Lija Hogan is a principal on the Experience Research Strategy team at UserTesting. When she's not helping UserTesting customers understand the wide variety of topic areas they can cover using the platform, she teaches user research methods classes at the University of Michigan - Ann Arbor.
Questions
• Could you share with our listeners just a little bit about your journey?
• Could you tell our listeners a little bit about what UserTesting is? And what do you do?
• A survey was done that your company pioneered with 2000 adults. And I'd like you to just kind of talk to us a little bit about that survey and some of the key findings that came out of that survey that you believe can help organisations to have a better understanding of why AI is so important.
• Where do you see the technology going for 2024? If you were to pick like a single theme that you believe Chat GPT could help an organisation to tap into delivering a better customer experience, what theme would you say they would need to be focusing on if they were going to use Chat GPT as an integration or even any form of AI that your organisation has been exposed to and work with your clients on that you think is critical for 2024 and beyond?
• Now, could you also share with our listeners, what's the one online resource, tool, website or app that you absolutely cannot live without in your business?
• Could you also share with our listeners maybe one or two books that you've read, could be a book that you read very recently, or even one that you read a very long time ago, but it has had a very big impact on you.
• Can you also share with our listeners what's the one thing that's going on in your life right now that you're really excited about? Either something you're working on to develop yourself or your people.
• Where can listeners find you online?
• Now, before we wrap our episodes up, we always like to ask our guests, do you have a quote or a saying that during times of adversity or challenge, you'll tend to revert to this quote if for any reason you got derailed, or you got off track, the quote can helps to just to get you back on track.
Highlights
Lija’s Journey
Me: Could you share with our listeners just a little bit about your journey? In your own words, how you got to where you are today from where you're coming from?
Lija shared that it was a very roundabout journey. So, she started with the goal of becoming an academic librarian in Slavic and Eastern European studies. So, most people are very amused when they hear that because it's a very, very focused and targeted discipline that requires a lot of education.
And she started that path, actually, at the University of Michigan in Ann Arbor with a Master's Degree Programme in what she thought was going to be academic librarianship, but got bitten by the Human Computer Interaction bug really early there. And so, that was many years ago now. But that was really kind of the entry point to being focused on the user experience and the customer experience and just making really substantive connections between people to help them to transact together more effectively and efficiently.
About UserTesting
Me: Now, you are at UserTesting, that's what we read in your bio. Could you tell our listeners a little bit about what UserTesting is? And what do you do?
Lija stated that that's a great question. So, she tends to think of UserTesting as being an enabling technology. So, essentially, it's a platform that enables their customers to connect with their own customers, their users, their employees, their potential users. And what it does is provide recording mechanisms across mobile and desktop, to enable people to have either self-guided, or live conversations with people who are looking for insights.
And they capture videos and audio and screen share, to really get into the perspectives of people around the world. And so, once you've gathered all the information, the platform also provides you with some strategies around sharing that information with your colleagues. And so, you can share videos, you can share quotes, and all sorts of other data to really understand where the gaps are in your experience, and also just to understand what you can do to optimize and de risk the solutions that you're building.
Survey Key Findings to Help Organizations Better Understand the Importance of AI
Me: When you were originally presented to me as a guest for our podcast, a survey was shared with us that your company pioneered with 2000 adults. And I'd like you to just kind of talk to us a little bit about that survey and some of the key findings that came out of that survey that you believe can help organizations to have a better understanding of why AI is so important.
Lija shared that they've actually done a few surveys around AI. And this one, really, some of the significant findings were really around just the fact that people don't understand where AI is manifesting in their lives right now. So, to a certain extent, if you ask them directly, they are answering yes and no without a clear sense for what AI really is.
And she thinks one of the major findings that she had in working through that was just really leaning into the knowledge that AI is manifesting in all our lives in many ways, kind of in the background and behind the scenes. And it's already enabling us to, sometimes make better decisions, have access to more information, enrich the work that we're doing, the conversations that we're having. And that is an important benefit that we're all looking for in artificial intelligence.
Organizations Using Chat GPT to Deliver a Better Customer Experience
Me: So, AI exists in many different forms, because it's a broad topic. But I think the one that people most connect with and use is probably Chat GPT. It's been a year since Chat GPT was launched, I can't believe it's a year already. Where do you see the technology going for 2024?
If you were to pick like a single theme that you believe Chat GPT could help an organization to tap into delivering a better customer experience, what theme would you say they would need to be focusing on if they were going to use Chat GPT as an integration or even any form of AI that your organization has been exposed to and work with your clients on that you think is critical for 2024 and beyond?
Lija stated that that's a great question, because she think it's really hard to say that there's a single thing, but there are probably multiple ones that she sees as being really important. The first is, we're still trying to figure out what's in and out of bounds with regard to how people are using large language models. So, she finds the examples that we're seeing coming out of the legal profession, right, or lawyers are asking a Chat GPT to write briefs and the platform is hallucinating and making up case law, which doesn't exist. And that's a problem.
So, we haven't yet caught up with creating guardrails and it's not necessarily about the technology so much as about how we reach practical consensus around what is allowable, given the constraints of the technology as it currently exists. And actually, not just as it currently exists, but with an eye towards the fact is probably going to become a lot more matured much more quickly. So, she thinks that's one.
The second is really a more recent development that she’s seeing around DIY, Chat GPT and so essentially, people will be able to essentially create their own version of what a large language model can do given a certain use case that they've got in mind. So, she sees the proliferation of a lot of potential technologies use cases strategies that can be leveraged by people who are both technologically seasoned and who are not, who are learning as they go. And she thinks that will be very interesting.
The other main trend that she sees is the enterprise trying to make artificial intelligence safe for practical applications and business operations. And she says that because even just a few months after the launch of 3.5, back in November of last year, she was talking to UserTesting customers, a lot of their innovation teams were essentially doing tests to essentially say, within the context of our own, say, customers experience or customer support teams, how can we create an experience that is robust and safe and private and secure, and gives us confidence that we can triage some.
So, essentially enrich the in person interactions that we're having with people, but also ensure that we're providing good consistent information to those customers that we might be handling using some of those more automated chatbot style experiences that are powered by artificial intelligence.
App, Website or Tool that Lija Absolutely Can’t Live Without in Her Business
When asked about online resource that she cannot live without in her business, Lija stated that this probably is going to sound self-serving, but actually, it's UserTesting, believe it or not. UserTesting is really important because it's really a very open platform that lets you have both a highly structured as well as an unstructured conversation with the people that you want to work with or learn more from. And she thinks what's so valuable about it is you can test ideas, you can hear what's top of mind for people. And in this world where we've got access to so much data, just hearing stories brings you back down to earth and makes things very tangible and real and we need that now more than ever.
Books that Have Had the Biggest Impact on Lija
When asked about books that have had an impact, Lija shared that one that she thinks has been most powerful and it's because she’s an optimist. And she thinks that it really gave her a research based foundation to be able to say, this is why she’s an optimist, is a great book by Chip Heath and Dan Heath, they're actually brothers, they're psychologists, called Switch: How to Change Things When Change Is Hard.
And the concept that she found really fascinating is their focus on not just problem solving, but actually finding those bright spots and going after those, like, where are things going right? And how can we essentially create more experience that look like those bright spots? So, she loves that idea because rather than being focused on all the negatives, it's basically saying how can we make whatever it is that we're doing look like the most positive experiences that we're providing?
So, the other one, it's a really short book, it's probably less than 100 pages. But she loves it so much, it's called the The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you by Rob Fitzpatrick. And even though it's kind of like a flip book title, what she loves about it is, it's a very approachable set of strategies around having conversations with people when you're trying to figure out what to build and whether or not it's going to work for people.
What Lija is Really Excited About Now!
When asked about something that she’s really excited about, Lija stated that that is a really great question. Because there's so much, but she’s actually, to the point of the books that they were talking about, the biggest area of focus that she has right now is how to listen better to all the partners that she’s working with. And so, she’s actually spending a lot of time reading books. So, the two that she talked about are two of them, but a number of books that are all about how does she listen better? And sometimes it's about asking better questions, that's what the Mom Test is about.
But sometimes it's actually saying like, “How do I recognize that people are in a special place right now and need to be acknowledged as having been heard?” But then also, how does she change how it is that she shows up in every way, in the writing that she does, in the talking with folks that she does, in the teaching that she does, in all the interactions to help to move things forward. So, she thinks that there are so many great examples that come from working with children, and psychology, and just even business best practice, to really help to listen and to come to consensus, and just make better decisions together. So, that's really given her a lot of joy right now.
Me: Are there any activities that you do with your team that kind of helps to strengthen their listening skills? Is there anything that you would like to share where that is concerned since that's an area that you'll be working on?
Lija shared that she thinks a couple of things. One is she actually thinks it's kind of twofold. One is she’s been spending a lot more time doing one on ones that are very unstructured. And that has given her the platform across the team that she works with, the people that she works with to really say, “What's top of mind for you, and let's talk about it.” And sometimes they start talking about their dogs and cats. But a lot of the time, what that conversation changes into is, “I'm working on this, can I get your perspective on it?” or “I'm having this challenge, can we work through it together.”
And it's a great way to just stay close to what's happening in their world and their part of the organization, but then also take what it is that they're sharing, and see how she can help to pull in other people across the organization, other teams, and talk to other leaders in the organization about what they can do to address some of the themes and trends that she’s seeing. And so, she thinks spending a little bit more time one on one with people has been probably providing a lot of the value that she’s seeing driving those aha moments.
Me: That's brilliant, that kind of reinforces one of the things that Stephen Covey talks about in his book that the most important role of a leader is to grow and develop people. So, the fact that you are actually seeing the results, because of the one on one intervention that you're doing, the time you're investing with each person, and you're seeing it twofold in terms of the benefit with the customers, then it really does prove that that is a strategy that works.
Where Can We Find Lija Online
LinkedIn – Lija Hogan
Quote or Saying that During Times of Adversity Lija Uses
When asked about a quote or saying that she tends to revert to, Lija stated that that's a great question. So actually, this is totally nerdy, but there's a quote, it's at the beginning of one of the chapters of this is where it gets nerdy, Children of Dune by Frank Herbert. And so, the Dune series, there's a movie, a remake of a couple of movies that are out right now.
And the quote, and she’s not going to remember it exactly, but it's really about fear and pain and kind of letting it wash through you. And understanding that it's there, but also understanding that it doesn't define you and it doesn't have to have long lasting negative implications. And so, it's basically, go with the flow, but in a way that leans into acknowledging that sometimes things are really hard and you just have to live through them and understand that it's hard, and figure out how you're going to come out on the other side. Change, but change in a way that acknowledges what's happened to you.
Me: Thank you so much, Lija, just want to thank you again for coming on our podcast today and sharing a little bit about your organisation and user testing, and all the value and brilliance that you're bringing to the customer experience space. As well as some of the research findings that came out of one of the surveys that you had done recently. And just the impact of AI, specifically Chat GPT even though we spoke about that in the episode and other different forms of AI as well. But just taking time out of your busy schedule and coming on here with us and sharing all of the great insights and experiences that you've had. I do believe our listeners will gain a great amount of value from this episode. So, thank you so much.
Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest
Links
• Switch: How to Change Things When Change Is Hard by Chip Heath and Dan Heath
• Children of Dune by Frank Herbert
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Jason S. Bradshaw, at 14 years of age started his first business by 21. He had started and successfully exited 3 separate businesses. In every instance, he disrupted the marketplace and won by delivering great customer experiences. He has worked for some of the world's most recognizable brands like Target and Volkswagen, helping them transform the experience they deliver and grow profits.
Today he works with businesses of all sizes to super charge their growth, all still with a focus on the experience they deliver.
Questions
• You were on our show, I think it was back in 2021. Talk to me about what's happened since then, how have things been for you?
• Could you tell us about the book that you had before It’s All about CEX!: The Essential Guide to Customer and Employee Experience, some of the key tenants or themes that came out across that book?
• As it relates to how to start improving the experience for your customers and your employees without needing to invest in additional money, what's one thing that we can start with?
• As it relates to the employee experience versus the external customer experience, which one would you give more attention to?
• You spoke a little bit earlier about two books you're currently working on but they haven't been published as yet. Could you share with us what those books are going to be about?
• Are there any trends as it relates to customer experience that you're seeing currently that you believe will continue to be big things for 2024? And two things that you believe organisations should be looking to focus on for their organisation as it relates to strengthening their customer experience or growing your customer experience? What would those be?
• What's the one online resource, tool, website or app that you absolutely cannot live without in your business?
• Can you also share with our listeners, what's the one thing that's going on in your life right now that you're really excited about? Either something you're working on to develop yourself or your people.
• Where can listeners find you online?
• Now, before we wrap our episodes up, we always like to ask our guests, do you have a quote or a saying that during times of adversity or challenge, you'll tend to revert to this quote, it kind of helps to get you back on track if for any reason you got derailed or you got off track, the quote kind of gets you back there. Do you have one of those?
Highlights
What’s Happening with Jason Now!
Me: Now, I know that you were on our show, I think it was back in 2021. Talk to me about what's happened since then, how have things been for you?
Jason shared that things have been busy. He’s finalizing the manuscript on not one but two new books which will come out early in the new year. He’s also been working with some really unique organizations, in various ways as interim Chief Growth Officer as a pure consultant. And of course, continuing to do keynote presentations and his work supporting leaders and boards across the globe, transform the experiences they deliver. It's been a really unique time watching organizations of all shapes and sizes, navigate this post pandemic world, and what they've considered a priority and what they haven't.
About the Book – All about CEX!: The Essential Guide to Customer and Employee Experience – Key Tenets from the Book
Me: So, for those of our listeners that would not have tapped into your previous episode with us. Could you tell us about the book that you had before It’s All about CEX!: The Essential Guide to Customer and Employee Experience, which is one of the top reasons we had brought it on. That book was so amazing, could you tell us about some of the key tenets or themes that came out across that book?
Jason shared that It's All about CEX!: The Essential Guide to Customer and Employee Experience, that was his first walk. And it was a bit of a passion project to start with, because he'd always wanted to write a book. And he finally put the theory into action and wrote a book that was designed to help any individual in an organization understand a couple of key things.
Firstly, the key link between customer and employee experience, you can do some tactical things to improve the customer experience for a short period of time, but if you really want to maintain and differentiate the experience that you deliver to your competitors, then you also need to focus on the employee experience. So, they tackle that in the book.
They also tackle in the book how customer experience is not a soft measure, it's quite often seen as hugging your customers, or something that's rather soft. But actually, in the book, you'll discover that there's some really strong commercial ties and commercial impacts to the work of a true customer experience professional.
And then the third area that they explore in the book is how to actually go about getting started. It always frustrates him, throughout his career where he’s worked in 7 different industries, banking, finance, government, automotive, retail, etc.
It's always frustrated him when he’s turned up to an organisation and the first thing that he hears is, “We haven't been able to do anything because we don't have the money to start.”
And he’s like you can start today, you do not need to throw millions of dollars at a problem to start improving it. And in the book, he gives a really practical step by step guide on how to start improving the experience for your customers and your employees without needing to invest in additional cent or build out a new system. Of course, he talked about some of that stuff as well in the book, but the key message is just get started and here's the way on how to do it.
Improving the Customer and Employee Experience
Me: So, I like the train of thought as it relates to so you don't need millions of dollars to start, but let's say you have a CEO in front of you that says, but Jason, it takes money, it costs money to make money and to train the staff, to get them to be customer oriented, to bring in a consultant, we don't have the resources, we don't have an HR department, we don't have a resource person internally that we can use. What's one thing that we can start with then since you're suggesting we can do this without millions of dollars invested?
Jason shared that the first thing is to define what great looks like and measure yourself against that. So, if a CEO came out today and said, “I think the company is successful if all of our phones are pink and I'm going to measure how many of our phones in the company are pink.” Well, all of a sudden without training anybody, without spending a cent on banners or education programmes, or retreats to get people inspired, the sheer fact that you've stated that it's a key goal, this sheer fact that you're measuring, it means that someone in procurement is going to start buying pink phones. And it's the same with customer experience and employee experience, define what great looks like and define how you're going to measure it, and start doing that even in the most rudimentary ways. But the moment you start talking about it, the moment you start putting focus on it, people will start to move towards it.
Now the problem is, most organizations say we want to be known for delivering great customer service or delivering great customer experiences and they stop there.
And then 6 months down the track they say, “Well, we said we wanted to be famous for this. But nothing's improved.”
Well, you've missed the key point. The key point is you've got to define what great looks like. So, what do you mean when you say, we want to be great at customer experience, what defines or represents great in our terms, and then you have to say, and I'm going to measure it this way and this will be the marker of success. When you combine that clarity, you don't need to instantly spend money on new systems or new profiles or training because people will start gravitating towards it. But if you don't have the clarity, people will just fumble around and they won't deliver any improvements. In fact, in many instances, without clarity, you'll go backwards.
Employee Experience Versus External Customer Experience
Me: Now, you talk a lot about great customer experiences, and defining what that looks like what great looks like, what are your views, since this is an area that you were practising, and you have a lot of experience in it as it relates to the employee experience versus the external customer experience? Do you believe there's a direct correlation between the two? And if you were to let's say for example, focus on one more than the other, which one would you give more attention to?
Jason shared that that's the million dollar question always. If you have to choose one, the area to start out on is the employee experience. And he says that because try to get a happy employee to deliver a bad experience, it's less likely. Try to get a disgruntled employee to deliver a great experience, almost impossible because they're so caught up in their own drama and their own challenges that they're faced every day.
An organization that gets a specialist to come in, they wrote a 300 step process to deliver a great customer experience. But they don't train their team members, and they don't align their systems to the processes. The team member can't deliver that great customer experience that the process was designed to deliver, because everything is getting in the way. But if you say to an employee, I'm going to invest in you, I'm going to make this a great place to work, and you are going to want to see the company succeed, then they will find a way to deliver a better experience for customers.
Because intrinsically, they're being motivated by the great experience that they have. So, if you have to choose, absolutely go with employee experience first. The caveat he'll put on that though, is yes, you can start with employee experience, but you still have to define what great looks like for the customer.
Books Jason is Currently Working On
Me: Now, you spoke a little bit earlier about two books, I think you mentioned that you're currently working on but they haven't been published as yet. Could you share with us what those books are going to be about?
Jason shared that one book is a really practical application book. And what he means by that is you can turn to almost any page in the book, and read just that page, and go and do work that will improve the experience of your customers, of your products, of your employees. It's designed in a way to encourage action, and take away some of the fear of not knowing what to do. So, think of it as a bit of an Experience Management Handbook.
The other book is very similar to his first one in the sense that it's more traditionally, a more traditional business book. And it explores this concept of moving beyond the singular transaction with a customer or with an employee and focuses on what's next. What does a customer really need to see to be fiercely loyal, for example, to your organisation, and again, it will provide some practical guides to how you go about implementing some of the concepts he talked about in the book.
And importantly, it's written in a way that it doesn't matter if you're the team leader of an organization or the CEO, you can see yourself having success and delivering success and growing your business through it.
Me: All right, and when are those books expected to hit the newsstands?
Jason stated that the year’s getting away on us. So, both books will come out early next year, towards the back end of January.
Focus for 2024
Me: Now, we're embarking on a new year, as you just mentioned before, we’re less than less than 60 days. Are there any trends as it relates to customer experience that you're seeing currently that you believe will continue to be big things for 2024? And if you are to, let's say two things that you believe organizations should be looking to focus on for their organization as it relates to strengthening their customer experience or growing your customer experience? What would those be?
Jason shared that he’s going to give three if that's okay. The first one is specifically aimed at the CX professionals in organizations, you have to tie your work to the return on investment, you have to deliver a return on the investment. He’s seeing companies all around the world, disinvest in customer experience programmes because the CX leaders in those organizations have been unsuccessful in creating a really robust link between their work and the commercial results of that work. And it's not surprising that CFOs then start to question it, but this work has a commercial element to it, and don't forget it.
Number two, how can you be the most convenient for your customers?
How can you meet your customers where they are, so that you are integrated into the way that they live versus being a transaction?
How can you go from being a commodity to be a convenient resource that is part of their life?
So, what he means by this is, beyond the sales channels that your customers wanted to be on, offer your customers the communication channels that they want to be on.
If you have customers that are 80 years old, and you have customers that are 20 years old, then yes, you need to have a landline phone number and you also probably need to be able to service them on Tik Tok, to think that you can only do one or the other means that you're going to have disgruntled customers at some spectrum. And of course, he's using some broad strokes here with those ages. But you understand his point.
And the third area is think beyond the purchase, beyond the transaction. If you think of Coca Cola, many people could argue that Coca Cola is a pure transaction product, you go in, you pick up the can of soda at the shop, you pay for it, you walk out, you drink it, and the transaction is over, the experience is done, and you move on.
You have fiercely loyal customers that will only drink Coke, they won't drink Pepsi or any other Cola products, and vice versa for those brands as well. And that's because they create an environment that associates with the consumers lifestyle choices, they have so much money that they spend on marketing to make you believe that drinking Coke is a lifestyle choice, that talks about you.
Now, he mentioned Coke as an example, because quite often the point that he’s about to share with people, they say, “Oh, well, we just have a product like Coke and they just buy it and consume it and, there's nothing post the purchase that we can do.” His argument is that post the purchase transaction, you need to find a way to continue to be in the customers conversation, you need to continue to deliver value.
Now, in the sake of a soda, it's about being seen as a lifestyle choice, a successful lifestyle choice potential. But if you're selling someone a fridge or a washing machine or a course or a camping tent, whatever you're selling, how can you help that customer actually leverage the benefits of that product?
Get the most out of that product, so that in six months’ time when they are at their barbecue talking about stuff with their friends, they can say, “You know, I bought this mobile phone or I bought this item or I did this course. And they genuinely wanted me to enjoy it, they genuinely wanted me to be able to use every feature to get the most out of it, to get the most value out of it.” And so, to sum up point three, deliver value to your customer, even after the purchase has concluded.
App, Website or Tool that Jason Absolutely Can’t Live Without in His Business
When asked about online resources that he cannot live without in his business, Jason stated that that would be his survey tool. Now, for him, it doesn't matter what tool you use, there's lots out there. There's no secret of the fact that he’s a big advocate of Qualtrics Technology. But Qualtrics is an enterprise grade product is delighted for small businesses. There's a whole range of products out there. But the reason he says his survey tool, is because if you don't invite your customers and your employees and the marketplace in general to provide you with feedback, if you don't make it easy for them to give you unsolicited feedback, well, then, are you really listening? Are you really trying to get a pulse of what's working and what's not working in your business?
And so, for him, it's from a pure tactical perspective. For him, it's that tool and he'd encourage everyone to have that tool that lets them get structured and unstructured feedback from customers, employees and the marketplace at general. And so, he always go to that survey tool. But outside of that, at a personal level, it’s not really a tool but he’s a big believer in continued personal learning. And so, he read 30 odd books a year, so, you could imagine that audible sits on his mobile phone and always has a book ready for him to listen to when he’s in the car or sitting on the plane.
What Jason is Really Excited About Now!
When asked about something that’s he’s really excited about, Jason shared that these two new books that are coming out, they are absolutely one of the passions that he’s working on at the moment. And he’s not just saying that because he wants people to buy it, of course, he does want people to buy it. But they've taken on a life of their own. One book is actually technically two years overdue, but that's okay. And the reason he says it's okay is because he listened to what was happening in the marketplace and to what his customers were experiencing, and said, “No, the book I was writing is not the book people need.”
And so, he hopes and trust that when people get the actual version that the final manuscript that he’s written, that they will see that customer experience isn't an option, focusing on it isn't an option, it is essential to driving your business forward and the book has the tools to help them deliver it. It really is something that's just taken on a life of its own and as he said, it's definitely two years overdue, his publisher, they'd like to have published it quite a while ago.
But it is so important to him that he gets this book right because he wants to really leave a dent in the world and improve the lives of customers, employees, through his work.
And then at a more personal level, he’s working on a couple of new projects that he'll be launching in early December, which are online programmes designed to help businesses, specifically small to midsize businesses break through and have business success.
Where Can We Find Jason Online
Website – www.jasonsbradshaw.com
Twitter – Jason S. Bradshaw
Linkedin – Jason S Bradshaw
Facebook – Jason S. Bradshaw
Quote or Saying that During Times of Adversity Jason Uses
When asked about a quote that he tends to revert, Jason stated that he absolutely does. And the quote is, “No matter what, you've got this.” And it’s so simple, but it was something a colleague said to him once and it’s just is a reminder that whatever the challenge is, it doesn't matter, because you've had challenges before and you've got over them, you've succeeded and you can do it again. So, no matter what, you've got this.
Me: Thank you so much for sharing Jason.
So, Jason just wanted to extend our deepest appreciation and gratitude for you coming back on our podcast as a returning guest, that's an awesome milestone, so grateful that you made the time to come back again, especially seeing that you're literally on the other side of the world. But all of the great insights that you shared with us today, reminding us about the things that were in your previous book, CEX, so those of our listeners that would like to tap into that we'll definitely have the link in the show notes of this episode for our awesome resource. And of course, to keep in touch with you for your new books that are coming out to the latter part of January 2024. So, we are extremely grateful that you decided to come and join us again for a quick conversation on mastering customer experience. It was great, thank you, Jason.
Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest
Links
• It’s All about CEX!: The Essential Guide to Customer and Employee Experience by Jason S. Bradshaw
• Episode 145: Understanding The Power of Delivering An Amazing Employee and Customer Experience – Released – October 05, 2021
The ABC’s of a Fantastic Customer Experience
Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners
Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC’s of a Fantastic Customer Experience.”
The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty.
This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately!
This book will develop your customer service skills and sharpen your attention to detail when serving others.
Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!
Maggie Peña is the Chief Experience Officer at Interlace Health (the next generation of FormFast), a 30 year old privately held healthcare IT firm that delivers scalable and cost-effective forms automation and eSignature solutions for healthcare organisations. She brings 22 years of experience in IT to her role and leads one third of Interlaces Health’s employees.
With a fierce focus on customer satisfaction and retention, Maggie created and built Interlace Health's customer support team and its customer implementation strategy, she built out the company's fully Spanish-speaking team for project implementation, and ongoing customer support, and she has managed the company's managed services program to create efficiencies for customers. She believes in a proactive approach to customer service, and it shows with happy and successful customers. Under Maggie's leadership, Interlace Health currently has a 97.4% customer retention rate.
Maggie serves as a co-leader for the HIMSS Clinician Burden Reduction Task Force and was recently named Becker’s 2023 Women in Health IT to Know list.
Questions
• Could you share a little bit about your journey, how you got to where you are today.
• Can you tell our listeners maybe three key things that you've done consistently that you believe has contributed to the success of achieving a 97.4% customer retention rate?
• Can you tell us maybe some of the criteria that you use to select those customers? What type of customer do you look for to ensure that they are the ones that you're joining your counsel?
• Now, could you also share with our listeners what is the one online resource, tool, website or app that you absolutely can't live without in your business?
• Now we'd also like for you to share with us maybe one or two books that you've read. It could be a book that you read a very long time ago or even one that you read recently, but it has had a great impact on you.
• As a customer, what are maybe three things that are critical for you to actually say, yes, this was a great customer experience.
• Can you also share with our listeners, what's the one thing that's going on in your life right now that you're really excited about? Either something you're working on to develop yourself or your people.
• Are there are some key behaviours or competencies that you look for when you're hiring persons for those roles as customer support?
• Where can listeners find you online?
• Now, before we wrap our episodes up, we always like to ask our guests, do you have a quote or saying that during times of adversity or challenge, you will tend to revert to this quote if for any reason you get derailed or you get off track? This quote kind of helps to get you back on track. Do you have one of those?
Highlights
Maggie’s Journey
Me: So, just wanted to take some time before we jump into the meat of our conversation for you to share with our listeners a little bit about your journey. I know we would have read your bio, but we always like to ask the guests in their own words, if you could share a little bit about how you got to where you are today.
Maggie shared that it has been an interesting journey. When she started college, she wanted to be an accountant. But after her first accounting course, she quickly realized that was not her calling. So, the path that really paved her way to where she is today started in the financial industry during her junior year working part time for a local bank and the IT department, processing operations for almost 30 banks throughout the state, working with a Unisys mainframe and green screen terminals for the very first time. And she thinks she just might have dated herself, but that's okay.
So, all kidding aside, it was a great learning experience nonetheless. By then, she had switched majors and was now pursuing a degree in Computer Information Systems. And her time at the bank confirmed and validated her interest in technology and how we can use technology to automate processes to increase efficiencies and customer service as we knew it back then, now that customer experiences tends to be a newer word, back in the day, we were thinking at it as customer service.
She was lucky enough to stay at the bank for almost 7 years until the bank was acquired by an international bank with plans to move their IT operations someplace else. At that point, she knew that it was time to move on and look for something else. So, she joined a local health care system, also working in their IT department supporting the business and financial side of the hospital. After about a year, Interlace Health, formerly FormFast as said came into her life when the hospital purchased a forms automation solution. So, fast forward a couple of years, she had the opportunity to join the NRA Health team and have now been there for almost 13 years.
Key Strategies that Contributed to the Success of Achieving a 97.4% Customer Retention Rate
Me: So, in your bio, it says that you've managed to achieve a 97.4% customer retention rate. Can you tell our listeners maybe three key things that you've done consistently that you believe has contributed to that success?
Maggie shared that at Interlace Health, they believe in putting people first, so that is their mission. They put people over paperwork, and it has reflected on the solutions that they provide their customers and the solution is that they innovate and so on, so forth. But even in the services, she has a belief that software alone doesn't cut it anymore, it just doesn't. Anyone can have a similar product or a similar solution as you, it really comes down to the level of service that you provide your customers and the experience that they encounter throughout the entire journey.
So, first and foremost, they put people first, always there for their customers, they have also built a dedicated team within the services department at Interlace Health, always to be their specialized in what they do, enabled to deliver personalized and attentive support to their customers, they are there with them, they understand their business, they understand their needs, and they're always available.
Again, to address it, regardless of what the need may be, the COVID pandemic was huge, it was terrible, but it was an opportunity for them to be there for their customers and continue providing the service, and not just the service, but continue providing the same level of service to enable them to continue providing the care that they needed to provide even more so during those difficult times.
And then three, they embrace feedback from their customers, the good, the bad, and the Ugly, like the saying. They're always there, they have established a Customer Success Council and it's composed of their most engaged, knowledgeable customers who advises on their products or solutions, they share the best practices. And quite frankly, they give candid feedback. It's not always what they want to hear, but at the end of the day is what they want to hear, because their feedback and their insights have helped make informed decisions as they improve their products and services. And they are pretty much the ones helping them guide their path forward as it comes to their products and services.
Criteria for Selecting Customers to Join Your Customer Success Council
Me: Now, in addition to those three things that has contributed to your customer retention rate being at 97.4%. And I know you mentioned a customer council that you say you use to guide you. Can you tell us maybe some of the criteria that you use to select those customers? What type of customer do you look for to ensure that they are the ones that you're joining your council?
Maggie shared that they offer various solutions. So, they try to get customers that are using different types of solutions, right? Because obviously, there's different needs that each solution addresses. First, they started with their internal team, and they asked them who are your champions? Who are your stellar contacts that are customers who know their products, they know it well, they're using it consistently and that's the criteria. It's also customers that are using their solutions successfully and consistently.
But they try to get customers who weren't using it as much or adopting it as they would like them to, to get involved, to tell them why, what are your challenges? What are your staff or your patients telling you about your solutions or their solutions in this case, that is keeping you from using it to its fullest potential?
So, it was really customers that were mostly engaged and customers that they have communication with, but not to the extent like the fully engaged ones, if that makes sense so that we could get both sides of the house, those that are using it a lot and those that are struggling for various reasons, they wanted to hear from them as well.
App, Website or Tool that Maggie Absolutely Can’t Live Without in Her Business
When asked about online resource that she cannot live without in her business, Maggie shared that she would say internally, Microsoft Teams. Prior to pandemic, Interlace Health, they've always been a remote company. So, mostly everyone was remote, she’s been remote almost 13 years there. But since pandemic, she thinks Microsoft Teams have kept them very well connected not just internally but with their customers in the hospital setting, that is what they've seen use the most is Microsoft Teams. And then internally to keep track of their customers and their data and their metrics and so on, so forth. Everything that they need to know about their customers, they use Salesforce platform.
Books that Have Had the Biggest Impact on Maggie
When asked about books that have had a great impact, Maggie shared that The Speed of Trust: The One Thing that Changes Everything by Stephen Covey. She loves that book and it's been a while, she’s probably going to read it again. And the question got her thinking she needs to reread it again. But it's been a few years since she’s read it. And she loves how it gives clarity into how trusted leaders do things differently, faster and at a lower cost. She’s a true believer that trust drives everything, and how it produces better results. So, that's one.
And then the second one not so much a book, because he's got plenty of books, but John Maxwell, anything, everything John Maxwell, he's amazing. She first heard him 5 years ago at a Global Leadership Summit. The one thing that struck the most from that Summit was when he was talking about looking for ways to add value to people, he called it be an added value liver. Where he was talking about throughout the day, going from knowing to doing, from thinking and looking to making sure it's an action. And at the end of the day, ask yourself, “Did I add value to people today?”
Again, John Maxwell, he is someone who she constantly sees his videos, she’s purchased some training, she even purchases trainings there at work for her direct reports as well to see and to encounter and to read and learn from his teachings. So, those are the two that she can think of.
As a Customer, Three Critical Things to Have a Great Customer Experience
Me: Now I know as your role as a Chief Experience Officer at Interlace Health, you are focused on providing the service to your clients. But I'd like to flip the script a little and put you in the in the hotbox where you are the customer. So, when you think about your own interactions with organizations that you do business with, what are maybe three things that are critical for you to actually say, yes, this was a great customer experience.
Maggie stated that the sense of trust. She talked about trust, the book. So, she would say trust, transparency, and personalization, if she had to put it into just three words. This would be her top three that comes to mind right away.
Me: So, trust, transparency, and personalization.
Maggie stated that personal life experience, she’s huge on that. Just, for example, even when she goes to restaurants, the first thing she looks at when the waiter approaches her is their name badge, because she wants to address them by their name. And she always does, it's just that personal touch and everything that we do, to her, that's very important.
Me: It’s always the little things.
What Maggie is Really Excited About Now!
When asked about something that she’s excited about, Maggie shared that just with the new CXO role, she’s excited about it because it's going to allow her to work with the entire organization on the customer journey from the initial awareness to implementation support and beyond. So, she’s excited to continue creating a more holistic customer centric culture at Interlace Health, while developing and implementing a comprehensive customer experience strategy. And Yanique did the bragging, she (Maggie) was going to brag a little bit about their customer retention rate. So, that's also exciting for them at Interlace Health at the moment, which is that customer retention rate of 97.4%.
Key Behaviours or Competence for Hiring Customer Support
Me: Could you also share with us with, your customer support team that you had built out, how many persons are on that team?
Maggie shared that they have the team, they're thinking about everyone that's doing support, a good 10 people.
Me: So, you got 10 people on that support team. And so, I just wanted to know if there are some key behaviours or competencies that you look for when you're hiring persons for those roles.
Maggie shared that yes, they need competency, they need people that know what they know, that they're intelligent, and they know what's expected of them. But she looks more on attitude, because you can teach the skills that they need to know in order to support the customers. You'll teach them the product and the solutions and all the intricacies right of what they do. But the attitude, that is not something they can teach. So, she hires for attitude. And so, that's a big one for her.
At Interlace Health, they look for people who are motivated and you have to, in this remote world, you have to be self-motivated. We're no longer in front of other people to help us get through the day. So, you need self-motivated individuals, absolutely intelligent, competent people, but people that have the attitude, who are going to be there for their customers, because not every single call is a good call, and that's life. Some calls aren't always the best calls, but they want people who are going to have the attitude and turn a not so good call into a positive call at the end of the day while we're helping their customers resolve their problems.
Where Can We Find Maggie Online
Website – https://interlacehealth.com/
LinkedIn - https://www.linkedin.com/in/maggiepeña/
Quote or Saying that During Times of Adversity Maggie Uses
When asked about quote that she tends to revert to, Maggie shared that there's one that she has that she’s used personally since a very young age. And that is simple, “If anyone else can do it, so can I.” and like she said, that since she can remember going through school, college, you name it, she’s always had that in her mind if anyone else can do it, so can I.
Then she has a second one too as it relates to her professional setting at work and with her team as they're looking to do something new, whether it's a new process, a new approach to something, anything new that they're talking about doing, she always tells them, “Let's try it, what's the worst that can happen?” So, those are the two quotes that you'll hear her say quite a bit depending on the situation.
Me: Perfect. I love the second one, “Let's do it, what's the worst that can happen?”
Maggie stated, what's the worst that can happen? If it doesn't work, it wasn't working anyway.
Me: There's one that goes, “You miss all of the shots that you never take.” That quote kind of reminds me of that one.
Maggie, I just wanted to express our deepest gratitude to you for taking time out of your very busy schedule and hopping on this podcast with us today. And sharing about your journey as well as what your organization is doing and just how it is that you've been able to really make customer experience shine in your organization and achieve the high level of retention rate, how it is that you focus on ensuring that your customers are getting what they need, and not necessarily what organization wants to give them but you have something in place where you really use the voice of the customer on a regular basis. And you can see it manifest into your customer satisfaction and retention scores. So, thank you again for joining us today.
Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest
Links
• The Speed of Trust: The One Thing that Changes Everything by Stephen Covey
The ABC’s of a Fantastic Customer Experience
Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners
Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC’s of a Fantastic Customer Experience.”
The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty.
This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately!
This book will develop your customer service skills and sharpen your attention to detail when serving others.
Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!