What is Personalized Customer Service?

woman on iphone with laptop

In a world that’s so heavily focused on utilizing digital technology and social media to create convenient experiences for consumers, making your customer service communication lines as simple, seamless and tailored as possible to specific members of your audience is a must. A personalized customer service strategy is just one way to make a measurable impression on consumers. In fact, according to an ROI of Customer Experience report by Qualtrics, 77% of customers agree that they’re more likely to recommend a brand to someone after having just one positive experience with the company.

But how can you make each customer service encounter a customized one? What is personalized customer service, and how can you deliver personalized customer care that’s beneficial both to your customers and your business? Let’s take a closer look at the advantages of this customized solution and how Kustomer can make it happen for your business.

Diving Deeper: What Exactly Is Personalized Customer Service?

In a recent article, we highlighted personalized customer service and how it works well with an omnichannel approach. Artificial Intelligence magazine defined personalized customer service as the assistance provided by a customer service agent that is tailored to each individual customer, based on their specific wants and needs.

But this approach doesn’t simply bring in more business by chance. There’s a psychology behind personalized customer service. Research shows that customers are keen on personalization, as it helps them remain in control in customer service conversations, reduces feelings of stress and defeat, and helps them feel more empowered as a customer. With more than 50% of customers admitting that they’ve had to re-explain issues to customer service agents in the past, this can have a major impact on business, enabling customers to feel an instant disconnect that leads to distrust and uncertainty with the brand.

What Are the Major Benefits of Providing Personalized Customer Service?

When it comes to customer relationship management, weaving personalized customer service into your strategy is a must for many reasons. In fact, it’s not only beneficial to the well-being of your customers, who could potentially become returning customers, but also to the bottom line of your business. Let’s take a closer look at some of the advantages of personalized customer service on both ends of the spectrum:

For the Consumer

From adding more depth to initial conversations to increasing trust and satisfaction with a brand, personalized customer service can change the way customers look at your business.

  • More meaningful conversations. When customers enter a conversation with an agent, they want to get as much out of the conversation as they can. Agents who are willing to take a dive deep into the issue and curate a resolution that’s specific to the problem at hand provide an unparalleled experience for customers that can have a major impact on their impression of your brand.
  • Enhanced trust in a company. It’s very natural to want to spend more time with someone you trust and can confide in. The same idea can be used in a customer service encounter between an agent and a customer. As perfectly stated by HubSpot, “loyalty is rooted in trust, and customers can trust real-life humans more than the ideas and values of a brand.” When customer service agents take the time to analyze a personal customer issue, it shows an element of caring and understanding that fuels trust and compassion from the other end.
  • Improved overall satisfaction with service. Customers expect quick, reliable service when they reach out to your agents. HubSpot found that 90% of customers say an immediate response from customer service agents is important or very important when they bring a question to the table. What qualifies as an “immediate” response? Research shows that customers want to be answered in 10 minutes or less.

For Your Company
Brands can see a major return on investment when they incorporate personalized customer service into their strategy.

  • Consistent business. When it comes to making a customer feel valued and appreciated, personalized customer service goes a long way. Pleasing a customer does more than put a smile on his or her face — it often leads to return business for you. Research by HubSpot found that 93% of customers are more likely to become repeat customers at a business that provides optimal customer service, and 90% agreed that they would at least be more likely to purchase more items from said company.
  • Increased customer loyalty. In our research, we’ve found that curating a personalized customer service experience over one that’s less customized could be the resolution to a disconnect; if a customer doesn’t feel heard in their conversation with one of your agents, they could be less likely to show brand loyalty and more likely to purchase products and services from a company that will, in fact, listen to what they have to say.
  • Better leverage to improve your current strategy. Because you’re creating more personalized experiences for your customers, you’re getting a better idea of not only what they expect out of that initial conversation, but what they anticipate to get out of your business as a whole. While you may be the expert of your business, the people who purchase your products or services are the same people who are fueling your company with revenue to keep the engine pumping and their opinions are invaluable.

How Kustomer Can Help You Deliver a Personalized Customer Service Strategy

Creating and delivering a top-notch customer service experience for consumers should be top of mind for your company. If your current strategy doesn’t seem to have the impact on your customers that you’d like, Kustomer can help.

Optimal customer service is more important than ever, and learning how to customize each and every interaction with customers is imperative to your success. Our on-demand webinar, Importance of Personalizing Your Customer Service, can teach you everything you need to know about achieving a personalized customer service strategy. We take a deep dive into why customers value personalization, challenges that may occur that can keep you from delivering this type of customer service, and real-life case studies that showcase how Kustomer has transformed strategies for clients in the past.

If you’re looking for a more straight-forward approach to successfully achieving personalized customer service, our How-to Guide: Customer Personalization, is a helpful tool. For more information on getting started, you can contact us directly
 

How Automated Online Customer Service Can Transform Online Banking as We Know It

credit card

Banking has changed drastically over the years. Today, you don’t have to drive to the bank and meet with a teller to make a withdrawal or move money from a checking to a savings account. Instead, you can use a secure app to take care of these menial tasks from the palm of your hand.

These features in online banking demonstrate just a few of the many ways customers feel satisfied by the convenience the digital world offers. Add automated customer service opportunities to online banking and it becomes even more advantageous — to both the customer and the business offering the service.

Let’s take a closer look at some of the benefits that come with adding automated online customer service options to online banking:

Seamless Communication Efforts

For most customers, instant communication provides immediate gratification. According to an Accenture Financial Services Banking Report, 49% of customers agreed that instant support is a key factor in building loyalty with a bank. Customers have always had the option to call into their banks to speak with a representative about an inquiry, but are oftentimes left on hold. With an instant online customer service option, customers can get the answers they need in real-time, whether from an agent, a chatbot or a knowledge base.

Preferred Way of Banking

Today, many consumers live in a fast-paced environment and expect as much convenience in their daily lives as they can get. According to PwC’s 2018 Digital Banking Consumer Survey “Mobile users set the agenda,” with 15% of customers preferring to utilize mobile banking and agreeing that most of their banking is done digitally.

Furthermore, a Gartner survey revealed that 44% of respondents choose their phones as the preferred device for resolving a problem with a company. Through customer service automation, banks can provide quick answers to customer questions on their preferred mobile channel, while saving valuable agent man hours for more challenging customer problems.

Personalization is Key

Automated customer service can make sure customers’ demand for speed aremet. One way to ensure this is by investing in a customer service CRM platform that understands the digital age as well as customer expectations. Kustomer, for example, has worked with companies to help them achieve efficient and effective customer service that enhances the overall customer experience. Using artificial intelligence and intelligent automation, Kustomer can transform online banking into an even more convenient option for consumers who want immediate service and total control of their personal finances on any channel they choose.

Interested in learning more about how Kustomer can provide automated customer service to the world of online banking? Reach out to us directly today for a demo.

To Deliver Personalized Customer Service, You Must First Become Truly Omnichannel

Finger on iPhone

Although many companies bill themselves as purveyors of exceptional, personalized customer service, the reality is markedly different. In fact, for most, a typical customer service experience can devolve to tropes often reserved for speed dating. Too frequently, customers find themselves having to reshare their name, history, and problem ad nauseum when communicating with a brand’s customer service team. And so, what should be a straightforward and personalized experience often becomes a fragmented, impersonal one.

The numbers paint a bleak landscape. According to the CCW Digital Market Study, 49% of organizations felt their biggest concern was a lack of 360-degree view of their customers—as a result, they couldn’t provide a unified experience across all channels. What’s more, insufficient data and disconnected systems make it a challenge for businesses to know enough about their customers to personalize the customer service experience.

Think about it: can you truly deliver on the promise of personalized customer service when that personalization happens inconsistently—or incompletely even? It stands to reason then that customer service cannot be truly personalized without also being truly omnichannel as well.

Let’s take a look at what defines personalized customer service, the benefits of personalization, how you can provide a more personalized customer service experience and the role omnichannel plays.

What is Personalized Customer Service?

Conversations connect people—they always have. And customer service agents must be encouraged and enabled to establish genuine connections with their customers. To do so effectively, they must also have adequate background information and context—on any client, on any platform, in any market, and at any moment. Silos will only inhibit them from delivering on customer expectations and forming a loyalty-building bond. They should understand who they’re servicing and how—and they should have that knowledge at a moment’s notice.

Artificial Intelligence magazine defines personalized customer service as the service provided by an agent that caters precisely to what the customer is looking for. This enables the consumer to gain a connection to your company and feel confident that you have a tailor-made solution that leaves them feeling satisfied after the interaction.

The Omnichannel Approach

In today’s hyper-connected world, you can’t simply think like the customer, you must communicate like them too, and be channel agnostic.
People today connect asynchronously. They have no allegiance to any platform or any one service. And their channel proliferation is happening at breakneck speed. One moment they can be @mentioning your brand on Twitter, while another they’ll be shooting over a screenshot of said @mention over text.

They communicate with friends and family in this manner, perhaps even with co-workers and superiors as well, and expect the same sort of nimble, contextualized, and convenient communication in other facets of their lives. And while they may have a channel of choice, companies must understand that said channel can change over time. Or, over the course of a week.

To put things further into perspective, today’s average consumer uses 10 separate channels to connect with companies. You heard that right—10. By giving customers an omnichannel approach, you increase the chances of reaching them and making it easier for them to reach you.

Benefits of Providing Personalized Customer Service

Delivering top-notch customer service is of the utmost importance. Doing so in a personalized manner, via the combination of human interaction and automation, can bring success to your business in more ways than one. Some of the benefits of providing personalized customer support include:

  • Repeat business
  • Enhanced customer loyalty
  • Increased customer satisfaction
  • More meaningful conversations that help you improve your strategy

Learn more about how personalizing the customer experience can enhance your business in our personalization how-to guide.

How to Personalize the Customer Experience

Quality customer service is an ambitious tactic. In fact, according to research from Dimension Data, 81% of organizations believe that customer service is a major competitive differentiator. By personalizing the customer experience, more companies can enhance the quality of service they are providing and get a leg up on the competition.

Achieving personalized customer service can be achieved in three important steps:

1. Get to Know Your Customer.
If your business utilizes a platform that has access to all customer information in a single view during the interaction, customer service agents have the context they need to provide personalized experiences This cohesion allows agents to deliver quality, personalized service, and the ability to solve a customer’s problem in a timely manner.

2. Always Meet Customers Where They Are.
When it comes to increasing customer satisfaction and solving issues simultaneously, companies need to incorporate an omnichannel approach. When customer service agents can meet customers wherever they are, whenever they need assistance and not lose context as customers switch channels, they’ll be able to solve issues quickly, efficiently and personally.

3. Use Artificial Intelligence to Your Advantage.
Companies that are ready and willing to thrive in the digital age understand the value that comes with automation. Using resources like chatbots allows technology to take care of the analytical and manual work, giving agents more time and flexibility to handle complex tasks and issues presented by customers. Not only does this free up human resources, but it also enables your customer service team to build stronger connections with customers, building strong customer loyalty.

How Kustomer Enables Omnichannel Customer Service

For too many brands, the need to keep up with the growing number of channels has meant adding solutions at the expense of the customer experience. This multichannel approach has created silos of customer service agents and information. Each channel is staffed with its own team and creates its own record of customer information that isn’t broadly shared among the rest of the customer service organization. For example, if a customer had interacted with an agent earlier on chat and now via email, the chat team and email team would have no record of each other’s conversations or the solutions they each offered, leading to potential agent collision.

Truly omnichannel platforms like Kustomer enable agents and customers to have a single-threaded discussion about a topic that spans all of the channels their customers may use. Agents and customers can seamlessly switch from one channel to the next as needed during a conversation while seamlessly progressing the discussion. And customers never have to repeat information because agents always have the context of every conversation through a comprehensive timeline of previous interactions, purchases, and customer data all in a single view, on a single platform. As a result, you can deliver truly personalized, omnichannel customer service even as the constellation of channels continues to grow.

To learn more about Kustomer’s omnichannel approach, get the Guide to Delivering True Omnichannel Support.
 

3 Reasons You Need Customer Sentiment Analysis

woman on phone sitting on steps

A common saying states that perception is reality. Regardless of its validity, perception is widely accepted, and it can have significant consequences on either an individual or an organization’s reputation and credibility.

Organizations face this every day: how to deliver the best possible product while also winning trust through superb service. Even a superior product can fall victim to upset customers — according to an Accenture Strategy Research Report, 47% of consumers admit they won’t even engage with a brand after being disappointed. Today’s complex, omnichannel environment makes these stakes even higher.

Analyzing sentiment and empowering agents with data allows them to go above and beyond, providing customers with an experience that promotes not only satisfaction, but also encourages loyalty.

What is Customer Sentiment Analysis?

KM World defines customer sentiment analysis as the processing of information to determine the opinion of a consumer. The time consumers take to ask questions, resolve issues, and share both positive and negative experiences can be used to help an organization evolve.

It’s important to understand that the way this information is gathered has changed drastically in the last two decades. What was once handled by either a letter or phone call to a company has now evolved into a multi-layered approach that can feel dizzying for an organization seeking to keep pace.

To deliver the most empathetic customer service experience, an organization must understand customer sentiment across all channels. Let’s take a closer look at sentiment scoring, what’s considered a positive sentiment and three solid reasons customer sentiment analysis is a must for your organization.

What is a Sentiment Score?

According to CallMiner, a sentiment score is the number used to gauge customers’ opinions of a company’s service and products. A positive sentiment score indicates exactly what it describes — customers are satisfied with their experience with the company’s offerings and will likely continue to go about business as usual — and as such, a negative score explains the opposite. Both types of sentiment scoring are important, as they can help a company understand where they need to improve and where they can continue following business protocol.

3 Reasons You Need Customer Sentiment Analysis

Sentiment analysis gives you an increasingly accurate temperature check on how your customers feel about your brand, your products and the service you provide. For agents to turn this data into insights, however, they must be able to easily access this type of customer information.

Here are three reasons why customer sentiment analysis is ideal for driving customer loyalty:

1. Customer Service Agents Become Advocates

Every time a customer reaches an agent, that agent should, at a minimum, be empowered with all the information needed to provide a seamless experience. From purchase information, shipping information, and return requests, to an accumulation of all internal communications that have occurred, agents should have all the customer details available to them in order to provide the best possible service. But this isn’t always possible without the right technology.

When armed with sentiment analysis, the agent is properly prepared to connect and empathize with the customer on the aspects of either the service or the product that felt frustrating. This type of communication serves to both personalize the experience while also helping to neutralize potentially difficult conversations.

To provide the modern experience customers expect, organizations can’t afford for their agents to have any information gaps. According to Calabrio, 60% of customer service agents feel that they don’t have the tools or technology needed to handle customer issues, and 34% cite a lack of pertinent customer data as their biggest problem. With the right resources in place, companies can properly identify negative and positive sentiment scores and translate the insights into providing an improved customer experience across the board.

2. It Has a Major Influence on the Future of Your Business

When it comes to both acquiring and retaining customers, brands must pursue the new rules of engagement. According to Social Media Today, 70% of consumers have admitted that they turned to the social media accounts of brands for customer service reasons on one occasion or more. Utilizing social media channels is one of the most advantageous moves a brand can make today.

Customer interactions, whether indicating negative or positive sentiment, can be used to benefit the company. This data can be used to get ahead of issues, inform internal product teams of concerns or problems and influence both new customers and loyal ones. Data can reveal how an individual consumer is feeling, and it can also reveal areas in your product or policies that need improvement.

3. Customer Experience Gaps Vanish (With Holistic Measurement)

Unfortunately, many organizations look at sentiment based on the channel: e-mail, phone, chatbot/live chat, social and others, and that means all the data collected is siloed. The result of siloed data needing to be measured and analyzed together is an analyst somewhere banging their heads against a wall trying to fit a square peg through a round hole.

In other words, siloed data can be analyzed together, but it will usually be inconsistent and incomplete, with gaps that don’t cover the holistic customer experience. When attempting to make sense of the entire customer journey from initial awareness through to repeat purchases, organizations must consider a holistic way of collecting the data to be analyzed more accurately. A customer service CRM platform, that unifies all data into a single view, can help businesses garner insights from cross-channel data.

How Kustomer can help

Understanding how your customers feel can be a useful tool for your business. The organization that achieves a comprehensive, holistic and actionable view of their customer, and leverages sentiment analysis to understand how customers are feeling, can create empathetic experiences that boost loyalty, retention and repeat sales.

Kustomer’s Sentiment Engine specifically achieves this. It’s driven by AWS Amazon Comprehend, and through natural language processing APIs, the Kustomer platform can analyze all incoming text from the customer, no matter the channel. You’ll always know how they feel, and be prepared to deliver exceptional service in customers’ greatest times of need.

If you’re ready to transform your organization’s customer service into one that drives loyalty in the modern age, click here for three ways to get started.

 

Shifting Omnichannel Support from Concept to Reality

The concept of omnichannel customer service has been watered down. It’s more than simply communicating with customers on every channel. True omnichannel support ensures seamless transitions and consistent experiences from one channel to the next. Companies providing true omnichannel support are collecting and harnessing the information gained in every interaction across channels to drive stronger, more meaningful customer relationships, increase revenue streams, and improve operational performance.

Implementing an omnichannel support strategy is a significant investment for any company. From a people perspective, it requires organizational and cultural shifts in how your company and its employees view the goals of customer service.

Customer service must move from a ticket-centric to a customer-centric model. This enables your customer service team to focus on goals, such as reducing customer effort, driving more first call resolutions, and building long-lasting customer relationships, rather than resolving tickets as fast as possible.

An omnichannel support strategy will create more effortless experiences on both sides that yield better outcomes for both customers and agents. It will ensure customers are provided meaningful support that places them in the driver’s seat, and agents will be given the proper context to progress every interaction forward.

From a technology perspective, an omnichannel strategy requires that you have a support solution that can integrate your communication channels and capture the free flow of conversations across channels, displaying the data in a single screen. A best-in-class solution should create a unified home for all of your customer data, regardless of the source, not just the data generated from customer conversations.

An omnichannel strategy backed by a true omnichannel solution will quickly facilitate the customer service that drives loyalty and keeps your customer base growing. To learn more about why customers expect an omnichannel approach, and how your company can benefit, download our guide.

Why the Kustomer experience matters to Abercrombie & Fitch Co

For more than 125 years, our brands have shared a commitment to offering products of enduring quality and exceptional comfort, allowing our customers worldwide to express their own individuality and style. Since our founding in 1892, we have always been known for creating unique store experiences – but the rise of omnichannel retail requires meeting our customers wherever, whenever, and however they choose to engage with our brands. Increasingly, even when the customer journey finishes in a physical store, their journey often starts online.

The digital age has forever changed the retail industry and ultimately, customers’ expectations of it. Simply put, customer service has never been more important, which is why we put our customers at the center of everything we do across all our brands – Abercrombie & Fitch, abercrombie kids, Hollister Co. and Gilly Hicks by Hollister. As technology has evolved, and the shopping experience has changed to adapt to and anticipate customers’ changing preferences, we saw an opportunity to update our customer service capabilities to meet our customers’ growing needs. We were in search of a new customer service system that would deliver enhanced value for both our agents and our customers.

3 reasons Abercrombie & Fitch Co. chose Kustomer

Partnering with Kustomer helps ensure our current needs are met and gives us confidence that we are positioned to meet our customer service goals now and in the future, as their needs continue to evolve. Here are three key ways Kustomer delivers on our requirements for a new solution:

Personalized interactions

We wanted to align customer service tactics with our organizational mission of putting the customer at the center of everything we do, as well as implement more personalized experiences that would resonate with our customers.

Kustomer allows us to view each customer holistically across channels and time, giving our agents not only the supporting information they need, but also organizing order history and pertinent customer data in a single location. Additionally, we will soon be able to see the entire customer journey, from what they’ve bought, to the offers they’ve received and other products they’ve viewed. This will allow us to anticipate and adapt to a wide range of customer needs in a highly individualized manner.

Improved agent and reporting service

The comprehensive view Kustomer provides also helps simplify and streamline the agent experience. Agents can review necessary information and take appropriate action to resolve issues from a single screen. Most importantly, the entire agent experience is highly intuitive; the quick training process allows our agents to easily get up to speed, and they are able to comfortably utilize Kustomer to its full potential.

As a result, our agents enjoy using the system, and accessing dashboards and metrics to provide management insight into our performance is easier than ever.

A flexible, adaptable platform that keeps pace with customer needs

We needed a solution to streamline and automate time-consuming workflows and business processes to help our agents do what they do best — deliver great customer service experiences.

Kustomer helps to effortlessly manage our customer needs in real time. Operational and routing changes are now more user-friendly and can be easily made in seconds using Kustomer’s queues and routing features. More importantly, Kustomer’s experience in the digital customer service landscape assures us we can continue to improve the customer experience, and that Kustomer will evolve with our business.

Becoming a customer service fixture amongst fads

The digital age has forever changed customer expectations. By unifying the customer experience, helping us streamline how we operate, and providing a platform for future innovation, our partnership with Kustomer has helped us implement and personalize our company’s commitment to quality into each and every customer interaction.

 

How Your Brand Can Master The DTC Experience

Read Our White Paper on the DTC Experience HERE

The Direct-to-Consumer (DTC) revolution is shaking the foundation of retail business. As digital advancements make it even easier to cut out middlemen and deliver totally new kinds of experiences, customers have come to demand DTC brands provide them with the same kind of convenient, personalized and memorable experiences they get from traditional stores. Those that can innovate, adapt, and bring a higher caliber of experience and smarter ways to buy using the vast amount of consumer and product data available will be the ones that succeed. Those that don’t will lag, unable to bring a truly modern experience to their customers.

The time has come to reconnect with your customers and focus on a lifetime of experiences, rather than on optimizing a single, specific journey. Here’s how your brand can communicate and sell directly to your audience today:

Curate collections of essential products for customers

Focus on a few good items done right at a fair price point. This approach is key to tapping into modern shopping trends, encouraging brand loyalty and repeat business by making products that become an essential part of customers’ lives. Huge selections and hundreds of locations are no longer likely to breed success.

Pioneer new models like subscription and shared ownership

Harness the power of digital tech to connect everyone and everything, putting surplus or unused goods to use, and creating experiences that effortlessly sync with our everyday lives. As customers, especially millennials, are willing to buy used or share ownership if it means great savings, consider using tech to implement shared ownership models in your brand practices.

Make delivery and returns easier

As more customers buy online, delivery and returns are becoming even more crucial to the customer experience. Focus on fast delivery and low-friction returns to make up for any hesitation customers might have about buying online. All the more so for large, traditionally hard to ship items.

Deliver personalized, 1-1 service

Adjust every aspect of the online shopping experience to meet customers’ needs, using the latest CRM, machine learning, audience segmentation, and personalization technology to create an immersive digital journey.

By integrating orders, shipments, and conversations, with internal and external customer data,  Kustomer helps brands get a comprehensive and actionable view of all customers, driving informed service decisions.

Want to provide your customer-centric business with a full suite of support channels, smart segmentation and automation tools within a single platform? Download our white paper to learn more.

This Direct-to-Consumer Brand is Disrupting Feminine Care With Experience

Watch the webinar recording here.

It’s not easy being a new brand in an industry with a lot of established players. However, if you can use your incumbent status to take a fresh look at the marketplace, you can end up turning the entire category on its head.

LOLA has done just that. The forward-thinking feminine care brand has overturned the status quo with their totally new approach. By highlighting what actually goes into their products, providing a convenient subscription experience, and openly talking about women’s health issues that were previously taboo, they’ve created the first lifelong brand for a woman’s body.

While they started with tampons, the brand has quickly expanded their range, now offering pads, wipes, condoms, and other reproductive wellness products. Despite their rapid growth, they’ve kept their focus firmly on delivering great, personal experiences to every customer.

On our latest webinar (hosted by Glossy), LOLA’s Senior Manager of Customer Strategy and Operations Caroline Dell spoke with Kustomer’s Senior Manager of Marketing Programs Stacey Dolchin about their strategy and approach to delivering a highly personal DTC experience. For more information on delivering a great DTC experience, check out our whitepaper.

Webinar: How LOLA disrupts personal care with personalized, direct-to-consumer experiences

Pursuing Purpose

Jordana Kier and Alex Friedman founded LOLA in 2015 with a simple idea—women shouldn’t have to compromise when it comes to their reproductive health. It all started when the two women realized that the tampon brands they had been loyal to for over a decade weren’t don’t disclose what they’re made out of. What was actually in those tampons? This desire for straightforward transparency and frank discussion about a topic that we’ve traditionally shied away from has animated the brand ever since.

This unique perspective, coupled with high-quality products and a smart business model, has helped them shaped the broader conversation around women’s health since launch. By empowering women with information, they’re helping their customers have more control over what they put in their bodies. By focusing on questions asked by real women, they’re dismantling the stigma that surrounds female reproductive wellness by creating a two-way dialogue with an engaged community. Every communication channels is an opportunity for a conversation—-website, social media, email newsletters, and their blog, The Broadcast.

By answering questions that their competitors aren’t with a relatable and no-nonsense brand voice, LOLA has both become a resource for their customers and started a national conversation about reproductive health.

Rewarding Relationships

LOLA’s goal is to create relationships that last a lifetime. They receive 1000+ emails per week from customers about personal topics, often asking questions to LOLA’s agents before consulting with a doctor. To return the trust their customers have in them, LOLA’s team goes above and beyond to make sure their products are rushed to women wherever they need them. From sending tampons to a customer’s hotel via Uber, to overnighting condoms so that they arrive in time for a honeymoon, LOLA works overtime to create a memorable experience.

For many younger customers and their parents, their ongoing relationship with the brand starts with LOLA’s First Period Kit. After posting a video where LOLA founders told their first period stories, they were inundated with moms reaching out to ask if they offered products for teen—a great example of their ongoing dialogue with customers driving product development.

For their most recent launch of Sex by LOLA, they sent 100 loyal customers mailers of their new products. It was an easy way to get feedback while rewarding loyalty, and one customer even emailed to say that she loved the products and, as a single mom, they inspired her to start dating again.

A Single View in a Single Platform

All of this wouldn’t be possible without a platform to manage their relationships and provide incredible experiences. Their previous platform wasn’t linked to their back-end system, so they had little context on the customer’s order history or subscription details. The same was true for incoming messages on social. With Kustomer, it’s now easy for their agents to switch between social and support channels, helping their customers on their preferred channel at a moment’s notice.

Context Cards with buttons enable the team to take direct action such as modifying, cancelling, or scheduling a subscription, and checking on shipping status for an order. Clicking on the “Modify” button, for example, takes them directly to the customer’s subscription, where they can edit the frequency, products, etc. This makes it easier for the team to spot orders that have been placed but may need modifications. LOLA has a search for customers who have emailed AND placed an order in the past day, so that agents can make modifications to the order before it actually ships.

Features like Workflows and Bulk Messaging have helped LOLA handle larger issues proactively. When their subscription management page experienced a brief outage, LOLA created a workflow based on keywords that automatically identified and then proactively bulk messaged thousands of impacted customers to notify them of the issue. As a result, LOLA was able to handle over 5x their normal volume at a highly-sensitive time.

Since combining all their order, subscription, and customer data into the Kustomer platform, LOLA’s reply time has decreased by 15%, while their agent efficiency has increased by 15%. Watch the webinar recording.

A Brand for Life

LOLA’s mission is one-of-a-kind, and with Kustomer, they’re able to scale while living up to the values that inspired them in the first place. For a brand that empowers and informs women, LOLA’s team needs to be just as empowered and informed to deliver great service. Building meaningful, ongoing relationships is a major part of what LOLA stands for. With Kustomer, their agents are able to get a holistic view of every subscriber and see their entire history with the brand. With more streamlined support, they can focus on what matters—a groundbreaking, personal experience. Delivering service with a purpose requires a robust and flexible platform, and with Kustomer, LOLA is building relationships that will last a lifetime.

For more information about building a great DTC experience, check out our whitepaper.

Webinar: How LOLA disrupts personal care with personalized, direct-to-consumer experiences

IQPC CX Research Report for Retailers: Top Takeaways

Our executive-level insights from our most in-depth report yet.

DOWNLOAD THE REPORT NOW

At Kustomer, we love retail and direct-to-consumer brands. These brands are becoming more and more obsessed with their customers—because they need to be to differentiate themselves in today’s competitive era of retail. For them, experience is everything: product, sales, service, branding, and more.

Our most recent and intensive research report, authored in partnership with Customer Contact Week Digital (a division of IQPC), takes an in-depth look into the state of customer experience for retail businesses. What we found was enlightening.

If you’re at a retail brand, definitely pay attention, because one thing became very clear:

CX IS THE MAIN DIFFERENTIATOR FOR RETAIL
That’s right. Not branding, not marketing, not pricing.

The research shows that you must avoid the major retail trap and focus on the entire customer lifetime journey — not just the Point of Purchase. Retailers need to optimize their interactions, but stay focused on increasing lifetime value with simple, personal experiences. And despite their commitment, most retailers aren’t capable of delivering these experiences. The report found that:

KEY TAKEAWAYS:

  • The #1 priority of most retailers is to reduce the effort customers need to spend in their customer experience. The #2 priority is automation.
  • The #1 frustration for agents is disconnected systems.
  • 80% of retailers say that their customers struggle to move between touchpoints without having to repeat information.

And in the report, we dive deep into the opportunities for retailers and how they’re capitalizing on them to improve their experience and drive business growth:

  • Reducing Effort: Only 48% of businesses are making any attempt to measure effort. However by putting all their information in a single timeline, ParkWhiz was able to matchmake users and parking spaces, and found a 2–3% increase in retention with customers who have interacted with the CX team — and increased average Time to First Response by more than 10%.

  • Personalization: Only 46% of businesses are actively attempting to assess the personalization of their experiences. Yet Glossier is able to see all their customer and order information in one place, which makes it easy to deliver highly personalized, 1–1 interactions.

  • Automation: 79% of retailers believe bots are important, and 60% plan to maintain or increase their investments in automation. By making the customer their atomic unit of understanding, Slice was able to manage customer interactions across teams and manage thousands of touches daily, seeing a 20–30% decrease in handle times.

Investing in these goals yields real results.
Delivering a solid and memorable experience is difficult and getting harder, but Kustomer is here to help. The full customer picture provides teams with the right intelligence to better optimize business service processes with automation, prioritize team member time, and scale your service operations as the business grows, driving increased customer lifetime value.

The retailers that invest in their customer experience and get this complete customer view are going to be able to differentiate themselves and remain relevant. Read our full report, and make this the year you deliver the best customer experience yet.

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