This time, we discuss live chat data, quality assurance and how live chat contributes to the sales cycle.
The bounty of live chat data that this channel produces is the perfect tool for tracking the success of optimization. After all, with a sound live chat implementation, what matters most at the end of the day is how customers respond.
In our final installment of our Interview Series with Kaye Chapman, Customer Experience and Training Specialist at Comm100, we got down to the nitty-gritty of QA and chat conversion reporting – the proof that your live chat channel performs.
RB.AI: In instances where you are working with a customer who uses chat and then also has channels that are handled by a different company, how do you handle coming up with data metrics and reports?
KC: We are lucky in that we have a really strong reporting suite, so it can report on so many aspects of chat from the very basic stuff like chat volume to customer satisfaction to more advanced stuff like being able to see how productive agents are, how canned messages are being used, looking at survey fields within chat to see what their usage is as well as through our reporting API and various integrations connecting with other systems like CRM or ticketing. So we consistently found that clients like our reporting suite because it’s so comprehensive and it does allow clients to get the insights they need from chat and apply them to other channels as well.
Chat is a fantastic tool because you can get so many different reports and statistics from it. When you’re thinking about telephone service, for example, it can be a difficult process to actually gauge how effective a particular call has been. Some years ago, I was a quality assessor myself, and to really understand quality it was a very long process of call selection, call listening, checking a variety of different systems for customer and interaction data, marking things down on a separate scoresheet, and finally providing feedback to the employee.
With chat, it’s much easier because you can immediately see from the chat transcripts how the chat went, you have all the data regarding the customer and their satisfaction, you have all the data regarding how long the chat was, what resources were used, and how it was wrapped up. Most of the data you need to drive quality is built in, and I would say from a quality and continuous improvement point of view, chat is a fantastic tool to make those continuous improvements more easily than traditional channels.
RB.AI: I absolutely agree that live chat data can be leveraged to simplify QA. Earlier we spoke about using live chat for sales as opposed to customer support, and you mentioned Comm100’s conversion reporting tool. I’d love to hear your expertise in leveraging data to see how much chat contributes to the sales cycle.
KC: Absolutely, it’s important to have visibility over ROI from any communication channel you have. Chat Conversion reporting is an amazing tool that allows businesses to analyze live chat data to see straight away how chat is contributing to the sales cycle. Once a client has let us know what a conversion is for them, whether it’s a sale or a download or something different, we can link those conversions to chat records so it’s easy to see what agents contributed to a sale and how exactly they did that. Clients can then put processes in place to replicate those successful results, not only through agent coaching but by more automated processes such as using successful prompts in proactive chat invitations and canned messages, which can be personalized to particular customer segments. All in all, conversions reporting gives a lot of insight into exactly how chat drives the sales cycle and means that viewing the process of how chat drives sales as more of an art than a science just isn’t correct anymore.
Originally published here.