What Are The Crucial Components Of A Call Flow?
A perfectly optimized workflow is critical to the success of your business. I’ll show you why.
The call flow is used in all sizes of contact and call centers and all industries. Even when contact centers began to integrate chat, email, and texting into their operations, the moniker ‘call flow’ remained.
Simply said, a call flow is a road plan that instructs an agent on the path to take from the moment they answer the phone until the end of the call. This map includes instructions on what questions to ask, the parts of a call flow, what steps to take within each part, and when the call should be escalated to a manager. It is a roadmap that specifies the course of an incoming call, according to its precise definition.
It is also a system that determines where the call is routed based on the customer’s unique demands, usually represented by a tree structure.
That is why it is critical to take steps to ensure that your call flow is designed in such a manner that it can fulfill clients’ demands to the best of your ability.
The Four Stages of Customer Interaction
There are four stages of customer interaction with a business, and all clients are always in one of them. Many compelling papers have been published regarding the interdependence of sales and buying processes. However, because they are largely focused on new customer acquisition, many overlook a crucial consideration: the four phases of customer evolution.
This omission is unfortunate because, according to Bain and Company, companies with a customer-centric attitude generate 4-8 percent more income than those that don’t.
1. First Time Customer/Welcome Greeting
In a call center, if a customer indicates that this is a sales inquiry, the call is typically forwarded to the sales department (IVR).
Since it is the first interaction a client hears from a live person, this is an important part of the conversation. Moreover, depending on the time of day the client is calling, they may have already had a long wait time and can feel frustrated.
A warm and inviting greeting is a fantastic approach to put the consumer at ease and let them know they’re in good hands. This welcome greeting often includes thanking them for calling, introducing oneself, and asking how they can assist the caller.
“Hello, welcome to Customer Service. My name is ______. “How may I assist you?”
“Good afternoon, you’ve reached customer service. My name is ______. “How may I help you today?”
Call Center Greetings For Person-to-Person
Hello and good morning! Thank you for contacting Company X. We’re excited to get your call. How may we assist you today?
“I will need your order ID to submit your complaint. Could you kindly send me the same?”
Could I also have your email address so that I may give you a confirmation and recap our conversation?
2. Onboarding Clients/Engagement
The customer has officially entered the acquisition stage when they visit your website or call you.
Depending on the customer’s acquisition channel, this stage will appear to be different. If someone specific is contacted, for example, you’ll need to reply to their queries and worries, as well as request additional information about their requirements.
Following that, you will offer them the best products or services to match their demands, as well as educate them on how to use those products or services.
At this stage, your target audience is aware of what your firm has to offer. They have decided to participate in some manner, whether it is by visiting a physical site, signing up for a newsletter, or trying your goods.
One of the most popular contact points for consumer interaction is “liking” and “following” social media pages, which is why many of the world’s most successful businesses have large followers on social media.
Hello, welcome to the customer service representative desk of Company X. My name is John Doe, and I’ll be your personal tour guide for today’s experience. How can I help you?
Welcome to the sales and returns department of Company X, where innovative customer service always takes first place. My name is Jane Doe, and I want to know how I might make a difference in your life today.
This is John Doe speaking on behalf of the customer service department of Company X. I’m looking forward to answering any questions or comments you may have today. What can I do to help?
3. Assisting Customers with Problems/Inquiries
This stage is heavily influenced by the type of your business. IT companies, for example, may discover new clients signing up for monthly services, whereas speaker makers may sell a few units in an online store.
At this level, your audience has progressed from casual curiosity to a paying customer. After you’ve recruited a customer and completed a sale, you can take one more step to guarantee they remain in contact and become repeat customers.
The purchase stage might be a high-stress period for the consumer, depending on what you’re offering. Nobody likes buyer’s remorse, and this dread of regret may be a key source of friction during the consumer experience.
One approach to combat this is to offer assistance choices during the purchasing process. For example, you may include a live chat widget on your website that connects to a support representative. Customers will be able to quickly contact your staff if they have any questions while making a purchase. Customers may avoid leaving the website by simply clicking on the chat widget, asking a question, and returning to their purchase.
I’m delighted we could assist you and that you found exactly what you were searching for. In case you weren’t aware, many of our clients who love [bought product name] also enjoyed [product name]. I can show you [product name] that are presently on sale if you like.
4. Retention/Offering Services/Upsell or Cross-sell
Gaining new clients is great, but if they’re only going to make one transaction, they’re not going to have much of an impact on your cash flow. This is why it is critical to focus on areas of client retention, such as product assistance, post-transaction surveys, product newsletters, and even freebies.
If the situation calls for it, you may even send out handwritten “thank you” letters. This is an example of a successful strategy for gaining consumers, increasing brand loyalty, and developing long-term connections.
So, although there is no one-size-fits-all approach to creating a customer journey, and your company will need to figure out what works best for your area and sector, knowing the customer journey is critical.
The phases that your consumers go through when they interact with your company, staff, goods, and brand as a whole will offer important insight on what needs to be modified during the process for your business’s ultimate success.
24/7 assistance, product discounts, and referral incentives are all benefits that may transform your consumer from a simple buyer to a brand ambassador.
Before I let you leave, there’s something else I can do for you. Our consumers enjoy pairing [product name] with [bought product name]. Would you want to have a look at some of our [product name]?
While we’re talking about [bought product name], we have some fantastic [product name] to complement your order. Do you mind if I show them to you?
Is there anything else I can do to assist you? As I previously stated, your order should arrive by the end of the week. If you have any more questions or issues, please do not hesitate to contact us.
Parts Of A Call Flow
1. Efficiency in Call Handling
For a variety of reasons, the initial few minutes of an inbound call are crucial. For one thing, it lays the basis for the remainder of the call flow. However, if the consumer is sent to the wrong person from the start, things are likely to become nasty.
You may avoid this by making use of your provider’s incoming call control tools. A good call control software employs configurable criteria like:
- The call’s geographical origin
- Phone number of the customer
- The client calls a phone number
- The day’s or week’s call time
2. A Reliable Feedback System for Call Management
To enhance all aspects of its operations, a call center organization must adopt a proactive approach and create a reliable feedback system.
Your contact center’s call management system provides good possibilities for identifying ways to improve customer service.
By reviewing the information given by your system, you may identify patterns and trends that you can use to develop efficient solutions to call flow inconsistencies.
3. A Dependable Automated Attendant System
A comprehensive but effective automated attendant system is required to provide a smooth call flow for all incoming calls.
The Automated Attendant not only assists consumers to connect with the appropriate department but also provides greater freedom in how they may manage the call.
Even better, it’s a boon to individuals who like to do things on their own.
Customers may use the conventional touch-tone keypad to obtain answers to basic queries and address non-complex difficulties on their own.
An automated attendant system, when correctly configured, has the potential to increase call handling efficiency on a variety of fronts.
4. The Total Length Of Time The Customer Has Been On The Line
To maintain a good call flow in inbound calls, an automated attendant is as important as it is beneficial. Listening to an automated voice for nearly a half-minute every time, on the other hand, may tax a customer’s patience. Most customers want to speak with a live person right away.
To help clients avoid frustration, be sure to arrange your automated attendant system in such a manner that clients may browse alternatives in less time.
Configuring the choices based on the frequency of visits is a good technique.
For example, you may allocate the number “1” choice to customer service because it is the department that the majority of consumers wish to contact.
If you consider the four main components listed and parts of a call flow above, your call center organization has only one direction to go: up.
A call flow is the sequence of actions that a professional will employ to create order from chaos. When used correctly, it may offer a client trust that your representative is attentive, caring, and willing to take care of their requirements.
If the agent appears to act erratically or recklessly, they will almost definitely irritate the client, lose control of the conversation, and perhaps lose the business.
Without a doubt, more efficient call flow correlates to better customer service.