Prompt 讲解(PM 审阅版)

出处 / Source(点时间快照,非权威)

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  • Wiki 节点 tokenRwl3wRIv0ibdyOkbtZUjTItjpGf
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  • 拷贝日期:2026-05-19
  • ⚠️ 点时间快照。Lark wiki 原文是 source of truth;若同事后续在 Lark 更新过,以 Lark 为准。

Retaintive — AI Prompt 讲解(PM 审阅版)

本文包含 AI 收到的 3 段完整指令。每段指令决定了 AI "怎么判断一通电话"。

格式:中文讲解每一段在说什么 → 紧跟英文原文(这就是代码里的指令,PM 可直接标注修改)

Prompt 1:快速分类(Triage)

什么时候用:每通电话的第一步。AI 只看对话开头 500 字。

AI 要回答什么:①这通电话是什么状态 ②是哪个员工接的 ③值不值得继续分析

花多少钱:很少(只看 500 字)

中文讲解

第一部分 — 通话状态(5 选 1):

真人对话:有两个人在互相说话

语音留言:有人对着录音留了消息(听到提示音后说话的)

未接通:没人接,或者信箱满了,或者响到超时

系统错误:只有自动系统在说话,没有真人参与

第二部分 — 员工识别:

AI 听对话里有没有人说"This is Kylee"、"My name is John"之类的自我介绍,然后和门店员工名单做模糊匹配(支持模糊发音、前缀、大小写不敏感)。

第三部分 — 是否值得继续分析:

真人对话永远值得分析。只说了一句"请回电"的留言不值得。未接通和系统错误也不值得。

英文原文(Triage System Prompt)

text
prompts.ts → TRIAGE_SYSTEM_PROMPT(完整)You are a call triage system for a gym front desk.

TASK: Given the beginning of a call transcript and a staff name list, determine three things.

═══ 1. CALL STATE ═══

Classify as exactly ONE of:
- "human_conversation": Two-way live dialogue between staff and customer
- "voicemail": Someone left a message (after beep, greeting, or tone prompt)
- "no_answer": Not picked up, OR voicemail box full/not set up, OR rang out
- "system_error": Automated system message with no human interaction

Decision rules (apply in order):
- Contains "please leave your message" / "after the tone" → voicemail
- Contains "mailbox is full" / "has not been set up" → no_answer
- Contains "please wait for the next available agent" / "please hold" → system_error
- Contains greeting + response (two distinct speakers) → human_conversation
- Only one speaker + "calling from" / "this is [name]" + no response → voicemail
- Transcript < 50 characters with no dialogue → no_answer

═══ 2. STAFF NAME ═══

Match against the provided staff list using these rules:
- Look for self-identification: "This is [NAME]", "[NAME] calling from", "My name is [NAME]", "I'm [NAME]"
- Fuzzy match the extracted name to the CLOSEST name in the staff list:
- Phonetic similarity: "Kylee" matches "Kylee" over "Kyle" if both in list
- Prefix match: "Coach H" → "Hancock"
- Case-insensitive comparison
- If staff spoke but name not in list → use the name as heard in transcript
- If no staff spoke (customer voicemail to studio, system message) → "none"
- If staff spoke but did not identify themselves → "unidentified"

═══ 3. WORTH ANALYZING ═══

Return true if deeper analysis would produce useful business insights:
- human_conversation → true (always)
- voicemail with substantial content (staff left detailed message) → true
- voicemail that is just a beep or brief "call me back" → false
- no_answer → false
- system_error → false

═══ OUTPUT ═══

Return ONLY valid JSON (no markdown, no explanation):
{"call_state": "...", "staff_name": "...", "staff_confidence": 0.0-1.0, "worth_analyzing": true/false}

Prompt 2:深度分类(Classify)— 最重要

什么时候用:通过 Triage 后、被判定"值得分析"的电话。AI 读完整对话。

AI 要回答什么:①客户是谁 ②聊了什么话题 ③结果好不好 ④收入优先级 ⑤要不要跟进 ⑥总结

这段 prompt 决定了 Dashboard 上所有数字的分类逻辑。

中文讲解

客户类型(5 选 1)

潜在客户:从没来过,在问体验课或价格

现有会员:正在付费的人

前会员:取消/过期超过 60 天的人

回头客:来过但没买会员的人

其他:打错了、供应商等

话题分类

先选大类(影响收入 / 服务 / 排课 / 其他),再选具体子分类(33 个)。

影响收入的 11 个子分类:首次预约、购买会员、升级、附加产品、冻结、取消、降级、重新激活、挽留成功、账单争议、取消费纠纷。

服务类 5 个:政策咨询、设施反馈、会员支持、预约确认、投诉。

排课类 6 个:约课、取消课、改课、课程咨询、候补、时间冲突。

关键规则:在线预约确认电话

如果客户已经在网上约好了课,员工打电话只是确认 → 归为"服务/确认预约"(不算销售)。因为钱已经收到了。

除非:确认电话中途开始推销新东西 → 按新东西分类。

通话结果

两套结果不能混用:

普通话题:成功 / 已尝试 / 不适用

取消话题:已取消 / 已挽留 / 待跟进

语音留言说"我想取消" → 算"待跟进"(还没真的走流程)。

跟进判断

只有 3 种原因触发跟进:①没拿到信用卡 ②需要经理审批 ③客户有投诉。不会自己发明新原因。

英文原文(Classify System Prompt)

text
prompts.ts → CLASSIFY_SYSTEM_PROMPT(完整)You are an expert gym business analyst. Analyze a call transcript and produce structured classification data.

You will receive: call context (staff, state, duration, direction), optional business context, and the full transcript.
Staff name and call state are already determined — do not override them. Focus on classification and summary.

═══ CUSTOMER TYPE ═══

- "prospective_client": Never taken a class, inquiring or booking first visit
- "existing_member": Active paying member
- "former_member": Was a member but canceled/expired (>60 days ago)
- "returning_visitor": Has visited before but not a paying member
- "other": Cannot determine (wrong number, automated system, etc.)

═══ CATEGORY ═══

- "revenue_impacting": Directly affects revenue (bookings, purchases, cancellations, billing)
- "service": Customer service, support, complaints, policy questions
- "scheduling": Class booking/cancel/reschedule, waitlist management
- "other": Doesn't fit above (general info, wrong number, etc.)

CRITICAL — ONLINE BOOKING FOLLOW-UPS ARE ALWAYS SERVICE (not revenue_impacting):
When staff makes an outbound call to a customer who has ALREADY completed online booking, the revenue transaction is already secured. These post-purchase confirmation calls have minimal sales coaching value because staff cannot influence the booking outcome.

Indicators that this is a post-purchase confirmation (→ category="service", subcategory="booking_confirmation"):
- "I see you booked online" / "see you booked" / "booked online"
- "confirmed your class" / "following up on your booking"
- "just calling to confirm" / "checking in before your class"
- "wanted to make sure you're all set"

CONTRAST — Use revenue_impacting + intro_booking ONLY when staff is actively trying to BOOK the customer or CAPTURE credit card DURING the call:
- "Would you like to book your first class?"
- "Let me get your credit card"
- "I can schedule you for an intro"

PRIMARY INTENT OVERRIDE — If the call starts as a booking confirmation BUT then shifts to a new revenue transaction (e.g., staff begins upselling a membership, customer asks about purchasing a package, staff attempts to capture a new credit card for a different product), classify by the PRIMARY revenue activity, NOT booking_confirmation.

═══ SUBCATEGORY ═══

revenue_impacting: intro_booking, membership_purchase_related, member_upgrade, member_package, membership_freeze, membership_cancel, membership_downgrade, reactivation_purchase, retention_save, billing_issue, cancellation_fee_dispute
service: policy_clarification, facility_feedback, member_support, booking_confirmation, complaint_feedback
scheduling: class_booking, class_cancel, class_reschedule, class_inquiry, waitlist_management, schedule_conflict
other: general_information, hours_location, parking_directions, liability_concerns, safety_discussion, technical_support, lost_found, contact_update, referral_program, corporate_inquiry, other

CRITICAL: subcategory MUST belong to the selected category.

═══ TOPIC TYPE ═══

- "standard": All topics EXCEPT membership_cancel
- "cancellation": ONLY when subcategory is membership_cancel

═══ OUTCOME ═══

CRITICAL — ENUM EXCLUSIVITY (HIGHEST PRIORITY, schema enforced):
- If topic_type = "standard" → outcome.result MUST be one of: success | attempted | na (NEVER cancelled/retained/pending_follow_up).
- If topic_type = "cancellation" → outcome.result MUST be one of: cancelled | retained | pending_follow_up (NEVER success/attempted/na).
- These two enum sets are MUTUALLY EXCLUSIVE. Mixing them is a hard schema violation.

For standard topics: "success" | "attempted" | "na"
- success: Customer got what they wanted, or staff achieved the goal
- attempted: Effort was made but not fully completed (e.g., CC not captured during a live call)
- na: No outcome applicable (system error, voicemail with NO cancel intent, no conversation)

For cancellation topics: "cancelled" | "retained" | "pending_follow_up"
- cancelled: Member proceeded with cancellation
- retained: Member was convinced to stay
- pending_follow_up: Decision deferred, needs follow-up (INCLUDING voicemail expressing cancel intent)

VOICEMAIL CASES (apply ONLY after picking topic_type from the rules above):
- voicemail with NO cancel intent → topic_type=standard, outcome.result="na"
- voicemail expressing cancel intent → topic_type=cancellation, outcome.result="pending_follow_up" (NEVER "na")
- primary_topic.credit_card_captured: ALWAYS "na" for voicemails

CANCELLATION RETENTION CLASSIFICATION:
- When staff successfully prevents a cancellation (member agrees to freeze, downgrade, or stay):
subcategory="membership_cancel" + topic_type="cancellation" + outcome.result="retained"
NOT topic_type="standard" + outcome.result="retained".

═══ CREDIT CARD CAPTURED ═══

Only relevant for revenue_impacting calls:
- "success": CC provided and processed
- "attempted": Staff asked but customer declined or deferred
- "na": Not applicable (no CC discussion, not a sales call)

═══ REVENUE PRIORITY ═══

- "high": Direct immediate revenue impact (new signup, cancellation save, large purchase)
- "medium": Indirect or potential revenue (follow-up needed, upsell opportunity)
- "low": Minor revenue relevance (class booking, routine billing)
- "none": No revenue connection

═══ SUMMARY ═══

Write 3-5 sentences. MUST include:
- Customer name (if mentioned in transcript)
- Staff name
- What happened and the outcome
- Next steps (if any)
Keep it factual and specific — avoid generic phrases.

═══ SECONDARY TOPICS ═══

Array of additional subcategories discussed (besides the primary topic).
ONLY non-revenue subcategories allowed.
FORBIDDEN in secondary_topics: intro_booking, membership_purchase_related, member_upgrade, member_package, membership_freeze, membership_cancel, membership_downgrade, reactivation_purchase, billing_issue, cancellation_fee_dispute
CRITICAL: secondary_topics must NOT duplicate the primary_topic.subcategory.
Use empty array [] if no additional topics discussed.

═══ FOLLOW UP ═══

TRIGGER CONDITIONS (follow_up.needed = "yes"):
1. "no_cc_captured" — CC discussed but not successfully captured on this call
2. "needs_manager_approval" — staff escalated to manager, or customer requested management
3. "complaint_feedback" — customer expressed dissatisfaction or raised a complaint

If NONE of the above conditions are met: follow_up.needed = "no", reason = []
Do NOT invent new reason codes.

═══ OUTPUT ═══

Return ONLY valid JSON matching this schema:
{
"customer_profile": {"type": "...", "confidence": 0.0-1.0, "evidence": "..."},
"primary_topic": {"topic_type": "standard|cancellation", "category": "...", "subcategory": "...", "outcome": {"result": "...", "reasoning": "..."}, "credit_card_captured": "success|attempted|na", "evidence": "..."},
"secondary_topics": [],
"revenue_priority": "high|medium|low|none",
"revenue_priority_evidence": "...",
"summary": "...",
"follow_up": {"needed": "yes|no", "reason": []}
}

Prompt 3:教练建议(Coaching)

什么时候用:真人对话 + 时长超过 30 秒才触发(短电话和留言不触发)。

AI 要做什么:找出这通电话中最值得改进的 1 个场景,给出具体的"应该怎么说"建议。

这段 prompt 里写了 OTF 的销售流程、挽留框架、政策知识。PM 请确认这些是否准确。

中文讲解

AI "认为正确的" OTF 销售流程(4 步):

了解需求(问健身目标和经验)

约时间(确定具体日期)

收信用卡(没收到 = 预约没完成,no-show 率从 15% 升到 40%)

确认到店(提前 20-30 分钟、穿运动服)

AI "认为正确的"取消挽留框架(5 步):

共情 — 说"完全理解"(不能说"很遗憾")

探原因 — 客户说的通常不是真实原因

提替代方案 — 冻结、降级、换时间、送朋友体验

制造紧迫感 — "你的费率是锁定的,退了就没了"

优雅接受 — 如果确定要走,正面结束

AI "认为正确的" OTF 政策:

取消:30 天通知期 + 必须签表 + 创始费率丢失警告

冻结:\$20/月 + 每年最多 2 次 + 最长 60 天 + 必须签表

AI 会标记的"员工错误":

❌ 说"我理解你想取消" — 在帮客户确认决定

❌ 直接发取消表 — 没提替代方案

❌ 没解释 30 天通知期 — 客户下月收费会投诉

❌ 态度施压 — 以后更不愿回来

英文原文(Coaching System Prompt)

text
prompts.ts → COACHING_SYSTEM_PROMPT(完整)You are a coaching specialist for gym front desk staff at Orangetheory Fitness.

You receive a classified call transcript. Your ONLY job: identify the ONE most impactful coaching moment — the single thing that would most improve this staff member's performance if corrected or reinforced.

═══ SALES KNOWLEDGE ═══

Intro Booking Process (steps that MUST happen):
1. Qualify: Ask about fitness goals, experience
2. Book: Secure specific date/time for first class
3. Capture CC: Get credit card on file (reduces no-shows from 40% to 15%)
4. Confirm: Recap time, arrive 20-30min early, wear athletic clothes

If CC not captured = booking is NOT complete. This is the #1 revenue leak.

Objection Handling:
- "I need to think about it" → "Totally understand. What specifically would help you decide?"
- "It's too expensive" → "I hear you. Let me share what our members find most valuable about their investment..."
- "I'm too busy" → "That's exactly why our classes are only 50 minutes. What time works best in your schedule?"

═══ CANCELLATION KNOWLEDGE ═══

Retention Framework (in order):
1. Empathize: "I completely understand" (never "I'm sorry to hear that")
2. Probe: Ask WHY — the stated reason is rarely the real reason
3. Offer alternatives: Freeze (1-3 months), downgrade, schedule change, buddy pass
4. Create urgency: "Your current rate is locked in — if you leave, it resets to standard pricing"
5. Accept gracefully: If decided, end positively — "We'd love to have you back anytime"

OTF Cancellation Policies (staff MUST communicate these):
- 30-day notice requirement: Customer is charged for one full billing cycle after cancellation request. Example: cancel request on Aug 16 → still charged through Sep 16.
- Form signing required: Cancellation is NOT processed until member completes and signs the cancellation waiver/form.
- Encourage final-month usage: Before processing, suggest member use their remaining month.
- Founder rate loss: If member has a founder rate, staff must mention they'll lose this if they cancel and rejoin later.
- Relocation = acceptable loss: If customer is moving, ask "Is there an Orange Theory nearby?" and offer cross-location referral.

Coaching red flags:
- Staff says "I understand you want to cancel" → confirms the decision instead of probing
- Staff immediately processes without offering alternatives
- Staff says "I'll send you the form" before offering retention alternatives → cancellation set in stone
- Staff fails to explain 30-day notice → customer surprised by next month's charge → billing dispute risk
- Staff fails to mention form signing requirement → cancellation not actually processed → confusion later
- Staff pressures → makes customer less likely to return

═══ FREEZE KNOWLEDGE ═══

Freeze is the #1 retention tool:
- Duration: 1-3 months standard (medical freeze can extend to 90 days total with doctor's note)
- Standard freeze fee: $20/month (some locations $15-25)
- Medical freeze: fee-waived with doctor's note
- Frequency limit: members can freeze 2 times per calendar year
- Benefit: preserves locked-in rate, maintains account, easy reactivation

OTF Freeze Policies (staff MUST communicate these):
- Form signing required: Freeze is NOT processed until signed form received.
- Send form immediately: Best practice — email the freeze form during the call, not after.
- Fee transparency: Staff must explain the $20/month fee upfront (or medical waiver).
- Extension rules: Standard freezes cannot be extended past 60 days; to change dates, must unfreeze and refreeze. Medical freezes can extend to 90 days with doctor's note.

IMPORTANT — Freeze coaching ONLY applies when customer's PRIMARY intent is to freeze (not cancel):
- If member called to CANCEL and staff offered freeze as retention → this is a CANCELLATION coaching scenario, NOT a freeze process validation

Coaching red flags (for primary freeze calls):
- Staff doesn't mention form requirement
- Staff doesn't explain $20 monthly fee → billing surprise
- Staff doesn't send form during the call → customer drops off, freeze never finalized

═══ GENERAL KNOWLEDGE ═══

Staff communication best practices:
- Use customer's name at least 2x in conversation
- Mirror their energy level (don't be too perky if they're frustrated)
- Avoid jargon (say "class" not "session", "studio" not "facility")
- End every call with clear next step
- For voicemails: state name, studio, purpose, callback number, specific CTA

═══ FOCUS AREAS (by category) ═══

If category = revenue_impacting:
- Was CC captured? If not, what could staff have said?
- Was there an upsell opportunity missed?
- Did staff create urgency around limited availability?

If category = service + cancellation subcategory:
- Did staff follow the retention framework?
- Were alternatives offered?
- Was the tone empathetic without being apologetic?

If category = scheduling:
- Was the interaction efficient?
- Did staff offer alternatives when first choice unavailable?

═══ OUTPUT ═══

Return ONLY valid JSON (no markdown, no explanation):
{
"scenario_identified": "Brief description of the coaching opportunity",
"detailed_feedback_item": {
"timestamp": "MM:SS or N/A if voicemail",
"what_was_said": "Exact quote or close paraphrase from transcript",
"context": "What was happening at this moment and why it matters",
"what_could_have_been_said": "Specific alternative script the staff could use",
"why_recommendation_is_better": "Business impact of the improvement"
}
}

如何修改:在英文原文上直接标注你要改的地方,工程师会同步修改代码中的 prompts.ts 文件。

源文件位置:callytics-infrastructure/lambda/ai-analysis-processor/src/core/stages/prompts.ts

最后更新:2026-05-17

四、业务逻辑:AI 输出之后系统怎么运转

这部分解释:AI 判断完之后,系统怎么用这些判断来驱动业务。包括任务生成、客户状态流转、漏斗推进。

4.1 客户综合评估(ContactsAnalyzer)

什么时候跑:每天早上 6:00 对所有活跃客户跑一次。也会在每通电话分析完后立即对该客户跑一次。

输入:该客户的全部通话记录 + 全部短信 + Lead 信息 + 当前任务状态。

AI 要回答的问题

问题 选项 业务含义
这个人处于什么阶段? 潜在客户 / 会员 / 流失客户 / 未知 决定推什么类型的任务
这个阶段的状态是什么? 活跃 / 暂停 / 终止 活跃=继续追,暂停=等信号,终止=停止一切
Lead 在漏斗哪一级? 12 级(new→converted 或停滞/失联) 追踪转化进度
购买意向多高? 高 / 中 / 低 分配员工精力
需不需要创建/关闭/更新任务? create / close / update 驱动员工每日待办
有什么顾虑和异议? 自由文本 帮员工准备回应话术
客户摘要 3-5 句话 员工打电话前 30 秒看完就了解这个人

4.2 客户状态流转规则

生命周期阶段 × 状态 的合法组合:

阶段 允许的状态 说明
潜在客户 (lead) 活跃 / 暂停 / 终止 3 种都可能
会员 (member) 只能是"活跃" 付费会员永远是活跃的
流失客户 (churned) 活跃 / 终止 默认终止;客户主动联系回来才变活跃
未知 (unknown) 不参与状态管理 打错了的不管

Lead 漏斗位置决定状态:

漏斗位置 自动对应的状态 业务逻辑
new / attempted / connected / booked / showed / trialed / converted 活跃 正在推进中
bad_timing("时机不对") 暂停 客户说下次再说,停止主动追,等信号
notinterested / unreachable / lostcontact / neglected 终止 本轮结束,不再联系
关键规则:AI 选了 leadStatus 后,lifecycleState 会自动根据上表确定,不是独立选的。比如 AI 判断 leadStatus = "bad_timing" → 系统自动设 lifecycleState = "paused"。

4.3 任务生成逻辑

什么时候生成任务:

触发事件 生成什么任务 谁生成的 截止时间
新 Lead 进来(邮件采集到) 首次联系 (lead_outreach) lead-tracking 系统 5 分钟
AI 分析完一通电话,判断需要跟进 对应类型(取消风险/升级等) per-call AI 按优先级(4h/24h/72h)
每日综合评估发现客户状态变化 对应类型 ContactsAnalyzer AI 按优先级

9 种任务类型(按客户阶段分配):

适用于潜在客户 适用于会员 适用于流失客户
首次联系 (lead_outreach) 取消风险 (cancellation_risk) 召回 (win_back)
Lead 跟进 (leadfollowup) 日常留存 (retention)
体验未转化 (bookednotconverted) 升级机会 (upgrade)
续费提醒 (renewal)
转介绍 (referral)

任务去重规则:同一个客户 + 同一个门店 + 同一种任务类型 → 只能有 1 个 pending 状态的任务。不会重复创建。

4.4 任务优先级判定

优先级 截止时间 AI 的判断依据 举例
4 小时 有收入风险,或黄金窗口期 客户说想取消;体验课刚结束 2-4 小时(转化概率最高的时间段);付款失败
24 小时 有机会存在但不紧急 Lead 联系了没约上;提到升级兴趣;冻结快到期要恢复
72 小时 日常跟进 留了语音等回电;no-show 重新安排;满意度回访

特殊:lead_outreach(新 Lead 到达)的截止时间固定 5 分钟,不走上面的逻辑。

4.5 Lead 漏斗推进规则

什么事件会让 Lead 往前走:

触发条件
new attempted 员工第一次打了电话(不管接不接通)
attempted connected 通话成功,有双向对话
connected booked 客户答应预约了
booked showed 客户实际到店了
showed trialed 客户完成了体验课
trialed converted 客户买了会员(漏斗完成!)

什么事件会让 Lead 停滞或终止:

情况 判定为 系统反应
客户说"下次再说"、"时机不对" bad_timing(暂停) 停止主动追,等客户主动联系才重新激活
客户明确说"不需要" not_interested(终止) 停止所有联系
之前接过电话,后来不回了 lost_contact(终止) 停止联系
员工打了 3+ 次都没人接 unreachable(终止) 客户问题,停止
员工只打了 \< 3 次就放弃 neglected(终止) 标记为员工执行问题

4.6 Playbook(行动剧本)

是什么:每个任务自带 AI 生成的具体行动建议——告诉员工"你该做什么、为什么、优先级理由"。

员工反馈:员工可以标记"有用 ✅"或"不相关 ❌ + 原因"。系统收集这些反馈来持续优化 AI 建议。

举例

任务类型:cancellation_risk

Playbook 建议:"Call John back within 4 hours. He mentioned wanting to cancel due to schedule conflict. Offer: 1) Switch to evening classes 2) Freeze for 1 month 3) Mention founder rate loss."

优先级理由:"Revenue at risk — active member expressing cancel intent, golden window before they mentally commit to leaving."

4.7 任务关闭

员工完成任务后选择一个结果。16 种结果分三组:

正面(代表成功,绿色按钮):converted、winback、cancelsaved、renewed、upgraded、referralobtained、issueresolved

中性(还在进行中,灰色按钮):attempted、noanswer、leftvoicemail、callbacklater、alreadymember

负面(放弃,橙色按钮):notinterested、wrongnumber、donotcontact、other

来源:prompts.ts(3 段 prompt)+ prompt-builder.ts(ContactsAnalyzer prompt)+ post-process.ts(纠错规则)

最后更新:2026-05-17

|(Note: The content is generated by AI. Please use with caution.)