News & Perspectives

The Power of Great Customer Service by Simon Pennie

  • November 2nd, 2016
  • In the NewsPerspectives
  • As published on Call Centre Services Summit

    Businesses spend vast amounts of time, money and resources to build a brand that customers love. But if they fail to ‘put their money with their mouth’ is – by investing in delivering top notch customer service in their contact centres – they risk squandering their hard-earned reputation.

    In an era of fierce competition and highly empowered consumers, customer experience is now seen as the new brand battleground. Millions spent on marketing will be wasted if businesses provide a poor experience when dealing with customers directly. On the other hand, brands who get the customer experience right can track the benefits right through to their bottom line: driving sales, acquisition and loyalty.

    Contact centre agents are on the frontline of customer service, acting as ambassadors for a brand. Having the right people and processes in place to handle customers is arguably the most important thing a business can do to get ahead and follow best practice.

    The right channel for the right situation

    An integral part of good customer experience is providing the right mix of channels to fit with customers’ lifestyles and preferences.

    Customer service is still an area where person-to-person interaction will often be most effective. Despite the rise of digital and self-serve customer management, 65 per cent of non-face to face consumer contact still happens over the phone and 15 per cent over email. Voice will remain the preferred channel for engagements which rely on empathy and the human touch, so it is essential that brands continue to invest in this area.

    However, the rise in technology has opened up new opportunities for businesses to innovate and build new paths for engagement. Digital channels such as webchat, messenger and Twitter are now essential tools in a brand’s customer experience arsenal.

    The trick is to allow consumers to choose how they engage, rather than forcing them to go through a certain channel at a certain point in their journey. Customers will have specifically chosen to make contact through their preferred channel, so being overly prescriptive or expecting them to switch will only cause frustration. Avoiding channel bounce is one of the most important ways brands can optimise customer experience.

    Listen and learn from your customers

    As the use of data becomes the norm, consumer expectations have shifted. Today, customers assume every engagement will be tailored to reflect what is known about them as individuals. Furnishing agents with a history of previous interactions with customers will help them better understand the nature of an issue and offer a more personalised service each and every time.

    Similarly, brands can draw directly on customer insights as a barometer to gauge the efficacy of their own processes. For example, using speech and text analytics software across calls can help to plot customer frustration or satisfaction. Interpreting this data allows brands to take informed steps to improve engagement – improving resolution rates and boosting satisfaction.

    Your agents are your biggest asset

    There’s no question that making the most of data and technology can significantly enhance customer experience. But it’s important not to forget that customer service is first and foremost about engaging with a human being – a single consumer with unique preferences and needs.

    Businesses need to make sure they are empowering agents with proven processes for managing customers, giving them the flexibility to use their judgement and determine a solution accordingly. Too narrow a focus on handling times or too rigid an adherence to process can often compromise the ability of an agent to reach a resolution or deliver the best possible outcome.

    Creating a contact centre culture where those dealing daily with customers are empowered, motivated and highly skilled will give companies the greatest chance of delivering the best possible customer experience.

    Winning in the age of the customer

    In the end, it’s the people who represent a brand that are the ultimate differentiator. If contact centres are the beating heart of a brand’s customer service efforts, then the agents that work in them are the lifeblood. Getting the formula right on the ground allows businesses to truly set themselves apart from their competitors in the age of the customer.

     

    Simon Pennie is VP Solution Architecture at Firstsource Solutions. He works with clients across a range of sectors to provide business-transforming customer insights and deliver strategic customer experience solutions. Simon is an experienced contact centre professional, with over 15 years’ experience in CX and management consultancy. 

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