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West Corporation

Posted on November 18, 2013 by West Corporation 


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One Size Does Not Fit All, Especially When It Comes to Customer Care

If you’ve ever wedged yourself into a seat on a tiny regional plane you know that one size does not fit all. We know this. But when you call into an IVR you get one treatment — regardless of what you’re calling about or who you are.

Personalization is not just about knowing someone’s name or language preference. It’s about catering to their lifestyle, product skills and overall ability to identify and agree to a resolution. IVRs have come a long way with their ability to personalize the customer experience.

We are broadcasting our personal preferences, likes and dislikes to the world with Facebook, Instagrams, tweets and genius lists. For each of us, it’s not about just knowing who we are; it’s about knowing what make each of us unique.

West conducts consumer research to identify these personality traits and how they pertain to customer service when we are looking at IVR experiences. To a medical team, a patient with high blood pressure possesses some risk. If that patient also has diabetes, they are at a higher risk they are considered co-morbid, or have multiple diseases. If they have cardio vascular disease they’re at an even higher risk. This risk or stratification determines their treatment and how often they must see the physician.

Just like a patients, callers can be given stratification. For instance, callers who have high technical skill and product knowledge can easily self-serve with minimal direction. Callers with reduced skills and product knowledge will need a more empathetic and simplified experience. Those with the least amount of skills need a human. This has evolved from a single customer experience to segmented customer experiences.

Many companies use some form of segmentation to determine the value of their customers and priority routing protocols. Using caller skill stratification lets you offer specific treatments to increase IVR containment within the caller’s terms, or skills. So when an 86-year-old who thinks a flip phone is challenging calls for technical assistance, should she get the same treatment as the hipster on an iPhone 5s who can’t remember a world without a cellphone in his pocket? Or how about the guy who learned how to use his smartphone by reading a yellow For Dummies book? Triage your customers according to their risk and skills. Make them feel valuable, and, above all, leave them with a clean bill of health.

Oh, and someone please tell the airlines we all need better seats.



West Corporation

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