At what point in the purchase funnel do you see the greatest amount of conversions? How many clicks on your blog come from organic sources? And at what time do those clicks seem to peak?
Performing all of those calculations can make your head spin. The Net Promoter® Score methodology is refreshingly simple in comparison. Instead of asking hundreds of online survey questions and doing in-depth calculations, you’ll ask one powerful question (and a few refining ones).
Then you’ll perform just one calculation. And you’ll get an industry standard score ranging from -100 to +100. (Learn how to do the Net Promoter Score calculation here. Or SurveyMonkey will calculate your NPS for you!)
In a standard customer satisfaction survey example, you might ask consumers to give specific feedback on the products and services you provide. Questions such as “How quickly did the customer service team assist you?” can help you understand what consumers really think, and as a result, these questions are very valuable.
And although there are benefits to customer satisfaction versus NPS, these sample survey questions may not provide you with all of the detail you need to improve your business.
Why? Because people who are satisfied might still leave. That’s right. They may appreciate your speed and your products and your price. But, they might be just as willing to switch to another company if they get a better deal. In other words, they may like you, but they may like others more.
The Net Promoter Score that Bain developed in 2003 is designed to ask something a lot different. Instead of asking whether your customers are happy, you’re asking your customers whether they’re promoters of your company. You’re trying to determine whether your customers are willing to speak up and speak out about your brand. In essence, you’ll see how many of the people you work with right now are willing to be brand advocates.
The maths that you do at the end of the questionnaire will provide you with one number that will show you just how many of your consumers are willing to do that advocacy for you. Here’s how it works.
The NPS sample survey starts with one very basic but very powerful question: “How likely is it that you would recommend this company to a friend or colleague?”
We’re cutting right to the chase here, asking people straight up whether they intend to work as advocates or whether they don’t really plan to spread the good news about your products or services.
This isn’t a yes/no question either. Participants are asked to score their responses on a scale from 0 to 10, with low scores indicating a complete lack of willingness to work as an advocate and 10 as a very high likelihood of working as an advocate.
The follow-up questions allow you to gather just a bit more data. Here, you’re asking open-ended survey questions that could help you to understand why people are willing to speak up for you and what might need to change in order to make advocacy more likely. You might ask:
The open-ended nature of this online poll will give you the data you need in order to push your products, services or approach in a different direction. But, there’s one more thing you can do with these results in order to help your company. And yes, there is a little maths involved.
In order to come up with a score (or percentage) of promoters, you’ll return to the answers consumers provided to your original question. Specifically, you’ll be looking at that 0 to 10 score they gave your company when asked whether they’d promote it. Those scores allow you to segment your consumers into three groups:
Once you’ve segmented your respondents into groups, you’re ready for the maths. Thankfully, it’s pretty easy. A Net Promoter Score definition, in simplest terms, is the percentage of detractors subtracted from the percentage of promoters. You’ll do this by following this simple formula:
(Number of Promoters – Number of Detractors) / (Number of Respondents) x 100
This simple calculation will allow you to see how many consumers are fans of your company, willing to give it a shout out.
The detail you obtain in follow-up questions will be a key part of the marketing changes you do and do not make for your company. That much is clear. But the numeric score you obtain after doing a little basic maths is intensely powerful. It’s a benchmarkable number that you can use year after year to track your progress. And you can even use that number to compare your success with the success of your competitors.
NPS®, Net Promoter® & Net Promoter® Score are registered trademarks of Satmetrix Systems, Inc., Bain & Company and Fred Reichheld.
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Here are some ideas to ensure that respondents will answer your surveys.
If your survey is short and sweet, there's a greater chance that more respondents will complete it.
Little incentives like small discount or an entry into a drawing can help ensure respondents complete your survey.
With SurveyMonkey Audience, you can purchase access to an audience who meets specific demographic criteria for your survey. It's a great way to get targeted responses from a specific group.