Five Steps to Boost Your Digital Efficiency

July 16, 20197min

It’s important for brands to provide a great experience every time a customer wants to engage.

As the channels to engage continue to expand, brands will want to be accessible and ready to serve. Research indicates that customers who start and end service requests using digital channels have a satisfaction rate that is significantly higher than those using traditional channels. Additionally, the costs per digital customer interaction can be between five to 12 times cheaper than when they engage using the phone.

It’s clear that improving digital efficiency can be an opportunity to minimise costs for the contact centre and improve the overall experience for customers.

So, to boost digital effectiveness, here are five steps:

1. Listen to every feedback source

As the old adage goes – you can’t fix what you can’t measure. Similarly, brands can’t enhance what they don’t fully understand. When embarking on the journey to enhance digital effectiveness, understanding feedback is the only way to prioritise opportunities to improve Customer Experience.

Listen up: Understanding feedback is vital for your CX

Calls are very important, but they’re not the only way that customers are reaching out or looking for support. Emails, social media posts, review sites, surveys and chats need to be considered and these sources should be integrated with CRM data to reveal the full picture.

2. Prioritise opportunities that will have the highest impact on CX

Customer Experience tools can help brands to analyse unstructured text feedback from these channels by overlaying sentiment and effort scores to understand high friction points in the Digital Experience. They will also look for language around “suggestions” when customers are explaining what they wish could be better.

When analysing phone calls, it is typical for organisations to aggregate all mentions of failures on online channels to understand pain points. They can also analyse short duration calls that typically have a singular call driver and prioritise these for digitisation.

3. Create a priority matrix

Using the techniques above, action-oriented organisations can create a priority matrix that ranks each digital opportunity along the two dimensions of customer impact and level of effort. An opportunity that is deemed to have a high customer impact but will only require a low to medium level of effort to implement quickly jumps up the prioritisation list.

4. Understand the full customer journey

Customers want to communicate via their channel of choice, and nowadays these are digital. When they start a transaction online or via a mobile app, they want to be able to complete their transaction within that channel. This is not always possible and they are forced to make contact on the phone or via chat for further assistance. We often hear comments like “I don’t know why we get so many calls related to buying a ticket when our customers can easily do so via our mobile app or our website”.

Digital desire: Channel preference for customers is increasingly digital

Looking further into it, these transactions are often more complicated and multi-faceted than the simple act of purchasing a ticket. There is often another related event that complicates the transaction and causes a channel switch. It may be that the customer is trying to buy a ticket but using loyalty miles or trying to apply a discount code that is not working. Understanding the co-occurrence of such related events to the main transaction is key to designing a digital solution that meets even the more complex interactions.

5. Leverage the power of chatbots

Chatbots provide a way for customers to self-serve on known issues, or to collect important information that facilitates a seamless transition to a contact centre agent. Chatbots are increasingly popular and a 2016 report by Creative Virtual finds that introducing a virtual assistant for customer service can improve chat and phone service levels by 10-15 percent.

Brands can train chatbots to improve customer experience in a variety of ways. By understanding customer ‘intent’ during a live chat interaction or phone call, they can start identifying opportunities for chatbot automation. Organisations can also listen for the words that customers use to express frustration and high effort while accomplishing a task. By understanding these linguistic patterns, brands can train chatbots to express empathy and route a frustrated customer to an agent with a skill set that specialises in the topic that is causing frustration.


Fabrice Martin

Fabrice Martin

Fabrice Martin is SVP of Marketing and Product Management at Customer Experience software firm Clarabridge.




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