The Customer service and support (CSS) domain has constantly experienced the pursuit of efficiency and cost-effectiveness as a perpetual journey. CSS leaders have made significant strides in enhancing self-service capabilities to reduce call volumes and operational costs. According to a Gartner report, a surprising 37% of customers opt for a traditional phone call instead of utilizing self-service channels. Even more astounding, this happens at a stage often overlooked by CSS leaders: the initial search phase of the customer service journey. This article will delve into the research findings that shed light on how external search, specifically when customers turn to search engines to find solutions, can significantly increase assisted service volume. Moreover, we will explore strategies for CSS leaders to immediately steer customers toward self-service capabilities.
The Search Stage Conundrum
Customers’ Peculiar Behavior
Customers often exhibit rather intriguing behavior when seeking customer service and support. Something unusual happens as they initiate their quest for assistance by turning to popular third-party search engines like Google or Bing. Instead of utilizing the carefully designed and user-friendly self-service options made available to them, they frequently opt to take a different route.
This peculiar behavior raises questions and perplexing scenarios for CSS leaders. These individuals are perplexed as they grapple with why their diligently crafted self-service platforms remain largely untouched, like rare gems in a treasure chest. It’s as if customers have a map of a hidden treasure but choose to wander off the path, leaving the CSS leaders puzzled and curious about the road not taken.
In essence, it’s akin to setting sail on a voyage with a comprehensive map and an array of tools at your disposal, only to find that passengers are opting to swim alongside the ship instead. This behavior is the puzzle that CSS leaders must decipher, and in doing so, they can unlock the potential of self-service in a customer service landscape full of mysteries.
The Costly Diversion
The “Costly Diversion” is a fascinating phenomenon when customers turn to external search engines to find solutions to their service-related issues. While this approach is undeniably convenient for customers, it inadvertently leads them down a more expensive path, steering them towards assisted service channels.
Imagine, for a moment, the search results on the first page of a search engine like Google or Bing. These results often prominently display service phone numbers and direct links to “contact us” pages of companies. These options are strategically positioned to lure customers away from the available self-service alternatives.
In practical terms, this is akin to entering a well-stocked grocery store to purchase cost-effective and readily available ingredients to cook a meal. However, instead of grabbing those ingredients, you’re met with flashy advertisements for expensive takeout options at the store’s entrance. The temptation to take the easier, albeit more expensive route, is hard to resist.
This costly diversion impacts the customers’ experience and inflates operational costs for CSS leaders. It’s a conundrum that calls for innovative solutions to redirect customers back to the self-service path, where efficiency and savings await.
The Blind Spot in CSS Strategy
Typically, CSS leaders are dedicated to enhancing self-service capabilities, such as knowledge bases, automated systems, and chatbots, aiming to streamline customer interactions and reduce operational costs.
However, what often goes unnoticed is search engine optimization (SEO) ‘s crucial role in the overall strategy. SEO is the art and science of making a website or content more visible and appealing to search engines like Google. SEO can significantly impact how customers find information and support when applied strategically.
Unfortunately, many CSS leaders neglect this aspect of their strategy. They may view SEO as the realm of marketing or web development rather than recognizing its importance in reducing assisted service volumes. This oversight is akin to trying to build a beautiful and functional store while neglecting its visibility on a crowded street. The store may be fantastic, but it won’t achieve its full potential if potential customers can’t find it.
The consequence of this blind spot is twofold. Firstly, CSS leaders need to take advantage of cost-saving opportunities. Properly optimized content can guide customers to the right resources and reduce the need for human intervention, ultimately lowering operational expenses. Secondly, customers may have a challenging experience because they struggle to find the information they need, leading to frustration and potential dissatisfaction.
In essence, recognizing the importance of SEO in CSS strategy is like understanding that placing a store’s sign in the right location can significantly impact foot traffic and, in turn, sales. CSS leaders must embrace SEO as a vital tool in their arsenal, helping them enhance customer experiences while achieving substantial cost savings.
Recommendations for CSS Leaders
The “Recommendations for CSS Leaders” section offers practical strategies for CSS (Customer Service and Support) leaders to effectively guide customers toward self-service options and fully harness their potential. By implementing these strategies, CSS leaders can streamline operations, reduce costs, and provide customers with a more satisfying experience. Let’s delve into these recommendations in detail:
Analyze Customer Search Terms:
The first step is to dive into your customers’ search behavior data. Please look closely at the search terms they commonly use when seeking assistance. Understanding these keywords and phrases provides valuable insights into customers’ specific issues and questions. This analysis enables CSS leaders to gauge the impact of external search on assisted service volume. It’s akin to studying a map to understand the terrain before embarking on a journey.
Collaborate with SEO Experts:
CSS leaders should work closely with SEO experts within their organization to create a comprehensive strategy. SEO experts possess valuable knowledge about optimizing content for search engines. Together, they can craft a service strategy that minimizes customers’ direct entry into assisted-service channels when they arrive from external search engines. It’s like having a skilled navigator onboard who ensures that the ship follows the most efficient course.
Suppress Direct Avenues:
Consider this step as clearing the path. CSS leaders should explore ways to suppress direct routes to assisted-service channels in external search results. This involves reducing the visibility of service phone numbers and direct links to “contact us” pages. By doing so, customers are encouraged to explore self-service options first, as if these options are the well-marked trails leading them to their destination.
Promote Self-Service Resources: In the online world, promotion is key. CSS leaders should focus on promoting self-service resources directly on the search results page. This involves creating clear and visible pathways that link these resources to the customer’s search terms. The idea is to make it easy for customers to transition to self-service as if they are guided by signposts on a well-traveled path.
By implementing these strategies, CSS leaders can cut operational costs and increase the likelihood of customers embracing self-service solutions. This results in a mutually beneficial outcome for CSS leaders and customers, creating a more efficient and cost-effective support system that enhances the overall service experience. It’s like fine-tuning a well-oiled machine to run smoother and faster while keeping the passengers satisfied.
In the ever-evolving landscape of customer service and support, it’s essential for CSS leaders to adapt and optimize their strategies continually. Recognizing the pivotal role of the search stage and implementing SEO-driven solutions can significantly impact assisted service volumes. CSS leaders can create a more efficient, cost-effective, and customer-centric support system by guiding customers toward self-service capabilities.
Frequently Asked Questions (FAQ’s)
In the search stage, many customers make critical decisions about their service journey. Understanding this phase’s importance is vital for CSS leaders looking to reduce assisted service volumes.
CSS leaders can collaborate with SEO experts to optimize search engine results and create clear pathways to self-service resources, making them more appealing to customers.
Customers tend to bypass self-service when external search results provide easy access to contact information for assisted service, diverting them from self-service channels.
Reducing assisted service volumes lowers operational costs and allows CSS leaders to allocate resources more efficiently and improve the overall customer experience.
CSS leaders can achieve this balance by analyzing customer search terms, collaborating with SEO experts, suppressing direct avenues to assisted-service channels, and promoting self-service resources effectively.