Customer Experience Is the New Black - Amazon S3Customer...2016/01/19 · Customer Experience Is...
Transcript of Customer Experience Is the New Black - Amazon S3Customer...2016/01/19 · Customer Experience Is...
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Customer Experience Is the New Black: The Key to Revenue Generation in the 21st Century
Presented by: K.C. Blonski – Vice President, Customer Experience Chris Sheaffer – Senior Account Executive January 19, 2016
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Today’s Presenters
KC Blonski
Vice President of Customer Experience
Chris Sheaffer
Senior Account Executive
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Wilson Learning
years in business 50
Resources worldwide
Industry Recognition
Our Expertise Sales | Leadership | Customer Experience | Learning Transfer
53 Countries
350+ 33 Languages
Top 20 Sales Methodology Training Companies 2009, 2010, 2011, 2012, 2013, 2014, 2015
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Today’s Agenda
Process
Payoff
Purpose
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Explore how to develop a branded customer experience that enhances the perceived value while impacting revenue
Examine the competitive advantages of a branded customer experience
Understand the equation for building trust in your dealership and the products and services you offer today
Identify the 4 key areas that dealers must address to have the greatest impact on enhanced value, customer loyalty, and increasing sales
Understand the importance of the human element to grow and protect your customer base
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Does everyone within your dealership understand their role in supporting
the customer experience?
Question
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Opinions Everywhere
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Customer Experience:
The perception customers have of their interactions with your organization.
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Brand Differentiation in Today’s World
86% will “always or often” pay more for
a better experience
87% will discontinue business with a
company after a negative customer experience, an increase of 12% from 2011
58% are more likely to share their
customer services experience stories now than they were five years ago
94% say organizations that provide an
experience greater than their expectations positively impact their level of trust
“By 2020 Customer Experience
will overtake Price and Product as the key brand differentiator”
‒ Customers 2020 Report
Four Years and Counting
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“80% of an organization’s customer base falls into the zone of indifference.”
‒ Wilson Learning research
Zone of Indifference
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Social Media
58% are more
likely to share their customer experience
stories now than five years ago
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Got your attention yet?
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70% of the buying experience is based on how customers “feel they are being treated” - McKinsey
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The Human Element
Transaction Sale / Query
Building Trust and Confidence
Problem
Reassuring, Rebuilding
Making It Memorable
Delivering Quality to the Customer
Core Service Delivery Making It Right
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Credibility + Empathy = Trust
Propriety
Competence
Commonality
Intent
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Credibility + Empathy = Trust
Dealership Alignment
Leadership Responsibility
Associate Capability Marketing
Communications
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TRUST is the primary driver of Customer Loyalty
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Managing the Experience
Manage Impact Create
Do Nothing At Interaction
Through Customer Feedback
Proactive Design of Customer
Experience
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The Bottom Line . . .
66% of respondents cited Customer Experience as the
biggest driver for encouraging greater spending -Right Now
86% of buyers will pay more for a better customer
experience -Customer Experience Index
5% growth among loyal customers leads to an increased
profit between 25% and 100% per customer
-Frederick Reichheld
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Does your dealership have a clear vision and definition of your customer experience?
Does your dealership have a defined customer relationship strategy?
Do your leadership teams understand their roles in fostering a work environment that supports delivery of a branded experience?
Is there alignment between business strategy and learning paths of all team members?
Are metrics, rewards, and recognition aligned to expected outcomes of your customer experience strategy?
Questions to Ponder
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A compelling and consistent definition of Customer Experience
Superior skill development aligned to the behaviors of the defined experience
Management policies and practices that empower the consistent delivery of a branded customer experience
Infrastructure that supports the brand experience
Steps for Building Your Customer Experience
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“You can design and create and build the most wonderful place in the world. But it takes people to make the dream a reality.” Walt Disney
THANK YOU
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KC Blonski Vice President of
Customer Experience
Chris Sheaffer Senior Account
Executive [email protected]
(312) 423-7965
(813) 925-1596