A lot has changed in the business world since 2007, but perhaps what’s changed the most is how rapidly customer service expectations have risen. As customers evolve, your customer service has to keep pace. Just how are customers’ expectations changing? Customer2020, a new study from Accenture, has some insights every business owner should know about.
- They want it now. Accenture dubs today’s consumer the “Nonstop Customer”—which should give you a clue as to what type of service they expect. Customers don’t just want rapid resolution and minimal hassle—they expect it. If your business doesn’t deliver, they’ll move on to your competitor. Slightly more than half of consumers polled say they have become more impatient with the buying process since last year; two-thirds say they turn to online channels for customer service because they’re seeking speed and convenience.
- They have more options. Not only are consumers today more impatient, but they also have more places to go if they’re not happy with your customer service. Two-thirds report that the number of companies or brands they consider when making a purchase has increased significantly compared to 10 years ago.
- They care about what others have to say. Word-of-mouth has always been important to growing a business—but never more so than today. Last year, Accenture reported that 78 percent of consumers used at least one online channel when prospecting. Today, 88 percent do, which means they have many more opportunities to hear good (or bad) things about your customer service. More than half of respondents say they rely “much more” on other people’s experiences or reviews when making a purchase decision than they did 10 years ago. If bad word-of-mouth about your service spreads, either offline or online, you’ve got to turn it around.
- They’re itching to switch. Consumer loyalty isn’t quite a thing of the past, but it’s definitely become much harder to come by. Two-thirds of respondents say they have switched providers in at least one industry as a result of poor customer service. Six in 10 say they are more likely to switch providers now than they were 10 years ago.
- They want you to fix it the first time. Of those respondents who switched providers because of poor service, over 80 percent say the original company could have kept their business if their issue had been resolved the first time they contacted the company about it. In fact, first-contact resolution has been consumers’ number-one source of frustration for the past five years of the study—which suggests that companies aren’t getting much better at it.
- They still like human contact. While some consumers have “gone digital,” seeking to interact with customer service via online channels at every opportunity, many others of all ages still prefer traditional channels for resolving issues. To keep everyone happy (isn’t that the whole point of customer service?), your best bet is to provide a wide variety of ways for customers to resolve service problems.
By incorporating these six trends into your customer service systems, you’ll be able to step ahead of the pack and provide the kind of service today’s customers expect.
Rieva Lesonsky is CEO of GrowBiz Media, a media and custom content company focusing on small business and entrepreneurship. Email Rieva at firstname.lastname@example.org, follow her on Twitter.com/Rieva and visit her website, SmallBizDaily.com, to get the scoop on business trends and sign up for Rieva’s free TrendCast reports.