Joseph Michelli

You are not alone in wanting to deliver outstanding customer experiences. According to Forrester Research, customer experience elevation is on the strategic priority list of 92% of businesses. Despite that prioritization, consumer satisfaction continues to decline. This presentation outlines the difference between companies that “aspire to” and those like Mercedes-Benz USA that “execute to” deliver customer delight. It outlines the importance of leadership vision and approaches to inspire customer-centricity for everyone who represents your brand. Moreover, the presentation offers practical tools for integrating technology with human service delivery to create a unique, special bond with your customers.

Let’s face it: the wants, needs, and desires of your customers are constantly changing. In this presentation, Dr. Michelli distinguishes between product, service, and experience-based strategies for acquiring, retaining, and driving referrals from your customers. Leveraging key principles from customer experience design technology, Joseph shows the importance of crafting a Way We Serve™ Statement, which helps staff members understand the nature of the optimal experience you seek to deliver. In this keynote, Dr. Michelli also demonstrates how to make cost-conscious decisions that drive customer loyalty and increase customer spend.

No company makes money or stays in business unless they serve the needs of others. Moreover, “crave-able” customer experiences drive consumer loyalty. Conservative estimates suggest it costs six times more to attract a new customer than to retain an existing one. By offering solutions to address stated and unstated customer needs, you increase your customers’ desire to spend more money on your business. In this keynote or workshop, Dr. Michelli discusses ways to innovate solutions that will enhance the customer’s life, such that existing customers spend more and increase their referrals to your business. By identifying loyalty drivers, Dr. Michelli helps audience members understand how to allocate limited financial and staff resources for maximum customer experience return

The drivers of customer loyalty are changing! Consumers no longer stay loyal to brands that simply satisfy them. Increasingly, customers churn because brands are difficult to do business with and/or those brands don’t develop emotional or lifestyle connections with them. In this customer loyalty presentation, Dr. Michelli looks at best practices from brands like Mercedes-Benz USA, Zappos, and Starbucks as they forge emotional connections at high-value touchpoints. He also demonstrates how an entire workforce listens to the voice of customers and looks for ways to remove pain points and enhance delight. This presentation also explores the role of employee loyalty to customer loyalty and the leadership behaviors needed to achieve both.

A Harvard Business Review research article suggests that customer experience initiatives are failing because they are not grounded in cultures of service excellence. In “Transforming Your Culture,” Dr. Michelli looks at how brands like Mercedes-Benz USA create a compelling vision of change urgency, align leaders in pursuit of tangible customer experience objectives, offer technology and process tools to delight customers, and change the internal conversation to discuss the business from the customer’s vantage point. If you are seeking a fundamental shift toward true “customer-centric” execution, this presentation will offer a roadmap and tools for transformational change!