Servicios y productos on-demand, comida a domicilio en dos clicks, las compras del supermercado sin tener que visitar un sitio web... bienvenidos a la era de la conveniencia: gratificación instantánea y comodidad sin precedentes.
Carolina Samsing, Marketing Director para LatAm de HubSpot, viene al Santiago HUG para hablar de cómo crecer en este nuevo mundo digital centrado en el cliente. En este evento aprenderás:
Cómo superar las limitaciones del embudo lineal con el modelo circular o Rueda Inbound
El negocio centrado en el cliente y la alineación de ventas, marketing y servicio
Qué es la era de la conveniencia y por qué afecta tu negocio
De "contar para vender" a "vender resolviendo"
Cómo conectar con tus clientes en este nuevo paradigma y más
Sobre Carolina Samsing
Carolina Samsing es Marketing Director Latin America & Iberia de HubSpot. Su pasión es ayudar a las empresas latinoamericanas a crecer con el método inbound. Es titulada de la Pontificia Universidad Católica de Chile y MBA de la escuela de negocios Franklin W. Olin de Babson College.
2. La era
de la información Cualquiera con una idea podía
obtener atención gratis.
Empresas, productos y
medios se multiplicaron
Información por todos lados
Las opciones eran ilimitadas
@CaroSamsing
8. Teníamos acceso a
una infinidad de
opciones.
Pero se volvió una
molestia.
40,000 resultados de “toalla de papel”
@CaroSamsing
9. “La recomendación de
Amazon para Toalla
de Papel es Presto -
3 por $8. Le gustaría
comprarlo?”
Teníamos acceso a
una infinidad de
opciones.
Pero se volvió una
molestia.
Entonces la tecnología
refinó los resultados.
@CaroSamsing
16. A few publishers
Limited options
No web
The age of
Gatekeepers
Infinidad de editores
Infinidad de opciones
Experiencia homogénea
La era de la información
Opciones sugeridas
Experiencia personalizada
Pocos agregadores de información
La era de la conveniencia
@CaroSamsing
17. Los consumidores
siempre han preferido
la conveniencia.
Esfuerz
o
Tiempo
Estrellas
Mapas
GPS
Carros
Autónomos
Sistemas de navegación
@CaroSamsing
18. Algunas empresas que han redefinido la conveniencia…
iTunes Spotify
Sharepoint Slack
Netflix DVD Netflix
McKinsey Catalant
Cisco Zoom
Tiendas de Música
Email
Películas
MBA
Colaboración Remota
@CaroSamsing
19. Disponibles de 9-5
Comparten las siguientes características...
Disponibles 24/7
Inversión inicial alta Freemium
Experiencia personalizadaExperiencia genérica
PredictivaReactiva
@CaroSamsing
20. El mundo se ha vuelto
más simple.
Esfuerz
o
Tiempo
@CaroSamsing
21. Las empresas se van vuelto
más complejas.
Esfuerz
o
Tiempo
@CaroSamsing
22. Obtengo toda mi
información de
Google,
Facebook &
Amazon…
… Pero estoy
luchando por ser
descubierta
en alguna de
estas plataformas.
@CaroSamsing
23. Tus expectativas están en el lugar correcto.
Tus procesos están estancados en el 2010.
@CaroSamsing
29. Fill out your information and one of our
team members will get back to you.
Enter your email address...
Enter your name...
Enter your company name...
Tell us about what you need.
Submit my request
@CaroSamsing
30. Thank you for your interest in ABC
Company! We've recorded your
request and we will get back to you
within 24 hours.
Thanks for Contacting
Us.Today at 10:39
From: ABC Company
To: Customer
@CaroSamsing
44. Hi, I have a question.
Sorry, we aren’t online at the
moment. Leave a message and
we’ll get back to you.
Enter your email address...
Enter your message...
Send
Live Chat
@CaroSamsing
53. Contenido conversacional
Utiliza chatbots para…
Deficiencias en el producto
Generación de leads Facturaciones complejas
Conversaciones de ventasE-commerce
No para…
@CaroSamsing
55. Para descargar el reporte llena el
siguiente formuario.
Correo electrónico...
Nombre...
Nombre Empresa...
Cuántas personas trabajan ahí?
Descargar
Lunes 9:00am
@CaroSamsing
56. Fill out your information to download
another awesome free report.
Enter your email address...
Enter your name...
Enter your company name...
How many employees work there?
Start my download
Lunes, 9:45amLunes 9:00am
@CaroSamsing
Para descargar el reporte llena el
siguiente formuario.
Correo electrónico...
Nombre...
Nombre Empresa...
Cuántas personas trabajan ahí?
Descargar
Para descargar el reporte llena el
siguiente formuario.
Correo electrónico...
Nombre...
Nombre Empresa...
Cuántas personas trabajan ahí?
Descargar
57. “Para verificar su cuenta por favor ingrese
su nombre y número de cuenta."
Tiempo llamada, 0:35 segundos
“Gracias por llamar, me podría dar su
nombre y número de cuenta por favor?"
Tiempo llamada, 2:56 segundos
@CaroSamsing
58. Sé auténtico.
Hola, tengo una pregunta sobre
su producto.
Claro, con gusto le ayudo. Veo
que ya es un cliente gracias por
su preferencia. En qué le puedo
ayudar?
@CaroSamsing
We got stuff
We got overwhelmed
We got lazy
We got technology
The excuse is always sophistication. The most sophisticated companies are actually the simplist.
As consumers we know this shift has occured.
As professionals we’re struggling to make it.
Today, a few giant companies set the standard for all customer experience.
So the question is, are you meeting your customers expectations?
Most of us aren’t.
We need a transformation. But how?
If we take a close look at our customers they expect simplicity above all else. So what does a simple customer experience look like?
It’s allowing our customers to engage however. So we need to be adaptable to how they want to engage.
It’s allowing out customers to engage whenever. So we need to be available when they want.
It’s anticipating our customers’ needs. So we need to be authentic in how we approach them.
I think everyone in this room can agree that we’d like to provide this for our customers. But it’s easier said than done. Let’s dig into each of these.
We see this disconnect all the time.
Customers want to engage however they want. If they want to call, email, message, voice search, telepathically send us a request, they expect to be able to do that.
But many companies are still offering some seriously limited engagement options.
Take for example the contact us form.
How many of us in the room have had a question or issue recently where we’ve tried to contact a company and the ONLY way to contact them is through a form? (hand raise) Everyone.
It’s so painful!! All we want is a quick answer and the company puts up this roadblock which pretty much guarantees we won’t hear back until after we solved the problem another way.
So we begrudgingly fill out the form. But wait!! We instantly received a reply by email. Our hopes are high. We click into the email and find…
…that they will get back to us, supposedly, in 24 hours. Yeah, ok. We all know better that there’s at least an 87% chance that we’re getting ghosted by this company.
That request we just sent? Ended up in some shared inbox somewhere and our chances of getting a reply are slim and dwindling by the minute.
Or better, yet. They received the request. They saw the request. But the sales team applied BANT criteria.
And unless our company makes [click] $XM in revenue per year, [click] is based in an approved country or [click] has X employees or more, they…
Don’t [click]…Want [click]…Us. [click]
Too bad. They lost our trust before they even started a conversation.
Companies need to be adapatable. Because contact us forms aren’t the only way that customers want to interact today.
Being adaptable means offering an omnichannel experience.
Now omnichannel sounds like a fancy term, but it’s not a fancy concept.
Omnichannel is all about allowing the conversation to follow you wherever you go regardless of channel.
Essentially, we want to replicate human conversation. If I’m chatting over Facebook Messenger with a friend, I expect that that friend is going to continue the conversation where we left off if I were to pick up the phone and call them later that day.
That would be weird, wouldn’t it? If you had to start the conversation at square one each time you moved channels? Talk about inconvenient, we’d never get anywhere!
We also want to treat new channels as additive. If we do some research to uncover that our customers want to use live chat, phone, email, SMS and Facebook to interact with us, we should be figuring out how to add them all.
So often companies look for ways to replace one older channel with a new one. Like the email debate.
For years people have been predicting that email is dead…or dying…then getting better…then dead…and the cycle goes on and on.
How many of us registered for today’s event because they received an email from me or someone else on the HubSpot team? (hand raise)
Clearly it’s still a highly relevant channel. But we need to be adding new channels as we maintain the older ones.
Messaging apps are a new channel that’s on everyone’s mind these days. In the past 5+ years or so companies have become more comfortable offering the messaging format for support needs.
But customers are starting to become more comfortable using messaging apps to have sales conversations as well.
In fact, 38% of people are willing to buy via a messaging app today though I would imagine it depends on the ticket price of the item. Buying a home through a messaging app might be a hard sell, but a new pair of running sneakers? Yeah, that’s reasonable.
This shift in comfort level and usage is largely due to the growth in messaging apps like Facebook and What’sApp in our consumer lives.
Today, messaging apps have over 5 billion users worldwide and growing every day.
https://research.hubspot.com/charts/messaging-apps-have-over-4b-monthly-active-users
To put that into perspective, that’s nearly 70% of the world population.
And it’s actually more than the entire population on earth in the early 1980s. Imagine that?
Another factor impacting this shift is that we’re starting to see app fatigue where the average number of apps downloaded in a month is dwindling.
Where we used to download 10 new apps per month in 2008, today we don’t download any.
Instead, we spend 80% of our time in just 5 apps.
Which apps? You guessed it. Those giant companies again. Facebook, Google, Amazon.
https://marketingland.com/report-mobile-users-spend-80-percent-time-just-five-apps-116858
Historically, messaging exists as web chat on your website because it’s always had a finite purpose with a finite team. That’s a mistake in an omnichannel world. We need to branch out beyond the website and enable chat through the apps that our customers are living in today and we need to be able to quickly identify the requests coming in as marketing, sales or services-related and route them accordingly for our different teams to manage.
Omnichannel is how we become adaptable.
Another major disconnect between customers and companies is around the best time to start or continue a conversation.
Customers want to engage whenever they want. If they want to ask a question over live chat at 2:00 AM, they expect to be able to do it and receive a response immediately.
But many companies are still limiting their response times to business hours only.
We see this go wrong all the time. Especially with live chat. Where companies create the illusion that they’re available, but when customers do engage, put up the roadblock that no one is available at the moment.
But our customers need a response now because this is the time that’s convenient for them. And if we don’t solve their problem now, do we know that they’ll come back to us later? Probably not.
Because this experience is pretty similar to this next one.
Let me ask you, when was the last time you made a doctor’s appointment?
Did I just hear a groan? You just rolled your eyes over there. Why?
Because forget about the actual appointment, just scheduling the appointment is a real-life nightmare.
For those of you who haven’t scheduled an appointment in years, don’t worry, it hasn’t changed.
[click] On your way to work Wednesday morning you have the thought “I really need to schedule a physical, it’s been a while.”
[click] So you call the doctor’s office. You get the machine because they’re only open Monday-Friday 8:00 to 4:00. It’s 7:00. You’re too early. [click]
[click] You sigh and make a mental note to call back later. But do you ever remember to call back?
Nope. [click] Not until Sunday...3 weeks later...when you’re aching from that soccer game you just played with your kids and the same thought hits you again to schedule an appointment. But it’s Sunday, so they’re not open. :sigh: [click]
Let’s face it, it’ll be 4 more months before you actually book an appointment that won’t take place for another 3 months after that. So we’re basically talking about our 2019 physical at this point.
I think we can all agree, that this is not the experience we want to provide our customers.
Instead, we need to be available.
We have to make ourselves available to our customers 24/7. Because our customers never sleep. Especially when we work for global companies where our customers are spread out across timezones.
Hours of operation is just another limitation for our customers.
One way we can solve for this is with chatbots.
What is a bot, you say? Sounds scary, I know, but in fact, it’s really simple. A bot is nothing more than a computer program that automates certain tasks so that you can automatically chat with a user through a conversational interface.
Chatbots are the perfect solution for getting your customers questions answered quickly, IF done right.
What do I mean by that. We have to be mindful to capture and keep our customers attention by providing real valuable answers.
It’s probably not surprising to everyone here that the average attention of humans is diminishing over time.
Goldfish have an average attention span of 9 seconds...
Humans clock in at 8. This would be incredible if we were running a 100-meter dash, but not so great for businesses trying to engage their customers long-term.
Because we’re using chatbots to help build long-term relationships it’s important to know when and when not to use them.
For example, chatbots are great for things like serving up conversational content to answer questions, lead generation as a way to replace a traditional form, and e-commerce.
They’re not great for advanced scenarios where emotional intelligence needs to be applied, like product outages, billing help and sales conversations. In these cases, you want to route to a human ASAP.
Chatbots can enable us to be available to our customers 24/7.
The last major disconnect we mentioned between customers and companies is around anticipating needs vs. repeatedly asking the same questions to confirm and clarify.
Customers want companies to anticipate their needs rather than have to tell them.
But many companies are still asking the same questions over and over when they should have this info from past interactions.
This happens all the time when you complete a form to download a piece of content. You download one piece of content early Monday morning.
Then you return later to download another piece of content and you have to complete the exact same form to get to it. Why don’t they remember me? I was just here. I just gave you all this info!
Or when you go through the seemingly endless automated customer service prompts and confirm your name, date of birth and account number only to get routed to a human service agent who proceeds to ask for your name, date of birth and account number…
This is the literal definition of insanity. Just this endless loop of answering the same questions.
A friend of mine had a great example of this recently. He called the service line at the large multinational bank where he entrusts his hard-earned cash and found himself on hold for 22 minutes. That’s unheard of these days - 22 minutes is completely unacceptable today. He was so frustrated about this that he starting looking for a new bank WHILE HE WAS ON THE LINE with the other one. Completed an application, had a new bank account set up and when the service agent finally got to him he told them they couldn’t help him, he’d already moved his account elsewhere.
Today we have so many options available to us, that customer relationships are at risk. This is how fickle people are now and how high are expectations are today, that it’s easier to go to the competition than deal with inconvenience.
Companies today need to be authentic in each interaction with their customers.
In order to be authentic, we have to build a real relationship over time.
Think about a local small business you love.
Why do you love them so much? Because they know and treat you as an individual.
Perhaps you have a favorite coffee shop where they barista knows your name and your order. They can anticipate your needs. They have a real conversation with you. They ask about your family. They remember the last conversation they had with you.
Let’s start applying this same approach to our customers.
One example of this done really well is at Disney theme parks. Has anyone used Disney’s Magic Bands?
Magic Bands are essentially wristbands that are your key to the park. It’s an all-in-one device that serves as your admission ticket, gives you access to your room, syncs acts as your credit card, stores your family photos taken in the park and so much more.
What the band really does is create a profile for each of your family members as you go about your vacation. So when your vacation ends and you get a call from their service rep thanking you for your stay - they can reference all the things you did on your trip and provide you with a genuine thank you and help you plan your next vacation around your preferences.
As customers continue to move forward, companies must realign teams and technology to grow better.
So, how do we transform for today’s world?
Be adaptable. Be available. Be authentic.
The last step is bringing these all together.
This is a new era of business. In a world where products can be copied and prices can be beaten, knowing and adapting to your customers is the new competitive advantage. To anticipate their needs better than anyone else. To meet them where they are and where they’re going.
When change is the new constant, the customer has to be your compass.
You didn’t choose this path to have your path chosen for you. You’re all here because you’ve grown your businesses in the world of the internet and you know that you need to transform again in order to grow in this new world.