Simple Tips To Boost Sales

boost sales

What’s ? This is THE stephane ANDRE ! I watched an Olivier Roland’s video  and I learned good stuff.

The majority of entrepreneurs all make the same mistake and if you understand this mistake, you can have the advantage over them. This is because theses entrepreneurs are focused on acquiring new clients. For example an entrepreneur who want to increase the client base by 20% per year, he/she will say to himself/herself : « OK, I have to find 20% more new clients per year ». And you know what ? This reasoning is wrong.

I’ll explain why it’s wrong. In this reasoning, these entrepreneurs don’t take in account attrition. Attrition is the clients who no longer do business with the entrepreneur. Look, if an entrepreneur has an attrition of 10% per year, which means that 10% of the clients that the entrepreneur has convinced, stop using his/her products/services. Now, if this entrepreneur wants to increase the client base by 20% per year, he/she must actually find 30% more clients per year.

You see the problem. To improve the situation, it’s necessary to know the 3 category of clients who stop using your product or service (a client who leaves the company).

Category 1

problem solve

This the easier category to deduce, it’s the client who is not happy. This client liked your product/service for a while, something didn’t go well and this client decided to stop using your product/service. What is important to know is that these clients will leave and never buy a product/service in your company without ever explaining why. That’s why I recommend you to put a system to ask those client who leave, the reasons. You can ask this type of question : « Is there a problem ? If yes, can you describe it to us ? ».

Clients in this category leave your company because there was something wrong with the product/service and often these are things that are very easy to repair. It’s possible that these are legitimate problems that are easy to solve, in this case, repair it very quickly. You can use a sentence like : « Yes, it’s our fault and we solved the problem, sorry. To be forgiven, we give you a  ?_ ? % discount on the next product/service you buy. This is a simple way to win back some of those clients who would otherwise be gone forever.

Sometimes, you’ll have clients who want while paying as little as possible and who are never happy. In this case, let these clients go because your business is much better without these people.

Category 2

This is the category whose client situation evolved. This means that at some point in their lives these clients needed your product/service and today they’re in a different situation. It’s not that these clients don’t like you product/service anymore, it’s just that they no longer need to use it.

For example, you sell a product/service for pregnant women. Once women have given birth, they’re automatically no longer clients. It’s impossible to keep those clients. But if these clients were happy with the product/service, you can ask them : « OK, now that you no longer need to use our product/service, can you share our product/service with someone do you know and we will offer her a welcome gift, because this person comes because of you ? ».

In this type of industry, clients use a product/service for a limited time so this little trick make it easy to have new clients.

Category 3

forget omer simpson

This is the category of clients who used your product/service for a while and have forgotten you. It hurt your ego but we all have billions of things to do. We have already used a good product/service and after a while, forget it. For example, I have a Tumblr‘s account. 2 years ago, I often went on Tumblr and for 1 year, I stopped to use it. For my blog, I automated a process to share a link of each article I publish on my blog to Tumblr. 2-3 weeks ago, I noticed on one of my emails that there were several new people everyday following me on my Tumblr account. Seeing this , I decided to use Tumblr more often.

Sometimes these are cases where you used a product/service for a while and for 1 year, you no longer use this product/service. Once, by chance, you see the ads of a competitor and you will buy from the competitor. You have completely forgotten that there are 1-2 years ago, you used a product/service that did the same thing.

For clients in this category, it’s necessary that you identify them to recontact them as soon as possible by offering them a gift (a discount, an invitation to an event, etc).

Conclusion

By focusing on these 3 clients categories and by setting up actions that I shared with you, you’ll be able to decrease your company’s attrition. With that you’ll have an advantage over your competitors who focus only on having new clients.

Subscribe to my newsletter and share this article if you think it can help someone you know. Thank you.

-Steph

Look For Anomalies

anomaly

I have just enrolled in a Data Science course on Udemy  and I learned good stuff.

We’ll learn how to duplicate a bar char to create a new A/B test. We’ll create several A/B test to look for anomalies.

But before that, we’ll name the sheet. Right-click on the tabe and select « Rename Sheet ».

tableau a/b test tableau dataset anomalies

Rename the sheet « Gender ».

tableau a/b test tableau dataset anomalies

Now right-click on the « Gender » tab and select « Duplicate ».

tableau a/b test tableau dataset anomalies

Rename this new tab « Country ».

tableau a/b test tableau dataset anomalies

We’ll do an A/B test with the countries and we’ll reuse everything we did with the A/B test « Gender » to save time.

As you can see « Gender » is in « Columns ».

tableau a/b test tableau dataset anomalies

To use this A/B test with a variable other than « Gender », move the variable you want on top of « Gender » in « Columns ».

Go, go ! There is « Geography » in « Dimensions », takes « Geography » and puts it on « Gender ».

tableau a/b test tableau dataset anomalies

Boom with 1 click we have our A/B test for countries.

tableau a/b test tableau dataset anomalies

We have the percentage of clients who left and stayed in the bank for each country (Germany, Spain and France).

In this A/B test we can see that in Germany, many clients left the bank with a rate of 32%. For Spain and France, the rate of clients who left the bank is below the average departure rate (20%), 17% for Spain and 16% for France.

Already, we have interesting insigns. We can find out if in Germany there is a new aggressive competitor with more interesting offers or if there is a new law unfavorable to the bank’s offers that has been voted. It’s necessary to do reseach in Germany to find the reason for this high rate of departure.

You have seen, usually an A/B test has 2 categories but in our case, there are 3 categories. We could call it an A/B/C test but it’s a bit bizarre. When there are more than 2 categories, we call it a classification test.

In this article, I will continue to use the term A/B test but remember the term classification test for the next time.

Let’s do another A/B test quickly.

Duplicate this A/B test by right-clicking on the « Country » tab and selecting « Duplicate ».

tableau a/b test tableau dataset anomalies

tableau a/b test tableau dataset anomalies

This time we will study the variable « Has Cr Card ». This variable is « 1 » if the client has a credit card and « 0 » if the client doesn’t have a credit card.

You saw ? This variable is a categorical variable because it is binary « 1 » and « 0 » but it is in « Measures ». Since this variable is categorical, it should be in « Dimensions » so we will move the variable « Has Cr Card » from « Measure » to « Dimensions ».

tableau a/b test tableau dataset anomalies

tableau a/b test tableau dataset anomalies

Now that it’s done, move « Has Cr Card » over « Geography » in « Columns ».

tableau a/b test tableau dataset anomalies

tableau a/b test tableau dataset anomalies

It’s cool, we have a new A/B test for credit cards. What we can observe in this A/B test is that there is not a big difference between the departure rate of clients who don’t have a credit card (21%) and the departure rate of clients who have a credit card (20%).

It’s time to create aliases for this A/B test. Right-click on « Has Cr Card » and select « Alias…. ».

tableau a/b test tableau dataset anomalies

To start, « 0 » means that the clients don’t have a credit card so in « Value », you write « No ». « 1 » means that the clients has a credit card so in « Value », you write « Yes ». Then you click on the « OK » button.

tableau a/b test tableau dataset anomalies

tableau a/b test tableau dataset anomalies

That’s it, the bar chart is easy to read now. We understand that among clients who don’t have a credit card, 21% left the bank and among clients who have a credit card, 20% left the bank. We can conclude that having or not having a credit card doesn’t have a significant impact on the decision to leave the bank.

It’s time to rename this tab. Right-click on the « Sheet4 » tab and select « Rename Sheet ». Name the sheet « HasCreditCard ».

tableau a/b test tableau dataset anomalies

tableau a/b test tableau dataset anomalies

Let’s go, let’s do another A/B test with another variable. Let’s look at « Measure » and study the variable « IsActiveMember ».

The variable « IsActiveMember » is « 1 », if the client is active and « 0 » it the client is inactive. It’s necessary to detail the definition of IS ACTIVE. IS ACTIVE depends on the criteria of the bank. For example, it could be : « Did the client log in at least once to their bank account last month ? » or « Has the client made at least one banking transaction last month ? », etc.

As you can see, the variable « IsActiveMember » is a categorical variable (binary 1 and 0) so it’s a variable to move to « Dimensions ».

Here’s another way to move a variable from « Measures » to « Dimensions ». Right-click on « IsActiveMember » and select « Convert to Dimensions ».

tableau a/b test tableau dataset anomalies

Perfect, the variable « IsActiveMember » is in « Dimensions ».

tableau a/b test tableau dataset anomalies

We will duplicate our « HasCreditCard » sheet. Right-click on « HasCreditCard » tab and select « Duplicate ».

tableau a/b test tableau dataset anomalies

Renamce this tab « IsActiveMember ».

tableau a/b test tableau dataset anomalies

Since we have diplucted what we did with « HasCreditCard », we simply need to take the variable « IsActiveMember » from « Dimensions » and more that over « HasCrCard » in « Columns ».

tableau a/b test tableau dataset anomalies

tableau a/b test tableau dataset anomalies

Let’s create aliases to make reading this bar chart easier. Right-click on « IsActiveMember » and select « Aliases… ».

tableau a/b test tableau dataset anomalies

For « 0 », we put « No » because the client is not active and for « 1 », we put « Yes » because the client is active. Click on the « OK » button.

tableau a/b test tableau dataset anomalies

Here is what we can see with this A/B test « IsActiveMember ». Among inactive clients, 27% left the bank. Among active clients, 14% left the bank. This show is that clients who are not active are more likely to leave the bank than active clients.

Indeed, a client who is active means that he/she uses his/her bank account and products of the bank so an active client is satisfied with the bank. It’s possible that some clients leave the bank because of external factors such as a competitor, new regulations or elements of the private life of the client.

It’s cool, we created 4 A/B tests in a few minutes.

  1. An A/B test « Gender » that allowed us to see that women were more likely to leave the bank.

  2. An A/B test « Country » that allowed us to see that it is in Germany that clients are most likely to leave the bank.

  3. An A/B test « HasCreditCard » which allowed us to see that having or not having a credit card didn’t have a significant impact on the descision to leave the bank.

  4. An A/B test « IsActive Member » allows us to see that client who aren’t active are more likely to leave the bank .

I will leave you a homework. You’ll do an A/B test with the variable « Number Of Product » which is still a category variable. The variable « Number Of Products » indicates the number of product that the client has in the bank. Add aliases to make reading the bar chart easier.

I trust you I’ll give you the answer in th next article,

Share this article if you think you can help someone you know. Thank you.

-Steph

Visualize An A/B Test in Tableau

A/B tes

I have just enrolled in a Data Science course on Udemy  and I learned good stuff.

We are going to do a simple and very visual A/B test in Tableau.

The first thing to do is save this worksheet and name it « Map ».

Do a right-click on « Sheet1 » at the bottom of the screen and select « Rename Sheet ».

Tableau A/B test data science

The second thing to do is to save this workbook. For that we go to « File » and select « Save to Tableau Public As… »

Tableau A/B test data science

The « Tableau Public Sign In » window appears to connect to your Tableau account.

Tableau A/B test data science

Save the workbook with the name « DataMining » and click on the « Save » button.

Tableau A/B test data science

We will create a new worksheet specifically for the A/B test. Click on the « New Worksheet » icon at the bottom of the screen.

Tableau A/B test data science

Look, you created the new worksheet.

Tableau A/B test data science

To start we need the dependent variable we are studying. This dependent variable is « Exited » which is « 1 » if the client left the bank or « 0 » if the client stayed in the bank. Now look, this dependent variable is in « Measures » so Tableau recognized this variable as a dependent numeric variable.

For our case, the dependent variable « Exited » is actually a category. Our logic in this situation is : « Did the client leave or did the client stay ?. For this reason, we need to move the variable « Exited » in the dimensions.

Tableau A/B test data science

Now, the variable « Exited » is in dimensions.

Tableau A/B test data science

Let’s do a classic A/B test, the A/B test for gender (male or female).Here what we’re going to test, if we keep all the rest constant and if we take a male client and a female client, which of the two is most likely to leave the bank.

Let’s go, move « Gender » in « Column ».

Tableau A/B test data science

We have 2 columns : « Female » and « Male ».

Tableau A/B test data science

Move « Exited » on « Colors ».

Tableau A/B test data science

Look, we have 2 colors. Blue for « 0 », it means the clients who stayed in the bank. Orange for « 1 », it means the clients who have left the bank.

To be more specific, we want know how many clients stayed and how many clients left the bank.

Move the variable « number Of Records » into « Rows ».

Tableau A/B test data science

Tableau A/B test data science

What we can notice is that the total number of men is higher than the total number of women. Then we can see that among the women, a large proportion left and that among the men a small proportion left. However, this is not enough to allow us to understand what is happening.

We will add « number Of Record » as a label. Move « number Of Record » to « Label ».

Tableau A/B test data science

Tableau A/B test data science

Change the label’s size in « 12 » and bold.

Tableau A/B test data science

Now we know the number of people in each category.

To better visualize this, we will replace the numbers with percentages. We want to see what percentage of female clients are gone and what percentage of male client are gone. With percentages we can easily make the comparison that with the absolute numbers, it’s not possible because the total number of woman is different from the total number of man.

To convert a absolute number to a percentage, you need to click on the arrow next to « SUM(number Of Record) ».

Tableau A/B test data science

And click on « Add Table Calculation… »

Tableau A/B test data science

Tableau A/B test data science

In « Calculation Type », select « Percent of Total ».

Tableau A/B test data science

Be careful, here there is one important thing to do. Change « Table(across) » and choose « Table(down) ».

Tableau A/B test data science

« Table(down) » will give us the total percentage in each column. Now you can close the window, the changes have been made.

Boom, we have the percentages.

We will create labels to make it easier to read. Click on the small arrow next to « SUM(number Of Record) » and select « Format… ».

Tableau A/B test data science

The « Pane » tab appears. In the tab « Pane » in « Numbers », choose « Percentage » and select « 0 » decimal.

Tableau A/B test data science

We will make it even more consistent. Move « SUM(number Of Record) » by holding key « Ctrl » or « Command » to « Rows » to replace the old « SUM(number Of Record) ».

Tableau A/B test data science

As you can see, the vertical axis is in percentage.

Tableau A/B test data science

Let’s do an analysis of what we see. We see that the percentage of female clients who left the bank is 25%. We see that the percentage of male clients who left the bank is 16%. What we see that female clients are more likely to leave the bank than male clients, all the rest being equal.

This A/B test is not complete because we have not done any test of statistical significance but this approach is effective for quickly obtaining results.

We’re going to do a full A/B test later but today you learned how to do an effective A/B test by focusing on relevant things. With a test of statistical signifiance, there are irrelevant variables and it takes a little more time but we’ll that later.

Share this article if you think it can help someone you know. Thank you.

-Steph

Export Worksheet

data science tableau export worksheet chart

I have just enrolled in a Data Science course on Udemy  and I learned good stuff.

Now is the time to learn how to export your worksheet as an image in another document.

You have made an excellent report that can be shown to your customers or your managers and you need to export it in a Word, PowerPoint or other document.

The only way to do with the free version of Tableau (Public Tableau) is to make a snapshot (printscreen).

In the paid version of Tableau, there is a function to copy the bar chart with a right-click.

But before doing this, it’s necessary to change the worksheet’s title because at the top of the bar chart, you can read the title « Sheet 1 ».

data science tableau export worksheet chart

« Sheet 1 » is the tab’s name at the bottom of the screen.

data science tableau export worksheet chart

To change the tab’s name, you do a right-click on it and you select « Rename Sheet ».

data science tableau export worksheet chart

You rename the tab « Annual Bonus Analysis ».

data science tableau export worksheet chart

You have the possibility to put the title visible or not on the bar chart. Click on « Worksheet » and activate/deactivate « Show Title ».

data science tableau export worksheet chart

The worksheet’s title is at the top of the bar chart.

data science tableau export worksheet chart

You can edit the title by double-clicking on it.

data science tableau export worksheet chart

If you want to change the title border, do a right-click on it and select « Format Title ».

data science tableau export worksheet chart

On the left, a tab appears to change the border.

data science tableau export worksheet chart

If you want to change the text’s format, you need to double-click on « Annual Bonus Analysis ». A window appears to change the size, etc.

data science tableau export worksheet chart

To export the bar chart to a Word document, do a snapshot or a print screen with the PrintScreen key (PrtSc) or Command+shift+3 for Mac on your keyboard.

Personally, I use the Paint.net software  to remove unnecessary elements from the image.

One you saved the bar chart’s image, you insert or paste this image into the Word file.

data science tableau export worksheet chart

In this image, you can see that the bar chart’s title is « Annual Bonus Analysis » instead of « Sheet1 ». It’s perfect for presenting to your clients or managers.

Then you can add text below the bar chart to present your insights.

To export the bar chart into a PowerPoint document, it’s the same principle. Do a snapshot or a print screen with the PrintScreen key (PrtSc) or Command+shift+3 for Mac on your keyboard.

Then you remove the unnecessary elements of the image.

data science tableau export worksheet chart

Once you saved the bar chart image, you insert or paste this image into PowerPoint file. Be sure that the title on PowePoint is at the top of the page otherwise the title will be under the image.

data science tableau export worksheet chart

To save your workspace, click on the « File » menu and select « Save To Public Table As… »

data science tableau export worksheet chart

« Tableau Public Sign In » appears to connect to your account.

data science tableau export worksheet chart

A tab will appear on your web browser to display your Tableau Public account and you can see your workspace saved on the server.

data science tableau export worksheet chart

Caution, Tableau doesn’t automatically save your work so it’s up to you to save regularly.

This section is now closed. We made an introduction to Tableau with a simple dataset to discover functions like calculated field, add colors, add labels and how to format.

Now you know the basics of Tableau and later we will use complex functions.

Share this article if you think it can help someone you know. Thank you.

-Steph

Fear Of Success (Part 1)

fear success

I watched an Oliver Roland’s video  and I learned good stuff

My Moment Of Clarity

morpheus matrix

In 2013 I realized that I was more afraid of success than being homeless. I went to another city for a job opportunity but it didn’t work. For several months, I spent my day with homeless people, illegals immigrants, good-for nothing people and drug addicts. All type of people that society puts aside and forgetting.

At first, I didn’t like this situation but over time I adapted and they accepted me. Now I think about it, I really learned to be a hustler with them. I mainly earned money with people from Africa (Nigeria, Ghana, Mali, Senegal, Congo, etc.) and people from Eastern Europe (Lithuania, Poland, Russia, etc). Often I was fighting on the street because people thought I was a nice little black boy. I train everyday at the gym. I ate 5 times a day. I had my laptop and I had 2 prepaid mobile phone.

But most of all, I felt free because I didn’t have a lot of bills to pay at the end of the month and I still had cash. There was not a days when my bank account was in the red and I promise you that it’s good.

Success in my team

team proud

In my team, there was a Congolese (I don’t say his name because he was a illegal immigrants). He had 4 children with 2 different women in another country and at the end of each month he asked me to have ideas to make more money. He was fed up with this situation, fed up with receiving welfare money that treated him like shit. He wanted to return to Congo and create a company. Now it’s cool, he has a good situation in Congo.

There was a Senegalese. He had a wife, a child and he worked at the airport. One day he lost his job at the airport and I don’t know all the details, but he lost everything. He couldn’t find work and his wife left him and kept the child. His wife didn’t want him to see his child, but she asked him for money. You see, a classic story.

This Senegalese told me that he needed more money because he was fed up with welfare that treated him as an illegal immigrant while he worked and paid his taxes like everyone else. He wanted more money to return to Senegal and start his own company. We worked well together and now he as a good situation in Senegal.

A few days after he left for Senegal, I watched a Gary Vaynerchuk’s video about building a legacy. Boom, I realized that I was more afraid of being rich that being poor because all my childhood I was in a middle classe environment or lower what had become my comfort zone. And my father often told me that I could never be rich.

Fear of success

fear

With my blog, I see that on internet, there are people who could have more success but they blocked. They’re stuck because of their state of mind because technically they are competent.

There are bloggers who have a good traffic and an email list that grew from day to day but as soon as they have to offer a paid service/product, they block.

This blockage is the fear of success. The fear of success is a fear of change. Definitely leaving the comfort zone for something else. If you succeed you will make more money but it will also change your life outside and the perception of yourself.

To be afraid is not something bad because it allows us to be attentive to everything, to have all our senses at their maximum capacity. You need to be attentive to everything when you’re in a unknown area.

Fear of failure is embedded in fear of success

fail michael jordan

But when you’re afraid of success, you are not only afraid of success. There are other fears that add to the fear of success. With the fear of success, you are also afraid of failure.

Think seriously about that. When you feel that you will succeed, it also means that you may fail. The worst time to fail is when you think you can succeed because it’s more painful. It more painful that doing something that is lost in advance.

It’s really comfortable to stay in your comfort zone, complain and do nothing.

This is the end of the 1st part. In 2nd part, I would speak about the fear of rejection which is also in the fear of success.

Share this article if you think it can help someone you know. Thank you.

-Steph