The consumer expects service from the service provider: Keeping up with customer demands is a top priority for businesses these days. A positive customer experience is a key strategic objective for over 95 percent of leaders, and 75 percent seek to leverage customer experience as a competitive advantage, according to Forrester.

But there are a lot of people out there, and they’re all looking for various things at different times and on different platforms. Is there anything that the customers actually desire? When it comes to customer service, how can you know what your customers want?

The consumer expects service from the service provider

Generalizing what “all customers” desire would seem difficult, especially in the context of customer service.

Fortunately, research has shown us that there are some commonalities that we may use to set the bar. Let’s take a closer look at that study:

1. Your clients want you to be aware of their requirements.

The gap between what a customer anticipates they will receive from an engagement with customer service and what they actually receive is the root cause of customer unhappiness. Almost three-quarters of customers have the expectation that you will grasp their requirements and requirements.

According to the findings of a study that was published in the MIT Sloan Review, customer service expectations may be broken down into two categories: desired (what the customer aspires to achieve), and sufficient (what the customer would find acceptable). Unsatisfactory is the third and final level, which describes situations in which businesses fall far short of expectations.

The disparity between these relative levels is substantial, and it is almost certainly something that is represented in the number that you arrive at in the end.

A great number of companies have realized that it is frequently beneficial to “underpromise and overdeliver” in order to maximize the possibility of exceeding the standards that have been set by their respective customers. Others take delight in high expectations, even though they are fully aware that they are able to fulfill such standards.

Whatever you decide to do, you need to make it a priority to first gain an understanding of your client’s expectations and then proceed to exceed those expectations.

2. Our customers expect to be able to reach us in a variety of ways.

A slew of new studies demonstrates the significance of a customer’s preferred route of communication. It’s important to remember that today’s customers want to be able to reach companies by the method they choose, whether that’s in-person, online, or over the phone. Today’s customers expect you to be accessible via at least ten different channels, depending on the nature of their query. Modern consumers demand this.

In addition, more than 85% of customers expect conversations with customer support professionals to move effortlessly and in real-time across channels of communication. That indicates they can stop rehashing their issue.

The type of contact has been shown to affect channel preference in studies.

For example, online self-serve and email are the preferred channels for “basic” questions (such as “what is my bank balance?”). However, if your question is more complicated, you’re better off contacting a live agent by live chat or phone.

The key to achieving customer expectations is to be where the customer is – wherever that may be at any given time.

3. Your clients are counting on you to be responsive.

Waiting is something that no one enjoys doing, regardless of whether they are doing it in-person, over the phone, or online. As a consequence of this, the response times of the channels on which you provide service ought to be appropriate.

What is a reasonable will, of course, be determined by the preferences of your clients regarding the channel. For instance, one survey found that 53% of customers expect a brand to respond to them within an hour or less when they reach out to them on Twitter. When they have a complaint, that percentage shoots up to 72%. When working in a call center, it might be challenging to ascertain what the appropriate service level is. For instance, have a look at the most recent blog article that Shai has written on the topic, which is entitled “Why 80/20 is Probably the Wrong Service Level for Your Call Center.”

It is important to keep in mind that technology can be your ally when it comes time to take action regarding wait times. For instance, call-back systems such as Fonolo can assist cut hold time in the call center, which in turn reduces abandonment rates and the expenses associated with telephony.

4. Your customers are looking for a one-on-one encounter from you.

Customers are increasingly desiring a personalized experience when it means the most, despite the fact that we live in a world that seems to encourage anonymity and where “self-service” is so widespread. According to research conducted by Salesforce, over fifty percent of consumers choose to disregard communications that aren’t specifically tailored to them. In addition to that, 79 percent of customers believe that providing individualized service is more important than providing personalized marketing.

Take advantage of the fact that CRM technology enables businesses to have healthy connections with their clients in all aspects of their operations, from the storefront to the call center. This strategy may also involve making proactive contact with customers, for as via e-mailing clients with information about relevant specials or making follow-up phone calls to check that they are happy with the service, among other possible applications.

The possibility of exceeding a customer’s expectations and converting them into an advocate for your business can be considerably increased by cultivating connections with those customers.

And it is an investment that is definitely worth making: even just the appearance of personalization may considerably boost a company’s income.

5. It’s your job to help your consumers out of their binds.

Only 12% of customers actually believe businesses when they say they ‘put the customer first in their business practices.

A desire for a speedy reply lies at the heart of each and every query from a consumer. It doesn’t take a genius to figure out that customers don’t want to jump through hoops in order to get their issues resolved and inquiries addressed.

It is essential to provide your front-line personnel with the tools necessary to address any concerns raised by customers. Customers lose patience with your company with every transfer, subsequent call, or email, which results in a loss of goodwill, which can substantially impair your capacity to keep and develop your client base.

If you take care of your clients’ issues as soon as they arise, you will significantly reduce the likelihood that they will have problems in the future.

6. Clients hope you would pay attention to their concerns.

Your consumers, like everyone else, expect you to pay attention to what they have to say. Listen attentively. You might collect feedback, but do you use it to inform your decisions? A little less than half of those polled feel that businesses do not act upon the recommendations made by their customers.

The voice of the consumer is now more audible than it has ever been, and if you choose not to listen to them, someone else will. Consumers have an overwhelming desire to provide you with feedback, and more than 85 percent of customers anticipate that you will provide them with the option to do so at some point.

And the businesses that let customer expectations and feedback lead them to dominate numerous industries today; the most obvious example of this is Amazon. Amazon has decimated a large number of traditional merchants in their market by making it simpler for customers to obtain what they desired and by developing products based directly on the input that they received.

7. Your customers appreciate your willingness to go the extra mile for them.

People have a strong preference for businesses that are proactive when it comes to customer service, which includes both personal notifications regarding service concerns and statements that are made more publicly via social media.

Customer service has been stuck in a reactive rut for a long time; don’t wait for your customers to contact you with their concerns and inquiries before attempting to help them. Being proactive is the best way to demonstrate to your clients that your brand is “going the extra mile” for them.

Make it possible for them to express their opinions at any point in the process. Create standardized procedures for when you communicate with particular customers, taking into account the ways in which those customers engage with the content you provide. Conducting consumer focus groups on a consistent basis should be an integral aspect of your engagement strategy.

8. It’s a pleasure for your consumers to be surprised.

Surprise is something that customers really enjoy. As a matter of fact, research has shown that being surprised activates the same pleasure center in the brain as taking drugs, which suggests that people are hardwired to seek out the unexpected.

When it comes to molding the experience a company provides its customers, the surprise is an extremely potent instrument. Also, keep in mind that it is not required that you invest a significant amount of money. It can be sufficient to include a handwritten note in their delivery, provide a modest discount, or send a birthday card.

According to some of the statistics we presented previously, they will most likely be taken aback if you take an active role in resolving their issues or pay attention to the feedback they provide.

9. When it comes to your customers, saving time is more important than saving money.

Many people are under the impression that money is more important than time, but the reality is quite the opposite. The most effective strategy for selling something to another person is to position it as something that can either reduce the amount of time they waste or enhance the experience they get out of the time they do have.

Because of this, McDonald’s marketing strategy puts more of an emphasis on ‘happiness’ than it does on ‘affordable food.’ A further illustration of this can be seen with low-cost alcoholic beverages. This is of utmost significance for particular products, but it is applicable in any circumstance.

Now, more than ever, time is of the utmost importance. The vast majority of clients believe that showing appreciation for their time is the single most important thing a business can do for them.

10. Consistent answers are what your customers are looking for from you.

Additionally, clients are most annoyed by inconsistencies. Inconsistency in support agent responses is a key source of annoyance for more than three-quarters of all consumers.

It’s time to ensure that all of your customers feel like they’re having a single discussion with you. No matter how many channels you have, are you providing clients with the same answers and service?

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