If you’re a B2B marketer, you’re likely already familiar with how important it is to properly nurture leads. After all, not all leads are created equal, and getting leads in front of the right sales reps at the right time is much easier said than done. When clients are considering a purchase, especially those that come at a higher cost, they require a great deal of information and detail before committing to a purchase.
The most widely used anti-bot technique is the use of CAPTCHA, which is a form of Turing test used to distinguish between a human user and a less-sophisticated AI-powered bot, by the use of graphically-encoded human-readable text. Examples of providers include Recaptcha, and commercial companies such as Minteye, Solve Media, and NuCaptcha. Captchas, however, are not foolproof in preventing bots as they can often be circumvented by computer character recognition, security holes, and even by outsourcing captcha solving to cheap laborers.
Facebook has jumped fully on the conversational commerce bandwagon and is betting big that it can turn its popular Messenger app into a business messaging powerhouse. The company first integrated peer-to-peer payments into Messenger in 2015, and then launched a full chatbot API so businesses can create interactions for customers to occur within the Facebook Messenger app. You can order flowers from 1–800-Flowers, browse the latest fashion and make purchases from Spring, and order an Uber, all from within a Messenger chat.
The plugin aspect to Chatfuel is one of the real bonuses. You can link up to all sorts of different services to add richer content to the conversations that you're having. This includes linking up to Twitter, Instagram and YouTube, as well as being able to request that the user share their location, serve video and audio content, and build out custom attributes that can be used to segment users based on their inputs. This last part is a killer feature.
How can our business leverage technology to better and more often engage younger audiences with our products and services? H&M is one of several retailers experimenting with and leveraging chatbots as a mobile marketing opportunity – according to a report by Accenture, 32 percent of the world (a large portion of the population 29 years old and younger) uses social media daily and 80 percent of that time is via mobile.
If the success of WeChat in China is any sign, these utility bots are the future. Without ever leaving the messaging app, users can hail a taxi, video chat a friend, order food at a restaurant, and book their next vacation. In fact, WeChat has become so ingrained in society that a business would be considered obsolete without an integration. People who divide their time between China and the West complain that leaving this world behind is akin to stepping back in time.
It won’t be an easy march though once we get to the nitty-gritty details. For example, I heard through the grapevine that when Starbucks looked at the voice data they collected from customer orders, they found that there are a few millions unique ways to order. (For those in the field, I’m talking about unique user utterances.) This is to be expected given the wild combinations of latte vs mocha, dairy vs soy, grande vs trenta, extra-hot vs iced, room vs no-room, for here vs to-go, snack variety, spoken accent diversity, etc. The AI practitioner will soon curse all these dimensions before taking a deep learning breath and getting to work. I feel though that given practically unlimited data, deep learning is now good enough to overcome this problem, and it is only a matter of couple of years until we see these TODA solutions deployed. One technique to watch is Generative Adversarial Nets (GAN). Roughly speaking, GAN engages itself in an iterative game of counterfeiting real stuffs, getting caught by the police neural network, improving counterfeiting skill, and rinse-and-repeating until it can pass as your Starbucks’ order-taking person, given enough data and iterations.
This importance is reinforced by Jacqueline Payne, Customer Support Manager at Paperclip Digital, who says ‘Customer service isn’t a buzzword. But too many businesses treat it like it is. As a viable avenue from which to lower customer acquisition costs and cultivate a loyal customer base, chat bots can play a pivotal role in driving business growth.’
The bot (which also offers users the opportunity to chat with your friendly neighborhood Spiderman) isn’t a true conversational agent, in the sense that the bot’s responses are currently a little limited; this isn’t a truly “freestyle” chatbot. For example, in the conversation above, the bot didn’t recognize the reply as a valid response – kind of a bummer if you’re hoping for an immersive experience.
At this year’s I/O, Google announced its own Facebook Messenger competitor called Allo. Apart from some neat features around privacy and self-expression, the really interesting part of Allo is @google, the app’s AI digital assistant. Google’s assistant is interesting because the company has about a decades-long head start in machine learning applied to search, so its likely that Allo’s chatbot will be very useful. In fact, you could see Allo becoming the primary interface for interacting with Google search over time. This interaction model would more closely resemble Larry Page’s long-term vision for search, which goes far beyond the clumsy search query + results page model of today:
Not integrated. This goes hand-in-hand with the contextual knowledge, but chatbots often suffer from “death by data silo” where their access to data is limited. If a chatbot is “chatting with” a customer, they not only need to access the contextual data of their customer but also have access to every place where the answer to the customer’s question may reside. Product documentation site, customer community, different websites are all places where that answer can be.
Another reason is that Facebook, which has 900 million Messenger users, is expected to get into bots. Many see this as a big potential opportunity; where Facebook goes, the rest of the industry often follows. Slack, which lends itself to bot-based services, has also grown dramatically to two million daily users, which bot makers and investors see as a potentially lucrative market.
Chatbots are unique because they not only engage with your customers, they also retain them. This means that unlike other forms of marketing, chatbots keep your customers entertained for longer. For example, let's say you catch your audience's attention with a video. While this video may be extremely engaging, once it ends, it doesn't have much more to offer.
The biggest benefit of having a conversational AI solution is the instant response rate. Answering queries within an hour translates into 7X increase in the likelihood of converting a lead. Customers are more likely to talk about a negative experience than a positive one. So nipping a negative review right in the bud is going to help improve your product’s brand standing.
A basic SMS service is available via GitHub to start building a bot which uses IBM’s BlueMix platform which hosts the Watson Conversation Services. A developer can import a workspace to setup a new service. This starts with a blank dashboard where a developer can import all the tools needed to run the conversation service. The services has a dialog flow – a series of options with yes/no answers that the service uses to work out what the user’s intent is, what entity it’s working on, how to respond and how to phrase the response in the best way for the user.
Because chatbots are predominantly found on social media messaging platforms, they're able to reach a virtually limitless audience. They can reach a new customer base for your brand by tapping into new demographics, and they can be integrated across multiple messaging applications, thus making you more readily available to help your customers. This, in turn, opens new opportunities for you to increase sales.
Do the nature of our services and size of our customer base warrant an investment in a more efficient and automated customer service response? How can we offer a more streamlined experience without (necessarily) increasing costly human resources? Amtrak’s website receives over 375,000 daily visitors, and they wanted a solution that provided users with instant access to online self-service.
For example, say you want to purchase a pair of shoes online from Nordstrom. You would have to browse their site and look around until you find the pair you wanted. Then you would add the pair to your cart to go through the motions of checking out. But in the case Nordstrom had a conversational bot, you would simply tell the bot what you’re looking for and get an instant answer. You would be able to search within an interface that actually learns what you like, even when you can’t coherently articulate it. And in the not-so-distant future, we’ll even have similar experiences when we visit the retail stores.