Customer Experience

5 Strategies for CX Excellence

These 5 CX strategies provide the biggest impact or provide the most insight on driving CX excellence.

Woman with a watering can kneeling to water five stars
Sean McDade, PhD

Sean McDade, PhD

Founder & CEO, PeopleMetrics

After writing my book, Listen or Die, which outlined 40 lessons that turns customer feedback into gold, I often got the question: "what are the small handful of strategies that provide the biggest impact or provide the most insight on driving CX excellence?" 
Here they are!

Woman with a watering can kneeling to water five stars

Measuring the customer and employee experience is a continuous process, not an event

Businesses do not exist without customers and employees, yet few companies have a systematic process in place to measure and improve the experience of both customers and employees.

Yet we all (or most of us) follow our financials faithfully to the month, week or even day. Customer experience should be measured the same way - continuously. And their feedback should always be available in real-time. Employee feedback should be collected quarterly at a minimum. 

After all, there is no cash without customers and employees!

Customer journey

Start your customer experience feedback program with your most important touchpoint

You probably interact with customers in a variety of ways: website, app, contact center, location, field services, etc. 

Begin your customer experience measurement program with the touchpoint that if it does not go well, you will lose that customer. 

For some customers, that will be a customer visit to a location, for others it will be visit to a website. No matter what it is, ask for feedback immediately after that experience, every time, all the time. 

And make the survey as short as possible - 3 minutes maximum!

Magnifying glass hovering over one person

Customer feedback should NOT be anonymous

This one comes as a shock to many who are used to anonymous market research surveys, but customers in 2020 WANT you to know if they had a poor experience and EXPECT you to follow up to make it right.

Have you checked Twitter and Facebook lately? That’s right, you can save a potentially lost customer who recently had a poor experience by systematically following up with them BEFORE they take it to social media.

Depending on your Customer Lifetime Value (CLV), this can be a complete game changer. You can set up real-time alerts that go to the appropriate person in your company who is responsible for following up with the customer and “closing the loop.” This activity alone with make your company 10x more customer-centric.

Coworkers sitting around a table and clapping for one person

Identify your CX Heroes, celebrate them and model them

Customers love providing feedback on exceptional experiences, especially about an employee who did something special for them. 

If appropriate, make sure you ask customers 1) if any employee went out of their way to create an exceptional experience, 2) the name of that employee, and 3) what they did to make the experience special.

You will get so much out of this!

You will identify the “CX Heroes” within your company. Recognize them, model their behaviors, and hire more just like them. The ultimate result is a culture that is laser-focused on the customer. 

Woman answering customer phone call at a call center

Measuring employee experience is the foundation for a great customer experience

If you want customers who love you, recommend, buy more and return, then treat your employees really well. They are the ones who make those things happen. 

Employee experience measurement is not optional - it’s essential to a customer-centric organization that is growing and thriving. 

Regularly reach out to your employees via anonymous surveys to see how they are doing and what could be better. Communicate about which changes are being made. Treat your people right. 

Your customers will thank you in more ways than you can imagine.

○ ○ ○

About the Author

Sean McDade, PhD is the author of Listen or Die: 40 Lessons That Turn Customer Feedback Into Gold. He founded PeopleMetrics in 2001 and is the architect of the company’s customer experience management (CEM) software platform. As CEO, he guides the company’s vision and strategy. Sean has over 20 years of experience helping companies measure and improve the customer experience. Earlier in his career, he spent five years at the Gallup Organization, where he was the practice leader of their consulting division. His company offers CEM software with advanced machine learning solutions and hands-on analytical support to help companies make sense of their CX data. Sean holds a Ph.D. in Business Administration with a specialization in marketing science from Temple University in Philadelphia. He has published eight articles in peer-reviewed scholarly journals and has taught over 25 marketing classes. Sean was named a 40 under 40 award recipient of the Philadelphia region. He is an active Angel Investor, including investments in Tender Greens, CloudMine and Sidecar.

Topic: Customer Experience

Latest Articles

The 5 Advantages of Custom Research Panels

The 5 Advantages of Custom Research Panels

Learn the 5 advantages of using Custom Research Panels - the highly curated, custom sample panels consisting of customers and/or prospects....

How to Get Started with Customer Experience Research Now

How to Get Started with Customer Experience Research Now

Customer experience research ensures your CX program stays up-to-date with your customers’ needs. Learn how to start a customer research pr...

The Melior Group Joins PeopleMetrics!

The Melior Group Joins PeopleMetrics!

I am thrilled to announce that PeopleMetrics has acquired The Melior Group. The Melior Group provides market research services, both qualit...