What customers expect from their experience on the high street
If you have worked in retail today, for any length of time, you know about the importance of the customer experience. However, with so many different ideas floating around about what the customer experience is and how to provide it, you could be forgiven for not being very clear about either of those things. For some, designing the customer experience means a floor to ceiling refit of the store to create an entirely different space or ambience. For others, it is about offering an experience that is both appealing and not what you would traditionally expect from a retailer.
For example, this summer, Showfields, a retailer in New York, launched ‘an immersive theatre experience that bridges art and retail,’ which customers begin by going down a black-and-white striped slide. From there actors guide shoppers through a surreal combination of art gallery and product demonstrations, which concludes in a space called ‘The Lab’, where guests can buy the products they’ve seen on the tour.
As these kinds of examples are being set by peers, for too many retailers, focusing on the customer experience means missing the point. As Retail Prophet, Doug Stephens puts it in his blog post: ‘Why Retail Is Getting “Experience” Wrong‘ – “Most retailers assume customer experience is primarily an aesthetic concept and more about how stores look and feel. Other retailers assume that customer experience simply means better, friendlier or more personalised service. Thus they invest in recruiting and training, and work harder to capture data about their clientele.”
Understanding the customer experience
The efforts of retailers who think this way will almost inevitably fail because they haven’t understood the task at hand. Doug goes on to explain: “True customer experience design means deconstructing the entire customer journey into its smallest component parts and then reengineering each component to look, feel and most importantly, operate differently than before and distinctly from competitors.”
Why is it that retailers struggle to understand this? It is the same reason why most people couldn’t describe the dynamics that make one story good and another one bad, but they can tell when they hear a good story and when they hear a bad one. They haven’t thought about it for long enough or been taught by someone who truly understands it and therefore is probably no coincidence that when you do think about it, you can see very similar dynamics at work in both a great story and a great customer experience.
A great story engages all five senses of the world where it takes place – sight, sound, smell, taste and touch. As the saying goes, people may forget what you said, but they will never forget how you made them feel. The same is true of retail experience. A story worth listening to is one that transports you to another world. And because the characters who live there inhabit such a different world from yours, when you feel empathy for them they lift you out of the forest where you live and can no longer see the trees, and allow you see again. The products you are looking at in a store that has redesigned its customer experience may be similar to a thousand others you have seen, but when they are presented in a completely different light from every other store you’ve seen them in, you can see and feel them anew.
Some stories deliberately make it harder for their audience to relate to their heroes, and typically those stories develop a cult following from the few who love them. But most stories aim to tell stories about protagonists the audience can relate to fairly easily in a very deep way. You know when a story has succeeded in presenting you with such a protagonist because you enjoy and look forward to the time you spend with them. This is what a personalised store experience is all about – making a customer feel seen, happy to visit, glad they came and eager for the next chapter.
A great story surprises its audience, by knowing what they expect and delivering something different. A twist in the tale or a subversion of expectations at each turning point in a story is far more satisfying than a ‘jack-in-the-box’, which is a surprise with no particular logical or emotional connection to what led up to it. It also works in retail. Expectations are deeply ingrained in shoppers but there are many ways to deliver unexpected and delightful surprises all along the customer journey.
While amazing stories are not formulaic, great writers can bring us back to new episodes of stories and repeatedly deliver, with necessary variations, what we have come to expect from the world in which these stories are set. It is just as vital that a customer, returning to a store that has mastered its customer experience as described above, is offered a similar quality, though not a cookie-cutter copy of the experience they have had and loved before. So far so ideal, and in his blog, Doug Stephens makes a valid point that simply handing a retail associate a tablet and expecting the customer experience to hit new heights of excellence is naive at best.
He also points out that achieving this level of customer experience is not easy, and even when you get there, if you are armed with a tablet that gives you a live view of every product available in that store at that precise moment, you probably have the most valuable thing you need to delight a customer who neither has the time nor the patience to jump on a black and white slide before embarking on a 20-minute tour that ends in the gift shop. There’s every reason to use your imagination and creativity to make every one of your customer’s experiences compel them to return, but it shouldn’t be at the expense of some basic relationship management activities that foster an authentic connection between your retail associates and your customers. Furthermore, with the right app on that tablet, you can make that relationship management easier.
Arrange a free demo of KIT
KIT is the ideal solution for retailers looking to equip their store associates with a tool that makes it easier to personalise a customer’s experience so they look forward to returning again and again. The most helpful thing KIT can do in the first interaction may be to quickly connect a customer with the right product, but building on that success KIT can help store associates to accumulate data that helps them and the brand build a relationship with that customer. The longer and stronger that relationship, the better the chances of increasing the lifetime value of that customer.
KIT includes a range of assisted selling tools to help customers find, evaluate and compare products, then complete the sale – taking the pain out of shopping for even the most retail-unfriendly of customers. After that, records of the customer kept automatically through sales and interactions with the brand on other channels can be added to manually, which means a store associate doesn’t have to memorise the granular details of a multitude of customers who only visit the store once a month or less. Being able to easily access this information helps a store associate make a customer feel far more cared for than they would otherwise be able to.
As part of a conscious revolution in your thinking about what customers expect from their experience on the high street, introducing KIT should not be the only change you make, but it can be a powerful performance enhancer. And the challenge of igniting and leading your customer experience revolution should not be underestimated, but by way of contrast, it takes very little effort to arrange a demonstration of KIT. Simply contact the KIT team on +44 203 691 2936 and they will be happy to assist. You can also email firstname.lastname@example.org with any questions or to request more information, or if you prefer you can also complete the short form on our Contact page.