Financial Services: How to Increase Loyalty By Balancing Tech & Personalization

Customer experience leaders in financial services and retail banking need to create customer loyalty that balances technology and personalization.

Customer experience leaders in financial services (FS) need to create a frictionless experience for clients that doesn’t run the risk of being impersonal. Without this balance, FS providers can fail to create client loyalty, ultimately resulting in dissatisfied customers who are quick to take their business elsewhere.

With a successful balance of technology and personalization, providers will be well placed to outperform their competitors, both in terms of revenue and their ability to supply highly differentiated, individualized experiences.

THE CHALLENGE: CREATING A BALANCED EXPERIENCE

Financial services clients expect interactions to be seamless, timely, and integrated from beginning to end. For providers, this means constantly monitoring all touchpoints and channels and responding immediately around the clock.

The obvious strategy to meet this expectation would be through automation and new technology, but relying solely on this solution could be dangerous. Foregoing traditional, in-branch interaction could mean missing the opportunity to create a genuine interaction and relationship with clients.

Brennan Wilkie, our SVP of customer experience strategy, said, “Every interaction with a customer is a chance for a FS brand to surprise and delight — or a missed opportunity to do so. By tailoring the brand experience to each contextual user journey, FS can unlock the ability to enhance loyalty with customers, and because personalization is about establishing individualized brand relationships, early leaders tend to lock in customers, heightening the barriers for those that try to follow.”

Studies are also showing that clients are expecting their experiences to be as personal as they are frictionless. According to a Janrain Online Personal Experience study, over 74% of online consumers get frustrated when they are presented with content that is not relevant to them or their interests.

If this trend continues, financial institutions will continue to find it harder to attract, grow, and retain consumer business unless they take steps to engage customers in ways that can truly make their brand stand out.

THE APPROACH: EMBRACING NEW TECHNOLOGY

Financial services providers have begun to tap the potential of personalization by providing customers with the ability to download apps, watch research videos, and redeem individualized offers. Additionally, they have introduced click-to-chat features on their websites. These methods may not always take the form of another transaction or product, but they definitely succeed in enhancing relationship.

As mentioned in our recent global banks CX infographic, Avidia Bank launched “Cardless Cash,” which allows customers to draw money from ATMs and branches using their smartphones. To amplify the buzz, the bank hosted real-time ATM versus Cardless Cash battles on Periscope. This unusual tactic captured significant consumer attention, which allowed Avidia to identify and join the ensuing conversations on other social networks. For Cardless Cash, Avidia saw engagement rates as high as 10%, resulting in a 13% increase in adoption.

Another way FS providers are embracing technology is utilizing the rising popularity of virtual assistants like Amazon’s Alexa or Apple’s Siri. Gareth Gaston, head of omnichannel banking at US Bank, said, “Voice technology is going to be central to the future of digital interaction. We’ve all become accustomed to speaking to our devices for simple things like getting directions to a restaurant or placing a call. Now, voice services such as Amazon Alexa are making it easy to check an account balance or hear a payment due date without picking up a phone or logging in to internet banking.”

THE BENEFIT: CLIENT LOYALTY

When account holders feel both that they can conveniently access their accounts via technology and that their financial services providers truly care about providing them with a positive experience, they are more likely to become loyal customers. Still, such a differentiated customer experience cannot happen on its own. It’s up to FS providers to create an environment and culture in which client relationships can be fostered and flourish.

Congratulations! Another customer is starting their journey with your company.

They’ll go through the various stages in the sales funnel, across departments from marketing to sales to product to customer success and customer service. All of these departments will be using your company’s system of record, perhaps Salesforce, as the one common source of truth. They’ll document each interaction with this customer, each touch point, and then pass the customer along to continue the journey.

The Three Touchpoints and Their Matching CX Surveys

Among the touchpoints in your customer’s journey, there are three vital ones that warrant focus: Onboarding completion, support interactions, and renewal. 

Gathering CX feedback at the right time gives you a pulse on customer happiness along the journey. You can act on this insight and boost your ability to retain customers.

Wootric customer, MindTouch, has implemented the Trifecta View.

See how they do it.

Benefits of Collecting Customer Experience Feedback in Salesforce

Your CRM is the best system to trigger journey point surveys because it knows where your customer is at. When feedback resides in CRM records, it is easy for Sales, Support and Customer Success to follow up and take action. It can also be a morale boost when customers sing praises after an interaction.

Most importantly, having feedback recorded in your CRM after these three touch points creates a holistic, birds-eye, trifecta view of the customer experience that is measurable and tracked over time. This is vital business intelligence that will better prepare Success for QBRs and prepare Sales for renewal conversations. 

An Account Level Report Provides the Trifecta View

Use an account level report to get a holistic view of your customers’ journey, with each survey score reflecting different parts of the entire journey. Account level NPS, for example, is valuable intel for the Sales team. See how better training for Support can boost CSAT scores, or watch your churn numbers go down as Success team members reach out to customers with poor NPS before the renewal is up. Wootric offers account level survey data in Salesforce, by month and quarter.

The Trifecta View can reveal your strengths and weaknesses, as they exist, across the entire customer journey. Drilling into each journey point’s feedback can guide decisions to improve the weak spots, smoothing out the entire customer experience from a roller coaster to a gentle upward journey into Customer Nirvana.

“Trifecta view”: term coined by Aric Martinez, Director of Sales at InMoment, for the customer intelligence view that enterprise SaaS companies are seeking in Salesforce. Contact Sales to learn more.

Here, we’ll show you how the Wootric-Salesforce two-way integration can help you trigger a feedback survey using workflows. Responses loop back into your contact and account records to create this view of your customer experience.

#1 Onboarding Completion: Customer Effort Score Survey (CES)

Post-onboarding is a prime time to get customer feedback on that process. This is the critical first phase of the SaaS relationship. The customer’s emotions and first impressions of your company are fresh in their minds.

You can get valuable insight into how easy the process of onboarding is by triggering a Customer Effort Score survey (CES). You may learn about how helpful documentation and Customer Success team members were in teaching your users how to use your product, or you may expose aspects of your product with a high learning curve.

Overall, you will learn what makes the process of learning your product as easy as possible, getting your relationship with the customer started on the right foot.

To automatically gather feedback on the onboarding process, Wootric’s Salesforce integration enables companies to set up a workflow to trigger a CES survey 90 days (or any time period) after an Opportunity is closed.

#2 Support Interaction: Customer Satisfaction Survey (CSAT)

Now that you’ve made your first impressions, and your customers have gotten to know your company and product a bit better, there are bound to be times when they will need your Support team. After the case has been addressed, triggering a Customer Satisfaction (CSAT) survey will get you important feedback about their interactions with Support.

Having CSAT feedback can inform the training and organization of your Support teams and help you better understand your customer’s expectations of interactions with the Support team. It can help you identify any gaps in your support coverage. CSAT feedback at this journey point may even reveal potential new services and offerings when there are multiple similar feature or service requests. It may also reveal bugs that were undetected.

When CSAT scores are recorded in Salesforce, it pairs with other meaningful factors, like account age or company size, to create more context for you as you analyze this journey point. 

Wootric’s Salesforce integration enables companies to automatically gather feedback on Support interactions by setting up a workflow to trigger a CSAT survey after a Case is closed.

Bonus: You might choose to trigger a new case to open for Support or Success when a poor CSAT score comes in, or assign a task of follow up to specific individuals. This will show your customers that you are actively listening to their feedback and value it, making it more likely for them to continue giving it to you. It can also clear up any potential miscommunication that may have occurred during the original interaction.

#3 Renewal Conversation: Net Promoter Score Survey (NPS)

As the year passes and your customer has more experience working with your company and product, inevitably, the time for the renewal conversation comes. You’ve got an idea of how things are going, based on the CSAT scores coming in, but that mostly tells you how satisfied they are with the Support team, rather than your company overall. Arm yourself with more relevant feedback before you talk renewal by triggering an NPS survey 90 days in advance of the renewal date.

Leverage workflow rules by having poor NPS scores trigger a task assigned for a CSM to reach out and talk to detractors to try to prevent them from churning. The feedback from your customers can be brought up during the renewal conversation to show them you take their feedback to heart. Bringing up the comments they’ve left you my open up opportunities to show product or service improvement, provide additional training and for upselling or cross-selling. It may also prevent customers who churn from being resentful of your company. If you’ve listened to them and tried to work with them, most customers will appreciate that effort, even if they choose not to renew.

By creating a Salesforce workflow based on the Opportunity or Account object, Wootric customers can trigger an NPS survey in advance of account renewal date.

Get Creative

Wootric integrates with Salesforce to enable you to ask the right questions to get the information you need, at just the right time. Our surveys can be triggered on any object in Salesforce, including Activities. That’s a lot of options.

Your company may have other customer journey points that warrant feedback. You may want to ask a slightly different question than the examples we’ve chosen, depending on your circumstances. You can tailor your Salesforce workflow rules to integrate with Wootric surveys in the way that best serves your needs.

Want to trigger & track CX metrics in Salesforce? Book a demo.

InMoment’s Top 5 Infographics of 2017

Check out our top five favorite infographics on CX trends, voice of customer, and customer experience.
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Continuing on our theme of looking back to move forward into the new year, we thought we’d take a look at a few of our favorite infographics from the last year.

These infographics represent many of the innovations we’ve made this past year, and all are applicable for anyone concerned with improving the customer experience. So without further ado, here are our top five infographics of 2017:

Enjoy the holiday season, and we look forward to seeing you in the new year!

Airport Series: Chicago And Viral Reputation Management

In this installment of the airport series, we turn to Chicago O'Hare. ORD is still feeling repercussions after a viral incident from early 2017 rocked its customer base. This PR nightmare emphasizes an important role of text analytics as an agent of brand management.

As we continue our ongoing analysis of airport reviews, we come to Chicago O’Hare International Airport. The story of Chicago’s airport is a study in how not to manage your reputation in the face of a viral public relations disaster.

Chicago O’Hare and viral reputation management

On April 9, a video of Dr. David Dao being violently dragged from a United Airlines flight went viral and made national news. Eventually, two municipal aviation officers were fired. United Airlines wasn’t fined, but they did take a major public relations hit. I’ve already written about public reaction from a high-level viewpoint. But when looked at more closely, O’Hare’s proximity to the incident is a study in viral reputation management.

 It’s important to emphasize that I only looked at Facebook reviews for this Semantria analysis. This doesn’t account for YouTube comments or Tweets. Regardless, if you took all of O’Hare’s Facebook reviews that mention Dr. Dao’s removal line by line, and bound them in a paperback book, you’d end up with an 18-page novella of fury. Responses to that one event account for 6% of Chicago O’Hare’s entire Facebook review volume for the past year. And believe me, it’s a passionate 6%.

“I think after watching videos of [people] getting dragged off planes at your airport…I pray you go BANKRUPT!!!” wrote one angry user.

Said another:

“I’m not flying through anywhere that condones its airport police staff assaulting a flyer…. I’ll avoid it completely. I understand you suspended one of these highly trained officers, my question is why haven’t you fired him!”

Figure 1: O’Hare’s overall sentiment breakdown

A full 20% of these comments urge potential customers to eschew O’Hare in favor its chief competitor, Midway. Further still, some social media users recommend routing layovers through an entirely different state. “Use Mitchell Airport in Milwaukee (MKE). No Beatings at Mitchell,” one user wrote, adding that people who wanted to “avoid assaults” should go there. What we see from our analysis is just how far from “engaged” and “contented” O’Hare’s guests are.

Responding with Analytics

By using a natural language processing solution to monitor their social media, Chicago O’Hare might’ve gotten ahead of the public vitriol with a proactive, rapid-response PR blitz. (Incidentally, there’s only one other complaint of equal volume on Chicago O’Hare’s Facebook reviews: WiFi.  O’Hare only offers 30 minutes of free WiFi. As one tourist from Italy put it:

“Only 30 min free wifi! Not enough for USA concept of freedom.”

But instead, they were put on the back foot and forced into taking reactionary measures.

Figure 2: The chasm between Facebook star ratings, represented here by O’Hare ATC Towers, illustrates a fractured opinion of the airport.

In fact, we can see the topic trending through April using Lexalytics’, an InMoment company, web dashboard, Semantria Storage & Visualization. Occurrences of Facebook ratings with 1 star within the data set jump from 11% to 58% in a matter of days. Meanwhile, reviews with a 5 star rating halve from 37% to less than 15% overnight. ORD’s negative social conversation dominates its Facebook feed for months later, with 1 star reviews maintaining a 2:1 ratio over 5 star reviews until August 2018.

Using Semantria Storage & Visualization, it’s easy to observe the negative trend hitting ORD’s brand.

Guilty by brand association

Why is this relevant? Even though Dr. Dao’s removal isn’t Chicago O’Hare’s fault, it still casts a pall over their brand. In the words of the legendary advertising firm Ogilvy, “a brand is guilty by association.” What’s more, the public is not a court, and its judgement is often unequivocal and uncompromising. Addressing this judgement head-on is often the only way to mitigate it.

Considering how the internet played the role of catalyst in this PR crisis, O’Hare might’ve used the opportunity to debut free WiFi in its facilities. They could’ve positioned it as a strategy to empower guest feedback at all times. Connections like this can open up a line of communication between the brand and the customer, potentially easing tensions. In this example, enabling free WiFi speaks to two public concerns at once.

“…O’Hare’s proximity to the incident is a study in viral reputation management.”

Figure 3: 122 comments specifically referenced WiFi. None of the mentions were positive.

Chicago O’Hare needs text analytics

It turns out Chicago O’Hare didn’t take any dramatic steps to curtail public outcry. This could turn out to be a folly that comes back to haunt them. As it stands, airports play in a high-risk space where profit is lean at best. In fact, 70% of airports lose money. As regulations and other burdens pile up, airports like O’Hare need to depend less on aeronautical revenue and more on non-aeronautical revenue, such as retail developments, office developments, and lifestyle developments—like WiFi. However, non-aeronautical revenue is contingent upon engaged and contented customers. What we see from our analysis is just how far from “engaged” and “contented” O’Hare’s guests are.

A whopping 87% of O’Hare’s Facebook reviews from 2017 bear sentiment weight somewhere between negative and neutral. That’s a grim place for any brand. But it’s not a total loss; a simple application of tools like text analytics can solve reputation woes like O’Hare’s affordably and effectively. These are technological solutions that can’t be neglected. When it comes to an asset-intensive business like the modern airport, text analytics is as vital as new terminals, aprons, and runways.

InMoment’s Top 10 Blog Posts of 2017

Check out the top Customer Experience blog posts on CX Trends, best practices, voice of customer and more.

It’s been a great year of innovations and insights for the world of customer experience! From new products and trends, to new strategies and solutions, 2017 has been a year we at InMoment won’t soon forget.

As time goes on, it’s important to take a look back at what we’ve learned to continue making progress in the next year. Take a look at our 10 favorite blog posts of 2017 to see what CX discoveries you can bring into the new year!

Stay tuned in 2018 for more CX insights from InMoment!

Global Branding, Local Cultures, and the Customer Experience

Thinking globally is critical to improving the customer experience. Create a CX strategy that resonates with your customers around the world.

Over the last decade, waves of technological advancements, transport improvements, and communication progression have created what many call a “global village.” However, with the blurring of global borders comes a swarm of cultural differences that can make or break a customer experience (CX) strategy.

As business markets become increasingly globalized, the importance of understanding culture has become business critical. Failing to incorporate the concept of cultural diversity into a customer experience strategy will inevitably create barriers to winning the hearts and minds of customers.

The Importance of Being “Glocal”

Culture is essentially the characteristics and knowledge of a group of people. It encompasses social habits, religion, language, music, arts, and more. While everyone is made up of a similar genetic make-up, cultural upbringing leads people to laugh, eat, and even drink differently. It is indeed subject to constant change and has been made more dynamic in recent years by globalization and the advent of the digital and connected age.

These factors have also sparked an increase in the number of companies competing amidst different cultures on a global stage today.  A “global business” has become a benchmark for almost all brands and marketers alike. In fact, a brand with a great purpose is now expected to travel across borders and cultures. The rapid growth of e-commerce has further accelerated this demand. Companies are therefore constantly faced with a challenge of making their brand culturally relevant while also delivering economies of scale, efficiency, and shareholder returns.

To succeed amidst this fast-paced environment, brands with global ambitions must understand and embrace the broad similarities of people across the globe while also taking into consideration the differences at a local level where culture is subjective, changeable, and above all, personal. Getting well-acquainted with cultural differences will not just help global companies earn a competitive edge but will also prove effective in enhancing the customer experience. In the global marketplace, the players who are aware and sensitive to the culture of their consumers have a greater profitability of success than those who do not. To make a big splash in the global market, it is vital that brands don’t just localize, but “globalize” — a term coined by the sociologist Roland Robertson to indicate the integration of local languages, cultures, and customs into global products/brands.

The influence of culture can have massive ramifications for brands who choose to ignore them. For example, Coca-Cola has massive competition from other caffeinated drinks in markets such as the US, whereas, in others, local juice beverages are the brand’s main competitor. Therefore, it is no longer enough to just be bi-lingual. People, companies, and brands need to also be bi-cultural — understanding the nuances of customers stemming from different cultures. It’s safe to say that cultural awareness can be vital for a company to foresee what their local brand names will do to their company image on foreign shores.

A Closer Look

With every aspect of global communication being influenced by cultural preferences or differences, global brands now need more than just attractive logos or a common philosophy to succeed. Brands need to develop the ability to engage customers in a way that feels local to them. Choice of medium, color, font style, or even size may have cultural overtones.

It is no longer sufficient for companies to merely have messaging in a local language. Cultural awareness must be applied to every aspect of the customer experience strategy — advertising, labeling, selling, and all promotion of products. For example, the color blue can be soothing and represent trustworthiness to Americans. However, blue to Mexicans is their color of mourning. Likewise, in some cultures, personal bonds and informal agreements are far more binding than any formal contract. In others, the presence of legal documents is paramount. While punctuality may be expected in one culture, in other cultures, a meeting time might be considered more of a suggestion than a hard-and-fast schedule.

Failure to “globalize” and take into consideration these details can lead to the demise of brands in certain countries. For example, popular brand stores including Best Buy and Home Depot were recently closed in China — the world’s second largest economy. Best Buy opened stores in Shanghai and attempted to replicate their “big box” or large store retail strategy that worked well for them in America. However, trying to secure reasonably priced space in Shanghai was difficult as the city is known to have to have one of the highest densities in the world. Ultimately, Best Buy opened a giant flagship store in downtown Shanghai selling far too many product lines in a location where consumers had to walk up several stories to reach the entrance. Nearby local competitors Suning and Gome opened small stores right next to Best Buy with convenient access and sold only high-demand, high-margin products.

However several brands have succeeded in localizing their strategy while also governing the ethos of their company. McDonald’s, for example, has been well-known for their subtle localization strategies across the globe with the creation of regional menu items for each of their markets. Conversely, Apple has stores all over the world and follows a very strict customer experience protocol that is tailored to each region. The brand further ensures that the building type in each country matches the culture appropriately. Even Dove’s popular “Real Beauty” campaign which in Western markets featured images of everyday women in their underwear was modified to suit the preferences of the Middle Eastern market.

Factors to Consider

It is evident that brands that retain their core values and simultaneously tailor messages to suit individual markets reap a multitude of benefits. Hiring a diverse and multilingual staff can be a first step towards facilitating interaction with international customers. Furthermore, cross-cultural training can equip customer service staff with the knowledge and skills needed to strengthen overall customer experience across the world.

Humanizing a brand with a vision and mission that inspires local markets can be yet another force that drives forward brand recognition across the globe. For example, Johnnie Walker’s “Keep Walking” campaign sustained tremendous global flex over the years by using culturally relevant quotes and messaging that connected with markets all over the world. Even Johnnie Walker’s latest “Keep Walking America” advert is a musical celebration of diversity.

Streamlining content and ensuring that local teams have complete access to a rich library of global assets can further assist in global-local alignment and visual consistency. For example, Unilever has recently centralized its global and local marketing functions to ensure that their marketers are better equipped in today’s “super-connected” consumer landscape. This can further support the brand’s desire to showcase commitment towards celebrating and embracing different cultures.

Since in different cultures the perceptions regarding behavior, assertiveness, and satisfaction are different, it is important that brands embrace the importance of culture and provide customers with experiences that first and foremost take into consideration their varied cultural backgrounds.

CX Doesn’t Have to Be a Guessing Game

Customer experience initiatives should not be a guessing game. Real-time updates, alerts, and recommendations fueled by customer feedback data turn educated guesses into calculated certainties.

Over the past 15 years, I’ve seen the course of customer experience intelligence shift drastically, and my home state become a hub for the industry.

While I wholeheartedly believe Utah—home to InMoment’s global headquarters—is the most inviting and majestic locale in the entire United States, the climate and geography are certainly not for the faint of heart. Icy cold and snowy winters are followed by long, dry summers, while the shoulder seasons—spring and fall—last about as long as a head cold (but let me tell you, those few days are absolutely glorious). Yes, we have the Greatest Snow on Earth, the Wasatch Range, Uinta Mountains, and five nationals parks…and we also have rattlesnakes, flash floods, and the occasional inversion (a layer of cold, pollutant-filled air that gets trapped in the valley between winter storms).

But none of that compares to the terrors of living in Florida.

I say this partially in jest (see: alligators, cockroaches, mosquitos, and an average daily humidity flirting with 100 percent), while recognizing the harsh, potentially life-threatening realities of living in a tropical climate. We witnessed this truth earlier in the year with the devastation of Hurricane Irma.

In June, two InMoment employees relocated to the gulf coast of the Sunshine State—one accepted a CX leadership position with Foot Locker, while the other was afforded the opportunity to live closer to family while remaining a full-time (remote) employee at InMoment. Naturally, InMoment headquarters was concerned about the well-being of these two newly-minted Floridians and their families as Irma came barreling toward the state in mid-September.

Anyone who tracked this massive storm is familiar with the Cone of Uncertainty. This theory, which describes the evolution of certainty throughout a project or event, is used by meteorologists to provide guidance to local governments, officials, and residents as storms approach. When a tropical storm first becomes a hurricane, the Cone of Uncertainty is, well, quite uncertain. It’s narrow at one end (we have a good idea where the storm will be in an hour), but wide at the other. The further out we try to predict, the larger the margin of error. It’s scientific—but it’s also a bit of a guessing game.

Taking drastic action based on so little certainty would be unreasonable, impractical, and irresponsible. Imagine if we could only see the forecasted hurricane track once, and many days out. Would we evacuate the entire Eastern Seaboard each time a storm popped up in the Atlantic? We might if we had no other choice. Luckily, the forecast track is updated every few hours, and while we may not know the storm’s exact path until it actually makes landfall, the closer it gets, the more certain we become.

In the past, I’ve used the analogy of a car’s dashboard to refer to customer feedback data: the speedometer tells you how fast you’re going (i.e., metrics such as OSAT and NPS) but it’s the GPS (i.e., analysis of unstructured, qualitative data) that ensure you successfully navigate to your destination. While this analogy still rings true, I’ve started to think about CX strategy in terms of the Cone of Uncertainty, and how advanced models and an even deeper understanding of customer stories can reduce the amount of guessing required.

All companies, whether or not they’ve implemented Voice of Customer programs, have a broad view of the customer journey, a general sense of customer expectations, and likely some idea of how to improve customer experiences. This is the wide end of the cone (i.e., evacuating the entire east coast from Miami to Boston). In other words, it’s not very helpful. If you manage a CX program and all you can see is the wide end of the cone, it’s probably time to update your resume on Linkedin.

As I mentioned, when forecasting a hurricane’s track, we typically don’t know what the storm is going to do until it’s actually doing it. Due to wind, water temperature, and other variables, at only 12 hours out, the average forecast track error is still nearly 10 miles. That could mean the difference between a direct hit and a relatively minor meteorological event! Unlike a hurricane, predicting how to improve customer experiences is actually quite an accurate science—assuming you have the right model in place. We’ve been feeding our CX machines, algorithms, and engines with customer feedback data for nearly 15 years; the more data we put in, the better they’re able to prescribe and predict the path to better customer experiences with pinpoint accuracy.  

Going back to my dashboard analogy, from InMoment’s inception, CX technology has progressed from a basic speedometer to an advanced GPS, but what’s next? From our standpoint, it’s automation. It’s a self-driving CX engine—based on more than the analysis of structured data and predefined KPIs. As algorithms, machines, models, and data improve, the Cone of Uncertainty will become less of a cone and more of a line—a direct path from Point A to Point B. Companies will no longer rely on tools, but rather always-on CX guidance. An analyst inside the platform—reading tens of thousands of customer stories each week—that understands expectations and experiences, and targets recommendations to various personas within an organization.

Customer experience initiatives should not be a shot in the dark—trial and error. With real-time updates, alerting, and recommendations—fueled by the always-on ingestion of customer feedback data—customer experience initiatives should not be educated guesses, but calculated certainties.

Airport Series: Charlotte and Customer Complaints

Charlotte blends Southern charm into the hustle and bustle of a major international airport. However, this balance doesn't always go as planned. As the ninth busiest airport in the country, Charlotte Douglas International Airport can profit from listening to the voice of its customers.

More than 40 million people travel through North Carolina’s Charlotte Douglas International Airport each year, and it remains one of the most consistently least-liked airports. Today, we find out why.

Charlotte Douglas should invest in ADA training

An overview of our analysis indicates that this airport in part suffers because of specific airlines and their employees, weather delays, and a few other things they realistically have no control over. Still, there are plenty of areas where the airport could take steps to improve the customer experience. All they have to do is start listening to their customers.

Charlotte Douglas is compliant with guidelines required by the Americans with Disabilities Act, but some of the most vociferous complaints came from people with disabilities or their family. One woman said she and her traveling partner, a disabled veteran, were left “high and dry” at the gate. Another reviewer reveals that her daughter, who suffers from spina bifida, was forced to walk to the parking area and denied access to a “vacant wheelchair” designated for public use.

With text analytics, airport officials could find the commonalities in these complaints and fix them for the future. These reviews suggest that Charlotte Douglas should invest in ADA training for their staff. They also need to better inform their guests about what accessibility options are available. Simpler still, increased signage highlighting the way for guests with disabilities would do much to alleviate some of these complaints.

Racial undertones at Charlotte Douglas

“Enjoyed the small quiet chapel and the piano player. Soothing amidst chaos,” one reviewer wrote. Another cited the rocking chairs and the piano as why Charlotte Douglas was “the most-relaxed airport” she’d ever visited. However, this veneer of southern charm is thin, especially when one considers the history of race relations in the American south.

The airport recently shut down their bathroom attendant program. The restroom tradition was controversial for many reasons, not least of which involved the former Confederate state’s history. Without diving into the socio-political issues at the heart of that debate, text analytics could have shown airport officials that people generally hated the service. A number of customers cited it as their “only complaint” about the airport. Still more comments from customers cited the presence of the attendant as off-putting.

Some didn’t appreciate that the attendants worked for tips, especially since they didn’t want the attendants’ help in the first place.

Others, however, did notice racist undertones to the bathroom attendant program. One reviewer, who advised travelers to avoid Charlotte-Douglas “at all costs,” merely pointed out that the attendants were black men every single time, letting the implication speak for itself. Another reviewer was more direct. “Bathroom attendants are tacky, especially when the bathroom is filthy. Would it not be a better use of time to clean said bathroom rather than perpetuate an antiquated form of southern privileged genteelism?” this person wrote. All of the comments typified a myopic and disconnected management style. Text analytics could have helped identify and eliminate this problem before it became a hot-button issue.

Attitude issues

This leads to what is clearly the biggest problem for Charlotte Douglas: the attitude of its staff and those working for airlines, rental companies, and in other airport fixtures. More than 800 reviews, or four out of every five we looked at, make some mention of customer service or airport staff. Only rarely were these mentions positive.

This is a major problem for any business, but especially for airports. If you look back to our Atlanta analysis, you’ll see that airport staff were often the saving grace for customers. When airline staff were overworked or simply rude, employees of the airport stepped in to assist in customer service. At Charlotte Douglas, this is not the case.

So, even though some airports don’t get a fair shake when it comes to flights being delayed because of weather or other extraneous circumstances, our analysis shows that airport staff could do more to alleviate their guests’ stress and frustration with just a minor shift in their attitude. Increased training for employees and signage aimed at working with guests who have special needs would also ease a pressing issue. Finally, more charming, restful areas like the rocking chairs and piano could take Charlotte from the bottom of everyone’s lists to the top.  

Listen and improve

The people who travel in and out of Charlotte Douglas International Airport every day are desperately telling officials how they can improve their service, in very detailed and colorful ways. By listening to these guests, officials can determine the best solutions to these problems. However, without text analytics, there is no effective way to hear them in the first place.

9 Reasons to Attend CX Elevated 2018

Hey CX professionals, gain real informative and useful value from the sessions, speeches, and stories presented at CX Elevated 2018.

Here at InMoment, we are gearing up for CX Elevated 2018 this February! We are so excited for this year’s event, as we know that this is an incredible opportunity for anyone, anywhere in their CX journey.

It is our goal to have each of our attendees leaving with the best, most actionable information to inspire their CX efforts. In other words, we want there to be no doubt in your mind that you weren’t just treated to an event with lights and entertainment, but that you gained real value from the sessions, speeches, and stories presented.

With all we have planned, we are confident CX Elevated 2018 will do just that. Here are nine reasons to attend!

1. Update from Our CEO

At this year’s CX Elevated, you will hear from InMoment CEO Andrew Joiner as he discusses his vision for the company, our products, and the customer experience industry as a whole.

2. Hands-on Workshops

The best way to learn is by doing, and we want attendees to discover the path to CX success in the best way possible. This year, we will offer hands-on workshops as part of the conference to give you the opportunity to not only see but experience the techniques and practices that will improve your customer experience.

3. Salt Lake City, Capital of the Silicon Slopes

InMoment headquarters is located in one of the most beautiful places with some of the best snow on earth. We’re proud of this city and would love to show our attendees all of the great things Salt Lake City has to offer, from dining and shopping to the great outdoors.

4. Client-Led Breakout Sessions

There is nothing more valuable than experience, and our customers have gained incredible insights along their CX journeys. In our client-led breakout sessions, you will have the chance to hear from our clients as they share their stories and advice for the best possible customer experience.

5. Networking

CX Elevated is a gathering of CX professionals, program experts, and people who are striving to optimize their organization’s customer experience. This conference offers an excellent opportunity to get to know other like-minded individuals and use those conversations to take new ideas back to your own organization.

6. Role-Specific Tracks

We know that different roles see different opportunities in improving the customer experience, so this year we will be introducing role-specific tracks for our breakout sessions. There will be specific tracks for executive, strategic, and practitioner attendees to make sure the themes and information is perfectly tailored for you.

7. Snow Day

We already mentioned Utah’s incredible snow, but we haven’t mentioned how we intend to get you out in it. Snow Day is a chance for attendees to process all the valuable information they learn during conference— and have a little fun, too. Snow Day includes food, shopping, tours and, of course, snow!

8. Bigger and Better Venue

Last year’s CX Elevated was such a success, and this year’s conference promises to be even better and bigger— literally! We have moved this year’s conference to the beautiful Grand America Hotel in SLC to accommodate this growing event.

9. Keynote Speaker Malcolm Gladwell

We are honored to have five-time bestselling New York Times author Malcolm Gladwell delivering our keynote speech. As one of TIME magazine’s 100 most influential people, we are ecstatic to hear his musings on customer experience and its future!

 

These are only a few of the stand out elements that make CX Elevated such an incredible, inspiring event, but don’t just take our word for it. Register today and experience CX Elevated 2018 for yourself!

How Does Geography Impact Customer Experience?

Geography affects enterprise feedback management. Find out how brand perception and customer satisfaction vary from country to country.

CX programmes are adopted by many organisations across the globe, each with a different approach and ultimate goal. Whilst the concept of CX is namely the same wherever you look, we’re really interested to see and share how it’s interpreted across different countries.

In our CX Trends Study we compared customer experiences in the UK and Germany, two major European economies. We delved into what emotions consumers and brands associate with positive and negative experiences, loyalty and personalisation.

We found that emotion plays a huge part when it comes to CX. As customers, we base our experiences on whether something makes us happy, sad or even indifferent. What emotions do we feel when we have a positive experience? Do we feel satisfied, important or reassured? Our survey identified that 35% of consumers in the UK felt safe and reassured when they had a positive experience in comparison to 40% in Germany.

Whilst it makes sense to feel reassured when we are happy with something, we saw a higher percentage of Germans (13%) who felt excitement when they had a positive experience, with an underwhelming 2.5% of UK consumers experiencing the same emotion. The question is, why is there such a stark difference in this particular emotion? Do Germans express more emotion than Brits? Do they have different values in the exchange process which means their expectations might be lower than neighbouring countries? Or are British people simply harder to please?

Our study also showed that over 20% of British consumers surveyed ranked reassurance as one of their top emotions associated with loyalty to a brand. In comparison, this halves in Germany to 10%. That said, enjoyment and excitement remain significantly higher in Germany than in the UK.

Looking at negative experiences, the differences between UK and German consumers were similarly as stark. When asked what emotions they most associate with something negative, 34% of German consumers said anger was their primary emotion, in comparison with 8% of Brits. In addition, open-ended comments such as “burning anger and hatred” were received by consumers in Germany — some of the most emotive comments submitted in the report.

The CX Trends Study provided lots of rich and valuable statistics from across several different countries helping us to understand the true emotions of our consumers. In a world where expectations are constantly changing, it’s vital that brands stay in tune with their customers’ ever evolving emotions. From this, we can start to understand and learn that some consumers are more emotive in their reactions and develop their CX approach appropriately.

No two customers are the same which is why different CX programmes must cater for all, wherever they are globally. Without this guidance, brands and customers really will be ‘worlds apart’. We’d love to hear your views — have you encountered these differences? Have you been surprised by the nuances in global customer expectations?

We’ll be exploring these differences and more in our next CX Trends study, which will be published early 2018.

Airport Series: Atlanta and Wayfinding

Not only is Hartsfield–Jackson Atlanta International Airport the busiest airport on earth, its "plane train" is the busiest rail system in America. This volume means Atlanta International needs to run with near flawless perfection. In this analysis, we learn exactlty how they can make strides toward that goal.

So, here’s the thing: few people are happy when they’re in airports. Whether it’s for business or pleasure, packing everything, checking in, and running to make your flight are all experiences that are generally negative. At least, that’s how I feel when sprinting through indistinguishable terminals looking for my connecting flight – and Atlanta International Airport is no exception.

Figure 1: This combination word cloud displays the top themes, entities, and categories along with their overall sentiment for Atlanta International

There are no shortage of listicles and videos online “rating” airports from best to worst. Yet, what does that really mean? Here at InMoment we focus on data and methodology, and Semantria can answer this question by mining Facebook comments, online reviews, and other data from people’s first-hand experiences.

Sentiment analysis for Atlanta International Airport

For example, we processed more than 2,759 Facebook reviews for the Atlanta International Airport, clocking in at 5,000 more words than Pride and Prejudice. That’s a lot of reviews, and it allows for very clear themes to emerge. Airport leadership regularly balances budget between marketing and infrastructure, this is where text analytics comes in. Text analytics allows airport leadership to prioritize projects based on customer experience impact. As we’ll find out, often enhancing customer experience requires little overhead. Addressing feedback directly and communicating progress through legacy channels and social media connects customers to the brand by showing them the airport is listening. The product we used for this project is the web based dashboard, Spotlight.

Feedback for Atlanta: Wayfinding

What was the most frequently occurring feedback for Atlanta? Quite simply, wayfinding.“Wayfinding” refers to the way in which people orient themselves in a space to get from one place to the next. At the Atlanta Airport, customers rely on the Air Train to get from the gates to the baggage claim, which can be literally miles away from the gate. So, without clear signage for the train, guests are compelled to walk this distance. Wayfinding related feedback is so vociferous that in over several hundred reviews guests outright advise fliers to avoid Atlanta International Airport entirely. One season traveler shared feedback the following on the ATL Facebook page recently:

“Back when I was traveling a few hundred thousand air miles a year, I avoided this airport like a third world dirt airstrip. Twenty five years later it still has lousy signage, crazy long distances to walk and takes forever to go from point A to point B to say nothing of the crowds.”

When airport architecture is effective, getting from “point A to point B” should be snappy, despite size or crowds. Jim Harding of Gersham Smith & Partners helped design Atlanta’s International Terminal. He asserts that Hartsfield–Jackson is architected with intuitive design in mind:

“We have a set of visual cues that naturally lead and guide you through a big, open space. And it’s a big part of your journey segment… you have lighting that goes up, and over, and down; you have flooring that pulls you in and through. The two come together and point you to the plane that you see through the glass. So this design is very carefully thought out, making that customer experience easy, natural, fluid, intuitive.”

When contrasted next to the true customer experience, which here is represented as natural language data, we can see there’s a chasm between the architect’s intent and how it’s experienced. This is cause for alarm for the airport company, as a lost customer is less likely to have time to engage with third party vendors, impacting precious non-aeronautical revenue.

“It took entirely too long to get to my next gate. There was a mile walk without the train…. With knee problems, pain wasn’t suppose[d] to be a part of my plane ride,” one guest wrote.

Figure 2: Wayfinding over time. This represents volume and sentiment over time for a segment of the data set

Using sentiment analysis we can understand that spaces are too large and confusing. Jim Harding and his team no doubt delivered an admirable design. However, customers still find the spaces at Atlanta cavernous and unstructured enough to be overwhelming. Signage must increase throughout the facility. Customers complain of the less than intuitive design outside as well. Says one reviewer:

“Worst uber/Lyft pickup process ever and terrible signage. I walked alone in a parking lot for an hour before I found it.”

Another, this time a local, confronts one of the airport company’s richest sources of non-aeronautical revenue, parking:

“I’ve been living in Atlanta for 2yrs now. It is a bit confusing. The parking is horrific! Not enough signs for direction and the plane train was definitely anxiety because I didn’t know where the heck it was taking me.”

Saving grace: airport staff

Atlanta International Airport Theme Volume Versus NPS
Figure 3: Overall Theme Sentiment for the Atlanta Facebook dataset, compared against NPS scores pulled from Facebook’s star rating system

Yet, our analysis also revealed that airport staff can be the saving grace for unhappy customers. One guest pointed out that Delta airline staff were both rude and unhelpful. However, that guest was ultimately helped by an airport maintenance worker to, you guessed it, help find the way to the baggage claim. Another airport employee took a struggling guest to the baggage claim in a wheelchair. Yet another guest described how an airport employee named Timothy not only helped her to the baggage claim, but assisted her in securing a rental car after that company’s employees were “no help.”

Perhaps best of all is an an airport employee who brightens peoples’ spirits while they wait for the bags. As one guest wrote, “I’ve been through this Airport several times. No complaints. I must say I like the man downstairs by baggage claim. Always a song, story and always wanting to give information.” The person-to-person connections travelers make with these employees colors the entire narrative of their experience with the airline and the airport itself.

How Atlanta should act

These are details that stakeholders wouldn’t get from a star-rating or the possibly anecdotal experience of a journalist or reviewer. By simply improving signage and other wayfinding techniques, Atlanta can alleviate myriad pain points on the customer side. On the enterprise side, airport officials can effectively communicate expectations and feedback with their airline tenants, such as Delta and their unhelpful staff. This can build trust between stakeholders and the airlines, and improve the experience for everyone.

All this, just from listening to the customers in a way that allows airports to really hear what they are saying. And best of all? I ran this analysis with no extra tuning in just a couple of minutes, using our Semantria for Excel add-in.

Do more with sentiment analysis

Little experiments like these are some of the fun things we can do with our sentiment analysis tools. Of course, we don’t want to hog all of the fun for ourselves. If you have questions of your own, turn to our website and resources collection. You can plumb the depths of modern text analytics for answers to all sorts of questions, even crazy ones you come up with in the shower. And be sure to get in touch with any specific queries you have!

Until then, check out our next analysis of Charlotte Douglas International

5 Lessons from Forbes’ Most Engaged Companies

Five lessons you can learn from companies that excel in customer engagement and creating positive experiences.

We live in the era of easy access to information. With a few clicks, customers can evaluate products and services, compare prices and make a purchase. Customers hold more power in the relationship than ever before. With this dynamic at play, how do you stand out? To truly differentiate your brand, you must build meaningful customer engagement — proactive, deliberate, and measurable — across the entire customer journey.

The benefits of truly engaging your customers are tangible. According to Forbes Insights, who in association with Pegasystems Inc., recently released its inaugural “50 Most Engaged Companies” list, leaders in customer engagement are:

  • 4x more likely to experience growth of more than 10 percent
  • 3x more likely to be in the top quartile of “Net Promoter Score
  • 3x more likely to see high acquisition rates
  • More likely to experience a churn rate of 10 percent or less

What can we learn from customer engagement leaders? Here are five lessons from the likes of Amazon, Alphabet, Starbucks and Foot Locker that can help your company start building more meaningful customer engagement immediately.

Align Your Organization for Customer Engagement

Customer engagement doesn’t happen by accident. According to Forbes Insights, “Leaders invest more in staff resources to focus on customer engagement, which includes hiring, training and enablement.” Furthermore, engagement leaders are more likely to have a dedicated executive accountable for customer engagement.

A customer-centric culture begins at the top, and only from there can change and improvement take place. When someone with political power advocates for the customer, you ensure that changes are lasting, impactful and truly representative of what your customers want.

Take a Data Driven Approach

Interactions with your customers are more meaningful when driven by data, and the ability to proactively tailor and personalize these interactions requires analysis of customer data. Interestingly, it is not data volume that separates customer engagement leaders from followers, but an ability to derive meaning and insights from data that already exists.

More leaders (52 percent) than followers (43 percent) choose a customer engagement strategy based on insights gained from customer-related technologies. Leveraging leading technology partners enable you to collect, analyze and distribute insights that improve customer interactions.

Focus on Business Impact

Customer experience and engagement are often viewed as “soft” business objectives, but for companies that excel in these areas, that’s simply not the case. In fact, these companies are keenly focused on business results. “Their approach is also more long term, as customer lifetime value is more important to them than it is for brands that are less engaged,” according to the list.

ROI and business impact are more difficult to tease out of data that was created without a specific business objective or goal in mind. Architect solutions that measure predefined business cases to ensure your efforts have meaningful — and quantifiable — results. Use these results to adjust your engagement practices as needed, reevaluate and adjust again. Remember: that which is measured improves, and that which is measured continuouslyimproves exponentially.

Engage Holistically

Customer engagement only works when implemented in a way that customers find useful. Shep Hyken writes on Forbes.com, “In the end, the customer doesn’t care about how many channels you make available to them. They just want to buy the way they want to buy, have their questions answered, their problems solved and their comments acknowledged. It doesn’t matter what channel. So, why do we keep talking about different channels? It’s really about connecting and responding to the customer.”

Is your approach creating a disjointed experience for your customers? Do you offer consistent service across all channels? Focusing on the entire customer journey — no matter which channels the customer uses — is critical to building more meaningful customer engagements.

Stay Human (While Innovating)

Both leaders and followers leverage technology to more efficiently engage with customers. There is, however, a major difference in which technology they use. Leaders are significantly more likely than followers to use technology that mimics human interaction, such as chatbots, virtual assistants and video support. In addition, leaders invest more heavily in technology that allows for always-on, automated learning from their customer interactions and use these insights to engage customers in more intelligent, useful and proactive ways.

Whether implementing these strategies will require a subtle shift — or dramatic changes — for your company, one thing is certain: with a committed investment of time and resources, any brand can build a leading customer engagement program that drives measurable business results.

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