SalesChannel Europe ©2013 All rights reserved www.flickr.com/photos/maestropastelero/258000448
Jan 28, 2016
The Customer Experience Map
Phases
WOW
Enjoyable
Functional
Uneventful
Missed it
Never Again
Feelings
“I Love it”
“I like it”
“Works for me”
“OK”
“I Don’t Like it”
“I hate it”
Memory
High
Mid
Low
None
Mid
High
Impact on Loyalty
Share with Many
Share with few
Neutral
Decrease
66% decrease
100% Loss
“ The customer perceives service in his or her own terms.” - Arch McGill
“ The customer’s perception is your reality.” - Kate Zabriskie “ We cannot become what we need to be by remaining what
we are.” - Max Dupree “ Excellent firms don't believe in excellence - only in constant
improvement and constant change. ” - Tom Peters
Customer Satisfaction Quotes:
“Victory in marketing doesn’t happen when you sell something, but when you
cultivate advocates for your
brand.” - Steve Knox, CEO of Tremors,
P&G’s Word of Mouth Business Unit
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Typical Conversion Rates
1. Cold calling:
2. External Recommendation:
3. Internal Recommendation:
44% 10 X Cold calling
Between 1-5% 4%
88% 20 X Cold calling
SalesChannel Europe ©2013 All rights reserved 23
3 Types of Customer Experience Metrics* Descriptive Metrics Perception Metrics Outcome Metrics
What happened? What did the customer think about
what happened? What will the customer do as a result
of what happened?
Customer called to resolve problem with bill
Opnes bill and sees it's wrong - again! Complains to friends about the billing error
Was on hold for 5 mins Searches for customer number and finally finds it
Won't purchase more from this company any time soon
Spoke with phone agent 998 in Manila for 2-5 minutes
Waits on hold forever Starts noticing offers from competitors
Trouble ticket opened Frustrated that phone agent needs so much information
Trouble ticket closed incorrect charge reversed
At least agent was pleasant
Common Metrics
Call and email volume Customer satisfaction with overall experience
Likelhood of recommendation
Average call times Customer satisfaction with specific aspects of the customer experience
Likelyhood of purchase
Calls lost before answered Call resolution rate likelyhood to switch to a competitor
Website visits User goal completion rate (web, mobile, tablet)
Actual purchases made
Average pages viewed per visit Contract renewals
Average transaction value Churn rates
Average calls per customer per year
Captured through . . .
Analytics systems surveys and text mining surveys and/or analytics
Common Data Sources
Contact center logs and analytics Enterprise Feedback Management (EFM) systems
EFM systems
Web and mobile analytics Online feedback and survey tools Online feedback and survey tools
Point of sale systems Contact center call transcripts Contact center logs and analytics
Billing systems Customer letters and emails Web and mobile analytics systems
CRM systems Social media posts and comments Point of sales systems
Business intelligence systems Billing systems
CRM systems
Business Intelligence systems
*Outside In: The Power of Putting Customers at the Center of Your Business
by Harley Manning & Kerry Bodine
• Competitive AND Collaborative
• Controlling AND Creative
• Focused AND Flexible
• Simple AND Complex
• Rational AND Emotional
• Relational AND Actionable
• Results-oriented AND People-oriented
AND Thinking
SalesChannel Europe ©2013 All rights reserved 45
Basic Product/Service: • Technology • Price performance • Product/service quality
E2E Customer Experience: • People • Perceived value • High touch • Exceed customer expectations • Delight and astound customers
Basic Product/Service
Differentiation: 3 Levels of Perceived Value
Support Services 2
End2End Customer Experience 3
Support Services: • Levels of support • Quality of service and support • Systems • Processes
Basic Product/Service 1
SalesChannel Europe ©2013 All rights reserved
“Seek first to understand, then to be understood.”
- Stephen R Covey
Engaging with Empathy
SalesChannel Europe ©2013 All rights reserved
Go where they live
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SalesChannel Europe ©2013 All rights reserved
You can tell a man is clever by his answer
You can tell a man is wise by his questions
Questions?
SalesChannel Europe ©2013 All rights reserved
3 - Level Questioning
56
1.
2.
3.
Question Area 1
1.
2.
3.
Question Area 2
1.
2.
3.
Question Area 3
SalesChannel Europe ©2013 All rights reserved
“No one cares how much you know, until they know how much
you care.”
- Ralph Waldo Emerson
57
Engaging with Empathy
SalesChannel Europe ©2013 All rights reserved 64
The Art of Listening
4 Levels of Listening: P
olit
ene
ss
To C
on
firm
Sele
ctiv
ely
To L
earn
SalesChannel Europe ©2013 All rights reserved 65
The Art of Listening
• Ask a lot of questions
• Shut up and listen
• Keep asking questions
• Gentile follow-up questions
• Clarify ambiguity
• Summarise what you have understood
• Earn the right to ask PAIN questions
• When you need help – ask for it
SalesChannel Europe ©2013 All rights reserved 71
Communicating with Emotion
• Energy
• Enthusiasm
• Body Language
• Questioning
• Listening
• Note Taking
• Sincere Interest
• Emotions move people to action
Conviction:
• People make decision based on emotion and justify with rational reasons
• Must give them both emotional reasons and rational arguments
SalesChannel Europe ©2013 All rights reserved
Tell
Ask
Problem Solution
Ask – Tell Quadrants
Conversation Directional Compass
• Describing the problem
• Problem focused
• Asking questions about the
problem
• Problem focused
• Asking questions about possible
solutions
• Solution focused
• Talking about the solution
• Describing possible solutions
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David R Ednie President & CEO
SalesChannel Europe Ph: +33 676 60 09 25 (FRA)
Email: [email protected] Website: www.saleschannel-europe.com