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Have you seen The Customer Experience Factbook?

In this 180+ page report, you'll find all the information and support you need to build a profitable, effective CX Improvement Program that spans every part of your business. You'll be able to implement and manage meaningful and profitable change, and grow your bottom line despite a slowing economy.

Get it on Amazon (Kindle/Print)
 

Service with a smile brings in 40% more

A good customer service experience causes customers to spend an amazing 40% more at the checkout, according to a survey of UK shoppers by customer insight agency SMG, which found that the top 'pet hates' of retail customers are a lack of assistance and slow service.

By analysing the opinions and purchasing patterns of 359,000 customers, SMG found that UK shoppers' average spend jumps from £21.73 to £30.41 when they have a positive in-store experience.

Staff assistance has the greatest influence on overall satisfaction with 43% claiming it is the biggest driver of an excellent experience. Also highly influential is staff knowledge, with relevant product recommendations increasing basket size by 15% on average.

And, even when assistance is not actually given or needed, a simple friendly interaction on the shop floor causes 32% of respondents to rate their experience in a shop as satisfactory or higher.

"The struggles of the retail sector in this gloomy economic period have been well documented," said Jeremy Michael, managing director for SMG. "But the SMG Customer Satisfaction Index provides hope as it indicates that customers are willing to spend significantly more if provided with better service."

The research also revealed the growing trend of browsing online before buying in store. Nearly 50% of under 18's pre-shop via the web before making a purchase in a bricks-and-mortar store, compared to the national average of 30%, and only 17% of over 55's who do likewise.

"The statistics show that customers who begin their shopping experience online before buying in-store spend more money. Consequently, retailers must not see the industry as a battle between digital and physical but a potentially lucrative combination of the two," concluded Michael. "The in-store experience needs to offer something the internet can't provide, such as personalised human interaction. Stores should prioritise equipping staff with the knowledge and training needed to ensure customers are helped successfully."


Sources: Service Management Group SMG /
The Marketing Factbook.
Copyright © 2013 - 2025 The Marketing Factbook.

    Categorised as:

  • Customer Experience
  • Knowing The Customer
  • Marketing Know-How

Have you seen The Customer Experience Factbook?

In this 180+ page report, you'll find all the information and support you need to build a profitable, effective CX Improvement Program that spans every part of your business.

You'll be able to implement and manage meaningful and profitable change, and grow your bottom line despite a slowing economy. Grab this goldmine of easily adaptable and up-to-date strategies, walk-throughs, trends, technologies, research, suppliers and partners, plus all the supporting arguments you need to build a solid CX strategy.

While most marketers could list maybe a dozen key points for improving their brand's Customer Experience (CX), the researchers and writers at The Marketing Factbook have identified FORTY main 'CX Keys' which will help you drive your customers to new levels of delight, loyalty, advocacy and profitability.

The areas in which customers have direct contact with your organization are perhaps the most obvious places in which CX improvements can be made, and this report addresses all 24 of these 'Direct CX Keys', applicable to offline and online businesses alike.

At the same time there are many other areas that indirectly affect CX (such as the supply chain, policies and processes) in which every business can make simple but far-reaching improvements. This report guides you through the problems and solutions for all 16 of these 'Indirect CX Keys', many of which are often forgotten or under-played even in the best CX strategies.

Get it on Amazon (Kindle/Print)
 
Copyright © 2001-2025 Peter J. Clark