Last updated: Bridging the gap: how to turn potential customers into brand advocates

Bridging the gap: how to turn potential customers into brand advocates


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It’s a great time to be a customer. There are so many ways purchase now. Whether it’s a new smartphone or planning a big vacation, the process of making a decision offers a huge variety of options to consumers. 

Usually the customer journey starts with online research. This is where they brush up on information about the product or service they wish to buy: Is that smartphone’s camera high grade? Does the hotel offer free Wi-Fi? From there they can narrow down their search. Reviews are read on social media and on forums, simple questions can be answered by chatbots. Purchasing can be done easily online. For more tactile retail goods, visits to bricks-and-mortar stores come into play as well.

But while it’s simple to describe in these terms, the customer’s experience is rarely simple and straightforward as they move back and forth through the journey. Of course, as a business you want it be easy at every stage. You want to support and help them choose your product or service as much as possible.

The customer journey doesn’t stop with the sale

Johann Wrede, Global Vice President of Audience, Brand and Content Marketing for SAP Hybris, explains that the most common pitfalls companies make are in the customer experience. Many people think the buying journey stops once the customer has made a purchase, but “the reality is the longer part of the customer journey is what happens after the purchase”.

Studying and recognizing the gaps between the various stages of a customer journey shouldn’t be overlooked. “The most fragile moment is when the customer transitions,” he says. “If that gap isn’t seamless — if the experiences before and after the gap aren’t the same — you break the customer’s journey.”

Here are four examples of where to bridge the gap:

One: “I want to buy it before I hold it.”
Does the retail experience match the online one? Will a customer walk into a store after checking online for stock, only to be disappointed that it’s not available? Will the staff be as helpful as the online experience?

To achieve a frictionless experience for your customer, departments must work together. E-commerce needs to talk to Retail, and vice versa, to make sure they are meeting customers’ expectations.

Two: “I’d like to get more information.”
This is about making sure leads get to your salespeople to provide a quick response. If leads are getting lost in the process, or taking too long to get a response, then you lose that customer.

Provide salespeople with context for the call back as well. What offer was the customer responding to? What product page were they on? By transferring the intelligence, the sales person responding can have a conversation that will add value to the caller.

Three: “I need help.”
Does your customer’s experience match the experience of their purchase?

The longest phase of the customer journey is the ‘Use Phase’. A good example is buying a car. The purchase will most likely last years, so they’ll be interacting regularly with you. When they service the car, make it seamless and easy. Does it match the great sales service they received when they test drove the car, when they purchased it?

It’s important for the information captured from the marketing process and the sales process feed into customer service. This way when a customer picks up the phone and calls for help, customer service will know what they bought, and why they’re calling. This saves time and frustration, while also adding value.

“Marketing should care as much about what customer service is saying to your customers as you do about what’s going into an outbound email,” Wrede says.  “If that experience is different and disconnected from what you say across marketing and sales, it will break that customer journey. You will never bring that customer to the final phase of advocacy.”

Four: “Help me share my experience.”
You want your customers to become your advocates. To share their fantastic, seamless and overly positive experience with everyone they know.

“If you don’t bridge that gap to go from use to advocacy, you’re damaging your business,” Wrede says. “How does your organzation work to cross that big divide from saying  ‘I bought it’ to ‘I love it.’”

Respond quickly to customer feedback and reviews. Have systems in place that flag positive feedback as well as the bad. Train your customer service to recognize a possible advocate and foster them. Make sure your customers have financial backing, or at least the resources like GreenTouch loans should be pushed to the forefront to help make purchases easy.

Overall, it’s about minding the gaps and looking into your business. Not just in your department, but across the whole organization. Go beyond marketing, sales and customer service. Understand what the gap looks like from the customer’s perspective, and base your solution around that.

Don’t miss out on all the great panels, insights and thought-leadership from SAP Hybris LIVE: Digital Summit 2017! Binge-watch the replays now!

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