Customer Care

Service Recovery, Goes Far Beyond Problem Solving!


Customers hope for no problems. Yet problems arise. Nothing is perfect. When they do, customer service recovery is the hot landing zone for success.


To meet customers’ expectations in that zone, we must know what customer service recovery is and build a culture including everyone — not just the front line. Some leaders define service recovery as “resolve the problem”. They apply great resources to it. They are stunned when customers leave despite the problem resolution. They wonder what customer expectations they missed.


Customer Service Recovery: Image are lights of airplane landing.

Customer Service Recovery Landing Zone for Success. Image by: Echo9er

Image by Echo9er via Flickr Creative Commons License.

Service Recovery Requires Far More Than Problem Solving

Here’s what these leaders missed in defining and delivering service recovery. In addition to solving the problem, we must …

  1. Illustrate Commitment.

    When customers experience trouble, our every move has to show total commitment to them. Ask yourself: What are we committed to? Standard procedures and processes? Organizational structure? Or the customers’ success?

    Good sense service recovery: Show commitment to the customers. Give them attention and make it easy for them! In the hot zone, replace routine everyday procedures with full focus on the customers as well as their problems. All the problem solving behind the scenes won’t rebuild trust if we ignore the customers and inflict more pain along the way.


  2. Work With Credibility.

    Leaders, credibility hinges on ownership and empowerment. Committed empowered team members with customer service people skills can deliver excellent service recovery. Non-empowered team members will fall short. Why?

    Because they can’t convince customers that the organization is owning the problem. They will always seem like smiling gatekeepers not capable customer advocates. During service recovery, this inflames the situation. Customers believe no one cares and nobody is doing anything. They leave with frustration and bad memories.

    Good sense service recovery: Empower team members with information. Give them permission to work across departments for credible service recovery. Else customers believe we care more about our company’s structure than we do them. Why should they return and be loyal?


  3. Collaborate and Team Up.

    If your business is comprised of structured silos, collaboration and teamwork can be the weak spot in service recovery. You can’t just give permission to an employee to work with another team. The other teams must welcome it and collaborate too.

    Good sense service recovery: If the top leader has asked you to lead service recovery improvements for the organization, engage your management and leadership peers. Work together to identify all teamwork obstacles to service recovery. Their teams must all deliver service recovery. These leaders and managers must help craft it.

    If your peers resist, it can be a sign that your organization’s commitment to service recovery is painfully weak. Rigid managers who protect their domain are placing internal politics ahead of customer well-being and the company’s success.


  4. Communicate Throughout the Process.

    Lack of information and sparse communication kill service recovery. Think of the pain it inflicts on customers. They can’t move on to achieve their goals. They feel helpless, incapable, and even panicky and desperate. It puts them on hold completely. Many think that not knowing is the worst. They see it as the height of selfish uncaring behavior.

    Good sense service recovery: There is no excuse for lack of communication. Keep customers informed throughout the process to show them you are owning the problem and working on it. If you have a resolution plan in place to solve some of the bigger problems, communicate it. Solving the problem is not enough.


  5. Show We Care.

    How we communicate makes all the difference. Our words and tone of voice either speak our commitment or show we don’t care.

    Good sense service recovery: Provide customer service people skills training. It turns everyday communication into professional service recovery skill. Deliver it to all teams not just the front line. How teams speak to each other affects the total effort and the service results. It is the difference between a customer centric culture and a non-empowered front line.





Important Questions from Leaders

In the 25 years I have been consulting and training on service recovery, leaders most often ask:

  • Must we do years of work to establish the customer centric culture before we train our teams on service recovery people skills? Answer: You can do it simultaneously. Caring communication is so important that the sooner you do it, the less pain you inflict on customers. The training also helps to create the customer centric culture although training alone can’t do it.

  • How do we explain to non-customer facing teams the value of service recovery skills training? Stress that how we think drives our behavior. Service recovery people skills training focuses on mindset, teamwork, and how to communicate with each other — not just with customers.

  • How can we ensure team members use what they learn? In the training, use customer situations that actually occur in your company. Engage the team members in the training; don’t just lecture and tell. Model the behavior yourselves. Lastly, ask the team to come up with ways to keep the learning alive. Will they make reminder cards? Will they start each day with one tip from the training? Will they share lessons learned each day? There are many ways. Let them wow themselves, you, and of course the customers!


What service recovery questions do you have or tips would you like to share?



We can make service recovery great and easy!



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Posts:
Leaders, Can Your Teams Ace This Service Recovery Moment?
Customer Service Recovery, Use People Skills to Deliver vs Defend


©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

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Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Courtesy Checklist: 10 Superior Ways to Lead, Serve, & Collaborate

Courtesy Checklist: Image is Jar of Honey w/ a honey twister.

Courtesy Checklist: Superior Ways to Lead, Serve, Collaborate. Image licensed from Istock.com

Image licensed from Istock.com

Courtesy Checklist: Do you do these every day?


  1. Greet politely and/or warmly. Welcome new teammates on their first day and you set teamwork in motion. Greet potential and current customers with courtesy and enthusiasm. You give them a picture of many positive experiences ahead. Engage employees at the beginning of a meeting. You overcome the typical meeting apathy.

  2. Start a request with please. It was everywhere in decades past. Has it slipped away? Grab hold of it and put it back in every request. This one small word communicates respect that prevents requests from being misconstrued as disguised orders. In leadership, teamwork, and customer service, this one is an essential on your courtesy checklist!

  3. Give sincere and abundant thank yous. The gift of gratitude is free yet far from cheap. People hold gratitude in high regard. It is quite dear. Leaders’ appreciation goes far beyond the instance of thanks. It creates a culture of gratitude that sustains customer relationships and employee morale. Leaders, help get this one on everyone’s courtesy checklist!

  4. Interact with an open mind. Many don’t think of open-mindedness as a part of courtesy. It is! Any behavior that considers others and eases interaction is courtesy. When working with customers, teammates, or employees very different from you, your open mind welcomes them in. Solutions and success come from openness!

  5. Eliminate common rudeness. There are habits that most people consider rude: talking too loud, slurping drinks, smacking lips when eating, clinking utensils, eating while you’re on the phone, going through a door and not holding it behind you for the next person, and the list goes on. Beyond these habits, learn cultural norms when working with people around the globe. It is the essence of courtesy in global business.

  6. Adapt to personality types. Most people think of the driver personality type when they read this on the courtesy checklist. Yet it is applies to all types. Amiables, analytics, and expressives, can be just as extreme in their behavior as the driver type. Extreme behavior tips toward discourteous. Seek balance. Consider others’ needs and flex. You can’t change your type yet you can adapt your behavior. This is courtesy!

  7. Show interest but don’t pry. Showing interest in customers is a courtesy that warms the relationship. Prying into their lives with intrusive questions will slam the door shut. Asking teammates about their weekend can start the week off well. Grilling them with personal questions builds walls that stop success. An important distinction on the courtesy checklist.

  8. Share information. Don’t gossip. Every time a customer service rep tells a customer how much trouble another customer was, it mars the professional image. Even if the customer you are telling agrees with you, they wonder what you will say about them to someone else. This is a perilous detour from positive customer relationships. Stay on the road of courtesy and professional behavior.

  9. Smile don’t sneer, snicker, or smirk. Non-verbal communication is on the courtesy checklist. Derisive gestures and looks, demean others. In their mildest form they are rude. In their extreme form, they can constitute bullying. Treating people badly — discourtesy — pushes people away. Simple, respectful behavior keeps everyone engaged. Once again courtesy is always a winner in business.

  10. Guard generalizations. Generalizations about people will almost always disrespect someone. One day, I heard an employee state that people who work in government are lazy. He didn’t consider that his co-workers had friends and family who worked in the public sector. Besides painting himself in a bad light, his discourteous remark marred work relationships and teamwork. Honor individuality and diversity. That’s on the courtesy checklist!

 
Courtesy never goes out of fashion. It feels great to receive it. In business, it’s not just a nicety. It’s a necessity for leadership, teamwork, sales, and customer service.

Far more than a pleasantry, courtesy opens doors, impresses in first meetings, shows respect, expresses care, smooths rough moments, defuses tension, bridges gaps, and feeds business relationships.


Courtesy — considering others’ needs and easing the way — gives you superior ways to succeed.


What other items are on your courtesy checklist?



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Posts:
GPS Your Brain to Work w/ Any Personality Type
Avoid 8 Common Causes of People Skills Mistakes
The 25 Worst Customer Service Stories to Train the Best CSRs

©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Customer Experience Big Data: Retailers How Will You Use It?


As apparel retailers offer more incentives to buy online, they run straight into the cost of returns.  The press is reporting that many will use customer experience big data to track and punish customers with high volume returns.


Very interesting — punishment as a customer care success strategy?

Customer Experience Big Data: Image is Swaddled Smurf says customer care.

Customer Experience Big Data Retailers: Punish or Perish? Image by Storque via Flickr.




We aren’t talking about customers who shoplift. These are customers who must try on what they buy online and return what doesn’t fit. Punishment will not stop their returns.

Possible punishment will discourage many customers from buying in the first place!


Customer Experience Big Data: Care & Integrity

Retailers if you are losing money from returns, consider a more positive approach. Don’t use manipulation to lure everyone in and punishment when the returns come in. This isn’t customer care!


Reward the positive. That’s customer care.

  • Instead of free shipping up front and punishment for high returns, refund the shipping to customers with low volume returns. It’s a reward. Customers love to be rewarded. Rewards feel good. Rewards bring people back for more. Use customer experience big data to reward not punish.

  • It’s also honest. It’s profit through integrity. Conversely, punishment for returns exposes the lack of transparency in your promotional offers. Free shipping isn’t free if you plan to punish later to recoup the money.







Do you want customers to have a positive impression of your brand?

Big data as big brother won’t do it.



Think about the busiest shopping season — the Holidays. Do you want to punish the high volume apparel gift givers who return gifts that don’t fit their loved ones?

What greeting will you use? Happy Holidays from the retailer who punishes? Brought to you by the Marquis de Sade marketing agency?



No one disputes that businesses must be profitable. It’s clear that returns cost money.

Yet upfront offers that start with “come here we want you” and end in punishment are more like predatory stalking than customer care.



Keep it simple. Remember the basic relationship. Customers place orders and retailers fulfill them. Reward customers that stand by you and see your reputation and your coffers grow!

Online shoppers what do you think?

What retailer practices do you like and dislike?



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Image by Storque via Flickr Creative Commons License.

Related Posts:
Retailers: The Opposite of Convenience May Surprise You
Customers Say, Make It Easy!

©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Customer service stories: Image is rolls of money up an arrow.

Customer Service Stories: Worst to Train Best. Image via Istock.com

As The People Skills Coach™, I use both positive and negative real life customer service stories to train Service Desk and Help Desk analysts, Customer Care teams, Customer Service Reps, and Contact Center agents.

The positive customer service stories define the model of great customer service behavior. The negative customer service stories address the emotional intelligence team members need to deliver memorable service.

Below are the 25 worst customer service stories of the 40 that I received in response to the question: What is the worst thing a customer service rep ever said to you?

If you own a business or are in a position of customer service leadership, ask yourself if any of your team members would act these ways?




The 25 Worst Customer Service Stories


  1. The foul language in this story is clearly wrong. Will your CSRs quickly identify the other critical error in this exchange? Here’s the story from Ron B: I had a problem with a new piece of electronic equipment and called for assistance. The first technician I talked with insisted that there was nothing wrong with his company’s equipment, that it must be my fault. When I explained that everything in the network had worked perfectly until I powered the new item up, he laughed at me. When I asked to talk to his supervisor, he responded with the infamous two letter expletive and hung up. I called back and spoke with a different tech who was able to resolve the problem in a matter of minutes and who then asked his supervisor to join us on the line. When I told the supervisor of my earlier experience, she asked me to give her one day so she could resolve the problem. She called back in less than fifteen minutes to tell me that she and the call center manager had reviewed the tape of the call, fired the original technician, and promoted the second one to a customer service training position. It went from being the worst customer service experience ever to one of the best in less than half an hour.
    Submitted by: Ron B.


  2. The story: I was trying to get some information from the local cable company, Comcast, about my bill. I couldn’t understand the different groupings of channels which had no explanation just names like Extended Package. She couldn’t explain it and kept getting the same channels in different groupings. I said, very politely, “I don’t understand your explanation, is there someone else who can explain it to me so I will understand it.” She replied: “You’re stupid.” Then she hung up.
    Submitted by: Elaine B.

  3. “You’re not following our process.” Sadly, this was said to a customer by one of my own CSRs.  This was a wake-up call for sure.
    Submitted by: Drew J.

  4. “I’m sorry, but that’s our Policy and I’m not connecting you with my supervisor.”
    This reply is anathema to the reason for customer service — to serve the customer (the person with the $$$ they want).  I could care less about their policies.  My policy is that I don’t do business with companies that don’t treat me with respect and give me value for my money.  If something doesn’t work, then just fix it.  If you don’t know – then say “I don’t know, but let me find out for you.”  Companies are run by humans and humans make mistakes.  I don’t judge them badly because they make a mistake.  It’s how they resolve the mistake that matters.
    Submitted by: David G.

  5. Can you believe this interaction? Here’s the story: In our large grocery store, I asked about the cinnamon buns that were in the sample dome. The employee I asked said that they were very fattening and I could do with losing some weight!
    Submitted by: Andrew F.

  6. I explained to a computer company rep that I had 12 new laptops that would not power on no matter what I did.  His answer to me was “What do you want me to do about it?”  I said excuse me?  He clarified by saying “if they don’t power on I can’t trouble shoot them and if they aren’t powering on, it has to be something you did to them that made them not work.” I still have nightmares.
    Submitted by: Liz M.

  7. “You will have to go online to and fix this.” I replied “Seriously? I am talking to customer service – a real live human being and you can’t do a thing for me? “Yes ma’am, you need to go online to do this.”  So I asked her, “What, exactly, do you do?”  Silence.
    Submitted by: Shelly S.

  8. It’s not our fault that you have this problem – it’s yours.” (Big Insurance Company in the UK)
    Submitted by: Ian T.

  9. I’m still fuming from my experience with an online site for booking airfares this morning.. Woke up sick as a dog, needing to catch a flight at 7:00. I’ve probably booked one hundred flights through this company’s site and I have always paid the $20.00 insurance if changes ever come up, including unexpected illness. I have never actually used this insurance but was happy to have it until I was told from ABC Airline: “I’m sorry, there’s nothing we can do for you.”  And, then again from online booking site, “I’m sorry, there’s nothing we can do for you.” Lesson learned. Don’t buy insurance from an online booking site or better yet avoid this one altogether.
    Submitted by: Anonymous

  10. Is this stupidity or lack of caring? The story: A pharmacy rep refused to authorize one of my meds. When I told her I had been waiting 2 weeks and explained the effects of not having them,  she said ”maybe you should see a doctor about these new symptoms.”
    Submitted by: Denise C.

  11. Are your reps so busy following scripts that they don’t listen? Here’s the story:  My father passed away.  I called a credit card company to cancel his account.  I said, “My name is Debra. My father Pat passed away and I am the Executor of the Estate. I am calling to cancel his account.”
    The rep replied, “Well, I need to talk to Pat.” I said, “Listen very carefully. He’s DEAD – now if you want to talk to him, you’ll have to figure out how to. GIVE ME YOUR SUPERVISOR!”   The Supervisor got on the phone and I said, “Do you have a connection with God?”  She cracked up laughing – she had heard about the conversation.
    Submitted by: Deborah B.

  12. I called computer printer company’s customer service about my new printer that wouldn’t interface with my computer even though the company swore it would easily work.  After hours of being on hold and being told that I had obviously done something wrong or just couldn’t understand, the rep told me “Yeah, really not my problem, lady.” So I contacted the computer company. They figured out the problem – and were nice.
    Submitted by: Julie G.

  13. My favorite bad customer service response was “it is working as designed” after the support agent was able to duplicate an obvious bug/error in a popular word processing program.
    Submitted by: Tom M.

  14. “You should buy one of those bust reducing bras from (another company).” This was said by one of the stick thin pre-pubescent staff in the clothing store I was in.  This is customer service? I don’t think so!
    Submitted by: Emma C.

  15. Is this the new version of customer self-service ? The story: I was checking out at WalMart, with my elderly Mom and small kids in tow.  A pair of $8 shoes I was buying rang up for $10. I questioned the clerk on the price at which time she said “No they rang up for $10. “You can go back there and check it yourself”. I wasn’t about to do that, so I just settled up for the $10. grrrr.  Got home and pulled the shoes out of the box and guess what. The actual price tag on the shoes said $8! Next day I went back to customer service and happened to be waited on by the same clerk at which time she said, ”That wasn’t my fault; it was the cash register. I can’t help you”.  I had to find the store manager to get the issue resolved.  He not only gave me all my money back, but he let me keep the shoes.
    Submitted by: Amanda K.

  16. I had spent well over 3 hours on the phone with customer service/tech. support, having been repeatedly put on hold, transferred, and disconnected. I called back after yet another disconnection after being on hold for several minutes. The person who answered started to go into their script, asking me for irrelevant information. I told the person that I just needed to be connected to XYZ because I had been disconnected after being on the phone with them for over three hours. The rep went to a very long speech about how he’d be happy to transfer me. I didn’t need a speech. I just needed him to transfer me. I told him this. He repeated the speech. His scripted, “inhuman courteousness” just made me angry and hate the company.
    Submitted by: Joe S.

  17. Have your reps ever said this? “There is nothing I can do for you.”  I asked for a supervisor and they told me that the supervisor will tell me the same thing!
    Submitted by: Sahar A.

  18. This one is beyond belief — yet true. Here’s the story: I was hosting a party for 150 people and needed catering prices 7 weeks prior to the party to review bids, select caterer, or determine another venue. I had a drop-dead due date and explained that.  When I contacted the caterer for prices because they hadn’t contacted me by the morning of the due date, my main contact was on vacation and left no information. I was fuming. Obviously, they did not get my business.  When I finally reached the caterer to determine how they could have made such an error, he said “I decided you didn’t need it by your due date.” I was appalled.  How could they decide my due date? I did contact the management office and heads did roll. This was not lost business from this one event, but there were 5 hosts involved (their friends) and word of mouth travels fast.  While management appreciated my comments, they were foolish in not throwing me some type of bone to offset the situation. In a world where it’s tough to get business, this is not acceptable.
    Submitted by: Lisa R.

  19. “ya wesd rufj dimn uklod doodop” In other words, the worst customer service ever was delivered by someone who spoke no comprehensible English. I’ve heard it hundreds of times to lesser degrees, but in one case it was entirely incomprehensible. When will these companies learn that customer service agents need to actually be comprehensible in the language they are supposedly supporting?
    Submitted by: John B.

  20. How would your reps reply to this request? Here’s the story: I lost my cable service for 3 days. Apparently, it was a system wide failure and thousands of customers were affected. During the course of my conversation, I said something like “Please just credit me for 3 days worth of service.” The rep said, “We can’t do that. Do you know how much it would cost us if we credited everyone for the past three days?”
    Submitted by: Phil F.

  21. “I am sorry but that’s our policy”. Even if the rep says it politely, this is a statement that can tick anybody off. Such a statement exudes rigidity and inflexibility, which is the last thing a customer wants to hear when he/she calls customer service with a genuine problem.  This statement, if used too many times by a customer service agent during a call, would generally lead to an escalation or loss of a customer which indicates the poor performance of the agent.
    Submitted by: Om D.

  22. Have you taught your reps the difference between professional and personal behavior? Here’s the story: I was speaking with a customer service representative about a problem I was having.  I said, “I know it’s not your fault.” She said, “That’s right. It’s not my fault.” She is the representative of a company. She should accept responsibility even if it’s not her personal fault!
    Submitted by: Randi B.

  23. Here’s one of the recent nightmares I lived through. There was a charge on my Citibank Mastercard from a vendor who renewed my $400 membership without asking me.  I spoke with the vendor and he agreed to send a credit into the credit card company for the charge.  Since the credit card bill was due in 15 days, I called the credit card company to ensure that I wouldn’t have to pay $400 up front only to have it credited back later.  The rep who answered the phone went into his long drawn out scripted answer. I asked to speak with a supervisor and after waiting on hold, the supervisor started another scripted answer.  I said, “I am a busy person and I just need a simple direct answer instead of the script.” He replied: “I am sorry you called when you were busy.  We are open 24 hours a day.” I stopped using that card.  I will not give my money to a company whose representatives communicate sarcastically and blame me for their slow scripted service.
    Kate Nasser, The People Skills Coach™

  24. I had a credit card and somehow after a year the bank changed my zip code and I didn’t get the bill. When they called I explained I never got a bill. After we found the issue I asked for a refund of the late fee. Though I got it eventually I was initially told, ”You are responsible for your bill, we only send the statement as a convenience to you.”
    Submitted by: Shawn D.

  25. What would your reps say if they had difficulty communicating with a customer? Would they sound like this rep who acted as if she was the sergeant in charge.  Here’s the story: A rep at a big box cable company in the Midwest said to me:  “You’re not listening to me. “
    Submitted by: Linda L.




If you are a business owner, customer service leader, manager, or supervisor, consider using customer service stories during team meetings for continuous learning and improvement. As a customer service leader you may be surprised at what you hear from your teams.

If their discussion focuses primarily on the customer’s behavior, your reps and analysts may need additional training on their customer care attitude and emotional intelligence. If instead they quickly acknowledge that the service was far below par, ask them specifically how they would handle that same scenario. To punctuate the training, ask each team member to state one step they will take that day to give outstanding customer service.

The key training topics from these customer service stories include emotional intelligence, customer care attitude, listening skills, the perilous effects of procedur-itis, ownership, and clear communication. I would be pleased to work with you as you take your team members to the heights of customer service excellence.


From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Posts:
21 Customer Service Tips to Make It Easy for Customers

Image licensed from Istock.com

©2010-2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

PS-EnergyBar-LogoJoin me through these social channels.

Engage in people skills learning! Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. I invite your questions, share my experience, and welcome your wisdom.

Customers Speak: This is What We Want & Deserve!

Great customer service and wonderful customer experience is one simple characteristic come to life — ease! We can make a much longer list.


Yet when customers speak, it comes down to one underlying wish — ease. Every time customers speak, they are saying, “If you’ll listen, we’ll train you on the ease we want and deserve. You want and deserve it when you are the customer.”




Customers Speak: Image is the letter E.

Customers Speak: This is What We All Want! Image by Chrisin Plymouth via Flickr Creative Commons License.

Image by Chrisin Plymouth via Flickr Creative Commons License.

Customers Speak: We All Want Ease!

  • The road warrior business travelers want low stress to retain high energy. When we say our luggage is lost, don’t correct our words and call it delayed. Apologize for the inconvenience, locate it, and get it to us. Aah … ease!
  • The parents renting your space for their child’s special event want everything to flow well. When we ask for something extra at the last minute, don’t read us the signed agreement. Tell us if you can do it and for how much more money. Aah … ease!
  • The elite customers paying loads of money want to be pampered. When we wish you a wonderful day, don’t tell us it’s only wonderful when you’re done with work. Let us live the short dream that life is wonderful. Aah … ease!
  • The gift card recipients want to buy themselves a treat. Don’t confuse us with complicated terms and exclusions. Make it as easy as using cash or a debit card. Aah … ease!
  • The customers suggesting customer service improvements want their ideas noted and considered. Don’t tell us the problem. Don’t tell us why things are the way they are. Thank us for the suggestion and explore its possibilities. Aah … ease!
  • The business customers working hard for success want the supplier to deliver with no mistakes. Don’t just believe everything will be OK. Have a backup plan to keep our success alive even when you slip up. Aah … ease!
  • The dissatisfied customers want the problem resolved without a fight. Don’t keep us from the promised land by quickly saying no and staffing unempowered reps. Listen to our situation and work with us before we yell. Aah … ease!



Customers speak this wish for ease in every moment of interaction.

You speak it when you are the customer.

Do you hear it when you are the service provider?


The Story When Customers Speak

    Consider what happened to one of my blog readers, Karen Bacot. She had fasted for two days in preparation for a medical procedure. The doctor’s office called the day of the procedure to confirm — a later date! Karen explained that the office had made a mistake and she was coming today. The office rep said bluntly that they hadn’t made a mistake and they couldn’t possibly do her procedure today.

    Karen persisted, “Do I need to remind you that you are talking to someone who hasn’t eaten in two days?” This plea finally broke through the office rep’s uncaring mental block. The rep connected Karen to someone who worked with her to resolve the issue.



All customers speak one universal wish — ease! Why make the interaction tough? Eventually the rep connected Karen to someone who could help. Why not do that at the start? The stress served no purpose. It also left a very bad uncaring customer service impression of that healthcare office’s brand.

Service Providers: What Makes Ease So Tough?

Mistrust.

Do you trust customers or believe that most will do things to undermine your success? Your mistrust will create obstacles that block customer ease. Your mistrust can drive them into the bank rolls of those who trust them.

Fear.

Are your procedures designed to protect your business more than they provide for customer ease? Companies who live in fear of every possible mishap for themselves complicate service delivery. Still customers speak one request — ease — to their next service provider.

Touch of greed.

Are you so micro-focused on daily profit, you don’t see the chances to give a little extra for customer ease? Customers reward service providers who always give a little extra — flexibility, respect, gratitude, and of course ease!


What story of ease or difficulty will you share here to help service providers improve?



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Other Posts for You:
21 Tips to Make It Easy for Customers
Customer Experience: The Opposite of Convenience May Surprise You
6 Needless Costly Customer Service Mistakes

©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

 

 

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Let’s turn interaction obstacles into business success in leadership, teamwork, and customer service experience. Engage in people skills learning! I invite your questions, share my experience, and welcome your wisdom.

Customer Service People Skills: Leaders, Get Over These 2 Myths!
 

Customer Service People Skills: Image is sign that says BUMP.

Customer Service People Skills: Leaders Leave These Myths Image by: Raymond Bryson via Flickr Creative Commons License

Image by Raymond Bryson via Flickr Creative Commons License


Mindset and beliefs drive customer service people skills behaviors. They are a big factor in customer service excellence.


Leaders, are you sure your teams’ beliefs feed great customer service people skills? Will they deliver great outcomes? Will they bring customers back?


In this 2 minute video are two commonly held beliefs/myths that erode success. Listen in to make sure you lead great customer service people skills.




Make Over These Customer Service People Skills Myths!

Leaders, watch out and wipe out these risky beliefs!

  1. Mentioned in video above.
  2. Mentioned in video above.
  3. Employees first, customers second. Be careful! This dangerous belief developed as a reaction to inhuman call center culture. It’s an outgrowth of myth #1 noted in the video. Instead of establishing an order of who is first or second, inspire the teams to unite and care!
  4. Fire customers who complain too much. There are companies boasting of how they get rid of customers who complain. Warning: Closing the doors to complaints and complainers may close your doors permanently! Open the mind to customers’ views and open the door to success.
  5. Customer service people skills are just common sense. If it were truly common sense, there would be no disappointed customers. What makes customer service tough is the challenge of diversity. Different customers, different situations, difference expectations. It takes training and practice to spot the differences and meet the challenge.



Based on how you’ve been treated as a customer …

what customer service beliefs have you uncovered?



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Invitation:
I invite you to connect with me on Google+, LinkedIn, and Twitter. I welcome your questions. I will respond with inspiration and practical tips!

Other Customer Service People Skills Posts for You
Sorry Doesn’t Mean Guilty!
Superior Customer Experience: Are You Using the Power of Empathy?
Customer Service Loyalty: 21 Tips to Make It Easy for Customers

©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

Conflict Resolution: You Can Stay Calm in Conflict.


As The People Skills Coach™, I am often asked for conflict resolution tips. Most especially — how to stay calm in the midst of verbal conflict.


Although taking a break can be very helpful, sometimes after the break the calm evaporates and the conflict remains. Then what?


There are also times at work when you can’t take a break. Customer service agents, sales account reps, team members working to solve a crisis are often under fixed time demands. How can they stay calm and work toward conflict resolution?

 

Conflict Resolution: Image is the word Rejuvenate.

Conflict Resolution: How to Stay Calm? Image by SweetDreamzDesign via Flickr.

Image by SweetDreamzDesign via Flickr Creative Commons License.

 

Staying Calm for Conflict Resolution

If you find yourself getting anxious in the midst of verbal conflict, these 3 steps will help you.

  1. Hear the fear and need vs. the anger and biting accusation. Behind other people’s anger and accusations, there is always a fear and/or need. Let your mind focus on finding the real issue. Hear other people’s fear to get out of fight/flight mode and into conflict resolution.
  2. When I first hear other people’s anger, I quietly ask myself …

    • Where is their fear or pain? How can I resolve this?
    • Is it that they’ve lost trust?
    • Do they believe worse things are going to follow?
    • Are they under pressure to please someone else?


  3. Know and believe your excellence is in the resolution. Other people’s anger tells your ego you are inferior. You tense up to defend it. The fact is you are not inferior. In truth, your excellence is in your ability to work it out!

  4. Learn more about your natural conflict resolution style. Self-awareness develops the mind’s ability to filter emotion. Knowing your conflict resolution style highlights the triggers you need to manage in order to stay calm. Take the Thomas-Killman Conflict Mode Instrument to learn your style.



Success soars when you can hear the fear and need behind people’s anger, outbursts, and accusations. You will solve the problems and defuse the emotion.

Your potential to turn obstacles into fixes will show everyone that your infinite career potential. You can care for customers. You can collaborate with colleagues. You can break logjams on difficult projects. You can lead others through difficult moments.


No matter how much you fear verbal conflict, you can develop the ability to stay calm. My skills have grown with practice, time, and commitment.


(Of course if you feel the person is going to physically attack, get out. It’s the wise thing to do. I speak in this post about non-physical conflict.)


What growth and success have you had in staying calm? Will you share your story here?



From my professional experience to your success,
Kate Nasser, The People Skills Coach™


What’s next? I invite you to connect with me on Google+, LinkedIn, and Twitter. I am happy to answer your people skills questions for great customer service, employee engagement, teamwork and leading change!

 

Other Posts to Help You:
13 People Skills Tips to Rock w/ Career Success
5 Thoughts to Keep You Calm w/ Angry Customers

©2014 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results.

Customer Experience: What is the Opposite of Convenience?

If your answer to this question is — inconvenience — you may be losing customers without knowing it.


Customer Experience: Image is a road with a crack.

Customer Experience: What is the Opposite of Convenience? Image from Istock.

Image licensed from Istock.com

To a customer the opposite of convenience isn’t inconvenience.



It’s a reason to be angry.

It’s a reason to rant on social media.

It’s a reason to consider your convenient competitors.

It’s a reason to leave.




Customer Experience: What is the Customer Actually Buying?

A fast food customer service story about a very upset customer is all over the Internet. A drive-through customer stressed “absolutely no ketchup on my burger”. When the customer left the drive-through and opened the bag, there was ketchup on the burger. The customer then came inside and raged on about the mistake.

Why is the customer SO upset?



It’s not because of the inconvenience of the mistake. The customer is very upset because they bought convenience and received everything but that. When a customer considers where they will eat and chooses a fast food drive-through, it’s not just for the food. It’s for the convenience! Convenience represents ease. This customer experience was difficult.


The Customer Experience Convenience Connection

Customers expect convenience whether your brand is directly selling convenience (like fast food chains) or not. Customers like to connect with brands that make the experience easy! Convenience feels good. It brings customers back.

Find the inconvenience in customer experience and replace it with the convenience connection.

Where to look …

  • In your standard procedures. Businesses spend a great deal of time training employees on standard processes in the hopes of ensuring a consistently high quality customer experience. Yet not every customer wants the same thing. To deliver convenience, think flexible not standardized. Train employees on listening for special requests and following through.

  • In confusion. How do your employees act in the midst of confusion? Do they resort to standard procedures or do they ask questions to clear up the current confusion? The former can create customer unrest. The latter delivers superior customer experience.

  • In the micro view. When employees perform the task without knowing the true purpose of the task, customer experience suffers. Fast food drive-through lanes were not invented because people prefer eating food from a paper bag. Convenience sells and sells and sells! Do your employees know that?

  • In your silos. Customer experience convenience evaporates when teams are not working together. Do cross-teambuilding to ensure a convenient customer experience.

  • In lack of attention. Superior customer experience requires great focus on each customer’s request. Do your sales teams hear each customer’s true need before closing the sale? If not, the fulfillment teams will be generating inconvenience. The customer service teams will face the irate customer. Seek and destroy robotic thinking and replace with true attention to superior customer experience.


Where else have you found a lack of convenience affecting customers?



It’s a critical question. Never underestimate the value of convenience in any price point of customer experience. From budget products and services to high-end elegance, convenience and ease is key!


I would be pleased to work with you and your teams to increase the ease your customers have with you and your business.


From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Featured image on the summary page from thisisbossi via Flickr Creative Commons License.

Related Posts:
Superior Customer Experience: Are You Using the Power of Empathy With Customers
Super Customer Experience: Immediate No Cost Improvements

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

Patient Customer Experience: The Great Slam Bam Mammogram?


What do you expect as a patient? I’ve heard some people respond “just cure me and let me go.” To them, a great customer experience is a successful procedure or cure – period.


Patient Customer Experience: Image is the word "BAM".

Patient Customer Experience: Great Threats and Cures Image by: MITLRproductions

Image by MITLRproductions via Flickr creative commons license.


Yet these folks do not represent an overwhelming majority. To many others, a great patient customer experience involves both medical and non-medical aspects of care.

Do healthcare providers — in hospitals, in outpatient test centers, in doctors offices — see it this way? We might think that the healthcare industry believes this. They use scores like HCAHP and Press Ganey to measure the quality of patient customer experience.

Yet there are significant instances of unsatisfactory patient customer experience which say otherwise. Here’s one such story and lessons learned for a great patient customer experience.

Patient Customer Experience: The Great Slam Bam Mammo?


The Story

    I went for my yearly mammogram as I had done every year. My favorite technician at the radiology center had retired. She had top notch technical skills and great empathy and people skills. I went in with an open mind since the center had a professional caring staff at the front desk.


    It was my turn. A technician came out called my name and said, “please come with me.” She guided me into the changing room and said she would be back shortly. My experience was off to a bad start. She hadn’t even introduced herself. When she came back, she simply said, “ready”? I said no. I don’t even know who you are. She stared at me and then claimed repeatedly that she had introduced herself. She then disappeared and a different technician came in. This one introduced herself and ushered me to the mammogram room.


    She clarified a few items on my chart, put me into position, said “BIG SQUISH” and slammed the paddle down on me. The pain was so bad I yelled out “God help me.” She then asked me if I was OK. She told me that most people like to get this over quickly but she could use slower compression on the other side to make it less painful. She also added they had been quite busy lately and had even run out of regular size gowns. She finished with, “I know you liked Flossie and it must be tough for you to adapt to a different technician.”



4 Threats & Cures for Great Patient Customer Experience


My patient customer experience was needlessly painful — physically and inter-personally. Not only did the technician know that slow compressions hurt less, she consciously chose the slam bam approach. She left the impression that she didn’t give a flip about me. BIG SQUISH – I was just another mammogram.

  • Threat #1 – Uniformity. Treating each customer in a uniform way assumes that everyone is the same. How foolish. Cure: Find out how each person wants to be treated inter-personally and respond accordingly.

  • Threat #2 – Rationalizing and Justifying. This technician convinced herself that my negative feedback came from my having to adapt to a new technician — not her poor service. Cure: See all feedback as free learning and growth. Hear what customers are saying; don’t fear it.

  • Threat #3 – Lack of people skills training. People skills for great patient customer experience are not inborn. Cure: Train all healthcare staff on outstanding people skills and customer service. If you have some staff that are great at it, have them mentor those who have yet to learn!

  • Threat #4 – Great Average Metrics. Great customer experience metrics that are averages of all experiences do not spell greatness. In statistics, the average is one of the most volatile measures because it swings widely with extremes. Cure: Use less volatile statistics to measure patient customer experience. Also look past the numbers and listen to actual comments to design patient customer experience.



I will never return to the radiology center noted above. They have lost a loyal customer of five years who had also referred many others there.


Don’t let this happen to your healthcare practice. Make service and people skills a priority. Referrals don’t come just from other healthcare providers and doctors. Patients refer other patients.

Watch your practice soar to greatness with great referrals from your patients who have had great patience customer experience with you!

How do you define a great patient customer experience?



From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related post:
One Patient Customer Experience Story That Speaks Volumes About Doctors Offices
Is the Average of 32 Questions on HCAHP Score Really a Patient’s Customer Experience?
Radiology Cares: The Untold Story

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com for permission and guidelines. Thank you for respecting intellectual capital.


Kate Nasser, The People Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

Superior Customer Service: Think Care Not Guilt


I hear some customer service reps, agents, and analysts — even leaders — say that you shouldn’t “We’re sorry” to customers because it means “we’re guilty.” There is even one consultant who has written a book with this same idea. This is a dangerous mistake. It’s a myth.


Sorry doesn’t mean guilty. It means we care. In fact if we are thinking about who’s guilty, we aren’t even in the zone of delivering superior customer service and customer experience.


Don’t picture this …


Superior Customer Service: Image is words Mea Culpa

Superior Customer Service: Sorry Doesn’t Mean Guilty Image via Istock.com





Picture this …


Superior Customer Service: Image is Balloons w/ Sorry Words Celebrating!

Superior Customer Service: Sorry Means We Care!

Grateful for both images from Istockphoto.com.


Superior Customer Service: Think Care, Not Guilt!

Superior customer service is never about guilt. It’s about responsibility, desire, and passion to serve and to care.

  • Sorry doesn’t mean guilty. When we offer condolences at a funeral, it doesn’t mean we are guilty. Sorry is one of the many ways to express empathy. We’re sorry for your _________ doesn’t mean we’re guilty of it.

  • When customers are upset we are responsible (not guilty) for the less than satisfying experience they had. Let’s make it incredibly great. Studies show that outstanding service recovery skills often create some of the most loyal customers! Many customers believe that some mistake is bound to happen and they are wowed by great empathy and service recovery skills.

  • Thinking that sorry means guilty says we are thinking of ourselves instead of the customer. We have misinterpreted the customer’s outburst as an accusation against us. It isn’t! Customers want care and resolution. Let’s give them unadulterated full out “we’re sorry” care and full commitment to resolve.

  • Customers can get upset for many reasons. Don’t analyze whether they are valuable reasons or who’s at fault. This is wasted time and effort. Don’t play neutral either. Go all the way and show them true empathy! Empathize emotions don’t analyze them.

  • Humility is not humiliation. Humility allows us to put the customers emotional needs ahead of ours. We are the professionals. This is not humiliation which is the driving emotion behind the guilty/sorry debate. The debate is useless. It sidetracks us from the main goal — delivering superior customer service and retaining that customer.

  • Live with accountability not blame. We are responsible for delivering superior customer experience. This is a far cry from being guilty when we miss the mark.



Remember, if customers are talking to us, they’re interested in our business! We have a chance to show we care. A chance to wow. Don’t blow this chance by withholding empathy. Give a caring “we’re sorry”. It’s not a shameful “we’re guilty.”


Be glad to apologize if customers have less than a stellar experience. It is a chance for us to reaffirm commitment with true empathy. It’s a chance to show just how much we care about them.


Short 2 minute video with inspirational message for leaders and teams to deliver superior customer experience!


Turn away from the guilt mindset. It doesn’t belong in superior customer service. Thinking of guilt stops us from doing just that.

Re-frame the discussion. Create a customer centric culture of superior customer service and the ultimate success through care. It’s easily doable and very valuable!


From my professional experience to your success,
Kate Nasser, The People Skills Coach™

Related Post:
Leadership: Breed Accountability Not Blame
Superior Customer Service: 5 Ways to Stay Calm AND Caring w/ Upset Customers

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com. Thank you for respecting intellectual capital.


Kate Nasser, The People-Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

Superior Customer Experience: Succeed Through Empathy.

 

Superior Customer Experience: Image is letter A+

Superior Customer Experience: Power of Empathy Image by SalFalco.

Gratitude for image by Sal Falco via Flickr Creative Commons License


When you think of superior customer experience, do you think of empathy?  Many people think of empathy mostly as something to relieve painful moments.

 

The truth is that empathy also prevents painful moments. It establishes and celebrates connections. It creates outstanding experiences.

 

You deliver superior customer experience through empathy!

 

Superior Customer Experience: The Power of Empathy

When we think and act from the customer’s perspective, we are using the power of empathy. We are building bonds for success.

  • Empathy opens listening. Stepping outside of our own perspective through empathy, puts us in listening mode. This triggers the customer’s listening as well. BAM! Bonds for superior customer experience.

  • Empathy allows us to make it easy for the customer. When we design websites with empathy for the customers’ perspectives, we make it easy for them to buy from us. BAM! Easy is a big part of superior customer experience.

  • Empathy is the messenger of care. Every time customers interact with us, our words and actions must say “we care about you”. Empathy is that messenger. BAM! Care brings customers back because it delivers superior customer experience.

  • Empathy engages employees to deliver the best. Empathetic leaders inspire team members to be empathetic with customers. These leaders build a culture of care and model it to engage everyone to superior customer experience!

  • Empathy strengthens teamwork. Superior customer experience requires great cross teamwork through the company. When teams engage in empathy and see each others’ views, they can deliver that wonderful seamless trouble free experience every customer wants.


What threatens empathy? The myth that empathy means agreement. It doesn’t! Empathy means: “You matter. We matter. This matters. Let’s collaborate.”


If we think that empathy means agreement, we block our empathy when we don’t agree with someone. We stop listening and so do they. We actually create difficult moments — the opposite of superior customer experience. When we block our empathy, we block our influence.


When we consider others’ views before responding, we are using the power of empathy. When we think of the impact of our actions before making decisions, we are using the power of empathy.


Empathy is the applause for shared interests. It draws people together for infinite possibilities and bonds for tremendous success. It opens two-way listening and the doors to great partnerships.


Empathy is the engine of superior customer experience!


Will you offer examples of how empathy delivered superior customer experience in your life?


From my professional experience to your success,
Kate Nasser, The People-Skills Coach™

Related Post:
People Skills: Empathize Before You Analyze

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com. Thank you for respecting intellectual capital.


Kate Nasser, The People-Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

Customer Value: 6 Amazing Things Customers Do!

Customer Value: Image is Gold Gift Box

Customer Value Beyond the Dollar Image via Istock.com.

Image licensed from Istock.com


We often think of the value we provide to customers. Now as I celebrate my 25th year as an entrepreneur, I am reflecting on the value customers bring to my business. It is far beyond the dollar!


Leaders, it pays to both reflect on this AND develop this awareness with your employees. Many who are not directly generating revenue, think about their own hard work not the customers’ world. They often don’t see the customers’ contributions beyond the dollar and the true customer value.


Customer Value Beyond the Dollar

Employees often feel the strain of meeting customers’ expectations. This clouds the view of customer value. Let’s clear the fog and look at the amazing things customers do — so we can see the true customer value!

  1. They give trust.

    Customers have a need. They must reach out to fill it. They courageously overcome doubts and place their and confidence in a company. How valuable is trust? Amazingly valuable. Witness the companies who claim they are they are the most trusted brand in their industry, their country, or the world?


  2. They generate trust.

    The number one challenge is to earn a customer’s trust. The customers that get others to trust us are building the business. This is true customer value. Honor their trust.


  3. They spark innovation.

    Customers changing needs and high expectations spur development. They evolve a brand through their demands. They keep the business alive. This is true customer value! Feed them in return.


  4. They teach.

    Consumers are a wealth of knowledge about people and business customers teach suppliers about their industry. Knowledge is the gift that keeps on giving. This is true customer value. Thank them for the learning.


  5. They blow our horn.

    They proclaim our value. This is true customer value. Honor our trumpeters.


  6. They offer limitless potential.

    Customers are a gold mine of opportunities, connections, partnerships, and growth. This is true customer value. Mine for this gold.


What would you add to this customer value list?


It’s important. An understanding of true customer value inspires employees far better than the tired old adage: “The customer’s always right.” It replaces the one-sided picture with a dynamic partnership between customers and the company.

Thank you, my customers, for all the value you’ve given to my business over the past 25 years. I continue to serve you for many many years to come!

From my professional experience to your success,
Kate Nasser, The People-Skills Coach™

Related Post:
Customer Service 21 Tips: Customers Want it Easy & Valuable

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com. Thank you for respecting intellectual capital.


Kate Nasser, The People-Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

Customer Experience Feedback: Is everyone in your organization listening?


If the answer to this question is yes, then ask yourselves — are you sure?  Are they welcoming, listening, collecting, and sharing customer experience feedback even from the front line throughout the business?

Are they empowered to do it? Allowed to do it? Tooled to do it?


Customer Experience Feedback: Image is intersection circles of infomration.

Customer Experience Feedback: Flop or Fluency? Image by ChrisL_AK via Flickr.

Image by ChrisL_AK via Flickr Creative Commons License.


If you answer no, think about what your business is losing by shutting out customer experience feedback.  No-cost suggestions for success. Outside views that keep you connected to changing desires and trends. AND the secret of if and why they would or would not return.

Customer experience feedback doesn’t flow just through surveys and focus groups. Customers give it when they are thinking about it. Is your organization always listening and capturing these fresh pearls of information?



When everyone is listening, your organization becomes fluent in customer experience feedback!

When they’re not, you will have customer experience feedback flops.



True Tale of Customer Experience Feedback Flop

I recently purchased 3 items of clothing online from a major retailer. I received a shipping confirmation email that listed each item labelled shipped. I then received one box with one item. I wondered what happened. I checked my email box to see if there was an updated shipping message and there was none.


I called customer service and the agent told me items would arrive in two separate shipments. I thanked the agent and expressed my gratitude for the help and information. I then said: “If your company is open to customer experience feedback, it would be helpful to have the shipping email mention the multiple shipments.”


The agent replied, “it did”. I replied, well I have checked it twice and mine doesn’t say it. Nonetheless I’m not complaining, just letting you all know it wasn’t clear to me that the clothes would arrive in separate shipments. Clearer info would reduce the number of needless calls in your queue and make for an easier customer experience.” The agent again insisted it was there.


Phew! Customer experience feedback flop! This agent believed the job was to answer the initial shipping status question and defend the company — not to listen for feedback.




It never occurred to this front line rep that if shipping status was unclear to any customer, it was a customer experience improvement opportunity. Make of note of it. Pass it along for consideration.


Business owners and leaders: There are none so stuck as those who will not hear.



Welcome, listen, and collect customer experience feedback where it naturally happens. Inspire, train, and engage all staff to do it. It costs very little and the return is great!

In part two of this post during this National Customer Service Week, I will discuss critical beliefs and steps to doing just that.


From my professional experience to your success,
Kate Nasser, The People-Skills Coach™

Related Post:
Superior Customer Experience: Above & Beyond Question
Customer Support: It’s Actually Everyone’s Job

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com. Thank you for respecting intellectual capital.


Kate Nasser, The People-Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

Superior Customer Experience: It’s Above & Beyond the Question


Superior customer experience doesn’t happen from giving the customer what they ask for; it takes shape when we give the customer what they truly want.


The customer makes a statement or asks a question to begin the conversation of what they want. Superior customer experience teams use their expertise to further define that request! Here’s a true story to illustrate.


Superior Customer Experience: Image is Telescope view from Eiffel Tower

Superior Customer Experience: Above & Beyond Question Image by: 12thSonOfLama via Flickr.

Image courtesy of 12thSonofLama via Flickr Creative Commons License.


The Story

Two of my friends were at a beautiful resort hotel in Miami Beach, FL. They had read about boat and bus tours of the city. They decided on the boat tour because it was a beautiful day. The brochure they had read noted that the bus would take them to the boat launch.

They asked the concierge to make arrangements for the boat tour and asked about the bus. The concierge looked up the times and made reservations. That was all.

They bought the ticket from the bus driver and boarded. They assumed the bus would make a few stops at other Miami Beach hotels and then go to the boat on this beautiful day.

The true punch line to this story is that they were on the bus for over an hour going to every hotel in the city. So much for a beautiful day on a boat and it was far from a superior customer experience — with the tour company and with the hotel concierge!

The concierge had simply given them what they asked for: reservation for the boat tour w/ the bus to take them there. Had the concierge gone beyond their question he could have easily facilitated a super customer experience.




Superior Customer Experience: Above & Beyond the Question

  • Use a telescopic view.

    Listen to the what the customer is requesting and then picture how that will play out. Compare what they are asking for to what will happen! When my friends said to the concierge, “We don’t want to spend this beautiful day on the bus — we want to be outside on the boat tour…”, the concierge could help create that super customer experience by suggesting options: “The bus is cheaper yet takes awhile; a cab directly to the boat would cost x amount more yet you would have more time outdoors on this beautiful day.” Which do you prefer? My friends had no idea that you could simply by a ticket to the boat. They thought the bus/boat price were connected.


  • Clarify all assumptions — especially ours.

    Restaurants often do this on their menus and during the ordering process. In some of the finest steak houses, doneness is defined with pictures and/or words. Rare is cool and red, medium rare is mostly pink w/ a bit of red etc … Customers use words that express their picture. For superior customer experience, we must ensure that we understand their picture not just their words.


  • Make it easy.

    In my 25 years of business, I have yet to meet a customer who defines super customer experience as difficult. Even customers who want elite service that not everyone can have, want it to be easy for themselves. We can deliver consistently superior customer service when we review every aspect of customer interaction — including online and self-service — to see if it’s easy for the customer! And many of these improvements are low or no cost to us.



Robotic procedures disguised as consistency do not deliver superior customer experience. Self-service disguised as customer empowerment do not automatically deliver superior customer experience. Satisfaction metrics do not create superior customer experience.


Listening to the request, telescoping what the customer is picturing, finding the gaps and clarifying assumptions with our expertise, and making it easy for the customer create a superior customer experience.



Will you share a superior customer experience story here to augment this discussion?



From my professional experience to your success,
Kate Nasser, The People-Skills Coach™

Related Posts:
Customer Experience Leaders, Are Your Metrics Too Loud For You to Hear the Customers?
Easy Customer Experience Lesson: A Tale of Two Surveys
Superior Customer Service: 21 Tips to Make it Easy for Customers

©2013 Kate Nasser, CAS, Inc. Somerville, NJ. I appreciate your sharing the link to this post on your social streams. However, if you want to re-post or republish the content of this post, please email info@katenasser.com. Thank you for respecting intellectual capital.


Kate Nasser, The People-Skills Coach™, delivers coaching, consulting, training, and keynotes on leading change, employee engagement, teamwork, and delivering the ultimate customer service experience. She turns interaction obstacles into interpersonal success. See this site for workshop outlines, keynote footage, and customer results. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

Rude angry customers don’t have to demotivate you and wear you down. Rude angry customers can actually be one of the best people skills learning experiences you will ever have.

 

How? It helps you to develop even more emotional intelligence. This will serve you well throughout your career and your life.   I have been teaching people skills, teamwork, and customer service for 25 years. The right thoughts and mindset are crucial! It’s emotional intelligence in action.

 

Think these 5 things when working with rude angry customers for best results. It keeps you both calm and caring — a winning combination.

 

5 Powerful Beliefs to Win Over Rude Angry Customers

Practice these thoughts as a daily mantra and your outlook toward rude angry customers (and rude people in general) will change. Your people skills will blossom with these emotionally intelligent thoughts!

Rude Angry Customers: Image is flower with thorns.

Rude Angry Customers. Image by Yogendra174 via Flickr.

 


  1. Thorns don’t attack you; they protect them.
    Plants have thorns to protect them. So do people. When you hear a person’s thorns, recognize their fear and weakness. The thorns are not attacking you. They are protecting them. Do not attack them from your fear and you will not get pricked by their thorns.

  2. Easy doesn’t sharpen a thorn. One of the most common questions I receive is “If we are nice to rude angry customers, aren’t we teaching to be rude next time?” No! Your positive responses do not teach them to be thornier! Thorny customers are adults who make their own decisions.

  3. De-thorning them will hurt you! If a stranger tried to kick down your defense mechanisms (like your front door), how would you react? Fight back and defend? Well, the customers don’t have a family relationship or close friendships with you. To them you are a stranger. If you try to clip their thorns directly, they will defend and prick you back.

  4. Empathize w/ Their Emotion; Don’t Analyze Their Thorns! Trying to analyze a customer’s thorns in the few minutes you have to deliver service is not feasible or logical. It takes therapists years to analyze a client’s emotions. Yours is to deliver service, not to change the customer. Empathize emotion don’t analyze it.

  5. Positivity Beats Equality; Don’t be a Thorn! During a recent workshop a technical support rep asked me “Why do rude angry customers acting badly deserved to be treated well?”. I replied, “You treat rude angry customers (and all customers) well because it works. It gets you to the end goal.”

    Treating the customer badly will not get the customer to treat you well. More importantly, it will veer you off course from business success. Positivity beats equality as a winning strategy in customer service.



Be the sun, not the thorn. You can’t change people; you can change your beliefs and influence the outcome!


From professional experience to your success,
Kate Nasser, The People-Skills Coach™

Grateful for image by Yogendra174 via Flickr Creative Commons License.

Related Posts:
Super Customer Service People Skills: Reverse Regret!
Customer Service: 21 Tips to Make It Easy For Customers
Super Customer Experience: 5 Immediate No Cost Improvements

©2010-2013 Kate Nasser, The People-SKills Coach™, Somerville, NJ. If you with to reprint or republish this article or any portion of it, please email me info@katenasser.com for permission, terms, and conditions. Thank you for honoring intellectual capital.


Kate Nasser, The People-Skills Coach™, delivers workshops, keynotes, coaching, and consulting on the ultimate customer service, teamwork, leading change, employee engagement, and people skills. Kate turns interaction obstacles into business success. See this site for workshop outlines, keynote footage, and customer results. Preview and get her training dvd “Customer Service USA – Expectations Across America”. Kate also invites you to connect with her on Google+, LinkedIn, and Twitter. She welcomes your interaction!

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