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Indian Companies Losing Customers As Consumers Demand More Human Interaction, Accenture Strategy Study Finds

Too much reliance on digital technologies has given rise to ‘human-less’ customer services

MUMBAI; June 30, 2016 – Fifty four percent of Indian consumers prefer dealing with human beings over digital channels to solve customer services issues, according to new research from Accenture (NYSE: ACN). The report also found that 88 percent of consumers have switched provider in the past year due to poor customer service, with internet service providers, retailers and banks being the worst offenders. In India, the estimated cost of customers switching due to poor service is $412 billion.

The Accenture Strategy report, ‘Digital Disconnect in Customer Engagement’, is based on the company’s eleventh annual Global Consumer Pulse Research, which gauges the experiences and attitudes of 24,489 consumers around the world about marketing, sales and customer services. 550 Indian consumers were included in the sample.

“Companies have lost sight of the importance of human interaction and often make it too difficult for consumers to get the right level of help and service that they need,” said Raghuram Devarakonda, managing director, Advanced Customer Strategy, Accenture Strategy. “Companies wrongly assume that their digital-only customers are their most profitable, and that customer service is a cost. Consequently they over-invest in digital technologies and channels and lose their most profitable customers – multi-channel customers – who want experiences that cover both digital and traditional channels.”

The importance of human connection in customer services

Human interaction remains a vital component of customer satisfaction, even in the ‘digital age’. 54 percent of Indian consumers prefer dealing with human beings over digital channels to solve customer services issues and get advice (70 percent). Another 63 percent of consumers say they are even willing to pay a higher price for goods and services if it ensures a better level of service.

Physical or in-store experiences are also highly valued amongst consumers. 51 percent agree that in-store service is the best channel for getting a tailored experience, and 49 percent say they are more willing to be sold new or upgraded products when receiving a face-to-face service compared to online. Another 44 percent say they would rather go to a store first than use digital channels to get advice on the best products and services.

“Indian companies have reached a tipping point in their customer’s digital intensity and need to rebalance their digital and traditional customer services investments if they want to improve loyalty, differentiate themselves and drive growth,” added Raghuram Devarakonda. “Companies abandon the human connection at their own risk and are facing the need to rebuild it to deliver the varied and tailored outcomes that customers demand.”

Improving customer experience

The Accenture Strategy report reveals that there is huge room for improvement in the delivery of today’s customer services. 57 percent of consumers admit that it is frustrating dealing with a company that does not make it easy to do business with them. Another 65 percent expect customer service to be easier and more convenient, and 83 percent want it to be faster. Complaining on social media about poor customer experience is the norm for over half (53 percent) of consumers who admit taking to social channels in order to vent.

Once a provider loses a customer, 52 percent of consumers will not go back. But there are measures companies can take to hold on to them. 81 percent of ‘switchers’ feel the company could have done something to retain them. 74 percent report that if companies could provide customers with better live or in-person customer service, it would have impacted their decision to switch provider.

How leaders of customer services succeed

Organizations that want to rebalance their digital and traditional customer service channels should look to:

  1. Put the human and physical elements back into customer services: Rethink your investment strategy. The focus should be on delivering satisfying customer experiences – not methods of interaction. Ensure your channel management approach delivers integrated experiences.
  2. Make it easy for customers to switch channels to get the experiences they want: Build customer service channels that enable consumers to fluidly move from digital to human interaction to get the outcomes they desire.
  3. Root out toxicity: Define and address the most toxic customer experiences across all channels. These experiences can directly impact profitability. Identify the experiences that have the greatest potential downside and leverage those insights to guide an investment strategy.
  4. Guarantee personal data security: 80 percent of consumers say it is extremely important that companies protect the privacy of their personal information. By not selling or sharing customer data with other companies, and guaranteeing that safeguards are in place to protect it, consumers will be more willing to hand over personal information which can be leveraged to deliver better experiences.


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