We explain how Net Promoter Score leaders like Amazon, Apple and Netflix keep their customer satisfaction score high. From providing a great customer service to encouraging creativity, we plunge into all of the characteristic and actionable business strategies used by these companies to improve customer satisfaction, retention and brand loyalty.
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What Do Companies With High Net Promoter Score Have in Common?
1.
2. Sometimes, the best way to
realize the importance of
something is to see it in action
3. We’ve studied 3 companies with high
Net Promoter Score:
▸ Apple - 72
40% above the computer hardware industry
▸ Amazon - 69
more than 30% above its industry average
▸ Netflix - 68
60% above the telecommunication industry
COMPANIES
WITH HIGH
NPS
4. So, what do Apple, Amazon and
Netflix all have in common?
16. SIMPLICITY &
RELIABILITY
Make decisions simple
1. Make it easy for consumers to gather and understand
information about your brand.
2. Minimize the number of information sources
consumers must touch while moving toward a
purchase.
3. Describe your differentiating features and benefits to
help consumers evaluate your product or service.
4. Create a side-by-side product or service comparisons
with your competitors.
1
18. EASIER,
FASTER &
BETTER
SERVICES
Apple is known for storing their customer’s information for
personalizing interactions.
The records of customer complaints are persistently stored in
Amazon’s centralized database, and can be accessed
conveniently by any customer service representative.
Netflix caters to cancelled members by storing their queued
DVDs for up to a year. This investment pays off when cancelled
members are transformed into re-activated members.
2 APPLE
NETFLIX
AMAZON
Collect customer information:
19. EASIER,
FASTER &
BETTER
SERVICES
You can use your Apple ID to access all services hosted
by Apple.
You can use your Amazon ID to place orders, access AWS
services, or purchase books on Kindle.
You can purchase a single Netflix subscription and use
the credentials to stream content from any of your devices.
2 APPLE
NETFLIX
AMAZON
Single sign-on:
21. GREAT
CUSTOMER
SERVICE
Fixing a broken Apple device is straightforward.
Returning a product to Amazon is simple.
If a subscriber runs into a problem while using Netflix,
it’s easy to talk to a real person.
The brands that achieve the highest NPS don’t just
focus on reliability — they also focus on great service.
3
APPLE
NETFLIX
AMAZON
23. GREAT
CUSTOMER
SERVICE
More than 1 million people are
looking for customer service reviews
every week, out of which 80% are
negative or critical in nature
27. The more different your value
proposition is from that of your
competitors, the more your brand
stands out
28. UNIQUE
PRODUCTS
& OFFERS
4 One of Apple’s biggest selling points is its unique hardware
and software.
No online store even comes close to matching the scale of
Amazon.
There’s no streaming service with a larger range of content
than Netflix (although Amazon’s competing service comes
close).
APPLE
AMAZON
NETFLIX
34. UNIQUE
PRODUCTS
& OFFERS
Innovations:
▸ Encourage your team to think creatively.
Google allows its engineers to
spend 20% of their work week
on projects that interest them.
Google + conversations
and Adsense were the result of
this encouragement.
4
35. UNIQUE
PRODUCTS
& OFFERS
Innovations:
▸ Look for ideas everywhere.
Listen to your customers
and your team.
Listen to their thoughts
carefully and choose the
ones that best fit your
needs and goals.
4
37. UNIQUE
CUSTOMER
EXPERIENCE
Apple does not make the cheapest smartphones.
Netflix does not provide free streaming unlike YouTube.
Amazon does not lure customers with cheap discounts
or flash sales.
5 APPLE
AMAZON
NETFLIX
If you think about it, you realize that...
38. They just deliver unique
experiences that people want
to talk about, and that’s how
they increase their NPS
46. BUILD
BRAND
LOYALTY
Reputation:
You can either spend hours
researching the best Android or
Windows smartphones in the market,
or you can just buy an iPhone.
Apple has built the reputation for
making quality smartphones, which
is the reason people “feel” confident
about the brand.
6
47. BUILD
BRAND
LOYALTY
Reputation:
In a similar way, you would
rather order things from
Amazon than take the risk of
trying a new online store.
It’s because Amazon has built
up the reputation of #1 online
marketplace.
6
48. People buy from businesses that have high
accountability and credibility, as it reduces
buyer anxiety and makes them confident
about making future purchases
49. BUILD
BRAND
LOYALTY
Apple Accountability:
From replacing iPhones to offering free credits to customers
for overcharging, Apple lives by its founder’s ideology of
upholding long-term credibility over short-term profitability.
6
50. BUILD
BRAND
LOYALTY
Amazon Accountability:
You can order anything from Amazon, and return it within 15
days, if you don’t like it. Amazon even refunds customers the
price-difference on items they recently bought.
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