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Brands that hyper-personalize will win the next decade

Brands that hyper-personalize will win the next decade
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A digital marketing and customer experience leader, Evan Kohn is chief business officer at Pypestream, where he created PypePro, an AI onboarding methodology used by Fortune 500 firms.

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When people reach out to customer service, they’re seeking more than a solution to their immediate problem. They want empathy and understanding. What they’re often met with is a queue.

Nothing frustrates people more than calling customer support and getting stuck in a loop. According to a study by Vonage, 61% of consumers feel interactive voice response (IVR) actively poisons the customer experience — and only 13% found it more helpful than calling a human directly.

Like many solutions, IVR falls short in personalizing the customer experience (CX). A customer calls in for a specific task like paying a bill and instead cycles through a one-size-fits-all menu that in reality fits nobody. Experiences like this clearly indicate to customers a brand doesn’t care about them as a person, only as a case number.

Personalizing the experience is a start, but this isn’t the end. Customers will expect a one-on-one interaction the moment they enter your customer service channel. To make that happen, AI and analytics are creating scalable opportunities to show your customers how much they matter to you. Brands taking advantage of that opportunity can create unrivaled CX that sets them far ahead of their competition.

The personalization buzzword

Personalization has become a popular buzzword in recent years, but true personalization is much harder to attain than many companies realize. That was the case in 2016 when companies first hopped on the chat bandwagon. The potential for a new communication method was there, but the one-size-fits-all approach companies took in developing their interaction platforms created more problems for customers than it solved.

What they missed is how to create digital experiences in which customers converse with automation that adapts based on user context. Information like their product or service history and preferences should be pulled up the moment a customer engages. Data on disposition, tone, sentiment and stated intent should influence how the customer moves through the system and reaches their desired end goal. That navigation should be effortless and go well beyond text-based communications, including immersive UX options like maps, surveys, carousel selections and more — all in a spirit of lowering the cognitive weight for the customer.

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