Customer service leaders have a lot of data to track and interpret, and a good customer satisfaction score is one of the important metrics to keep an eye on. But these
satisfaction metrics aren’t just for evaluating the efficacy of support agents. They also correlate strongly to customer loyalty and can help inform business decisions across various departments.
We’re covering some of the most frequently asked questions our CX team receives about how to develop a customer satisfaction score and the best customer service measurement methods. Use this guide as a quick reference point when measuring and tracking customer satisfaction.
What Is a CSAT Score?
A customer satisfaction (CSAT) score is one of the most insightful customer service metrics. It’s used to measure an individual customer’s feelings about a specific interaction with your support team. CSAT is measured through a Likert scale question.
“One of the benefits of CSAT surveys is that you can gather feedback from customers immediately after an interaction with your team,” explains Kustomer’s Senior Product Manager John Merse. “This helps you better understand customers’ experiences in real time. You can segment the results by agent, team and — most importantly — channel.”
For the most accurate assessment of a customer satisfaction score, you’ll need to measure CSAT across different channels and review the results collectively.
“In a true omnichannel environment it’s important to understand that each channel is unique and requires a specific communication style,” Merse adds. “For example, while you may have a 90%-plus satisfaction via email, if you are not tracking chat or SMS, you might find that your communication is not as effective and your overall customer satisfaction is not as high as you think.”
If you’re wondering what a good CSAT score is, check out this list of benchmarks segmented by industry from the American Customer Satisfaction Index.
Why Is Customer Satisfaction Important?
The core reasons to prioritize customer satisfaction are customer loyalty, customer lifetime value and word-of-mouth brand promotion.
However, a good customer satisfaction score can also be correlated to agent satisfaction (ASAT); when one side’s satisfaction levels improve, so do the other’s. Higher agent happiness supports improved performance, employee retention and decreased business and recruiting costs.
What Are the Benefits of Monitoring Customer Satisfaction?
As we’ve established, delivering a great customer experience makes good business sense from all angles. Measuring customer service satisfaction metrics allows you to find out whether or not you’re actually delivering exceptional CX.
You can identify what you’re already doing well and stick to those strategies. And, you can discover new pain points and areas that need improvement. With a data-driven customer service strategy in place, teams across your company will be empowered to formulate the best customer journey possible.
How Do You Measure Customer Service Performance and Success?
Finding the right customer satisfaction measurement system requires setting clear and actionable goals. When choosing metrics for measuring customer service and developing customer satisfaction survey questions, make sure these are aligned with higher-level objectives.
For instance, do you primarily want to track brand loyalty, improve case resolution time or monitor agent effectiveness? You’ll use different parameters to measure customer satisfaction than you would use to track agent performance.
If you’re seeking a 360-degree view of the quality, efficiency and effectiveness of your customer support, you might want to combine operational metrics with customer experience metrics for a more well-rounded perspective.
What Types of Metrics Measure Customer Satisfaction?
Here are the top four customer service satisfaction metrics to measure client satisfaction:
- Net promoter score (NPS)
- Customer satisfaction (CSAT) score
- Customer effort score (CES)
- Sentiment analysis
In essence, a quick customer metrics definition would be that NPS is a measure of loyalty, CES is a measure of effort, CSAT is a measure of satisfaction and sentiment analysis is a measure of emotion. Let’s take a closer look at each of these customer service satisfaction metrics.
What Is NPS?
Net promoter score is a calculation of the percentage of a company’s true advocates, and one of a surprisingly versatile customer satisfaction level measurement.
When asked a question such as, “How likely are you to recommend our brand to a friend or colleague?” and prompted to respond on a 10-point Likert scale (with 10 being “highly likely”), advocates are the customers who respond with nine or 10. Detractors are those who respond with a score from zero to six.
NPS is helpful in identifying strong brand advocates, but it also identifies those who are reporting a negative CX. If a customer leaves a low response, it’s good practice to reach out to find out where things went wrong and to offer proactive support.
Armed with more specific knowledge about why a customer gave a certain rating, customer service agents can directly address those issues, thereby potentially improving CX for all customers.
What Is CES?
Customer effort score is a customer service metric that provides deeper insights into CX during a support interaction.
“You can essentially think of CES as tracking the effort a customer puts into using your product or service,” Merse says. “The more effort that is needed over time will likely erode their loyalty.”
A CES survey might ask to what extent a customer agrees with a statement like, “This company made it easy for me to handle my issue.” This score helps measure the overall effectiveness of support.
Gartner, which developed the CES metric, reports that customer effort is the most significant factor in a customer’s loyalty or disloyalty. Monitoring CES can help CX leaders uncover and remedy high-effort pain points in customer interactions for more frictionless support.
What Is Sentiment Analysis?
Sentiment analysis — also known as opinion mining — is the process of determining whether a customer’s language reflects positive, negative or neutral sentiment. Using natural language processing capabilities, CX professionals can gain automated insights into the emotions driving customer interactions.
Sentiment scores assign a numeric value to the message, conversation and customer. Reports based on sentiment changes or themes related to positive or negative sentiment can help you better understand your customers and the service they’re experiencing.
Can I Use CES in Combination With Sentiment, CSAT or NPS?
Absolutely! By combining customer service satisfaction metrics, you can access a more complete understanding of the customer support experience. For instance, although a CES score tells you effort level, it doesn’t get to the why of the customer’s response or how they feel overall about your brand. For that, you need additional customer service satisfaction metrics.
What Are Some Strategies for Improving Customer Satisfaction?
Here are six strategies that can have a huge payoff on CX and customer satisfaction rates:
- Utilize best-in-class customer service as a brand differentiator. Many customer-first brands and category disruptors have already done this, but it’s never too late for change at your own organization.
- Segment your satisfaction scores by demographics, products and support channels to uncover underlying problems in specific areas.
- Reinvest in your customer support team with new, customer-oriented skills and training programs.
- Deliver proactive support to minimize negative CX. This could involve sending notifications about shipping delays, getting ahead of negative reviews with offers or product exchanges and similar strategies.
- Provide customers with easily navigable self-service content. A strong knowledge base or FAQ section helps customers resolve basic issues on their own.
- Evaluate whether your customer service technology is truly empowering your agents to deliver exceptional quality. Have high expectations for your technology partners and find software solutions that support a unified omnichannel experience.
Got more questions about measuring and interpreting customer satisfaction metrics? Connect with a CX expert at Kustomer.
