To Multi-task or Not Multi-task…that is the question. Or is the question really task switching?

I keep watching these ads for multi-tasking tablets. Ads like this: 

 

It's a criticism Microsoft always had of Apple regarding multi-tasking and displaying more information on the screen. But is displaying more the right thing to do? Or is less really more?

The multi-tasking debate has existed for at least 40 years. In my early career, we all tried to multi-task effectively, taking phone calls while writing emails, presentations, creating complex spreadsheets, and doing other things. You never just did one thing at a time. And you were considered a hot commodity if you could do many things at the same time – fast and well.

However, this multi-tasking phenomena makes you feel exhausted.

The thing is, we really aren't multi-tasking at all. We are task switching.

Task switching, not multi-tasking – The term multi-tasking is actually a misnomer. People can't actually do more than one task at a time. Instead we switch tasks. So the term that is used in the research is "task switching".

–Susan Weinschenk PhD, The True Cost Of Multi-TaskingPsychology Today

 

This is costly (up to 40% loss in productivity) and ineffective, but we continue to do this anyway because we have been trained to think that this is the ideal way to work.

Office environments encourage it and operating systems are designed for it (see the tablet ad above). It is perceived as a benefit. If you can be in the middle of reading and writing 10 emails, 3 documents, 4 spreadsheets and 3 presentations, while listening to a Webinar or an online meeting, you are considered to be a hero. I didn't say you would finish any of them or learn the information contained in each item, but you can definitely admit to being busy and doing many things at the same time.

More people agree that this isn't the way to work. Here's an example of someone who worked at Google and their experience of multi-tasking/task switching gone very wrong.

When I was at Google, I attended lots of meetings in which others had their laptops open. It wasn’t that these people didn’t care about what was being said. It’s just that they had lots of other things to do, and juggling several tasks at once seemed like a good idea.

It wasn’t.

Soon it became clear that many people were missing important stuff in meetings. They weren’t paying attention to what was going on around them because their brains were otherwise occupied. So the information shared in meetings never had a chance to break into their short-term memory banks.

Fairly soon, it became clear that having laptops open in meetings was lowering productivity instead of raising it. So we declared some meetings no-laptop zones.

–Douglas Merrill, Why Multitasking Doesn't WorkForbes

 

Working on emails while being in a meeting even sounds ridiculous, but we are all guilty of it. And we typically encourage that behavior in ourselves and others even though it isn't effective. We overbook ourselves in meetings and feel the need to attend meetings we don't need to be in. Rather than focus on completing tasks and activities and absorbing information and knowledge, we throw ourselves into information overload and stay there, hoping that some of what we are immersed in will "stick."

Jef Raskin never felt that this multi-tasking or task switching in business was an effective way to design a system because the human brain didn't work that way. To him, people should be using a computer as they work in real life – doing one thing at a time.

In The Humane Interface, software philosopher Jef Raskin argued that the nature of human attention precludes all but the most simple forms of multi-tasking. Human beings, regardless of age or ability, can actually focus on just one activity at a time. Any additional tasks must be automatic, matters of semiconscious habit rather than ongoing deliberation. I can cop vegetables (semiconscious) and talk to my student (focused and aware), but when the child demands cookies, both flows are broken and when I fetch the cookies, I am not multitasking. I am simply engaged in a new chore.

–Julia Lupton, Design Your Life: The Pleasures and Perils of Everyday Things

 

The iPhone and iPad were designed in a similar way – you can make a call (focused and aware activity) and read email (should be focused and aware, but let's say you do this as a semiconscious activity), but you can't read email and write a letter and do 40 other focused and aware activities by selecting a few keys. The apps may stay open and you can switch tasks, but you focus on completing one task at a time.

There is a balance between those focused and aware activities versus the semiconscious activities. When you are focused, you are able to move items into short-term memory, which later moves to long-term memory. 

You need to get items into short-term memory and you can only do that when you are focused.

When you’re trying to accomplish two dissimilar tasks, each one requiring some level of consideration and attention, multitasking falls apart. Your brain just can’t take in and process two simultaneous, separate streams of information and encode them fully into short-term memory.

If you can’t recall it, you can’t use it.  And, presumably, you are trying to learn something from whatever you are doing, right?  Instead of actually helping you, multitasking works against you. It’s making you less efficient, not more.

–Douglas Merrill, Why Multitasking Doesn't Work, Forbes

 

And this leads to how creativity works, and why space is important to solve problems and why task switching can cause inefficiencies with new ideas.

The research on creativity tells us that it is the pre-frontal cortex that puts ideas together. But the pre-frontal cortex can only work on one thing at a time. When you are multi-tasking you are taxing your pre-frontal cortex. You will never solve problems if your pre-frontal cortex doesn't get quiet time to work on integrating information. This may sound paradoxical, but if you STOP thinking about a problem or particular topic you will then be able to solve it! This means you have to make time for blank spaces in your day. You need to have time in your day when you are doing "nothing" as far as your brain is concerned. Not talking, not reading, not writing. You can go for a walk, get exercise, listen to music, or stare into space. The more blank space the more work you will get done! Multi-tasking is the enemy of blank space. 

–Susan Weinschenk PhD, The True Cost Of Multi-Tasking, Psychology Today

 

Raskin's vision for the information appliance accounts for all of these cognitive processes and enourages us to work in the most effective way possible (which gains us efficiencies with our focus).

He saw touch interfaces, however, and realized that maybe, if the buttons and information display were all in the software, he could create a morphing information appliance. Something that could do every single task imaginable perfectly, changing mode according to your objectives. Want to make a call? The whole screen would change to a phone, and buttons will appear to dial or select a contact. Want a music player or a GPS or a guitar tuner or a drawing pad or a camera or a calendar or a sound recorder or whatever task you can come up with? No problem: Just redraw the perfect interface on the screen, specially tailored for any of those tasks. So easy that people would instantly get it. 

Jesus Diaz, The Apple Tablet Interface Must Be Like This, Gizmodo

 

Sound familiar? Yes, its the iPhone and iPad, where the user is focusing on a single key activity at any time.

If focused activities are so effective, why are we enamored with task switching and multi-tasking? Why do we believe that seeing more and having the ability to do more at any given time makes a more effective user experience? Is it just the training we have received over the years? 

I'm curious to hear your opinion. From what I read and experience, multi-tasking and task switching should be dead. I think we keep it alive because we think that this is a more efficient and effective way to live, when in fact it reduces our productivity up to 40%. And by reducing our productivity, we work more, multi-task more, get less good work done, and cheat ourselves.

It almost makes you see the beauty of the iPad and iPhone experiences and how they were really built for people. And how people weren't built to multi-task.

 

 

To Multi-task or Not Multi-task…that is the question. Or is the question really task switching?

7 Steps to Capture – and Keep – a Customer’s Attention

A couple of weeks ago, I went to the First Annual Brewer's Ball at the Renaissance Hotel in Dallas. Nice hotel, by the way. If you get a chance to go to an event there – you should.

The event showcased a number of local breweries and restaurants. It was pretty incredible!

Because I can be an experience nerd, I was very aware which stations attracted my attention and why. I actually told my friend, Amber, that I was impressed by the promotional packaging at the event. 

Yes – not the beer, not the food – the promotional packaging. (Well, I was impressed by the beer and food as well, but not as much as the packaging.)

Promotional packaging is what drew me, a beer newbie, to one brewery rather than another. I either knew the logo I was looking at and drank something familiar, or I tried something new that looked interesting based on how it captured my attention.

I chose what I ate that night the same way – based on its presentation. I ate sausages and a hot pepper out of a flip-top can because it seemed like a fun experience – like I was camping and eating rations. I ate a little shrimp chip with dip in the middle crater because it seemed self-contained and easy to eat. I also at this toast with multiple spreads on it because it seemed like a great sampler bite for that restaurant, showcasing all the best they had to offer.

So how does it work to captures – and keep – a customer's or prospect's attention:

Step 1. Attraction. Yep, pretty much promotional packaging. I wouldn't have tried the rations if it weren't for the packaging. Same with the shrimp chips. I also wouldn't have tried the Christmas Beer if I didn't notice the French Vanilla packaging on the beer next to it and found that intriguing. It's all about how things look. 

Outside of the event…

For Web sites, it has to look good and be easy to use. It has to be intuitive at first sight. You have to get something from your experience the first time you are there. 

For stores, the merchandise has to suit your personal style to get you to come inside. Or the store has to look cool enough to merit a visit. Either one. Again, it's all about looks.

Step 2. Learning/Understanding. Some of the brewers described their craft and educated me about how they made the beers. Some just poured the beer I asked for. Which breweries stood out the most to me? Exactly – the one's that gave me more insight into what they were making and why.
 
I wanted to know more about the French Ale versus the Christmas Ale – but the guy was too buzzed to tell me. Sure, I got some information, but if he wasn't so keen on taking another sip of beer and didn't seem like he was going to fall over, I could have asked him more questions.
 
I fell further in love with the restaurant, Malai Kitchen, because they explained their dish and told us more about their snack. I felt like they were including me in their process.
 
Step 3. Appreciation. There needs to be a mutual appreciation between the prospect/customer and the company. There were a few times at the Brewers Ball that I didn't feel that the brewer appreciated me sipping their beer. That typically happened when they would pour and send me away, almost as if I were in a bar, ordering a beer. I may have liked what I was drinking, but I'll be darned to remember the name. They didn't take time to talk to me, so why should I take time to remember them?
 
Notice who I did remember? Yep – the ones that educated me about their products.
 
Step 4. Engagement. This means that a prospect, customer, or someone who doesn't work at the vendor's company is having a conversation with that vendor. Outside of an event, this could be me as a prospect sending a tweet about the beer or food I tasted, posting something on Facebook, or better yet – a delayed response for later. Something like this article, even. And any type of engagement is positive – it means that someone took enough care and time to contact you. 
Now, these items would typically happen after a purchase.

Step 5. Response. This would be the prospect buying something or completing the call to action a company is requesting. For the Brewer's Ball – it is trying the beer. It doesn't mean I'm a customer. It means I have interest in the offering to the point I selected it. 

In most cases, this is purchasing an item. For more expensive products and services, this could be a free estimate. It's deeper engagement than a conversation, but it's not a full experience with the product. Using a consumer product once is even a response. A trial size is only 2-3 uses. You really need to experience a product for a full cycle to appreciate it.

Step 6. Positive experience with the Product or Service. This would be someone having a positive experience with the product that they got – so positive that the person wants to buy it again. The fallacy about customer conversion is that the customer purchased. A single purchase only means that I had enough interest to buy it. But does that person want to buy it again?
 
This is different for more expensive items (anything over $250) because that requires more research before purchase. In those cases, people typically get an estimate or a trial. One purchase for them really is a conversion. More on that later.
  • Step 7. Recommendation. This is the most powerful of all the steps to capture and keep a customer's attention. If someone is willing to publicly share their story about your product or service – your customer loves you!
Now, if the story isn't so great, at least the customer is willing to tell you. That's better than the typical response where the customer goes away to never talk to you or interact with you again. The customer wants to see you improve and win.
 
And this is the best way to communicate with new customers. 90% of people trust a recommendation from a network. 81% of those go online to get recommendations. People trust other people. It makes it harder to build trust and sell without feedback and recommendations from your own customers.
I'd be curious to hear your thoughts about the steps to capture a customer's attention. Yes, this sounds a lot like a buyer's journey or purchase process, and it is similar. However, this is more of the process from the customer's perspective.
 
To close on the Brewer's Ball part of things – I really enjoyed the night and got familiar with some beers and restaurants in Dallas. It was a great event! I'd just suggest to some of the vendors that although many there were beer aficionados, it may be worthwhile to educate more people about their offering. I remember only a handful of brewery names, mainly Revolver (because I like their beer Blood and Honey) and the label from the French Vanilla and Christmas beers. They made a strong impression. If the guy talked to me more about his beers, I may have remembered the brand name. So learning and engagement -and packaging – helps sell things.
7 Steps to Capture – and Keep – a Customer’s Attention

Successful cross-selling comes from reminders and suggestions

A couple of days ago, I was booking a flight to visit my parents during the holidays on American Airlines. I figured it was early enough to get a good rate – and it was – so I would secure my seat. The beauty of living in Dallas is that I don’t have to be in an airplane (*ahem* tin can *ahem*) more than 4 hours to get anywhere in the US. So wonderful! It saves on the need to upgrade to have an enjoyable experience. Anything can be enjoyable for 3-4 hours.

After I booked my flight, I saw these two modules on the page to book a hotel and car. They looked oddly familiar:

I was happy to see such great rates for hotel rooms and cars. I clicked through to the site to book (the deal only lasted 15 minutes and would expire after that time. It truly did disappear, which definitely added that sense of urgency.). The booking site looked familiar – like something I worked on in the past.

It was a site from Switchfly! I worked there when it was EzRez. And I worked on this widget about 5 years ago. It was like visiting an old friend! We were working on a widget to cross-sell a hotel room, car, or activity with a flight or hotel. This widget would be placed on the confirmation page of a booking to provide a way to access other deals offered and get someone to spend more money.

I was surprised to see this widget because I thought it was a flop of a product. We all worked so hard on it, but customers weren’t running to implement it in their site like we thought they would be. Some tried it – but it didn’t succeed. It was a little depressing – all that work done only to see it shelved, knowing that cross-selling in a helpful, positive way does generate revenue. I couldn’t understand how travel companies just didn’t see the value.

How American Airlines implemented it was fantastic – it connected a hotel option with a user’s flight to make a package, allowing the user the ability to select a room type and possibly a different hotel option. The hotel prices were phenomenal! Sure, I had to enter my own info at the end, but that’s ok. (Originally we wanted everything built into the widget, but a standard user wouldn’t know that). It was helpful.

And yes, I almost booked a room.

A while ago, a friend of mine booked a flight on Hotwire. At the time, flights weren’t as accessible (ok, cheap) as they are today, so booking “blind” on Hotwire sometimes was the only way to go. About 2 weeks before his trip, he got an email from Hotwire that reminded him of his trip and asked if he wanted to add a hotel or car with that – in case he forgot or his plans changed.

He thought it was a great email – and felt that Hotwire really cared about his trip and wanted to help him.

At the time this happened, I worked at Hotwire and I was a member of the team that created that cross-sell email. We decided to present the offer as if we were trying to help the traveler with his trip and resolve last minute details rather than present ourselves as just trying to get more money from the traveler. Obviously with my friend, it worked.

I don’t remember the financial results, but I do remember that after we launched that program, we didn’t really touch the creative for the 2 years I was there. Well, I take that back – we updated the email for a brand refresh. It was very successful – to the point we just didn’t touch it because it kept performing.

Cross-selling can be incredibly helpful to the buyer, depending on how it’s done. Sometimes people need a last minute item, or they forget about the details, like a mattress pad when buying new mattress.

It’s almost like that final candy aisle at the grocery or convenience store – it’s there as a last minute, “Are you hungry? Looking for a snack?”

Depending on your mood, how you perceive the same aisle could be, “How they try to get another dollar out of me! Isn’t me spending $40 per week enough?”

If you put your mind into the buyer’s, there are only two approaches to successful cross-selling – it is perceived as helpful (almost like providing a service) in the form of a reminder or a suggestion.

  • Reminder. Super effective. In this fast-paced world, people forget things. Often. Sometimes people need to be asked or offered something to be sure they get it – at a restaurant, being offered a beverage in addition to water; when buying a mattress, being offered a mattress pad; when booking a flight, being asked if you need a hotel room or a rental car. Reminders work, aren’t intrusive, and are generally helpful.
  • Suggestion. To sum it up, something that isn’t that expensive – but a nice luxury. A great example – a friend of mine owns a restaurant and she sells baklava like hotcakes because she shows it to every diner. Sure, it is excellent, but if someone sees it, hears that it is $5, he or she figures why not have a little dessert? It’s a little luxury. Same with adding on features to a car. If someone is spending $20K on a car, what’s another $2,500 for leather seats and the rockin’ stereo. It’s not a necessity, but it’s great idea and for a few dollars more, why not?

For years, Travelocity was the master of suggesting activities to travelers. During their booking/purchase flow, they included a page listing every single activity in the city you were going to visit. Most travelers I knew hated this page on Travelocity’s site, thinking it was a waste of space and so “marketing-y.” However, according to the people I talked to who worked at Travelocity, this page made them a lot of money. Most visitors saw this as a great reminder or suggestion page to make sure they had something to do during their trip. It was perceived as helpful to some – not just a benefit to Travelocity.

Again, some did find this tactic ineffective.

So what types of cross-selling tactics don’t work? Any that are perceived as a sales attempt to satisfy the company’s needs. Most times, this perception occurs because the buyer feels that the company isn’t listening to his needs at all and isn’t trying to help him.

For example, AT&T calls me every month (or mails me an offer) to get cable. I hate these calls. I haven’t had cable EVER in any city, and I know AT&T tracks such things, so these aren’t reminder calls or even suggestions. Well, I take that back – the first time I ordered service in a new city and I was offered cable – that was a suggestion. Every time I say no to the offer, and I’m offered the service again, I feel like I’m being ignored. To me, these calls are simply AT&T trying to get themselves more business, not AT&T helping me with better service or savings. And that’s annoying.

Cross-selling can be the best – or worst – marketing strategy to get more business. If a customer perceives your offer as a helpful request or suggestion, he will most likely say yes and have a positive opinion of your company. However, if you are offering him something just to benefit yourself and he doesn’t see the value, the perception is that your company is greedy. It is a fine line – but one where it is best to lean on the side of adding value to the customer and listening to his or her needs.

Successful cross-selling comes from reminders and suggestions

Why someone abandons a purchase? The reasons may surprise you…

In my previous post, I wrote how most of the sales process has less to do with convincing someone to purchase and more about painting a picture for him about what life would be like after purchase. 

No one can be forced to buy anything. People often will abandon a sale for a number of reasons that have nothing to do with the item being sold.

How many times have you abandoned a purchase for a reason that had nothing to do with a product?

  • You got busy with something else and simply forgot to purchase.
  • It was too difficult to buy something online so you bailed on it.
  • You couldn't get to the store in time, so you gave up.
  • You just didn't want to cut something out of your life to afford a new car or trip.
  • Your team decided to spend money to do something else.
  • You got paid 3 days after a sale and just didn't have the money on-hand at the time.

Yes – the reasons not to buy something can be THAT SIMPLE.

We never tell these reasons to a sales person, though, because it is embarrassing. We lie to make ourselve sound better. We don't want people to know we don't have the money or faulty memories or whatever. So sales tells marketing the lies and we all believe those lies to be true.

If we are real with ourselves, we know those aren't the true reasons. The true reasons have NOTHING to do with the product. They have to do with the buyer and his personal situation. 

So what does it mean to paint a picture for someone about what life would be like after purchasing an object? Marketers reach to content marketing to solve that.  

And yes – content marketing can influence a buyer and fill-in blanks. However, the key to selling is finding that one outlook change that will push someone over the edge to buy. This changes from person to person, company to company. It could be money, prestige, group thinking. It's up to marketing and sales to figure out what that is.

Here are some things people are thinking about during a purchase – thoughts that could cause resistance during the sales process. I'm sure there are more questions, but its a start of a list.

Feel free to add in the comments. I'm sure there are other factors that are considered during a purchase.

Outward Personal status and appearance

For Fashion/Clothing/Look-related

  • How will I feel wearing this? How will people perceive me when I own this? 
  • Does this object go with my personality? Is this something I will wear/use/sport? 
  • Is this pushing my boundaries too much? Will I regret this purchase later?

Other Objects

  • Will my friends make fun of me if I buy this? Will I be perceived as cool? Will I be envied?
  • Will people respect me more because I own this? 
  • If I don't buy this and pass, what will people say?
  • Will I want to show this off to people? 

For Work purchases:

  • If we buy it and it is seen as "successful": will people in my company think highly of me because I suggested we buy this and got it implemented? 
  • If it fails: How will people see me if this isn't the right fit for us? Will I be outcast? I'm afraid of how my team will perceive me.

Personal feelings

  • Once I have this object, will I be happy for at least a little while? Will I feel satisfied?
  • How will I feel about myself with this object? Will I feel like I achieved something big? Or that I sold out and got a knock-off?  
  • If my team buys into this, how will I feel about that? Will I feel more accepted?

Using the object

  • Do I need this? Do I have something else I could use for the same purpose at home?
  • What can I use it for? Will it help me achieve my goals? How will I feel once I have this task done in an easier way? Will I save time to do other things?
  • Will I enjoy using this object? Will it give me some type of joy?
  • Will some tasks be simpler with this gadget? Will I be able to do things I couldn't do before?
  • What's the true value of this object? How will it contribute to my life?
  • Will this object help my company with their goals? Will it save them money? Or time? How will this product contribute to the bottom line?
  • Will this object help me reduce other costs?
  • Do I need supporting products to get this do what I want it to do? Do I need to buy anything else with this?

Product Quality

  • How long will this last? Will I need a replacement quickly?
  • Is there a guarantee with it? Or a warranty? I don't want to have to fix something I just bought that broke.
  • Is it constructed well? Are there any defects?
  • Will it be easy to return if I buy it and not like it? What if it doesn't fit me well (size, personality)? 
  • Does the store back the quality of its products?

Relationship with the sales person

  • Is this person really helping me and showing me the value of this object? Or is he just hounding me for a sale?
  • If he just wants to sell this object to me, is there something wrong with it? Why the rush? Does he get a better commission? Is this something that is closing out as a model? Am I getting sold a bum deal?
  • Am I learning anything from this person? Does he have knowledge about this object and the subject matter around it? Or does he only know about this 1 object. 

Financials

Personal

  • Would I need to give up anything in my life to purchase this? 
  • Will I save money if I buy this? Will this cost a lot of money to maintain?
  • Is this an investment or a true expense?

Professional:

  • Do we have enough budget to purchase this? What if we purchased something cheaper? Could we get both projects purchased?
  • Will this object help me reduce costs in general?
  • Will it cost me money in maintenance?
  • Will it cost me a lot of money to operate this? 

Going into the future….2 years, 5 years, more years after purchase

  • Will I be happy with this in 2 years? Will it last 2 years? Will it last longer? Is it quality construction?
  • Is there a warranty? Do I need a warranty? A guarantee?
  • Will it require a lot of maintenance?

 

And yes, this gets into buyers journeys and the like. Anything else people think about during a purchase? I'm curious what your thoughts are. 

 

Why someone abandons a purchase? The reasons may surprise you…