Tag Archive | Customer Service

Emotional Intelligence: Build Bonds Between Your Brand and the Customer

Though it does not pre-assign seats or provide onboard meals and at times has a lengthy wait and check in process, consumers year in and year out rank Southwest Airlines at the top or near the top of customer service.

Why is Southwest consistently near the top?

There are many reasons.  The most significant being alignment of customer experience to both their brand and customer expectations; however, I believe a key component of Southwest success in customer service is the emotional intelligence of their employees.

What is Emotional Intelligence?

Emotional intelligence is defined by four personality characteristics:

  1. A strong sense of self-empowerment and self regulation;
  2. A positive outlook;
  3. An awareness of feelings (both their own and customers); and
  4. A master of fear and anxiety and the ability to tap into selfless motives.

Each of these characteristics provide a clear benefit to the customer experience:

Personality Characteristic Benefit to the Customer Experience
Self-Empowerment and Regulation Make Decisions in the Moment

 

Positive Outlook

 

Constructive Responses to Challenges
Awareness of Feelings Empathy and Better Communication with Customers

 

Master of Fear/Anxiety and Selfless Motives Express Feelings of Empathy and Caring

 

Leading customer experience brands position the employee to constructively respond to challenges, make decisions in the moment, empathize with customers, and perhaps most important, not only feel but express feeling of care, concern and empathy to customers.

Much of the benefit of emotional intelligence is derived in  “moments of truth” where some experiences in the customer journey have far greater importance than others.  These moments of truth represent increased risk and opportunity to leave a lasting emotional impression on the customer; a lasting impression with significant long-term implications for both customer loyalty and wallet share.  Perhaps the most common moment of truth is when something has gone wrong, the customer is unhappy or scared, and the relationship is at risk.

How do we build emotional intelligence?

First of all, emotional bonding cannot be scripted.  Attempting to script such a connection will inevitably come off as hollow and insincere lacking authenticity and empathy, completely undermining the desired customer experience.  Rather, emotional bonding must be a result of a spontaneous series of events that emerge from the emotional intelligence of employees.

The obvious starting point in building emotional intelligence is hiring frontline employees with the requisite emotional intelligence skills.   Emotional intelligence can also be learned.  However, it is a “soft” skill, unlike “hard” skills such as math; it can’t be taught in structured sessions. Rather, emotional intelligence is learned like almost all other human behaviors primarily though observation, experience and imitation.

 

Four Steps to Build Emotional Intelligence

Give people meaning in their work:  Inspire frontline employees with a purpose beyond a paycheck.  This clarity of purpose should include both what they are supposed to do and why they are supposed to do it.

In empowering frontline employees to serve customers, brands should arm them with statements of general principles and values rather than scripted procedures, which undermine empowerment.  Reinforce these principals often so in the instant, when they are in a moment of truth with a customer in need, they have an appropriate framework from which to resolve the issue – and bond the customer to the brand.

Most frontline employees want to help customers; however, their motivations may be varied.  Leading customer experience brands allow their employees to discover their own motivations for looking out for the customer’s best interests.

Create learning opportunities through experience:  Humans are programmed to learn through self-discovery.  Self-discovery reinforces the learning process by instilling a sense of accomplishment or pride.  These positive feelings associated with self-discovery are a strong psychological reward, which reinforces the learning process.  While self-discovery is not a top-down process, managers can foster self-discovery through feedback, encouraging employees to reflect on their own successes and failures, and anecdotes about other employees.  Case studies are not just for MBA students.

Align customer experience systems and processes:  It is imperative that systems and processes support the emotional skills desired from employees.  Systems and process must constantly reinforce the overall message of emotional intelligence and emotionally connecting with customers.   In empowering employees to respond to moments of truth, management must strike a balance between financial considerations and the things that matter to the customer.  Good customer experiences are not good because they are good; they are good because they are profitable; however, there is no benefit to being penny wise and pound foolish.  Finally, processes need to be streamlined to give employees both the time and ability to rise to the situation.

Enlist leaders and mentors:  Emotions are learned through modeling.  Children don’t learn to react to certain stimuli just because a parent tells them what to feel.  We learn how to react to certain situations through trial and error and observing role models.  First, it is imperative that all managers and leadership model appropriate emotional skills.  How can you expect emotional intelligence from the frontline if it doesn’t exist in leadership?  Second, identify employees with the appropriate emotional skills and position them as role models within the organization.

Key to success of any customer facing brand is alignment of the customer experience to both the brand promise and customer expectations.  Most of time, this is not difficult. Appropriate systems procedures and even automated delivery channels can achieve this end.   However, in moments of truth, where there is a high degree of risk associated with the outcome of the experience, leading customer experience brands rely on an emotionally intelligent frontline staff to align the experience and bond the customer to the brand.



 

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Implications of Mood Effects on Customer Experience Design

In an earlier post we explored how customers experience all aspects of their relationship with a brand through the lens of their emotional state, and observed that all brands must be prepared to meet each customer in their specific emotional state – be they happy, excited, depressed or angry.

Customer Experience Design

Research has determined that, not surprisingly, people are motivated to maintain positive moods, and mitigate negative affective states. When feeling good we tend to make choices that maintain a positive mood. Customers in a positive mood are more loyal, and more likely to interpret information favoring a current brand. Meanwhile, people in negative affective states make choices that have the potential to change or, in particular, improve their moods.

A key to maintaining positive moods is arousal, or more specifically, the management of arousal. Let’s take a look at how arousal management influences consumer choice. Consumers in a positive mood prefer products congruent with their state of arousal. Excited or happy consumers want to stay excited or happy, while relaxed and calm consumers what to stay relaxed and calm. Consumers in a negative mood prefer products with the potential to change their level of arousal.

In considering the role of customer emotions in their relationship to a brand, it is important to understand the implications of customer emotions on design of the customer experience. It is impossible, of course, to plan every customer experience or to ensure that every experience occurs exactly as intended. However, brands can identify and plan for the types of experiences that impart the desired emotional state on the customer. It is useful to group these experiences into three categories of interaction with the customer: Stabilizing, Critical, and Planned.

Stabilizing

Stabilizing interactions promote customer retention, particularly in the early stages of the relationship.

New customers are probably in a positive state of valence, with either a high state of arousal (happy/excited) or a negative state of arousal (relaxed/calm). Remember, people are motivated to maintain positive moods, therefore, the objective of these stabilizing interactions is to maintain this positive mood.

The keys to an effective stabilizing strategy and maintaining these positive moods are education, competence and consistency.

New customers are at the highest risk of defection. As customers become more familiar with a brand they adjust their expectations accordingly. It is important that expectations be set appropriately to eliminate conflict with reality. Conflict between expectations and reality early in the customer relationship runs the risk changing the customer’s mood from positive to negative. They are more likely to experience disappointment, and thus more likely to defect.

Education influences expectations, helping customers develop realistic expectations. It goes beyond simply informing customers about the products and services offered by the company. It systematically informs new customers how to use the brand’s services more effectively and efficiently, how to obtain assistance, how to complain, and what to expect as the relationship progresses. In addition to influencing expectations, systematic education leads to greater efficiency in the way customers interact with the company, thus driving down the cost of customer service and support.

Critical

Critical interactions are service encounters that lead to memorable customer experiences. While most service is routine, from time to time a situation arises that is out of the ordinary: a complaint, a question, a special request, a chance for an employee to go the extra mile. We call these critical interactions “moments of truth.” The outcomes of moments of truth can be either positive or negative – they are rarely neutral.

Because they are memorable and unusual, moments of truth tend to have a powerful effect on the customer relationship. We often think of moments of truth as instances when the brand has an opportunity to solidify the relationship – earning a loyal customer, or risk the customer’s defection. Positive outcomes lead to positive states of valence (excited, happy, relaxed, calm) with greater wallet share, loyalty, and positive word word-of-mouth endorsements; while negative outcomes generate negative states (anger, frustration, depression); and result in customer defection, diminished share of wallet and unfavorable word-of-mouth.

We are in an era of automated channels. Automated channels are essential for meeting customer expectations and reducing transaction costs, but technical solutions are not, by themselves, able to drive an emotional connection between customers and the brand – particularly in moments of truth. Employees, emotionally intelligence employees, empowered to resolve the issue are critical in driving an emotional connection. In a future post, we will discuss the concept of Emotional Intelligence of frontline employees in handling moments of truth.

An effective customer experience strategy should include systems for recording critical interactions, analyzing trends and patterns, and feeding that information back to the organization. Employees can then be trained to recognize critical opportunities, and empowered to respond to them in such a way that they will lead to positive outcomes and desired customer behaviors.

Planned

Planned interactions are intended to increase customer profitability through up-selling and cross-selling. These interactions are frequently triggered by changes in the customers’ purchasing patterns, account usage, financial situation, family profile, etc. CRM analytics combined with Big Data are becoming quite effective at recognizing such opportunities and prompting action from service and sales personnel.

Customer experience managers should have a process to record and analyze the quality of execution of planned interactions with the objective of evaluating the performance of the brand at the customer brand interface – regardless of the channel.

The key to an effective strategy for planned interactions is appropriateness. Triggered requests for additional purchases must be made in the context of the customers’ needs and permission; otherwise the requests will come off as clumsy and annoying. By aligning information about execution quality (cause) and customer impressions (effect), customer experience managers can build a more effective and appropriate approach to planned interactions.

 

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Loyalty & Wallet Share

Loyalty. There is almost universal agreement that it is an objective – if not the objective – of customer experience management. It is highly correlated to profitably. It lowers sales and acquisition costs per customer by amortizing these costs across a longer lifetime – leading to extraordinary financial results. In retail banking a 5% increase in loyalty translates to an 85% increase in profits.

Loyalty

Loyalty is Emotion Driven

Banks often see themselves as transaction driven; delivery channels are evaluated on their cost per transaction. As a result, there is a lot of attention given to and investment in automated channels which reduce transaction costs and at the same time offer more convenience to customers. Win-win, right? The bank drives costs out of the transaction and customers get the convenience of performing a variety of transactions untethered by time or space. However, while transaction costs and convenience are important, loyalty is often driven by an emotional connection with the institution. An emotional connection fostered by interaction with actual employees at moments of need for the customers –moments with a high level of emotional importance to the customer – moments of truth.

Moments of truth are atypical events, where customers experience a high emotional energy in the outcome (such a lost credit card, loan application, or investment advice). In one study published in McKinsey Quarterly, positive experiences during moments of truth led to more than 85% of customers increasing wallet share by purchasing more products or investing more of their assets (Beaujean et al 06)

Impersonal alternative channels lack the ability to bind the customer to the institution. It’s the people. Effective handling of moments of truth requires frontline staff with the emotional tools or intelligence to recognize the emotional needs of the customer and bind them to the institution.

 

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Emotional States and Problem Resolution

Previously we discussed the concept of “moments of truth” where some experiences in the customer journey have far greater importance than others. These moments of truth represent increased risk and opportunity to leave a lasting emotional impression on the customer; a lasting impression with significant long-term implications for both customer loyalty and wallet share. Perhaps the most common moment of truth is when something has gone wrong, the customer is unhappy or scared and the relationship is at risk. These events could be the result of: service delivery failures (unavailable service, unreasonably slow service, or other core service failures); customer needs and requests (special customer needs or customer preferences); or an adverse outcome (loan denial or loss of investment principal).

Also, in an earlier post we introduced a model to define emotional states with two dimensions:
1) valence (the extent to which the emotional state is positive or negative) and
2) arousal (the extent to which the energy mobilization of the emotional state is experienced on a scale of active to passive or aroused to calm).

Arousal Valence Quadrants

Together, valence and arousal can define all human emotions. States of high arousal and positive valence are excited or happy; low arousal and negative valence are bored or depressed; while states of positive valence and low arousal are calm and relaxed, and negative valence and high arousal are angry or frustrated.

Not surprisingly, people are motivated to maintain positive moods, and mitigate negative affective states. People in negative affective states desire choices that have the potential to change or, in particular, improve their moods. For example, researchers have demonstrated a preference for TV shows that held the greatest promise of providing relief from negative affective states. People in a sad mood want to be comforted; anxious people want to feel control and safety.

Beyond solving the problem, the objective in dealing with an upset customer is to help relieve their negative affective state. If they are angry, attempt to calm them; if anxious, provide comfort. Time and time again, our research across many brands reveals that beyond resolving their problem as efficiently as possible, what customers want is empathy and reliability. We want to talk to someone who both understands how we feel and is reliable. They both have a solution to the problem and what they say will get done, gets done.

Strategies in CX Design

Anticipate potential needs for recovery: In designing tools to monitor the customer experience, managers must be aware of potential moments of truth and design tools to monitor these critical points in the customer journey. Some of these tools include: monitoring customer comments from comment cards or online forms to identify instances where the customer is either extremely happy or dissatisfied; monitor social media to identify common causes of moments of truth; survey tracking specifically focusing on the responses from dissatisfied customers; and mystery shopping to test the response to specific problem scenarios.

Decentralize decision making & empower front-line employees: In empowering frontline employees to serve customers, brands should arm them with statements of general principles and values rather than scripted procedures, which undermine empowerment. Reinforce these principles often so in the moment, when they are in a moment of truth with a customer in need, they have an appropriate framework from which to resolve the issue – and bond the customer to the brand.

Train the frontline: Training the frontline to handle problem resolution requires training not just in decision making, but also emotional intelligence. Can emotional intelligence be taught? Yes, but it requires a unique approach of self-discovery. Self-discovery is not a top-down process, however. Managers can foster it through feedback, encouragement to reflect on their own successes and failures, and anecdotes about other employees.

Specifically, tactics frontline employees can employ to handle upset customers include:

• Acknowledging the problem;
• Empathize;
• Apologize;
• Own the problem;
• Fix the problem;
• Provide assurance; and
• Provide compensation.

Customers experiencing a problem want to change their negative affective state. When dealing with an upset customer it is incumbent on the frontline to help relieve this negative state. Time and time again, in research study after research study, Kinesis finds that the two service attributes that influence customers in a positive way when they encounter a problem are empathy and reliability. Customers want to interact with employees who understand their feelings and are able to resolve the problem.

 

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Mood Effects on the Customer Experience

Customers experience all aspects of their relationship with a brand through the lens of their emotional state. Be they happy, excited, depressed or angry all brands must be prepared to meet each customer in their specific emotional state. It’s a challenge – but also an opportunity. Ultimately, loyalty is emotionally driven. Brands that can react to and manage customer emotions stand to reap the rewards of customer loyalty.

To understand the role of the customer’s mood in managing the customer experience, it is instructive to consider how two affective states work together to define mood. The following model tracks mood across valence (the extent to which the emotional state is positive or negative) and arousal (the extent to which the energy mobilization of the emotional state is experienced on a scale of active to passive or aroused to calm).

Arousal Valence Quadrants

Together, these affective states of valence and arousal can define all human emotions. States of positive valence and high arousal are excited or happy; negative valence and low arousal are bored or depressed. States of positive valence and low arousal are calm and relaxed, and negative valence and high arousal are angry or frustrated.

Here is a detailed map of a variety of emotions across these two dimensions.

Map of Emotions to Valence & Arousal

Research has determined that, not surprisingly, people are motivated to maintain positive moods, and mitigate negative affective states. When feeling good we tend to make choices that maintain a positive mood. Customers in a positive mood are more loyal, and more likely to interpret information favoring a current brand. Meanwhile, people in negative affective states make choices that have the potential to change or, in particular, improve their moods. For example, researchers have demonstrated a preference for TV shows that held the greatest promise of providing relieve from negative affective states. People in a sad mood want to be comforted, anxious people want to feel control and safety.

Key to maintaining positive moods is arousal or more specifically the management of arousal. Let’s take a look at how arousal management influences consumer choice. Consumers in a positive mood prefer products congruent with their state of arousal. Excited or happy consumers want to stay excited or happy, while relaxed and calm consumers what to stay relaxed and calm. Consumers in a negative mood prefer products with the potential to change their level of arousal. For example, in an experiment, participants were offered the choice of an energy drink or iced tea. The following chart illustrates participant’s preference by the state of arousal and valence:

Tea_Energy_Drink_Preference

Participants in a positive mood, preferred the drink congruent with their level of arousal, those in a positive low-arousal state preferred iced tea, and those in a positive high-arousal state preferred an energy drink. On the other hand, those in a negative mood preferred a drink incongruent with their energy state, those in a negative low-arousal state preferred an energy drink, and those in a negative high-arousal state preferred iced tea.

Understanding the role of arousal management in customers’ innate desire to maintain positive moods and mitigate negative moods has far reaching implications for just about every element of the customer experience from sales, to problem resolution, to customer experience design, hiring, training and customer experience measurement. In future posts we will explore these implications for each of these elements of the customer experience.

 

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Research Tools to Monitor Planned Interactions Through the Customer Life Cycle

As we explored in an earlier post, 3 Types of Customer Interactions Every Customer Experience Manager Must Understand, there are three types of customer interactions: Stabilizing, Critical, and Planned.

The third of these, “planned” interactions, are intended to increase customer profitability through up-selling and cross-selling.

These interactions are frequently triggered by changes in the customer’s purchasing patterns, account usage, financial situation, family profile, etc. CRM analytics combined with Big Data are becoming quite effective at recognizing such opportunities and prompting action from service and sales personnel. Customer experience managers should have a process to record and analyze the quality of execution of planned interactions with the objective of evaluating the performance of the brand at the customer brand interface – regardless of the channel.

The key to an effective strategy for planned interactions is appropriateness. Triggered requests for increased spending must be made in the context of the customer’s needs and permission; otherwise, the requests will come off as clumsy and annoying. By aligning information about execution quality (cause) and customer impressions (effect), customer experience managers can build a more effective and appropriate approach to planned interactions.

Research Plan for Planned Interactions

The first step in designing a research plan to test the efficacy of these planned interactions is to define the campaign. Ask yourself, what customer interactions are planned based on customer behavior? Mapping the process will define your research objectives, allowing an informed judgment of what to measure and how to measure it.

For example, after acquisition and onboarding, assume a brand has a campaign to trigger planned interactions based on triggers from tenure, recency, frequency, share of wallet, and monetary value of transactions. These planned interactions are segmented into the following phases of the customer lifecycle: engagement, growth, and retention.

LifeCycle

 

Engagement Phase

Often it is instructive to think of customer experience research in terms of the brand-customer interface, employing different research tools to study the customer experience from both sides of this interface.

In our example above, management may measure the effectiveness of planned experiences in the engagement phase with the following research tools:

Customer Side Brand Side
Post-Transaction Surveys

Post-transaction surveys are event-driven, where a transaction or service interaction determines if the customer is selected for a survey, targeting specific customers shortly after a service interaction. As the name implies, the purpose of this type of survey is to measure satisfaction with a specific transaction.

Transactional Mystery Shopping

Mystery shopping is about alignment.  It is an excellent tool to align sales and service behaviors to the brand. Mystery shopping focuses on the behavioral side of the equation, answering the question: are our employees exhibiting the sales and service behaviors that will engage customers to the brand?

Overall Satisfaction Surveys

Overall satisfaction surveys measure customer satisfaction among the general population of customers, regardless of whether or not they recently conducted a transaction.  These surveys give managers a feel for satisfaction, engagement, image and positioning across the entire customer base, not just active customers.

Alternative Delivery Channel Shopping

Website mystery shopping allows managers of these channels to test ease of use, navigation and the overall customer experience of these additional channels.

Employee Surveys

Employee surveys often measure employee satisfaction and engagement. However, they can also be employed to understand what is going on at the customer-employee interface by leveraging employees as a valuable and inexpensive resource of customer experience information.They not only provide intelligence into the customer experience, but also evaluate the level of support within the organization, and identifies perceptual gaps between management and frontline personnel.

 

Growth Phase

In the growth phase, one may measure the effectiveness of planned experiences on both sides of the customer interface with the following research tools:

Customer Side Brand Side
Awareness Surveys

Awareness of the brand, its products and services, is central planned service interactions.  Managers need to know how awareness and attitudes change as a result of these planned experiences.

Cross-Sell  Mystery Shopping

In these unique mystery shops, mystery shoppers are seeded into the lead/referral process.  The sales behaviors and their effectiveness are then evaluated in an outbound sales interaction.

Wallet Share Surveys

These surveys are used to evaluate customer engagement with and loyalty to the brand.  Specifically, to determine if customers consider the brand their primary provider, and identify potential road blocks to wallet share growth.

 

Retention Phase

Finally, planned experiences within the retention phase of the customer lifecycle may be monitored with the following tools:

Customer Side Brand Side
Lost Customer Surveys

Lost customer surveys identify sources of run-off or churn to provide insight into improving customer retention.

Life Cycle Mystery Shopping

Shoppers interact with the company over a period of time, across multiple touch points, providing broad and deep observations about sales and service alignment to the brand and performance throughout the customer lifecycle across multiple channels.

Comment Listening

Comment tools are not new, but with modern Internet-based technology they can be used as a valuable feedback tool to identify at risk customers and mitigate the causes of their dissatisfaction.

 

Call to Action – Make the Most of the Research

Research without call to action may be interesting, but not very useful.  Regardless of the research choices you make, be sure to build call to action elements into research design.

For mystery shopping, we find linking observations to a dependent variable, such as purchase intent, identifies which sales and service behaviors drive purchase intent – informing decisions with respect to training and incentives to reinforce the sales activities which drive purchase intent.

For surveys of customers, we recommend testing the effectiveness of the onboarding process by benchmarking three loyalty attitudes:

  • Would Recommend: The likelihood of the customer recommending the brand to a friend relative or colleague.
  • Customer Advocacy: The extent to which the customer agrees with the statement, “you care about me, not just the bottom line?”
  • Primary Provider: Does the customer consider the brand their primary provider for similar services?

As you contemplate campaigns to build planned experiences into your customer experience, it doesn’t matter what specific model you use.  The above model is simply for illustrative purposes.  As you build your own model, be sure to design customer experience research into the planned experiences to monitor both the presence and effectiveness of these planned experiences.


 

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Onboarding Research: Research Techniques to Track Effectiveness of Stabilizing New Customer Relationships

As we explored in an earlier post, 3 Types of Customer Interactions Every Customer Experience Manager Must Understand, there are three types of customer interactions: Stabilizing, Critical, and Planned.

The first of these, “stabilizing” interactions are service encounters which promote customer retention, particularly in the early stages of the relationship.

stable

New customers are at the highest risk of defection, as they have had less opportunity to confirm the provider meets their expectations.  Turnover by new customers is particularly damaging to profits because many defections occur prior to recouping acquisition costs, resulting in a net loss on the customer relationship.  As a result, customer experience managers should stabilize the customer relationship early to ensure a return on acquisition costs.

Systematic education drives customer expectations beyond simply informing customers about additional products and services; education systematically informs new customers how to use services more effectively and efficiently.  Part of this systematic approach to create stabilizing service encounters is to measure the efficacy of customer experience at all stages of this stabilizing process.

Onboarding Research

The first step in designing a research plan for the onboarding process is to define the process itself.  Ask yourself, what type of stabilizing customer experiences do we expect at both initial purchase and at discrete time periods thereafter (be it 30 days, 90 days, 1-year)?  Understanding the expectations of the process itself will define your research objectives, allowing an informed judgment of what to measure and how to measure it.

Specific recommendations vary from industry to industry, however, typically, we recommend measuring the onboarding process by auditing the performance of the process and its influence on the customer relationship.

Performance Audits

Mystery shopping is an effective tool to audit the performance of the onboarding process.

First, mystery shop the initial sales process to evaluate the efficacy and effectiveness of the sales process.  Be sure to link the mystery shop observations to a dependent variable, such as purchase intent, to determine which sales behaviors drive purchase intent.  This will inform decisions with respect to training and incentives to reinforce the sales activities which drive purchase intent.

Beyond auditing the initial sales experience, a mystery shop audit of the onboarding process should test the presence and timing of specific onboarding events expected at discrete time periods.  As an example, a retail bank may expect the following onboarding process after a new account is opened:

Period Events
At Opening Internet Banking PresentationMobile Banking PresentationContact Center Presentation

ATM Presentation

Disclosures

 

1 – 10 Days Welcome LetterChecksDebit Card

Internet Banking Password

Overdraft Protection Brochure

Mobile Banking E-Mail

 

30 – 45 Days First StatementSwitch KitCredit Card Offer

Auto Loan Brochure

Mortgage/Home Equity Loan Brochure

 

In this example, the bank’s customer experience managers have designed a process to make customers aware of more convenient, less expensive channels, as well as additional services offered.  An integrated research plan would recruit mystery shoppers for a long-term evaluation to audit the presence, timing, and effectiveness of each event in the onboarding process.

Customer Perspective

In parallel to auditing the presence and timing of onboarding events, research should be conducted to evaluate the effectiveness of the process in stabilizing the customer relationship by surveying new customers at distinct intervals after customer acquisition.  We recommend testing the effectiveness of the onboarding process by benchmarking three loyalty attitudes:

  • Would Recommend: The likelihood of the customer recommending the brand to a friend relative or colleague.
  • Customer Advocacy: The extent to which the customer agrees with the statement, “you care about me, not just the bottom line?”
  • Primary Provider: Does the customer consider the branch their primary provider for similar services?

These three measures tracked together throughout the onboarding process will give managers a measure of the effectiveness of stabilizing the relationship.

Again, new customers are at an elevated risk of defection.  Therefore, it is important to stabilize the customer relationship early on to ensure ROI on acquisition costs.  A well designed research process will give managers an important audit of both the presence and timing of onboarding events, as well as track customer engagement and loyalty early in their tenure.

 

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