A customer experience journey, also referred to as a customer journey, is the path a customer follows while doing business with a brand. Customer experience journeys are driven by customer goals, such as purchasing or receiving support, and can be highly individualized. The route one person follows to find help can be very different from another customer.
Customer journeys are composed of individual touchpoints, which are moments during a transaction when a brand can make an impression. These touchpoints can include TV commercials, the company's website, and customer service. It's important to ensure all these touchpoints are providing a consistent brand experience.
Digital technology has created a multitude of touchpoints, including Facebook posts, Twitter ads, marketing emails, apps, and customer support chatbots. As a result, customer experience journeys are rarely linear. In fact, they can be quite complicated. For example, a person's path to a purchase may begin with a Facebook ad, followed by a retail visit to check out the product, followed by having the product's appeal reinforced by a YouTube video, and finish with an online purchase.
Such complexity has created a need for customer experience journey management. Journey management seeks to anticipate customer needs throughout their journeys and optimize the end-to-end experience rather than just individual touchpoints. A primary tool used to manage journeys is the customer experience journey map. Journey maps are visual representations of the most common journeys and enable businesses to view things from their customers' perspectives, including what they are experiencing, thinking, and feeling. The maps also help identify sources of friction that need to be addressed.
The customer experience journey can also be enhanced by contact center tools such as omnichannel orchestration, which reduces customer service friction by allowing customers to move seamlessly across support channels.
Understanding all the customer journey stages is pivotal to enhancing the customer's experience and achieving business goals. These stages represent the milestones in a customer’s interaction with a brand. Analyzing and optimizing each stage allows alignment ofbusiness strategies with the customer's needs and maximizing their satisfaction.
The awareness stage marks the beginning of the customer’s journey. It is the point at which the potential customer becomes aware of a brand or product. This stage usually happens through various marketing channels such as social media, advertisements, blog posts, and word-of-mouth.
Significance
Awareness is critical as it is the customer’s first interaction with a brand. First impressions can significantly impact the customer’s willingness to consider a product or service. Moreover, brand awareness is essential for customer acquisition and establishing a presence in the market.
Strategies
To increase brand awareness, companies need to focus on:
In the consideration stage, the customer actively evaluates products or services against alternatives. This phase involves extensive research, comparing features, reading reviews, and seeking recommendations.
Significance
This stage is vital as the customer is actively engaged and considering a purchase. Ensuring that the necessary information is available and addressing any concerns are key factors that can influence the customer’s decision.
Strategies
To facilitate the consideration process, companies should:
The purchase stage is when the customer completes the transaction and acquires the product or service.
Significance
This stage is crucial as it is the culmination of the preceding stages. It’s the point where the customer has decided that a product meets their needs and completes the purchase.
Strategies
To optimize the purchase experience, companies should:
The retention stage involves the period during which the customer uses the product or service. Here, the focus is on ensuring customer satisfaction and resolving any issues.
Significance
Retention is essential for customer loyalty. Satisfied customers are more likely to make repeat purchases and stay with a brand. Additionally, retaining existing customers is generally more cost-effective than acquiring new ones.
Strategies
To enhance customer retention, companies should:
The advocacy stage occurs when a satisfied customer advocates for a brand. They may share their positive experiences through reviews, testimonials, or word-of-mouth.
Significance
Customer advocacy is highly valuable. When existing customers recommend products or services, it lends credibility to the brand and can significantly impact the buying decisions of prospective customers.
Strategies
To foster customer advocacy, companies should:
Customer journey mapping is an indispensable tool for businesses wanting to understand and improve the customer experience. This process involves creating a visual representation or a diagram that illustrates the steps customers go through in engaging with a company, whether it be an online experience, in-person, or a combination of the two.
Understanding a customers’ experiences is crucial in identifying what a company is doing right and where it needs to improve. Customer journey mapping helps shed light on the customer's perspective, needs, preferences, and pain points. By visually laying out the customer’s interactions with a brand, companies can gain invaluable insights into the areas where they can enhance customer experience, ultimately leading to higher customer satisfaction, brand loyalty, and revenue growth.
A comprehensive customer journey map includes the following components:
