Personalization has become a cornerstone of customer satisfaction and loyalty as businesses continue growing online and utilizing artificial intelligence (AI) to perform various tasks and processes. In consumer-facing companies, it’s become expected – with 71% of customers expecting personalization and 76% experiencing frustration when they don’t receive it, according to McKinsey.
Service-based businesses stand to gain significantly from mastering the art of personalization, as it transforms customer experiences from generic to exceptional. Personalization is not simply about addressing a customer by their first name, although that does matter; it’s about understanding and anticipating the client’s needs, preferences, and behaviors to deliver tailored services that resonate on a personal level. Let’s look at five steps to follow to master the art of personalization in a service-based business.
Step 1: Understand Your Clients
Thoroughly knowing your clients is the foundation of personalization. “Understanding your customer is more than just identifying the different demographics that want to work with you,” explains Divya Gill, CPA, MBA, and founder of Gill Tax Group, PC.
“Our diverse client base highlights why understanding more than just numbers is crucial for personalized service. It also includes psychographic information such as preferences, behaviors, and lifestyles. You can use advanced analytics and customer relationship management (CRM) tools to collect, analyze, and interpret data to gain insights into individual customer profiles. You can also ask for input directly through conversations, surveys, or social media posts. The goal is to create a 360-degree view of your client’s current and future needs so you can tailor your services effectively.”
Understanding clients in today’s fast-paced world is especially critical. Companies face both domestic and international obstacles. Businesses deal with rising prices, fluctuating taxes, limited cash flow, and a shortage of workers. Concerns range from cybersecurity to instability. Further, while AI can bring about transformations, there are concerns about its drawbacks, hence the need to manage client information instantly utilizing the next best set of tools and insights.
Regulatory requirements are increasing, and organizations must adapt quickly – which requires well-preparedness, knowledge empowerment, and real-time reporting tools.
Step 2: Segment Your Audience
Armed with a better understanding of your customer base, the next step is segmenting, or grouping, them into different categories. “While your clients may all have an overarching theme or purpose, they will inevitably have different characteristics that differentiate them from each other. Grouping clients with similar characteristics, needs, or behaviors allows for more targeted and relevant service offerings,” says Gill.
“You can segment based on criteria that make the most sense for your business, such as service history, preferences, or engagement levels. Particularly in my high net worth tax practice, segmentation becomes very nuanced. The segmentation can hinge on factors most relevant, such as wealth brackets, tax planning needs, or interaction frequency. By identifying different segments within your core customer base, you can design personalized service experiences that cater to the specific needs of each group, enhancing their overall satisfaction and loyalty.”
Step 3: Customize The Client Journey
Once you have identified which customer segments match your business, it’s time to create a client journey that can be customized for every client. “It’s essential to integrate personalization throughout the customer journey, from the initial contact to post-service follow-up. For example, new customers should have the same experience when visiting your website as when speaking with you on the phone and meeting you in person. To achieve this, you will need to ensure your business’s voice, tone, and messaging are aligned across touchpoints,” advises Gill. Such a strategy demonstrates your professionalism while also appealing to clients who prioritize quality. Concentrating on detail and maintaining consistent communication will not only draw high-quality clients to your business but also foster its growth.
“Additionally, customizing the client journey could involve customizing interactions and touchpoints based on the customer’s preferences and history with your business. For example, if clients frequently pay for certain services, offering them related or complementary services can enhance their experience. Personalized communication, tailored recommendations, and remembering past interactions help customers feel valued, making them more likely to want to keep working with you.”
Following this principle, listen to each client’s distinct needs and customizing its services to meet immediate requirements while laying the groundwork for future success.
Step 4: Train Your Team
“No matter what type of business you are operating, your team is on the front lines of delivering personalized services,” says Gill. “Therefore, they must be regularly trained on the importance of personalization. Equip them with the knowledge and tools needed to implement it effectively, and be available to address any questions or hiccups they encounter. Emphasize the importance of empathy in client communications and empower your team to do what needs to be done to care for the client. Commitment to employee development means a workplace where support and collaboration are more than buzzwords, offering everyone the chance to succeed. The words ‘we are in this together’ mean a lot, but our actions speak volumes when it comes to creating deeply personalized experiences.”
This can make a significant difference in the level of personalization your business achieves.
Step 5: Create A Feedback Loop
Personalization is not a one-time event but an ongoing process that may require refinement. “Clients know they are working with humans, and they are generally understanding that things may not always go as planned. The important thing is to take steps to improve continually. Implementing a feedback loop where customers can share their experiences and preferences helps businesses adjust their personalization strategies in real-time,” says Gill. “High net worth clients, for example, can benefit from personalization strategies that are precisely tailored to meet their unique preferences and high standards, allowing exclusive, premium experiences to be created.”
“Regularly reviewing feedback, along with data analytics, can identify areas for improvement and new opportunities for personalization. This enhances the customer experience while showcasing your commitment to meeting their individual needs.”
Mastering the art of personalization is an imperative strategy for service-based businesses aiming to stand out in a crowded market. It enhances customer satisfaction, loyalty, and drives business growth by differentiating your brand in a competitive landscape. As we move forward, the ability to personalize at scale will increasingly become a key determinant of success in service-based businesses.
