VIPdesk Webinar Series



          Integrating Social Media into
         Your Customer C t t C t
         Y     C t     ...
About Today’s Presenters


           Mary Naylor                                          Liat Myers
           CEO      ...
Today’s Agenda

•   The importance of integrating social media into overall customer
    service strategy


•   Best pract...
Tweeting about Today’s Webinar?




       #vipdesk




           Confidential — Proprietary VIPdesk Information   4
Why Does Social Media Matter
to the Customer Contact C t
t th C t        C t t Center




       Confidential — Proprietar...
Evolution of Communication




Control




Chaos

                                          ABSOLUTE, TOTAL CHAOS




    ...
Social Media=Customer Service No-Brainer

•   Why?
    – 74% choose to do business with company based on customer care
   ...
Your Company’s Contact Center

•   Customer contact center is logical home for social media
    – Primary venue for custom...
Old School vs New School

Traditional Call Center                           Social Media
•   Passive                      ...
What Hasn’t Changed?

The Same Customer Service Rules Apply!

Treat customers with respect, don’t argue

Deliver on what y...
Social Media in Action




      Confidential — Proprietary VIPdesk Information   11
Nestle-Disaster




“I was a big fan of your products, but now,
when I saw what you guys wrote, I think
I’m gonna stop buy...
Confidential — Proprietary VIPdesk Information   13
Doing it Right!




  Confidential — Proprietary VIPdesk Information   14
Doing it Right!




  Confidential — Proprietary VIPdesk Information   15
Airlines Use SM to Avert Disaster




#ASHCLOUD
#ASHTAG
#GETMEHOME




              Confidential — Proprietary VIPdesk In...
Airlines Use SM to Avert Disaster




           Confidential — Proprietary VIPdesk Information   17
Integrating SM into Your Customer Contact Center




                   Confidential — Proprietary VIPdesk Information   18
Step-by-Step Approach

•   Step 1. Make your business case
•   Step 2. Decide where to house your efforts
       p        ...
Step 1: Make Your Business Case

•   Senior executives and legal must be on board


    Develop your business case to show...
Step 2: Decide Where to House Your Efforts

•   Customer contact center is logical location/team
    –   Primary venue for...
Step 3: Develop a Social Media Program

•   Employee conduct policy
    –   FTC Amendments could mean employer liability f...
Step 3: Develop a Social Media Program

•   Hours of operations
    – Social media is 24/7
    – Necessary to monitor and ...
Step 4: Recruit and Train Front-Line Agents

•   Pick top agents to manage this channel
    – The new company spokespeople...
Step 5: Invest in Tools & Technology

•   Basic search tools (free)
     – Twitter search
     – G
       Google and Y h !...
Invest in Tools & Technology, cont.

•   Paid services
    –   Radian6
    –   Visible Technologies
    –   Sysomos
      ...
Step 6: Quality Assurance

•   Customer frustrations can go viral FAST!
    –   Interactions need to be monitored and spot...
Step 7: Listen, Learn and Respond

•   Listen
    –   Monitor conversation: search for keywords/set up alerts
            ...
Step 7: Listen, Learn, and Respond

•   Learn:
    –   Gauge brand sentiment
    –   Learn customer needs in real time
   ...
Step 7: Listen, Learn, and Respond

•   Respond
    – Be polite and think before you post
    – If a problem can be fixed ...
Step 8: Advanced Methods & Techniques

•   Incorporate CRM
    – Update CRM files from social media posts and tweets
    –...
Step 8: Advanced Methods & Techniques, cont.

•   Take a statistical approach to monitoring
    •       Map trends by keyw...
Don’t




Confidential — Proprietary VIPdesk Information   33
Don’t Miss




Confidential — Proprietary VIPdesk Information   34
Don’t Miss Out




  Confidential — Proprietary VIPdesk Information   35
The Social Customer Solution




         Confidential — Proprietary VIPdesk Information   36
How We Can Help

Conduct a Social Media Audit

     •   Gap analysis to assess relationship b
                l i         ...
How We Can Help

Develop a Social Customer Communication Plan

     •   Incorporate social media i t existing service chan...
How We Can Help

Monitor and Respond on Behalf of your Brand Online

     •   Utilize VIPdesk partner platform or client s...
How We Can Help

Develop Training Programs and Protocols for Team

      •   Profile of ideal Social Media agent

      • ...
Questions?




Confidential — Proprietary VIPdesk Information   41
Next VIPdesk Webinars

July 2010
• July 13: Make Your Brand Memorable With a Remarkable
  Customer Experience
• July 27: B...
Thank You For Attending!

          Mary Naylor
             CEO


         (703) 837-3501
       mnaylor@vipdesk.com
    ...
Website: http://www.vipdesk.com


Twitter: http://www.twitter.com/vipdesk


Facebook: http://www.facebook.com/vipdesk


Li...
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Integrating Social Media Into Your Contact Center Mary Naylor 061510

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Integrating Social Media into Your Customer Contact Center
Mary Naylor, CEO, VIPdesk
Liat Myers, Director of Social Media, VIPdesk

-The importance of integrating social media into overall customer service strategy
-Best practices addressing how social media can be used to supplement current customer communication channels
-The role the customer contact center plays in social media implementation
-Best practices, tools, and tips for incorporating social media into your contact center

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Integrating Social Media Into Your Contact Center Mary Naylor 061510

  1. 1. VIPdesk Webinar Series Integrating Social Media into Your Customer C t t C t Y C t Contact Center Today s Today’s Presenters Mary Naylor, CEO, VIPdesk Liat Myers, Director of Social Media, VIPdesk Welcome to today’s Webinar! The presentation will start shortly. Today’s presentation is being broadcast through the Internet. You do not need a conference dial-in number. To hear t d ’ webinar, simply t T h today’s bi i l turn th volume up on your speakers and you will b able t h the l k d ill be bl to hear th presentation via the t ti i your computer. Confidential — Proprietary VIPdesk Information 1
  2. 2. About Today’s Presenters Mary Naylor Liat Myers CEO Director of Social Media Has received awards including Inc. Expert on strategy, tools, and techniques used 500/5000, SBA’s “Home-Based / ’ “ d to d i customer relationship management via drive l i hi i Champion of the Year”, and Smart CEO’s social media Future 50 Award Designed social media strategies for customer acquisition, relationship management, and Serves on th E S the Executive C ti Committee of th itt f the reputation shift Young President's Organization and is a member of AH&LA, ATA, WOMMA, NRF, Loves helping businesses make best use of SOCAP, and C200. Facebook, Twitter, Wikipedia, blogs, iPhone apps, and other sharing t l d th h i tools. Frequent speaker on customer relationship management and the author 15+ years of global marketing experience of Customer Chemistry (McGraw-Hill 2002) Confidential — Proprietary VIPdesk Information 2
  3. 3. Today’s Agenda • The importance of integrating social media into overall customer service strategy • Best practices addressing how social media can be used to supplement current customer communication channels • The role the customer contact center plays in social media implementation • Best practices, tools, and tips for incorporating social media into your contact center Confidential — Proprietary VIPdesk Information 3
  4. 4. Tweeting about Today’s Webinar? #vipdesk Confidential — Proprietary VIPdesk Information 4
  5. 5. Why Does Social Media Matter to the Customer Contact C t t th C t C t t Center Confidential — Proprietary VIPdesk Information 5
  6. 6. Evolution of Communication Control Chaos ABSOLUTE, TOTAL CHAOS Confidential — Proprietary VIPdesk Information 6
  7. 7. Social Media=Customer Service No-Brainer • Why? – 74% choose to do business with company based on customer care experiences shared by others online – 72 % use social media to research customer care reputation BEFORE making purchase – 59% use social media to vent their frustrations • Opportunity! O t it ! – Only 44% of retailers regularly monitor what their customers are saying on social networks • Give Your Customers What They Want!! Confidential — Proprietary VIPdesk Information 7
  8. 8. Your Company’s Contact Center • Customer contact center is logical home for social media – Primary venue for customer contact interaction – Y Your customers are already contacting your company l d i – Already staffed almost (if not) 24/7/365 • Customer contact center already houses customer information in CRM • Customer service team = gatekeeper to escalate comments/discussions to appropriate departments Confidential — Proprietary VIPdesk Information 8
  9. 9. Old School vs New School Traditional Call Center Social Media • Passive • Real time – You wait for a call – Instant and ongoing – Caller waits for you • Permanent • Exclusive l i – Tweets & posts li f T t t live forever – Just between you and your • Public customer – It’s a forum, open to all • Unequal • Equal – You’re the only expert talking – Everyone can be an expert • Scripted p • Real time – Canned responses by the call – Generated and controlled by center the consumer Confidential — Proprietary VIPdesk Information 9
  10. 10. What Hasn’t Changed? The Same Customer Service Rules Apply! Treat customers with respect, don’t argue Deliver on what you promise Commit to quality Know your customers Know your products & services Confidential — Proprietary VIPdesk Information 10
  11. 11. Social Media in Action Confidential — Proprietary VIPdesk Information 11
  12. 12. Nestle-Disaster “I was a big fan of your products, but now, when I saw what you guys wrote, I think I’m gonna stop buying them.” g p y g Fan quote from Nestlé Facebook wall Confidential — Proprietary VIPdesk Information 12
  13. 13. Confidential — Proprietary VIPdesk Information 13
  14. 14. Doing it Right! Confidential — Proprietary VIPdesk Information 14
  15. 15. Doing it Right! Confidential — Proprietary VIPdesk Information 15
  16. 16. Airlines Use SM to Avert Disaster #ASHCLOUD #ASHTAG #GETMEHOME Confidential — Proprietary VIPdesk Information 16
  17. 17. Airlines Use SM to Avert Disaster Confidential — Proprietary VIPdesk Information 17
  18. 18. Integrating SM into Your Customer Contact Center Confidential — Proprietary VIPdesk Information 18
  19. 19. Step-by-Step Approach • Step 1. Make your business case • Step 2. Decide where to house your efforts p y • Step 3. Develop a social media program • Step 4. Recruit and train front line agents p4 g • Step 5. Invest in tools and technologies • Step 6. Quality Assurance • Step 7. Listen, learn and respond • Step 8. Advanced Methods & Techniques Confidential — Proprietary VIPdesk Information 19
  20. 20. Step 1: Make Your Business Case • Senior executives and legal must be on board Develop your business case to show the power of social media – Define D fi your goals/purpose l / • Reputation management, increase online transactions, market research new product introduction, company announcements, awareness, awareness humanize your brand – Do Some listening (Be a voyeur) • Where are your customers? • A your customers t lki Are t talking about you? Wh t are th saying? b t ? What they i ? • What platforms are they using? • What are your competitors doing? Confidential — Proprietary VIPdesk Information 20
  21. 21. Step 2: Decide Where to House Your Efforts • Customer contact center is logical location/team – Primary venue for customer contact interaction • Use the customer service team as a gatekeeper to escalate tweets and comments to the appropriate d d h i department – Select a primary and back up from each department • Make sure that your legal department is properly prepared and staffed to support the front line team pp Confidential — Proprietary VIPdesk Information 21
  22. 22. Step 3: Develop a Social Media Program • Employee conduct policy – FTC Amendments could mean employer liability for employee’s online conduct • Corporate control – Do agents get free reign? – Does every post need legal approval? – Only product specific? • Decision tree – Recognition and response protocol • Who responds to what message and how • What types of people to ignore • When to escalate • Fire drill policy Confidential — Proprietary VIPdesk Information 22
  23. 23. Step 3: Develop a Social Media Program • Hours of operations – Social media is 24/7 – Necessary to monitor and respond in real time? • Determine i i i l l l/f D i initial level/frequency of engagement f – Resources • Success metrics Confidential — Proprietary VIPdesk Information 23
  24. 24. Step 4: Recruit and Train Front-Line Agents • Pick top agents to manage this channel – The new company spokespeople – Comfortable online, know protocol of online communities – Should be phone call superstars, now they need to go social – Others should aspire to be in this position o Training should include: – How to turn fans into evangelists – Social media vocabulary, tools and techniques – Transparency – C t Customer service i 140 characters or l i in h t less – Dos and Don’ts Confidential — Proprietary VIPdesk Information 24
  25. 25. Step 5: Invest in Tools & Technology • Basic search tools (free) – Twitter search – G Google and Y h ! search ( l d Yahoo! h (news, bl ) blogs) – Technorati • Monitoring dashboards (free) – Twazzup 2.0 beta – Social Mention – Addictomatic • Twitter Clients (free) – TweetDeck – H t it Hootsuite – Cotweet – Monitter Confidential — Proprietary VIPdesk Information 25
  26. 26. Invest in Tools & Technology, cont. • Paid services – Radian6 – Visible Technologies – Sysomos y – Right Now – Salesforce Confidential — Proprietary VIPdesk Information 26
  27. 27. Step 6: Quality Assurance • Customer frustrations can go viral FAST! – Interactions need to be monitored and spot checked • Direct customers to post-contact customer satisfaction survey – Ask agents to p g promote a link at the end of an interaction – Post link on Facebook, twitter, etc. • Assessment and Retraining – Fast moving space, critical to share experiences, assess tools and monitor new trends and networks Confidential — Proprietary VIPdesk Information 27
  28. 28. Step 7: Listen, Learn and Respond • Listen – Monitor conversation: search for keywords/set up alerts – Blogs, Twitter, Facebook, News sites, review sites – Are people talking? What are they saying? – Is the sentiment positive negative or neutral? positive, – Learn what you wouldn’t hear directly – Where are your customers congregating? Confidential — Proprietary VIPdesk Information 28
  29. 29. Step 7: Listen, Learn, and Respond • Learn: – Gauge brand sentiment – Learn customer needs in real time – Take note of what your competitors are doing – What are the opportunities? – Do you have brand advocates singing your praises? – Are self -proclaimed experts spreading false information? – What does it all mean? • Is there a crisis brewing? • Separating the “signal from noise” Confidential — Proprietary VIPdesk Information 29
  30. 30. Step 7: Listen, Learn, and Respond • Respond – Be polite and think before you post – If a problem can be fixed with a tweet or post, do it • Take complex issues offline: DM or e-mail – Always respond to posts negative and positive posts…negative • Don’t be defensive, accept constructive criticism • Thank your customer and tell them how much you appreciate positive feedback – Try very very hard not to delete posts Confidential — Proprietary VIPdesk Information 30
  31. 31. Step 8: Advanced Methods & Techniques • Incorporate CRM – Update CRM files from social media posts and tweets – Coordinate media tracking and lead generation • Build d t il d B ild detailed profiles of your customers and th i needs fil f t d their d Confidential — Proprietary VIPdesk Information 31
  32. 32. Step 8: Advanced Methods & Techniques, cont. • Take a statistical approach to monitoring • Map trends by keyword, user, etc. • Embrace customer advocates and evangelists—get them to work for you • Bring off line initiative online Confidential — Proprietary VIPdesk Information 32
  33. 33. Don’t Confidential — Proprietary VIPdesk Information 33
  34. 34. Don’t Miss Confidential — Proprietary VIPdesk Information 34
  35. 35. Don’t Miss Out Confidential — Proprietary VIPdesk Information 35
  36. 36. The Social Customer Solution Confidential — Proprietary VIPdesk Information 36
  37. 37. How We Can Help Conduct a Social Media Audit • Gap analysis to assess relationship b l i l i hi between b brand and d d customer service • Determine your strengths, weaknesses and threats strengths weaknesses, • Where are your customers? • What are your customers saying about you? What platforms h b h l f are they using? • What are your competitors doing? • Best practice report/recommendations Confidential — Proprietary VIPdesk Information 37
  38. 38. How We Can Help Develop a Social Customer Communication Plan • Incorporate social media i t existing service channels I t i l di into i ti i h l – Take advantage of this new medium for communication • Develop employee conduct p p p y policy y • Recommend success metrics • Determine decision tree – Who responds, to what message, how – When to escalate – What types of people to ignore – Fire drill policy - recognition and response protocol Confidential — Proprietary VIPdesk Information 38
  39. 39. How We Can Help Monitor and Respond on Behalf of your Brand Online • Utilize VIPdesk partner platform or client selected • Listen to conversations that customers are having with their networks k • Monitor sentiment trend: positive, negative or neutral • Refine recommendations based on customer behavior (i.e. Where are they congregating?) • Respond to Social Media di d i l di discussions i an appropriate tone i in i Confidential — Proprietary VIPdesk Information 39
  40. 40. How We Can Help Develop Training Programs and Protocols for Team • Profile of ideal Social Media agent • Platforms and networks • Social media vocabulary, tools and techniques • Customer service in 140 characters or less 4 • How to turn fans into evangelists • When to escalate h l • What types of people to ignore Confidential — Proprietary VIPdesk Information 40
  41. 41. Questions? Confidential — Proprietary VIPdesk Information 41
  42. 42. Next VIPdesk Webinars July 2010 • July 13: Make Your Brand Memorable With a Remarkable Customer Experience • July 27: Bridging the Gap Between Social Media and Customer Service August 2010 • August 10: Social Media Tools for Success • August 24: The 5 Worst Customer Service Mistakes You Can Make ( (and how to avoid them)) Confidential — Proprietary VIPdesk Information 42
  43. 43. Thank You For Attending! Mary Naylor CEO (703) 837-3501 mnaylor@vipdesk.com www.twitter.com/vipdesk p www.vipdesk.com Liat Myers Director, S i l Media Di t Social M di (646) 696-8487 lmyers@vipdesk.com www.twitter.com/liatmyers www.vipdesk.com Confidential — Proprietary VIPdesk Information 43
  44. 44. Website: http://www.vipdesk.com Twitter: http://www.twitter.com/vipdesk Facebook: http://www.facebook.com/vipdesk LinkedIn: http://www.linkedin.com/companies/vipdesk YouTube: http://www.youtube.com/user/vipdesk Via RSS: http://twitter.com/statuses/user_timeline/23095083.rss Confidential- Proprietary VIPdesk Information 1

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