As the field of customer service shifts more from managing customer relationships to managing the customer experience, we are seeing related changes as well regarding how contact centers manage their staffing and systems. To provide an outstanding customer experience, businesses are realizing the critical need for live help and unified communications. In essence, it's about getting back to basics.
In the early '80s, CRM started out with an emphasis on sales and service automation , using CRM systems for comprehensive contact management and consistent sales follow-through. Over time, interactive voice response (IVR), knowledge databases for self-help, and long lists of FAQs have become the norm for customer service. Understandably, companies have tried to reduce costs by replacing reps with automation wherever possible, and hoping that customers could just help themselves.
As it turns out, customers are indeed happy to help themselves, but self-help is not necessarily enough. For most businesses, great service still requires access to live reps.
Increasing Need for Live Help
As consumers spend more time online, the demand for live chat and personal contact is also on the rise. In fact, half of consumers worldwide browse and research products online daily. That's nearly double the number reporting such habits in 2009, according to a recent study by database-pioneer Oracle.
Consumer use of online customer service is also on the rise, Oracle reports, as 50 percent of consumers now use live chat compared with 37 percent using it in 2009. Oracle says live chat is among the three most important features consumers expect to find at a company's website, along with detailed information about products and services, and access to personal account information.
"As consumers frequent online sites more than ever, they expect to engage with companies' customer service representatives while they are there," explained Mike Webster, senior vice president and general manager, Oracle Retail. "Whether the customer visits the company's commerce site or social media page, there must be a clear link to a customer service person that is informed and able to help."
Live Chat Enables Cross-Selling
What does that mean for today's contact centers? According to Michael Misasi, a senior analyst at Mercator Advisory Group, a payments industry consultancy, it means more focus on live chat and email support are needed. (continued...)