Successful Self-Service Strategy

When it comes to customer service, simplicity is critical. Companies can improve customer experiences primarily by limiting the amount of effort it takes for customers to find answers to their questions and accomplish their tasks. Here lies the appeal of Web self-service, which for many consumers has become the preferred communication channel.

Instantly available, 24/7 online customer self-service portals are gaining ground over conventional agent-assisted support, marking a significant shift in consumer attitudes toward the technology. And, contrary to popular belief, interest in Web self-service technologies is not just coming from younger consumers. The technology is changing the behavior of consumers of all generations. In fact, a recent study by Forrester Research found that 72% of consumers, regardless of age, prefer self-service to picking up the phone or sending an email when it comes to resolving support issues. This certainly is welcome news for organizations looking to cut customer service costs and maximize revenue.

There are several elements to consider for successful self-service strategy.

The success of Web self-service depends on the quality and quantity of the information available and the ease with which it can be accessed. Online customers are extremely impatient and information-hungry, so the material available to customers through self-service needs to be succinct and direct, even in response to queries that are not.

The self-service option has to be easy to find on the Web site. To call more attention to the portal, organizations can prominently place a link to the self-service portal on the homepage and other common support pages that feature company, product, and services information. And, since a self-service portal is an extension of a company's Web site, it should have the same look and feel as the rest of the site.

Once on the portal, 80/20 rule applies which means that you assume that 80% of site visitors are looking for about 20% of the content, so that 20% should be easy to find.

As for the content itself, it should be clear, to the point, and easy to understand. This can be achieved by including graphic elements, such as diagrams, charts, and bullet points. When doing so, make sure the graphics are optimized for the Web. If they're not, the Web site could take too long to load, which might cause some customers to abandon it for a more costly agent-assisted channel. Consider keeping content to an eighth-grade reading level, so the average 13- or 14-year-old can make sense of it.

Ensuring accessibility also means that the site should support a variety of Internet browsers, operating systems, assistive technologies for the blind, and, of course, mobile platforms. The latter is becoming more important, especially when one considers that almost a third of all Web traffic today comes from mobile devices.

To make a self-service section even more effective, it can be combined with an automated guidance system that enables site visitors to enter questions and then takes them to specific responses without forcing them to scan an entire database for the answer they need.

One such system is marketed by WalkMe, a San Francisco start-up that enables Web site owners to enhance their online self-service options with interactive on-screen step-by-step instructions displayed as pop-up balloons. The balloons can be programmed to appear automatically when the site visitor rolls his cursor over certain items or when he clicks on a help button.

Customers who can't find answers on their own in a self-help knowledge base might be inclined to call a customer service line, but they are more likely to type their question into a Google search bar, and companies have no control over the results that the Google search returns. This presents a number of problems for a company. Not only has the visitor left your site, but he can find information that you may not want him to see.

Virtual agents are another option companies can use to help customers find what they're looking for. IntelliResponse's Virtual Agent technology simplifies its Web self-service options. The software helps site visitors to find the single right answer to their questions. To keep information current and relevant, it strips outdated FAQ entries, learns over time how to group and respond to questions, and captures data about customer service queries to find precisely what customers need so your organization can fine-tune how it presents information on its Web site.

Companies can also use Web chat to help customers through the self-service maze. It's a tool that's already widely accepted by consumers and businesses alike. LiveWebAssist chat enables agents to push prepared content such as photos, graphics, or Web link, to customers on the site with a single click.

Along with chat and virtual agents, companies can use assisted browsing, or cobrowsing, to move self-service interactions along. This functionality lets the agent—or possibly the virtual agent—temporarily take control of a customer's computer screen. Not only does this improve the self-service experience, but, when interactions move to the contact center through either phone or chat, co-browsing can reduce the average handling time.

It is important to measure response time. Perhaps the most effective measure is the number of customer questions that are submitted and get a response. This can apply to those questions where the customer finds the answer on her own as well as those that are answered through a social community or by a representative of the company. Consider these elements:

• the number of issues resolved per month through social communities. This includes the number of new questions posed to and answered by the community, the percentage of issues resolved by members of the community rather than company employees, and the number of "this article helped me" votes received.
• the number of issues resolved every month through FAQs and company knowledge bases. This includes the number of page views that both receive per month.
• the average cost to resolve issues through channels that involve a company employee. These include phone, email, and chat.

And then, as with any customer service channel, it's important to collect user feedback about the self-help experience. As with any other customer service channel, this can be done through customer surveys, Web analytics and search logs, customer interviews and focus groups, usability testing, and collaborative design processes.

For self-service to be done right, it should be in the interest of the customer. You do not want customers to use self-service because they are forced to. You want them to use it because it serves their needs.

Galaxy Consulting has 16 years experience in optimizing self-service on companies web sites. We can do the same for you. Contact us today for a free consultation!

Optimize Web Experience Management

Leading enterprises strive to acheeve higher levels of customer engagement through online channels, and this means they must easily, quickly and cost effectively provide fresh, personal, relevant content anytime, anywhere, on any device, through a consistent and dynamic user experience.

Traditional web content management system (CMS) solutions are no longer sufficient, and a richer and broader range of capabilities that enable web experience management - managing and optimizing the site visitor experience across the web, mobile apps, social networks and more - must now be leveraged in this new era of engagement.

The Need for Web Experience Management

Over the last few years, the Internet has undergone a tremendous amount of fundamental change in its landscape - socia1, personal and mobile.

1. Social - The Web is becoming increasingly more social and much less anonymous. The power of sharing can enhance or destroy brands in seconds.

2. Personal - While the Internet is continuously expanding in terms of ubiquity, at the same time it's becoming much more local and much more personal in terms of user experience.

3. Mobile The growth of mobile access to the Internet is rapidly expanding to the point where access from tablets and phones will soon exceed that from desktops and laptops.

The very way we communicate with customers is changing, and when fundamental change like this occurs, those who recognize the change and move quickly to adapt will benefit the most.

A New Era of Engagement

Each of these trends reinforces the others and fuels further adoption and innovation. It is these technologies, the behaviors and capabilities they foster that have brought us to a new era which Forrester calls the "era of engagement."

Driving these trends are people - our friends, leads, customers, critics, and fans. This is our audience and the other half of the conversation, and in today's age of engagement, they want to participate and expect us to engage them on their terms, on their schedule, in the context of their location, in their language and optimized for their device. To effectively tackle this challenge of serving a mass audience with limited resources, enterprises require strategy and effective tools to help get the job done.

Web experience management (WEM) provides us with the tools to take on this otherwise daunting task. The capabilities of WEM allow you to create, manage and deliver dynamic targeted and consistent content across various online channels including your website, social media, marketing campaign sites, mobile applications, etc. It takes a lot more than a traditional Web CMS to meet these new demands.

Key Principles of Web Experience Management

To effectively implement WEM, enterprises must start with their business strategy and goals which should drive their messaging and engagement strategy and which in turn should drive their content strategy. In other words, the strengths, weaknesses, threats and opportunities that businesses face should be considered first and foremost.

Too often organizations fail to do this by jumping straight into a technology selection without due consideration of the business drivers. Around this foundation, we wrap the fundamentals of basic Web content management. It is important to remember that content is still king. Business users and marketers need easy to use, yet powerful, content authoring and publishing capabilities.

They need rich content models that allow them to create engaging visitor experiences, to easily create new content assets, to quickly find and re-purpose existing content, and to preview content and the site visitor experience for all online channels.

Upon this foundation, an effective WEM solution provides a comprehensive collection of capabilities that allow organizations to create, manage and deliver dynamic, targeted and consistent content and visitor experiences across multiple touch points -corporate website, dedicated marketing campaign sites, mobile applications, social media sites, etc.

While WEM requirements are going to vary from organization to organization, some of the most critical features needed by essentially all enterprises include content targeting and personalization, mobile device support, faceted search and navigation, multi-channel publishing, integrated Web analytics, and campaign management.

Realities of Online Self-Service

Forrester Research says that business leaders must dramatically revitalize the self-service experience offered on customer facing websites just to keep pace with evolving consumer expectations. There are key realities of modern online service that expose the gap between customer expectations and website performance, and how you can take steps to close that gap starting now.

1. Customers have grown tired of your old online help tools.

Customer satisfaction with today's most common web self-service features is abysmal and is getting worse. In 2011, only 51% of consumers who used online help sections or FAQs for self-service were satisfied, down from 56% in 2009. As more companies rectify this by deploying next generation self-service solutions and virtual agents, fewer customers will tolerate antiquated self-service help tools online.

2. Customers now expect a superior experience online, not just a good one.

Exceptionally positive online experiences are now setting the bar for what customers expect when they visit virtually any website in search of answers and information. According to Forrester, 70% of online consumers expect businesses to try harder to provide superior online customer service.

3. Consumers arc impatient and protective of their time.

Consumers cite "valuing my time" as the most important thing a company can do to deliver a good online customer experience. Yet most websites are complex, hard to navigate and filled with content that provides multiple possible answers rather than a single, swift path to resolution.

4, Customer service has gone mobile.

Mobile phones are now ubiquitous. Nearly 88% of US adults own them, and 27% of US adults are already considered "super-connected" consumers, using their phones for information. research and commerce. What is more, digital tablet sales are predicted to outpace sales of PCs by 2015. Convenience and ease-of-use are the hallmarks of these mobile form factors. Websites that offer experiences contrary to these attributes will only raise the ire of today's increasingly impatient and unforgiving mobile consumer.

5. Social media is increasingly embraced as a customer service tool.

Back in 2009, just 1% of consumers used Twitter for customer service. This number jumped to 19% in 2011. Delivering a consistent service experience across multiple channels is critical, especially today, as consumers are not shy about using social media sites to publicly complain and vent frustration about any interactions with companies that fail to satisfy.

6. Dissatisfaction online = hijacked revenues.

One of the most appealing benefits of delivering a positive experience in the web channel is the opportunity for organizations to provide information that supports and encourages purchase decisions. Online, the shift from a customer service conversation to a purchase consideration conversation can be a very natural and systematic progression. This progression is thwarted, however, the moment a self-service experience fails to satisfy.

The impact of the self-service experience on revenues should not be underestimated. Fully 45% of US online consumers agree with the statement: "I am very likely to abandon my online purchase if I cannot find a quick answer to my questions."

These trends underline the urgent need to revitalize the online service experience offered by most companies. Online self-service is in need of resuscitation. Useful web self-service and virtual agent technologies that can deliver an enhanced customer experience are currently underutilized.

Where To Go from Here?

What should your organization do as the first step toward improving the online customer experience?

Begin with an honest and objective assessment of the self-service experience your website offers today. Looking at your customer facing website, ask yourself these three questions...

1. Is there a single, highlly visible starting point for self-service activity?

Today's consumers are task oriented when they go online. Your customers want their self-service journey to begin immediately and move swiftly to completion. Looking at your home page or most highly trafficked customer service page, ask yourself if the average customer would be able to identify the clear starting point for any customer service-related task in a matter of seconds. Any required navigation or clicking through to new pages is viewed as time waste and is out of alignment with their expectation.

2. Is issue resolution generally a multi-step or a single-step, activity?

When looking for information online, customers want a single accurate answer that is accessible in one step. Any content page that offers more than one alternative answer or path to an answer, requires your customer to take additional steps for sorling, scanning content and/or comparing answers. On your website, when results are served, is the customer presented with a single answer, or multiple results to sift through?

3. How will you measure how your site is performing?

A quantitative assessment of your self-service performance is the first thing you will need to establish for any improvement to the self-service experience. A free online self-service assessment tool, created by Forrester and InielliResponse, is vendor-agnostic methodology you can use for scoring your site's performance and charring a path for improvement.

Website Usability

Web usability is an approach to make a web site easy to use for a user, without the requirement that any specialized training is undertaken or any special manual is read. Users should be able to intuitively determine the actions they need or can perform on the web page s, e.g., press a button to perform some action.

Some broad goals of usability could be: present the information to the user in a clear and concise way, give the correct choices to the users in an obvious way, remove any ambiguity regarding the consequences of an action (e.g. clicking on delete/remove/purchase), place important items in an appropriate area on a web page or a web application.

When you designed your web site, you want to promote it everywhere with big bold letters saying, "Hello everybody! Come and look at my web site! It is just great!" When you submit your web site to forums for web site reviews, you may write, "What do you think of my web site?"

This is the big mistake to ask someone to look at your web site. There is never a single answer. To understand if your web site meets its usability requirements, ask people to try it out. They should be able to answer the following questions: what is the purpose of this web site? what can I do here? what needs does it fulfill?

The 5 seconds test tool is one way to explore immediate impressions of the web site users. You can experiment by asking them what the site is about, to see if the site’s purpose is communicated clearly.

The biggest mistake is to believe that web site appearance matters the most. How it looks is only one part of the process. How it performs is another. What it can give back to site visitors and how effectively it conveys that information will matter even more.

Writing content for web users is an important task. The main goal of this task is the ease with which the web site content is read and understood by your users. When your content is highly readable, your audience is able to quickly digest the information you share with them.

Keep the web site content as concise as possible. Users have very short attention spans and they are not going to read articles thoroughly and in their entirety. So, get to the point as quickly as possible. Place your most important content high on the page. Think of a newspaper: the top story is always prominently displayed above the fold. Use headings to break up long text. Use bulleted lists where possible.

Format the text in such a way that it is easy to read it and just to scan a web page.Keep colors and typefaces consistent. Visitors should never click on an internal link in your site and wonder if they've left your web site. Choose your colors and fonts carefully and use them consistently throughout the site.

Keep page layout consistent. Use a Web site template to enforce a uniform page structure. Visitors should be able to predict the location of important page elements after visiting just one page in your site.

Design a clear and simple navigation system. a good navigation system should answer three questions: Where am I? Where have I been? Where can I go?

The navigation system should be in the same place on every page and have the same format. Visitors will get confused and frustrated if links appear and disappear unpredictably. Don't make your visitors guess where a link is going to take them. Visitors should be able to anticipate a link's destination by reading the text in the link or on the navigation button. Users don't have time or patience to guess.

Large or complex sites should always have a text-based site map in addition to text links. Every page should contain a text link to the site map. Lost visitors will use it to find their way, while search engines spiders will have reliable access to all your pages.

Include a home page link inside your main navigation system. Visitors may enter your site via an internal page, but hopefully they will want to head for the home page. Link the site logo to the home page. Most sites include their logo somewhere at the top of every page - generally in the top, left-hand corner. Visitors expect this logo to be a link to your site's home page. They'll often go there before looking for the home link in the navigation system.

Include a site search box. A robust site search feature helps visitors quickly locate the information they want. Make the search box prominent and be sure that it searches all of your site, and only your site.

Check your page display at in a number of different screen resolutions to make sure that your most important content is visible when the page loads.

Include a form for users' feedback on your site.

A good brand creates or reinforces a user's impression of the site. When your site is strongly branded, that means that visitors will think of you first when they go shopping for your product or service.

Conduct usability testing. Usability testing helps you to replicate the experience of the average web site user and correct problems before real users find them.

Website Content Strategy

A web site is only as good as the content it contains. If you spend all your web site development resources on building the technology that contains your message and don't clearly think through the message you want to convey, your site will not be effective.

Part of your web strategy and design planning requires that you think through the type of content that would be the most appropriate, who your audience is, and how you will create that content and keep it fresh and interesting.

Understand what your site content can do for you. Content is the main reason that people visit your site. You are writing content to attract and keep visitors on your site, to get them to return to your site again, and to sell your products. Your content generates page views. The more page views your site serves up and the more traffic it generates, the more money you can charge advertisers to place banner ads on your site.

Sticky content refers to content published on a web site, which has the purpose of getting a user to return to that particular web site or hold their attention and get them to spend longer periods of time at that site. Webmasters use this method to build up a community of returning visitors to this site. Examples of sticky content include chat room, online forum, webmail, games, weather, news, horoscopes, etc. Sticky content is also sometimes called sticky tools or sticky gear. Web sites featuring sticky content are often referred to as sticky sites.

Tailor your content to your target audience. Who are your customers? What kind of content do they expect to find on your site? Keep in mind the purpose of your site: is it an online sales brochure, a newsletter or magazine site, or a tool to sell your products? The answer will help determine what content you should include in it.

Examples of the types of content you could include are contact information for the company, company history, profiles of key people, frequently asked questions, press releases, customer testimonials, product features and dimensions, product comparisons, case studies and articles about your products or services in action, and helpful tips.

You could post articles that spotlight your knowledge and expertise in certain area. Such copy can extend your reach and invite inquiries from people interested in hiring your services. The same can be true for a product that requires considerable aftermarket servicing. You can use your Web site to build trust in your products and expertise. Once you complete your research, make a list of the content you will feature on your site.

Like your other marketing pieces, you need to decide on the tone of your content. For example, consider whether you want a friendly or folksy tone or a more factual style. Consider what kind of image would best reflect your company's style.

Establish your content budget. Within the context of your overall budget, come up with a range of how much you want to spend to put content on your site, and then to maintain it and keep it current. It usually costs more to commission content than it does to refresh it or check it periodically for accuracy. Don't forget to consider the costs of taking people away from their primary responsibilities to create content.

You could generate your own text and graphical content by drawing on your existing in-house talent or by hiring outside content creators. Creating your own content gives you a greater level of control over the information that is featured on your site. You will need to evaluate your current resources and decide whether the alternative of hiring people to create your content is feasible.

You can acquire both text and graphical content from outside sources through syndicated companies that share their content. Obviously this content will likely have a broad appeal, and if your company fills a niche market, you may not find content that is appropriate.

Your web site is your only face to many of your customers. If you post your original content and forget about it, they will be able to tell. You need to keep refreshing your features to make sure your site is up to date and keep the interest of your customers.

The only way you will know whether your site is meeting your customers' needs and how it might need to be changed is to keep monitoring it after it is built. You can use a number of methods to make sure your content is right for your audience: log analysis tools to track traffic patterns on your site, keyword tracking, and surveying your customers can all help you to make sure that you don't waste your resources on content that no one is reading or that turns your customers away. There are also web analytics tools such as Omniture, WebTrends, CoreMetrics, SiteCatalyst.

High quality web site can greatly help your business.