What’s Next Is Personalization
Personalization of customer experience requires two investments: machine learning-based targeting technology, and; human intelligence to interpret customer moods and feedback, as well as curate the media and messages served up for sales use. One without the other will create an inhuman and untrustworthy customer experience that feels to both worker and customer like following rules instead of exercising their passion and fulfilling their needs.
No one wants to be automated, subjected to rigid rules that cannot change, but anyone dealing with lots of information can appreciate being helped by automation. The choice to be assisted by your company’s automation is the critical offer every future employee, contractor, and a customer will consider. The future will be decided outside your organization, by those who can make it a success. These are the personalization-readiness questions to answer in 2018:
- Is your company’s sales team ready to change based on measurable feedback?
- Are sales and marketing teams equipped with content and tools, including mobile apps and social network integrations, that help capture feedback that crafts a personalized experience?
- Is your company organized around constant progress towards distributor and customer personalization?
“Digital technology makes the customer the star,” according to ZEITGUIDE, an influential trend-watcher in New York, and while stars need technology it is the audience they need most to achieve stardom. The What’s Next model, which serves the right content to a salesperson at the appropriate moment to close or move a sale forward, can be extended to provide unparalleled post-sales engagement.
Human interaction is the basis for turning each customer into a star influencer on behalf of the brand – these person-to-person interactions are where creativity and variations on machine rules invented by a human create the surprising experiences that customers remember and share.
Here is the essential shift of context necessary to achieve personalization with limited resources: Think of your marketing, sales, and support teams as the customer’s audience. Companies have tended to think of the relationship the other way, treating the customer as the audience. The brand’s job is to deeply understand the customer, reflect the customer’s desires through the organization, and deliver the fulfillment of those needs as “star treatment.”
Think of your marketing, sales, and support teams as the customer’s audience. The brand’s job is to deeply understand the customer, reflect the customer’s desires through the organization, and deliver the fulfillment of those needs as “star treatment.”
The star experience is based on a series of actions, literally what the expected next step in the marketing and sales funnel, laid out by company leadership and tested through interaction with distributors and customers. A rigid and unresponsive customer experience will always fail because every customer and all the sales and marketing people who interact with them brings different criteria for success. Every star is unique and wants to be treated as their own end, not simply the means to revenue.
The star treatment is a form of mass customization. Applying available content to telling a personalized story based on targeting factors. The next step in the evolution of on-demand markets will require breaking down content, processes, and the measurement of success into micro-steps that can be personalized more efficiently.
Rise of the Augmented Worker
The rise of the machine intelligence is widely seen as a threat to human employment. We see a new challenge for human workers, an increased focus on service and care, which will extend far beyond familiar caregiver roles, such as assisted-living for seniors and physicians’ assistants using AI to replace doctors in many clinics. Doctors are now freed up to spend more time with emergent and chronic care patients – they are not disappearing, just moving to a different level of caregiving.
The next generation of care-delivery roles will be the interface between highly efficient supply chains and customers. Market research firm IDC projects that the combination of customer data and artificial intelligence will create 471,819 new jobs this year, as people augmented by machine learning fan out to improve customer experience in novels niches, adding $1.1 Trillion in new revenue top the economy by 2021.
The business of caring will include marketing, which must understand and anticipate customers’ needs during pre-sales engagements, sales staff that modulate the delivery of marketing content and personal messages to the customer, and a wide range of post-sales services. For example, many direct-selling distributors provide personal training services along with the products they sell. Markets are fusing products, services, and human functions into a continuous customer experience in which the salespeople play essential supporting roles for the organization and customer.
Winning and keeping customers, not just conversions is will be the defining challenge in sales during the 2020s. Every company will need a process that preserves its brand and policies while supporting the flexibility required by customer-centric personalization.
Brand Consistent, Human Creative
How can a branded organization interact with a constantly changing cast of human contributors to their sales and service experience? Since the commercial World Wide Web was introduced in 1993, the rigidity of corporate boundaries has been under assault and C-level executives have agonized over finding and keeping the best talent engaged in a sea of mobile workers.
We suggest “What’s Next.” The idea is simple: Use the brand’s existing marketing content and sales processes to analyze what is effective and racking the variations introduced by individual salespeople during their interactions with customers. A machine learning platform trained to understand the process and measure how variations impact sales outcomes watches all marketing and sales activity to find the most effective variations. Successful variations on the steps are rolled into organization-wide best practices delivered through the brand’s marketing content and sales processes.
It is not necessary to throw away the playbook your company operates with today. By launching a new level of customer-centric care using existing marketing content and sales processes, an organization can minimize upfront investments to free more resources that can be applied to filling content gaps, upgrading and expanding sales communication channels – leading toward an omnichannel customer experience – and find the optimal sales/support-to-customer ratio to maximize average revenue per customer. The challenge is deciding to change from a long feedback cycle to a short one, a finger on the pulse of your market every day.
What’s Next can be applied from the first encounter with a prospective distributor by a direct selling company, extending the onboarding process into the pre-enrollment. For example, LifeVantage, which recently launched a new Gig Economy Group platform-based app for distributors, engages prospects through an app and, at enrollment, sponsors help download and install it on the new distributor’s phone.
LifeVantage is optimizing its sales interface through the app to address every prospect, customer, and distributor touch individually, based on its existing best practices. Incorporating distributor choices about which message to use with a customer at a specific part of the funnel provides the company with guidance about where to invest in new content, improve training programs, and increase revenue.
Start Before Day One
The most successful training programs begin before the employee’s first day and last months after many companies consider their hires fully onboard. At LifeVantage, the app allows training programs take over from the sales experience through the same tool the enrollee experienced as a prospect. Depending on their experience level, the new distributor can start with more or less brand and product training – it’s their option to skip ahead to the core work the app does, to manage the customer relationship. That feedback informs training program development.
On Day One, the LifeVantage enrollee enters and starts communicating with up to 10 prospects, substantially increasing the probability of a sales in the first few weeks. As those customer interactions become more specific, such as focused on a particular product, the LifeVantage app suggests additional product knowledge training to ensure distributor success.
Throughout the onboarding, the machine learning platform observes the distributor’s sales activity and compares it to the brand’s established processes. If the distributor ignored product training that, because of customer interest is becoming a gap in their sales ability, the platform suggests additional training.
The platform also helps to compose successful text and email messages based on phrases and words that convert well for other distributors in the network.
Sponsors and management can receive alerts about changes in one distributor’s progress, which they can address through one-to-one conversations, or to performance changes across the entire network. Working from a simple dashboard, marketing, and sales leaders can create new content and messaging suggestions, testing them in real-time and receiving feedback from the field within hours.
The outcome is a comprehensive, well-aligned worker-customer experience. The two roles, worker and customer, have tended to be treated as separate experiences, but in the era of personalization, when every participant can observe and comment on the values they expect to be realized by a company, worker and customer’s experience will shape the brand’s reputation.
See You In San Diego
Gig Economy Group and LifeVantage will be presenting at the upcoming Direct Selling Association 2018 Annual Meeting in San Diego, June 17 through 19. We look forward to meeting you at the event, where our team will be exploring critical questions about the future of direct selling. Schedule a demo or reach out to meet and talk at our suite during the event.
We would also appreciate your joining our blog team for a discussion at the event about the challenges facing the industry. We will be writing about direct-selling in the weeks before DSA 2018 and would like to include your thoughts in our reports. Send email to schedule an interview.