How to Gain Customer Loyalty through Empathy

Posted on

August 17th, 2021

It’s easy to get wrapped up in chasing new leads and securing more sales. However, closing sales and meeting KPIs aren’t enough to secure long-term customer loyalty. Customers need to feel heard and validated when they contact customer service. Companies that cultivate empathetic relationships with their customers will achieve sustainable success.

How to Lead with Empathy

Customer expectations shift often, and the pandemic put a spotlight on virtual communication. More customers are shopping online from a variety of devices, and they expect companies to meet them on their preferred platform. Text doesn’t convey tone, so businesses need to take additional steps to provide the empathetic communication customers expect.

Talk like a regular person. Whether a customer contacts support via the phone, email, or messaging, the responding agent needs to reply like a human. Using canned greetings and replies comes across as robotic and cold. It also makes the customer feel like another box to check. For example, companies can take a more relaxed approach to email communications. Instead of signing emails with Regards or Sincerely, opt for a more empathetic approach such as We’ll talk soon! or Looking forward to hearing more.
Engage in more small talk. Repeat customers or long-term clients appreciate it when a company remembers details about them. Asking about their recent vacation or how an ailing family member is doing shows that the customer isn’t just another file among many. For new clients, companies can include additional fields on intake forms. Some examples include the customer’s favorite novel or a text box for a fun fact about the customer. These fields provide opportunities to learn more about the customer. They provide talking points for customer service agents.
Restate the problem. Customers usually contact support because they’re experiencing an issue with a product or service. They’re likely already frustrated, and feeling misunderstood will only increase their irritation. Begin with a statement such as “Thank you for explaining the situation to me. I want to make sure I’m understanding you correctly before we continue.” Then provide a summary of the customer’s problem and their feelings about it. Restating the customer’s problem shows the agent is actively listening and cares about the customer’s needs.
Ask how the company can do better. Establishing trust and loyalty requires more than listening. Companies need to find out what their customer’s pain points are to provide exceptional service. Asking customers about their experiences with the company can provide insight into areas that need improvement and where the company excels. It also shows the customer that the company cares about their experience and wants to make it as stress-free as possible.

Empathy requires authenticity when communicating with customers. Whether the customer calls, texts, or emails, empathetic responses build trust and customer loyalty. Contact the experts at Actec to learn more about expanding and improving your communication channels.

4 Ways Nearshore Call Centers Outperform Offshore Outsourcing

Posted on

July 20th, 2021

Andrew

Call centers are an effective means to deliver timely customer service for a growing company. Many businesses turn to offshore call centers because they’re often less expensive. However, offshore call centers have several hidden issues that many companies don’t discover until they start losing customers. Here are some of the top ways offshore call centers fall short:

Unforeseen costs. The appeal of an offshore call center is almost always the lower cost of labor. However, hidden expenses often undercut most of those savings. For example, any protocol or software modification a company requests comes with a hefty price tag. Offshore call centers can create legal headaches for the company too, as they are often aggressive about reaching key performance indicators (KPI). If the call center breaches Telephone Consumer Protection Act (TCPA) protocols, companies can find themselves at the center of an expensive lawsuit.
Lack of familiarity with the company. Offshore call center agents aren’t likely to know the culture of the company. Their goal to reach their KPIs can cause them to overlook the company’s end state. While they may be securing more sales, their approach can result in an inferior experience for the customer. Over enough time, customers will seek a new provider that delivers the service they expect.
Culture barriers. Offshore call center agents often struggle to relate with American culture, which can result in unsatisfactory customer support. Language barriers are also a significant problem. Even if agents are fluent in English, they are often unfamiliar with slang terminology or regional accents. If the agent and customer struggle to understand each other, the agent isn’t likely to resolve the customer’s issue.
Limited oversight. Companies place a lot of trust in offshore call centers, but it’s almost impossible to observe how agents interact with customers. If a call center misunderstands or fails to adhere to company protocols, the substandard service they provide will hurt the company’s reputation.

Nearshore call centers eliminate the above concerns for several reasons. Chief among them is their cultural familiarity. Nearshore call centers understand American laws and culture due to their proximity. It’s also easier to communicate with nearshore call centers as the time zone difference isn’t as significant. Contact the experts at Actec to discover how nearshore call centers can benefit your business.

ESF, Catastrophe, and After-Hours Reporting in FNOL

Posted on

June 1st, 2021

Andrew

Handling events that are challenging to anticipate lives at the heart of first notice of loss. Our philosophy is that any and all customer requirements take absolute precedence. In this vein, a variety of services are pertinent when it comes to covering FNOL and Absence Management needs. Through our proprietary intake solution, we have fewer constraints than a software/ASP vendor, and can implement customizations quickly.

In addition to the various essential first notice services, we cover electronic state filing as well as call center support for catastrophic events and after-hours developments. Our custom solutions leverage a variety of features including:

Customer set-up profiles provide flexibility in customizing workflows, including personalized greetings, lines of business, custom questions and report types, policy, carrier and claim office assignments, distributions, etc.

FROI and state specific questions maintenance system

Catastrophic escalation identification and tracking

Robust distribution module

To learn more about what services best suit your organization and discuss implementation strategies, contact us.

4 Impactful Electronic Customer Service Strategies

Posted on

April 27th, 2021

Andrew

Consumers have made their preference for online transactions clear, and COVID-19 cemented the need for online services. Even if a business isn’t selling traditional products, customers prefer to conduct some interactions online. For example, customers expect to be able to request an estimate or schedule an appointment via the business’ website.

Customer expectations and competition between companies are high. Remaining a top contender depends on several factors, with customer service in the lead. The following are several customer service strategies for an increasingly electronic world:

Foster loyalty with consistent results. Businesses that provide consistent, high-quality customer service will outperform those with fluctuating service. Businesses that want to secure their customers’ loyalty need to provide reliable, hassle-free, and prompt answers to customers’ questions.
Provide accurate answers across all channels. Customers use multiple channels to find the answers to their questions. They may send an email, place a call, or reach out over social media. Regardless of how they engage with the company, customers expect the same quality of service. Customer service representatives need to be knowledgeable and able to provide the correct answer to customers’ questions on all channels. This helps to ensure customer satisfaction across all communication channels.
Improve response time. Customers expect rapid responses to their questions and inquiries. Businesses with slow response times risk losing their customers to competitors that provide faster service. Implementing a live chat or text messaging program can reduce wait times and prevent customer frustration.
Invest in a high-quality nearshore call center. Having a well-trained call center can help businesses achieve all the preceding suggestions. Knowledgeable call center employees can field questions across multiple channels. By receiving the same training, call centers can deliver consistent and accurate customer service. They can provide prompt service as well, as customers aren’t left waiting on hold.

Nearshore call centers provide the superior service businesses need and customers expect. Whether your business is 100% ecommerce or is in the process of digitizing services, a high-quality call center is a must. Contact the experts at Actec to learn more about our nearshore call center solutions.

4 Ways to Provide Excellent Customer Service

Posted on

April 6th, 2021

Andrew

An insurance company may offer the best rates with the widest array of products but still lose customers to a competitor. The leading cause for this is poor customer service. Poor service can take many forms, including not resolving the customer’s issue, lacking reliability, or difficulty reaching a representative.

Insurance providers can implement the following to deliver consistent customer service that exceeds expectations:

Knowledgeable representatives. Service representatives can’t troubleshoot or solve a customer’s problem if they aren’t familiar with the products. However, baseline knowledge isn’t enough. Support employees need to be subject matter experts on the insurer’s products. This helps them deliver superior service as well as make other product recommendations that compliment the customer’s existing coverage.
Innovative problem-solving. Resolving the customer’s problem is the primary goal, but customer service doesn’t have to stop there. Customers aren’t likely to share their experiences when the service is straightforward. They are happy to have their issue dealt with, but the experience wasn’t noteworthy. Insurers can take customer service to the next level by offering customers more than they expected when placing the call. Examples include a small customer loyalty discount on their upcoming payment, a personalized card thanking them for their business, or useful company swag (e.g., mugs, water bottles, pens, etc.). The key is to go above and beyond, as that is more likely to drive positive reviews and referrals.
Personalize the service. Customers can tell when an agent reads them a scripted response, and they don’t appreciate it. It demonstrates that the agent isn’t familiar with the customer’s products or isn’t adequately perceiving the problem. Service without personalization leaves customers feeling like they’re file numbers rather than individuals. For example, if the agent sees that a customer’s birthday is coming up, the agent can wish the customer a happy birthday to personalize the experience.
Deliver on promises. When customer service representatives make promises or give their word, they need to make sure they follow through. When an insurance company doesn’t deliver on a promise, the customer feels angry and disrespected. Agents should note the customer’s file with the details, so other representatives will know what the customer is referencing if they call back.

A significant element of delivering excellent service is investing in a high-quality call center. Nearshore call centers ensure that the agents have similar cultural experiences with the customers, which allows them to have greater empathy and understanding for the customer’s needs. Contact the experts at Actec to learn more about the benefits of a nearshore call center.

5 Customer Service Red Flags for Call Centers

Posted on

March 9th, 2021

Andrew

Customer service is a critical component to securing customer loyalty. No matter how stellar a product or service might be, customers will look for other options if the support is lacking. Knowing the warning signs of customer service issues allows businesses to address the problem before it costs them customers. Some of the biggest customer service red flags for call centers include:

Long wait or hold times. The negative effects compound rapidly when a company makes customers wait. If it takes too long for a business to answer a call, the customer begins the conversation from a place of frustration. If the customer then has to wait on hold, that aggravation builds. If they have this experience every time they try to contact customer support, they’ll be more likely to look for a new provider. Customers also expect rapid replies to their chat support and email inquiries.
Communication problems. Businesses noticing an uptick in unanswered calls and open chat windows may have a customer service issue. Not receiving an answer or support is equally as frustrating for customers as it is to sit on hold. Inefficient routing can also irritate customers as they have to repeat their inquiries every time a representative transfers them.
A lack of repeat customers. If a customer likes a product or service, odds are they will make purchases again in the future. If businesses notice a dip in purchases from their established customers, poor customer service may be the culprit.
Customers leave or close accounts without an explanation. Customers don’t always explain why they moved on to a new provider or vendor. However, most customers will break ties with a company after a negative experience with customer service. Keeping an eye on service cancellations or closed accounts can provide some insight into the quality of the company’s customer service.
Prioritizing speed over quality. If a company evaluates customer service representatives based on how many calls or inquiries they resolve, this will cause representatives to rush. Rushing rarely produces quality customer service, and representatives may provide incorrect answers in their haste. Customers can sense when a representative is trying to complete the call as quickly as possible, and the quality of service often lags as well.

Providing superior customer service is critical to retaining existing customers and their business. Investing in a high-quality call center can help ensure the customer’s experience is satisfactory from start to finish. Contact the experts at Actec to learn how a nearshore call center can improve customer satisfaction and loyalty.

How to Cultivate Trust Between Insurance Companies and Customers

Posted on

March 2nd, 2021

Andrew

In the not-to-distant past, purchasing insurance products was a frustrating and challenging task for most customers. They didn’t understand the minutiae of various policies and often had to rely on industry experts to help them decide. This confusion bred distrust, which led to lower customer engagement compared to other industries.

As the internet boomed, businesses began moving their services and products online. It didn’t take long for customers to develop a preference for digital channels of communication. The insurance sector created web portals to keep pace with the competition, but this approach resulted in little innovation. Insurance companies had websites, but they failed to live up to customers’ expectations or meet their needs.

What Customers Want

To fix the problem, insurers need to know what customers expect on their websites. The following are some of the biggest influences on customer satisfaction and trust:

Ease of use. Customers don’t like filling out confusing forms. While paperwork is an unavoidable element of filing a claim or inquiring about a product, it should be a simple, easy-to-understand process.
Remove uncertainty. Customers hate not knowing what to expect regarding their claims or inquiries. They want to know when someone will contact them or what they can do in the interim to expedite the process.
Targeted advice. Customers want access to all the relevant information before making an insurance purchase. While they prefer self-service options, they want relevant information to help guide their choice as well. They also want quick and easy access to a representative to ask questions about their policy or claim. Implementing a text or chat service can help achieve this goal.

Customers want several communication channels to engage with their insurance provider. Some may prefer speaking over the phone, while others may prefer digital channels. However, email and web portals are often too slow for urgent questions. Giving customers the option to text or chat with their insurance provider can provide timely answers, address concerns, and improve customers’ trust. To learn more about text and chat services, contact the experts at Actec.

4 Ways to Combat Pandemic Burnout in Call Center Agents

Posted on

January 26th, 2021

Andrew

COVID-19 is affecting every industry, particularly call centers. Call centers for medical facilities, insurance providers, and other related sectors are experiencing abnormally high call volumes from stressed customers. Regardless of industry, all call centers are dealing with upset and stressed out callers. Call center agents must be polite, patient, knowledgeable, and upbeat, which is difficult when managing customers’ stress on top of their own.

However, employers have to motivate call center agents as customers will remember which companies supported them through the pandemic crisis. Companies can use the following methods to keep their call center agents happy and reduce the likelihood of burnout:

Focus on reducing stress. Employees need breaks, but a company’s culture may make them feel like they should work through lunch or after hours regularly. For example, employees may opt to take another call when they should be on their lunch break. Such practices can quickly burn out their enthusiasm for their jobs. Agents are also fielding more stressed customers than usual, which can affect their morale. Implementing stress-relieving activities such as app-guided breathing exercises between calls can help agents lower their stress levels.
Provide encouragement. Recognizing a job well done or applauding soft skills can boost agents’ morale. It also provides an example for newer agents to follow and shows the team that management values their work.
Protect top performers. Top-performing agents are the most likely to burnout due to the demands placed on them. For example, companies may ask top-performing agents to coach and train new employees. While this is a sound strategy, businesses need to balance top performers’ workloads as well. If they’re training new employees and trying to complete their usual amount of work, they’re likely to burnout.
Offer bonuses and other rewards. Call center agents are working harder than ever during the pandemic. Offering cash bonuses, gift cards, gift baskets, and other non-monetary rewards can boost motivation and productivity. For example, companies can hold a monthly raffle for employees with perfect attendance or offer quarterly bonuses to top performers, most-improved employees, etc. When agents have something to look forward to or work towards, they’re less likely to lose enthusiasm for their jobs.

Call centers play a critical role in a business’s success. If your company is considering investing in a call center or looking for new options, Actec can help. Contact us to learn more about our nearshore call center services.

Quality Assurance Strategies for Better Call Centers

Posted on

January 11th, 2021

Andrew

Businesses rely on call centers to streamline calls to improve customer service, capture leads, and boost sales. If a call center’s performance quality is low, it can lower customer satisfaction and hurt profit margins. Businesses can use the following strategies to cultivate a top-notch call center:

Track all forms of communication. Companies communicate with their customers through several channels. Customer support employees may field inquiries via telephone, email, text, or chat. Many call centers focus their attention on voice calls, but these other lines of communication are important for ensuring a quality experience for the customer.
Incorporate coaching into the company culture. If call center employees only receive coaching following a poor performance, this can create tension and resistance to feedback. Implementing coachable moments or providing guidance on a routine basis can destigmatize feedback and improve customer service.
Track and recognize improvements. Employees may feel pressured or lose motivation if they feel like big brother is always watching. If employees only receive critique, they will focus their efforts on staying off the radar rather than providing superior service. Critiques may help employees improve enough to receive acceptable scores, but recognition helps them reach their full potential.
Use selective hiring practices. If a call center continually fails to meet KPIs despite extensive training and coaching, the company may not be selective enough during their hiring process. Identifying traits and characteristics of call center employees that deliver consistent high-quality services can help ensure a call center’s success.

Call centers that frustrate customers are disastrous for businesses. Nearshore call centers often outperform their offshore counterparts due to familiarity with the customer’s culture. This improves their ability to empathize with the customer and eliminates language barriers. Contact the experts at Actec to learn how our nearshore call center services can benefit your business.

4 Benefits of Allowing Call Center Employees to Socialize

Posted on

December 28th, 2020

Andrew

Considering that call center employees spend their working hours on the phones with customers, opportunities for socializing may seem scant. However, agents aren’t tethered to their seats from the moment they arrive to the instant they clock out of work for the day. Employees visit the breakroom for coffee, take breaks for lunch, or pass each other in the halls.

While productivity-driven employers may frown upon idle chatter, socializing amongst agents can reap several benefits:

Happier employees. Call center agents spend a significant portion of their day at work. If employees don’t engage with each other, the office can quickly become a dreary place. Call center employees who don’t enjoy their work environment are less likely to grow their skills or deliver superior service to customers.
Faster onboarding. The first few days on the job are often daunting for new employees. Even if their employer provides extensive training and guidelines, employees often learn better from their peers. They can discover helpful tips that help them perform better at their job and find their fit within the company’s culture.
Less employee turnover. Call centers often struggle to retain employees for several reasons, some of which are outside of their control. However, allowing employees to socialize is an effective means to reduce the turnover rate. The environment is friendlier, which helps employees perform better. These successes often lead to praise and recognition, which fuels future efforts in the workplace. When employees thrive in the workplace, they’re more likely to stay.
Better collaboration and coaching. All teams are stronger when they work together. Call center employees that socialize are more likely to help each other out or offer advice. Without this camaraderie, employees are less likely to improve, engage, or enjoy their work.

Managing a call center is a challenging task but well worth the effort. If your company is considering investing in a call center, Actec can help. Contact us to learn more about our nearshore contact center solutions.