How Customer Preferences Are Changing

Over the last several years the main message in the customer service space has been that consumer preferences are changing, and businesses have no choice but to respond. But what exactly does this mean?

The digital revolution has completely changed the customer journey. Now, customers expect a shopping experience that is completely seamless and efficient across all levels. Customers today are used to high-speed digital interactions and they want to receive the same treatment in the contact center when attempting to resolve issues.

Perhaps the most notable change that we are observing among consumers is the reduced usage of traditional communications channels when attempting to resolve issues. According to a recent study, customer interactions with legacy channels like the phone and email have declined by as much as 7 percent over the last two years. Now, customers are seeking channels that are more automated. In 2015, voice was used in 51 percent of customer service interactions; in 2016, it fell to 45 percent; and last year, it dipped to just 41 percent.

It should be noted that as legacy voice and email systems continue to decline in popularity, consumers are becoming increasingly comfortable relying on service via automated channels. At least 49 percent of consumers now contact customer service using automated channels and 59 percent of consumers would rather go through additional channels than use their voice to communicate.

This is happening because companies aren’t offering optimized voice and email channels. A lack of effectiveness is the main source of consumer frustration with traditional customer service.

That is not to say you should abandon your legacy communications systems. It’s hard to imagine that we will reach a point where consumers completely abandon either voice or email in favor of self-service portals and IVR systems. After all, there will always be problems that are better solved over a two-way chat or email correspondence than through a self-service portal. And many customers prefer to speak with a live representative when solving routine tasks like suspending account access or reversing a charge.

Companies are strongly encouraged to strike a balance by offering a mix of reliable and high quality communications solutions. Customers should have the option to pick up the phone and call, or send an email to solve a problem. At the same time, they should be able to go online or into an app to solve a routine problem. Give customers a wide range of options, and let them select the channels that work best for them.

Just remember: Customer preferences are changing. And if you ignore them, your business could get left behind.