illustration of the disconnect between the designer and the intended user of the design.

I had recalled this joke as being of Jewish origin, and there are various sites that corroborate that, including stljewishlight and Aish. The latter version is the one that Snopes opens with -- though it deliberately removes the Jewish association of the joke (as the joke is very much a Jewish mother one in observing how difficult she is to please)  by saying the parrot was taught to recite the Bible in a church. 

We'll skip the cultural appropriation one and go to an older version of the joke in which the gift is for a wife rather than a mother. Snopes gives a real credit for that one to Bennett Cerf and the book Laughing Stock. New York: Grosset & Dunlap, 1945:

A certain lady who lived on Park Avenue loved birds and her husband was rich enough to indulge her every whim. For a birthday present he found her a parrot that spoke eleven languages and that cost him exactly $100 for each language. When he got home, he said, "What d'ya think of that wonderful bird I sent you?

"It was elegant," she answered. "It's in the oven right now."

The husband's face turned purple. "In the oven? he shouted. "Why, that bird could speak eleven languages."

The wife asked, "Then why didn't it say something?"

The joke's on Snopes

I love the punchline here because it demonstrates that it's not the recipient's fault that she didn't grasp the intent of the gift. She sees a bird; she thinks dinner. She does not think novelty pet, and the only way to make her think that way it to make it glaringly obvious that this is not an ordinary bird -- a failure of communication that doesn't account for user expectations.

But that's not how David Mikkelson of Snopes reads it. No, he suggests that the joke is on the ditzy wife or clueless mother, and so he misses the real point of the joke..

Other people are not in your own head, and it is your assumption that they'll know what you know and act accordingly that makes you the fool in the joke.

Baby mobile that the parents love b/c they see the animal, bu the baby only sees the bottom


Tell me that you don't about usability without saying it


In the course of reading Hangry: A Startup Journey by Mike Evans, I came across a perfect illustration of various ways in which people prove they have no clue about usability. In the seventh chapter on p. 112, he recounts the "subtle and dangerous" issues that came to his attention after he gets back from 6 weeks away from the GrubHub office: 

"I hear a software developer frustrated that users on the website can't see the obvious buttons -- as opposed to assuming the button need to be more obvious. I hear an account manager (not Todd) refer to a restauranteur as 'stupid' for not understanding the order confirmation system." 

At that point in his startup journey, Evans had already learned that you need to see things from the customer/audience/user point of view if you are to succeed in business. Their lack of understanding reflects more on your failure to incorporate an empathetic perspective into your design than their lack of intelligence. 

Maybe the visitor just wants a bird for dinner, and you're assuming she will be automatically understand you're offering her a unique pet. Or maybe you're seeing the cut animals from above, but the users view is in the position of the baby from below.

I appreciate your attention and generosity. Tips accepted via Zelle.

If you enjoyed this content, you can support my work with a tip or purchase from my Zazzle store.

If you enjoyed this content, you can support my work with a tip or purchase from my Zazzle store.
Find great gifts and party accessories for literature lovers in all price points.