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Customer experience leaders — customer experience even in large volume is about the ultimate positive moment for each customer. Even in the face of high volume delivery challenges, super customer experience is about individual customer satisfaction and success.

When you believe and act as if customer experience is mostly about the collective picture, the individual customers become nameless and faceless. The customers feel like they’re in a cattle call — to borrow an expression from the theatre world!

Image of cattle call audition by itselea via Flickr Creative Commons License.

Customer Experience Leaders: Are You Leading a Cattle Call?

Here are true customer stories of the cattle call effect and an easy fix for each!

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From Nameless to Human

When Alex received her flood insurance renewal notice, it arrived with a confusing letter about rate increases. She called for clarification, gave her name and how long she had been a customer. The insurance rep replied: “Ma’am there have been rate increases ….and so ma’am there’s nothing we can do.”

Alex replied, “I mentioned my name is Alex. I’ve been your customer for 15 years. Will you please use my name and treat me as your customer? And by the way I am not debating the rate increase I am just asking for clarification.”

Cattle call effect: High.

Customer experience score: Low.

Easy Fix: Address customers by name!

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From Narcissism to Customer Focus

When the mortgage company holding Pat’s mortgage was bought out by a larger one, Pat received notice of the change. A mortgage payment was coming due and he had a question about where to send the payment. When Pat called, the rep repeatedly mentioned paying online or using a credit card over the phone.

Pat mentioned that he prefers to pay by check and just needs the address. The rep again mentioned online payment or credit card. Pat became annoyed and said: “I pay my own way — by check. Do you have an option to receive payment by check? Else I will move my mortgage even if it means refinancing through another company.” Rep then gave Pat the address to pay by check.

In this example, the mortgage company wanted Pat to do what was good for them not him.

Cattle call effect: High.

Customer experience score: Low.

Easy Fix: If you have different payment options, offer them for the customer’s choice and satisfaction. Company narcissism is not a success strategy for customer experience!

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From Input to Output

Every year Sally goes to the same mammography center for her yearly mammogram. She is an educated health care consumer and always keeps copies of her test results for her records. She returned for her yearly mammogram and once again asked for copies of her films. The technician replied: “We’ve gone digital and everything is stored on the system now.”

Sally replied: “I would like copies for my records. Is it possible?” The technician replied, “Yes it’s possible but why would you want that? We store them on the system. Are you going to a breast specialist ….blah blah blah.”

Annoyed, Sally replied again: “I like to keep copies for my records. When can I have the films?” The technician finally told her that they would prepare them and call her w/i one week for pickup.

Cattle call effect: High.

Customer experience score: Low.

Easy Fix: Listen to the customer’s request and respond from there. In this case the technician was thinking not from the customer input but from their standard process. Better to go from customer input to output than from standard process to a cattle call response.

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Large organizations do not have to deliver impersonal cattle call customer experience. Brands have proven for years that they can win the hearts and loyalty of their customers when they focus on the customers.

Go from cattle call to WOW
with individual care and people skills in every aspect of the customer experience.




Image of cattle call by Arse_Shoots via Flickr Creative Commons License.

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

Other helpful customer experience posts:
Super Customer Experience: Like a Shiny New Car!
Customer Experience: Loyalty Through Narcissism?
Customer Experience: People Skills for Profitable Connection

©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.

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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.

Super customer service has little room for regret. What we say to customers and how we say it leave lasting impressions. We can wound them with scars that last forever or we can use caring people skills to avoid laying an egg.

Image licensed from Istock.com

In tough moments with customers, how can we speak with great people skills instead of later regretting and hoping for that elusive second chance?

We can take a lesson from everyday life!

Author Jackie Hooper has written a wonderful book, The Things You Would Have Said, compiling letters from people who regret having said bad things or regret not having said caring words.


As I watched the feature on the book on CBS Sunday Morning and heard people reading the words of regret for what they said or hadn’t said, I immediately thought how we could use this lesson for super customer service.


Responding with care instead of defensively reacting is much easier IF we are thinking about the after effects. Ask yourself what you wish you’d said to a customer before you lost them — just as Jackie asked people to do for those they treated poorly.


Instead of regretting, envision what you would write in an “I wish I’d said” letter of regret and say that instead of the defensive snips. Super customer service requires people skills that deliver care even in the toughest moments!

Super Customer Service People Skills – No Regret!

• Find empathy by imagining regret.

  The stress relief you feel by snapping at a customer is short lived. It is quickly followed by regret and feeling for the customer as they receive your outburst. Reverse the regret process and feel the empathy from the beginning. If you feel stuck, adapt don’t attack.




• Imagine the caring you not the ego-controlled you.

  Many regrets are born of the need to be right, the need to be better than, the need to be selfish. In other words, regrets are born of the ego.

  Imagine yourself being great in service not needing to be right. Imagine yourself sharing control not having control.

  Those who deliver super customer service, revel in helping others to succeed and thus they succeed. Their desire to care overrides their ego. They are humble enough to learn from the customer and don’t feel humiliated by the customer. They don’t say things to customers that they will regret for they envision receiving that very same care.




• Prevent regret.

  Treat customers well the first time else there may not be a second time. Defensive thoughts and communication lead to regret. Stay open. Show empathy. Explore the customer’s view. Empathy doesn’t mean you agree. It means you matter, we matter, this matters! Through empathy you find how to wow each customer with care.

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The old saying, the customer’s always right, has led some to rebel and claim it isn’t true. From there, they justify confronting the customer and saying things to prove the customer wrong.


The debate about that adage is out-of-date and quite worthless. What we all need to remember is that we may not get a second chance from customers we’ve treated badly. Think about it: Why would anyone pay money to be treated with impatience, rudeness and disrespect?


Empathize, explore, and stay open to customers’ views. Live no regret about customers for there may be no chance to write that letter and get them back.


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

Other Super Customer Service Posts:
Super Customer Service: Use Great People Skills to Deliver vs Defend
Customer Service Defined to Be Unforgettable
Super Customer Service: Be a Buoy
Customer Service People Skills Create Profitable Connection!

©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.

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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 Service Recovery: People Skills Deliver Care Not a Defense!

There is one persistent human temptation that threatens customer service recovery — the urge to defend in difficult moments.

Grateful for image by: Craig1Black via Flickr Creative Commons License.

Through 25 years of working with customer service and technical support teams, I have seen it happen over and over. Instead of delivering care, the defensive phrases come out and enrage customers further.


What concerned me recently was the advice of a customer service consultant in a blog post about diplomacy in customer service recovery. 

I was alarmed when I read her #1 tip — to tell the customer this (defensive) statement:

“I’m trying to help you.”

Customer Service Recovery – Deliver Don’t Defend!

People skills allow you to deliver great customer recovery with definitive caring statements like “I will help you” not defensive reactions like “I’m trying to help you.”


When customers here the phrase “I’m trying to help you”, they hear the defensive suggestions:

• I’m doing my best …
• Things take time …
• You’re being unreasonable …
• You’re not treating me well …

Even a positive tone of voice cannot turn the phrase trying to help you into a great customer service recovery statement. It casts doubt over whether you care and whether you can help. Doubt sinks recovery.


How can you overcome the urge to defend?

1. Be aware of your own frustration level. The more frustrated you become, the greater the chance you will reply defensively!
2. Pause your conversation every time the customer frizzles. The pause produces an empathetic response instead of a defensive reaction.
3. Picture yourself at the finish with a satisfied customer — because you cared and helped.

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Even if the customer continues to frizzle, stay in the moment of care. Don’t lapse into defensiveness. It makes it tougher on them, tougher on you, and leaves a terrible lasting impression — even if you resolve the issue.

You and your entire technical support and customer service teams can handle the most difficult moments with care and skill. I am here to help with customized workshops.

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

Related Posts:
The Emotionally Intelligent Mindset for Super Customer Experience
5 Things to Think w/Rude Customers for Customer Service Recovery

©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.

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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.

Leaders, how is customer service defined in your organization? In Wikipedia, you will find customer service defined as the provision of service before, during, and after a purchase.

Customer service defined this way (as an operation) inspires few to the heights of service greatness. It does lead to structured processes, procedures, scripts, and metrics that leaders often mistake for customer service.  As a result these procedures don’t produce unforgettable customer service.

To deliver unforgettable customer service, start with this simple effective definition:

Image designed by: Kimb Manson Graphics for Kate Nasser. All rights reserved.

Build procedures, processes, employee training, teamwork, online and self-service portals around this definition — delivering knowledge with care.

How far-reaching is customer service defined this way?

Does it apply to …

• All industries? For example, Finance, Retail, Healthcare, Legal, Pharmaceuticals, Utilities, Hospitality, Dining, Airlines, Education, Bridal, Home Repair … Yes.
• Help Desks and Technical Support?  Yes.
• Service to employees within an organization? Yes.
• Service to external customers of an organization? Yes.
• Business-to-business and consumer customer service? Yes.
• Online customer service? Yes.
• Self-service portals? Yes.
• Does it work for business, non-profit, academia, and government? Yes.

 

Why Does It Matter How Customer Service is Defined?

A definition held in the mind affects behavior.

If your organization thinks of customer service as a department, you won’t see the cross teamwork needed to deliver great customer service.

If your organization thinks of customer service as an operation, you won’t create strong customer relationships through empathy and care. Even if you develop them through the sales reps, you will see those relationships decline when service doesn’t include care.

Many in the customer service profession define customer service is an attitude of caring. Yet those in the operational aspect often find that definition lacking. They say: “Where is the delivery?” You must deliver something!

This brings us to customer service defined as:

Knowledge delivered with care to make life easy for the customer!


You can modify this customer service definition to reflect your business. For example,

Knowledge and solutions delivered with care to make life easy for the customer.

Knowledge and solutions delivered with care to make it easy for the customer to be productive.

Knowledge and solutions delivered with care to make it easy for the customer to be profitable.

The key components to include are delivery (of something) and the aspects of care and ease. They build mutual bonds of success for your organization and your customers!


Question: In your organization, is customer service defined to take you far and high? I am your resource and very interested to hear your perspective.


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

Related Customer Service Post:
Super Customer Service Experience: Picture It, Lead It, Create It!

©2009-2013 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.

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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.

Super customer service experience starts with more than a vision statement. It starts with a vivid picture of what is super customer service experience. To picture it, lead it, and create it, leaders must engage their organization in imagining the wow.

Grateful for Image by:SirWiseOwl via Creative Commons License.


If you want to create super customer service experience, don’t start with a lecture. Start with games of imagination.  There is so much focus today about games to engage and motivate yet many still focus on the competitive aspect of games. 


Instead, engage employees in games imagining what super customer service looks like, feels like, and delivers!

Super Customer Service Experience: Picture It!

Leaders fear that if they ask employees to imagine the ultimate customer service, they may come up with ideas that will bankrupt the company. Fear not. Boundaries and rules exist in life. That doesn’t mean we stop living. Games can have boundaries/rules and that came make them more challenging!  Just make sure that the rules aren’t directives.  If you are telling them what to think, it’s not a game of imagination.



When I run these games with teams in customer service workshops, I am incredibly psyched by the tremendous service experience pictures they create. It is an honor to be in the “front row” seeing this amazing pictorial. Leaders engage in the games not as leaders but as equals. They are lifted up by their teams imagination.  The seeds of customer service innovation emerge.

Super Customer Service Experience: Lead It!

Now that the ideas are flying, you must lead them to keep the spirit and energy going. From imagination to assessment to creation, resist your need to apply metrics to it right now. It’s way too soon. The teams are innovating the actions of customer service experience AND their attitudes. Measure them at this early stage and you shut the innovation down. Be a Buoy of Inspiration & Balance.

Super Customer Service Experience: Create It!

By now the teams are soaring with spirit. They feel that they are the engines of great customer service experience. They will implement the seemingly smaller changes with ease. As you all consider the larger innovations they have imagined, continue to engage them in the creation. How can you do this when they are on the phones?


Rotations off the phone to participate in creating the new world are smart and cost effective. Include people from all aspects of customer experience not just the service aspect. Together they create teamwork, buy-in, and accountability. Leaders don’t create great customer service experience from above. They do it with teams! Teams can even create some of the metrics. These metrics will make sense, fuel service excellence, and everyone engaged to deliver excellence.


If you want to truly inspire your customer service teams to a super level of performance, get them to picture it, lead it with you, and create it everyday. Want more ideas? Just let me know!


How do you picture super customer experience?


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

©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.

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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.

What does every customer want?  Most customer service professionals reply “help”.   I say customers want a buoy!  In fact, customers want us to be their buoy.

Customers are trying to survive and thrive. They reach out to us especially when they are in trouble. They don’t want help. They want to float to greatness. Will you be their buoy?

Image by: Mike Baird via Flickr Creative Commons License.

Customer Service: Be the Customer’s Buoy!

What does a buoy do?

• Keeps others floating high!
• Confidently stays afloat even in the toughest seas.
• Willingly takes the waves and rocks back up.
• Beams guidance in tight spots.
• Is always there and ready.

 

How can you be the customer’s buoy every day?

• Begin each day with an inventory of your talents and attributes.  To be a constant customer service buoy, you must believe in yourself.  Confidence, not arrogance, sustains others.  Make a list of every great customer service attribute you have. Read it at the beginning of your shift, on your breaks, and at the end of your shift. This reminds us just how important our behavior is to customers.




• Start work over with each interaction. Life is full of stress that can rock you off your inspiration.  To counter this, take a very slight pause before you start giving customer service. It puts outside stress – outside — where it belongs.  You can’t be the customer’s buoy if you are thinking of your own problems.  Surprising benefit: Buoying others buoys your spirits too!




• Adapt to each personality. Whether the customer is a driver, an analytic, an expressive, or an amiable type, adapting to their style keeps you all afloat.  This flexibility allows you to rock with the waves instead toppling over.  Make life easy for the customer by touching the heart of who they are. They will have no need to pull you under. You are their customer service buoy! Their satisfaction and loyalty soars. You strengthen your ability to adapt and thrive.




• Connect, connect, connect. To be a buoy you must be connected to others. Without connection, you aren’t a buoy.  Connect to them by listening from their perspective.  Connect into their true need instead of focusing mostly on the procedure. Buoy them with your knowledge and care.  You won’t have the answer to everything. You can show them you care enough to find the answers. This makes you an incredible customer buoy!




• Give your ego a relaxing vacation. Do you think this contradicts the first suggestion about confidence?  It doesn’t.  Confidence comes from constant learning not from the egotistical desire to be right.  Be confident in your knowledge and humble in giving it.  Be humble enough to learn what the customer teaches you about their world and confident to use it for them. Your confident humility buoys customers. When your ego takes a relaxing vacation, your heart can beat more effectively for the customer.




• Celebrate your buoyancy. Do a virtual happy dance at the end of each interaction.  We learn and repeat what we celebrate. Celebrate individually and as a team. Instead of griping about tough situations with customers, heave a big smile of pride for being a customer buoy in rough seas. Your buoyancy will sustain yourselves and the customers.

Leaders, What Must You Do?

Simply put, give daily doses of customer service inspiration.   Customer service leaders who spend more time inspiring realize far greater success than those who focus mostly on the details.  Leaders, here are special be a buoy leadership tips for you.

If you have questions about these tips, I am your customer service leadership buoy! See you on the high seas to share the big waves, keep you floating high, and celebrate your buoyancy and success.

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

Related Post:
15 Essential Customer Service Beliefs for Super Customer Experience
People Skills Create Profitable Customer Service Connections

©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.

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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 service excellence is feed by essential beliefs that we live and breathe everyday. When Desk.com invited me to write a post on excellence in customer service and sales, I jumped at the chance because actions follow beliefs.

Our beliefs shape every experience a customer has with us — face-to-face, on the phone, in chat, and even through our websites!

I know this post will help you, your teams, and most importantly your customers.

Essential Beliefs for Excellence in Customer Service & Sales

Here’s two of the beliefs.

• Customers cannot observe our intentions.
• A customer’s trust is an invitation for a human bond.

Read more > 15 essential beliefs to deliver superior customer service and sales experience.


And of course add your essential customer service beliefs to this list of fifteen!


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

Image licensed from Istock.com.

©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.

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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 service people skills are a gold mine of success.  Why?

Customer service people skills connect at the depths of human need.  Everyone loves to feel respected, honored, and valued! Think about you as a customer. Isn’t this true?

How deep do you and your teams go with customers?

Do your customer service people skills create profitable connection?

Beyond the standard mindset of caring for customers’ tangible needs, lies a gold mine of profitable connection through people skills. Let’s explore!!

A champion feels — elevated, accomplished, and elated. Interact with customers to make them feel like champions!

Greet them with heartfelt enthusiasm. It elevates!

Understand their goal line beyond the request. Help them accomplish it.

Elate them with care and action don’t deflate them with procedural details.

Heroes are beloved and honored for their courage and action. Honor customers as our heroes!

Customers courageously overcome fears and doubts and choose us.

Customers’ actions (choices & purchases) keep us alive.

Customers put their name on the line and refer their network to us.

Customers courageously give us feedback to make us more successful.

Customers give us the gift of their personal trust.

Customers expand our horizons through theirs.

Our customer service people skills must treat them like our heroes!

Customers want and are worthy of our respect!

Let our customer service people skills show them respect as individuals vs. treating them like a transaction number.

Let’s empathize with their struggle vs. labeling them as difficult.

Let’s start by trusting them vs. guarding with mistrust.

Let’s respect them by connecting in their channel vs. making them come to us.

Let us make their day easier vs. adding to their burden.

Customer service people skills honor the customers for who they are. When we adapt to their personality styles, we respect them as individuals and create profitable connections. When we give them a little extra for no extra money, our gratitude and respect elevate them.

For years we have lived with the motto, people do business with those they know, like and trust.

The deeper truth is: People do business with those who respect, honor, and value them! Customer service people skills based on emotional and social intelligence are the pathway to profitable connections.


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

Gratitude for featured images to: Sweet Dreamz Design via Creative Commons License.

©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.

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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.

Leaders customer service is change. Every aspect, every moment, is change in action.

When customers call, it is to change the current situation to a more satisfying one. When they make a purchase, they use it to change something in their work or life.

Does your organization think customer service is primarily change?

Featured Image by: ClaraDon

Leaders Customer Service Is Change!

Do your customer service teams see themselves as change agents?

Do they know how to create change on every customer interaction?

Do they engage in cross teamwork to effect each change?

Do you lead and engage them to create change with each customer?

………………… OR …………………..


Have you given them the impression that the goal is status quo?

Follow the rules

Read the script

Make sure the customer follows the procedures

Handle each call as prescribed

Escalate any exceptions (changes) to management

How and why does this misstep start?

Seeing change as chaos triggers an exaggerated need to stabilize.

Desire to stabilize creates rigid standards of control instead of valuable guidelines.

Standards then become something to maintain.

The primary focus is then, mistakenly, on maintaining the status quo.

Harmful Impact

It undermines employees’ sense of urgency to the customer — critical to service excellence and customer loyalty.

It dampens employee initiative, learning, and motivation to serve.

It leads an organization to narcissism. Employees focus of company preservation instead of customer satisfaction as the path to company success.

When the company vision is self-preservation customers leave.

Leaders Think Balance Not Stability!

Seek balance in change not stability in maintaining the status quo.

Build balance by adapting to great inputs from the customer.

Apply balance during change to prevent fatal chaos.

Achieve balance around a central truth – customer service is all about change.

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Leaders customer service is forward not back. It’s momentum and change and customers must feel it from your agents. Customers don’t come to maintain the status quo; they leave when you do.

Inspire employees to care. Train them to unearth and fulfill customers’ wishes. Lead and empower them to be the customers’ change agents not just customer service agents. The safety of status quo is an illusion.

Inspired empowered agents with a sense of urgency to effect change create powerful bonds of customer loyalty — and your company success.

Discussion: What else feeds this desire for control & status quo? I welcome your thoughts in the comments section below.

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

Related Posts:
Leaders, Win Customer Loyalty on the Move!
Capture Impact Behind Customers Feelings – Coming and Going!

©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.

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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. M.A. Organizational Psychology. See this site for workshop outlines, keynote footage, and customer results.

Super customer service experience is about positive feelings but leaders grouse “we can’t build a business on the randomness of feelings.”  Well in super customer experience, feelings are not random. We just need to look in the right place.

The feelings are behind the impact – coming and going!

Capture the Feelings Behind the Impact!

Customers come for one of two desired feelings: ease their pain and/or experience gain. What we do results in one of two feelings for the customers — positive or negative.

• The Impact of Their Problem.

  Instead of getting caught up in just the details the customers speak, we need to hear the impact of their problem or request. When a network is down and the customer can’t do their work, it’s the impact of this void that causes the feelings. Understand the impact and we capture the feelings that tell us how to deliver a super customer experience.




• The Impact of Our Approach.

  At every connection with the customers, our approach — conversation, empathy, processes, design, decisions, and actions — affect the customers’ pain or gain. When we first understand the impact of their problem, we can choose appropriate actions for a positive impact and super customer experience.




• The Impact of Previous or Repeated Trouble.

  It’s easy to deliver a super customer experience when there has been previous or repeated trouble — if we hear the feelings of frustration behind the impact. The customers are craving relief from pain and confusion; the relief we give is amazingly positive!




• The Impact of Heart-Based Service.

  If we live a narcissistic culture and focus on our success, our approach and connection often increases the customers’ pain and reduces their gain. As we focus on our procedures, we leave them stuck in frustration and far from the gain they seek. As we push self-service to reduce costs, we alienate those who need interaction to work with us. As we ignore their suggestions for improved service, we tell them that our view is more important than their needs. From this we lose them to the competition who sees the pain and void we left behind.

  If instead we approach every aspect of customer experience with a culture of heart-based service, we meet their expectations by relieving their pain or delivering a gain. We earn their trust, gratitude, and repeat business. From the heart, never fails with customers.

  [A special thanks to executive coach Lolly Daskal for the phrase "heart-based". She inspires thousands around the globe with her heart-based leadership programs and her weekly leadfromwithin chat on Twitter.]

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Leaders often ask me: What is the one thing that everyone in the organization should do to deliver super customer experience?

Listen for the feelings behind the impact and take the approach that relieves the pain and delivers the gain.

This year, I will have many workshops and sessions on this very topic. Join in the learning and receive the gains!

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

Related Posts:
Free Your Mind to Give Superior Customer Service in Difficult Moments
Leading Superior Customer Experience: Turn Off the Power

©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.

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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.

There is a phrase becoming popular in the customer service world that threatens both the customers and all of us in the profession. It’s a phrase we need to decry and banish from our vocabulary especially in the powerful world of social media.

The phrase we need to remove is: “Fire the customer!”

This threatening phrase:

• Diminishes our integrity instead of building trust
• Undermines our caring purpose rather than succeeding through care
• Broadcasts selfishness and greed vs. radiating greatness
• Declares customer service to be a power struggle instead of a partnership
• Makes all customers who read it more defensive instead of cooperative
• Teaches a new generation of customer service professionals a skewed view
• Projects a tug-of-war mindset rather than a winning collaboration

Are there times when we can’t meet a customer’s need or expectation? Sure.
Yet how we part company — and speak about — echoes our brand throughout the global reach of social media.

For those business owners proudly using the phrase “fire the customer” all over Twitter, Facebook, and beyond, it’s worth a moment to consider an alternative.

The times I have not been able to continue with a customer, I have said:

“Although I cannot meet your needs and must pass on this opportunity, I wish you success …”

I am not “firing the customer”, as the current threatening phrase likes to power tout. I am firing myself! How we say things in difficult moments affects the future of our brand.


Current customers and social media tell future customers what we believe; they wonder how we will treat them. Every tweet, every post, every statement tells the world what we think of customers as a whole.

Customers talk about us too; what they say is actually up to us!

I vote to give superior customer service — not to be superior over customers. What do you want customers to say about you and your brand?


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

Related Posts:
Free Your Mind to Give Superior Customer Service in Difficult Situations
What Do We Want Customers to Feel, Experience, and Remember?

©2012 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.

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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.

After twenty-three years of teaching how to handle difficult customer moments, I can attest that one truth continues to this day.

Both the obstacle and the pathway to handing difficult moments with customers is in the mind — ours, not theirs.

Image by: Environmentblog via Creative Commons License


Free The Mind to Give Superior Customer Service in Difficult Moments

Most importantly, let’s replace the mind trapping phrase — difficult customers — with the empowering phrase, difficult moments. We don’t resent them. We believe we can change them and work to do just that.

Then replace our desperate lament of “Why Me”, with the mind freeing phrase “What If”.

What If …

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1. The customer has goals I just don’t understand yet?
2. The customer’s personality is just different from mine?
3. There’s an urgency I’m just not aware of?
4. The customer just has insight beyond mine?
5. There are just cultural differences causing stress?
6. The customer just feels confused and worried?
7. The customer is just pressed for time?
8. Trust is still lacking?

And What If …

1. I listen carefully to hear what the customer is saying and not saying?
2. I adapt to the customer’s personality type to build the bond?
3. I explore to detect the urgent pressure?
4. I hear the need instead of an attack to learn the bigger picture?
5. I let the customer set the cultural bent?
6. I clear confusion to relieve the worry?
7. I get right to the main issue to speed the process?
8. I do everything I can to build trust?

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“What if” thinking lights up the creative parts of our brain freeing us from the emotional trap of defensiveness. When we free the mind of labels and blame, we breathe in valuable information, alternate views, and previously undetected possibilities.

Open-mindedness transforms the moment from a heavy burden to superior service. Adaptability speaks commitment and care that echoes throughout the customer’s community.

So next time you feel your blood pressure rising or heart pounding in a difficult moment with a customer, STOP and silently ask yourself these what ifs. This mind freeing approach will lift your spirit and sustain your morale.

Stay inspired!

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

Related Posts:
Super Customer Service: Beliefs to Remember
Best in Service: Key Link in Chain Not Life in Chains

©2012 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 first email me at info@katenasser.com. Thank you for respecting intellectual capital.

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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.

Leaders of customer service organizations — have you set the bar as high as your customers expect? Do you lower the bar without realizing it and thus retard customer service excellence?

As I work with leaders of customer service teams and IT technical support teams, I see their inspiration sour without their awareness.

So here is a checklist to help you assess whether you inspire all team members to service excellence every day or inadvertently stop them from delivering the best.

Leaders, Are You Souring Customer Service Excellence?

• Letting your own inspiration sour. Do you stay passionate about customer service excellence every day or is your passion waning? When customers give negative feedback, do you welcome it as a gift or justify it with a list of service obstacles? Action: Listen to your own thoughts for one full day. Replace any justification with an inquiry of how to make things better.
  
  

• Skipping daily inspiration of the teams. If you are passionate about service, do you inspire the teams every day or proclaim you aren’t a cheerleader? Developing and leading a culture of service excellence is not about cheerleading.
  Action: Take everyone from inspiration to action with vision, strategy, and mentoring.
  
  

• Blaming customers instead of improving delivery. As customers’ service expectations rise, do your teams hear you calling customers unreasonable? Or do you engage the teams to innovate for customer service excellence?
  Action: Replace blame with curiosity and inventiveness. Blame short circuits success.
  
  

• Accepting second class status. Have you accepted upper management’s definition of customer service as an expense not an asset? It happens to many leaders and skews them to focus only on the metrics that prove cost effectiveness. Cost effective is important yet it is not an inspirational mission.
  Action: Build strong service bonds with revenue generating functions and through them redefine customer service as an asset.
  
  

• Over empathizing with employees’ challenges. Do you lower the bar of excellence to make team members happy? Or do you inspire them to raise the bar and find satisfaction in delivering excellence?
  Action: Empathize with the struggle; engage for solutions.
  
  

• Spending too much time on operations and not enough time on relations. Customer service excellence is found at the nexus of great relationships and effective operations. An extreme focus on operations buries reps in procedures and makes service feel labored and uncaring to customers.
  Action: Start each day with a service mantra and use procedures as guidelines to make excellence come to life.

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Much can happen to customer service leaders as they raise the flag of customer service in the daily charge for excellence. Upper management’s demands for value and the customers’ never ending expectations can eventually turn your exhilaration into exasperation unless you re-inspire yourselves and your teams daily.

Find the light of your passion and keep it burning bright. If you don’t, how will your teams continue to shine?


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

Additional posts of interest:
Do You WOW Customers w/Every Exception?
10 Winning Beliefs for Superior Customer Experience

©2012 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.

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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.

Once again from my work with IT (information technology) organizations, I am compelled to write about leaders trending toward a risky move. In search for IT customer service quality, leaders are risking partnership with customers to achieve more control.

One seasoned IT leader who claims to have a strong focus on the customer asserts that the best way to drive IT customer service quality is to require reps use written communication only — e.g. email. His thinking is that email minimizes tone of voice, requires reps to think before they speak, and is easier to audit.

Yikes! Stop and u-turn this thinking. This is not a path to quality. It is a false sense of control. Quality in customer service is about two-way connections for optimal problem solving.

Image by: Mag3737 via Creative Commons License.

IT Customer Service Requires Partnership Not Just Control

Blocking conversation does not drive quality. Moreover, auditing and metrics do not create great IT customer service. They measure great service that you create.

1. Customers define quality through the connections they prefer.

   When a customer service organization declares they will only deliver service via email, the customers’ view of quality will go down. Customers have diverse needs based on the pace of their business unit and their expectations follow that. Don’t assume customers will prefer email-only service to prevent communication errors; teach IT reps to deliver quality service through outstanding communication. I’ve been teaching it for years and can assure you that tech support reps are very capable of great person-to-person communication and outstanding connections.




2. Roadblocks to connection reinforce IT’s old non-business image.

   For years, IT departments were seen as ancillary to the real business and as a result their funding suffered. Part of this image came from IT’s tendency to first speak technically instead of discussing the business need from the start. IT has changed that image over the years. Blocking conversation between reps and customers would be a terrible reversal. IT customer service quality requires partnership not just control and allocation of resources.




3. Written communication is often less clear.

   You have to be a far better writer to communicate clearly the first time because there is no immediate feedback that helps you dynamically rephrase. This delay means a delay in service and solution. Moreover, when a customer needing help receives an email they don’t understand, it stokes their fear and discontent. This is hardly the picture of quality customer service.

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If you still believe it’s best to limit IT direct connection to customers, ask your customers this question: “Would you like to be blocked from speaking with us? Would it effectively fuel your business success?”

Blocking connections between IT staff and customers is unnecessary, damaging, and pure folly. It is the need for control — gone mad. And if a consultant is telling you to do this, run!

IT teams are intelligent, capable, and yes, caring. They have a wonderful capacity to work directly with the business teams to develop, deliver, and support the critical technologies that sustain success.

I am your resource to sharpen this capacity and I welcome your questions — through any mechanism that works for you, my customers!


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

Related Posts:
CIOs, Are Your IT Teams Truly Customer Focused
CIOs, Resolve IT Customer Service Threat


©2012 Kate Nasser, CAS, Inc. Somerville, NJ. If you want to re-post or republish this post, please email info@katenasser.com. Thank you for respecting intellectual capital.

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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.

As I work with contact centers, call centers, customer care teams, help desks, IT service desks, and customer facing teams in many industries, I see either the beliefs that actively remember customers’ value and expectations or a huge void and disconnect. In the customers eyes, the middle ground doesn’t really exist.

Where customer service leaders and teams live the beliefs that remember the most human expectations, customers remember a super customer service experience.  Actions follow beliefs.

Image via Istock.com


Super Customer Service Experience: Beliefs to Remember

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1. Trusting the customers, not mistrusting them, is the starting point. Customers expect us to trust them and they remember this as a super customer service experience. Holding them suspect of trying to cheat the company will never lead to great reviews.

   Customers can tell if a company’s philosophy is one of trust. When they interact with the company’s employees, the belief comes through in the policies, procedures, conversation, and actions. This is the underpinning of retail cultures like Nordstrom’s, Lands End, etc…

   Have you built your very visible customer service culture around customers’ values and beliefs or around protecting your company from untrustworthy customers? Ask your reps this question and see what they think? Ask them as well what they think the customers would say in response to this question?

   From this beginning, you can change procedures, policies, and interactions to show trust and build super customer experience memories.




2. Scaling Challenges Don’t Impress the Customers. Customers don’t make allowances for bad service even if companies are large. Their need for empathy, trust, understanding, and solutions doesn’t change based on the size of the service provider. Customers expect large companies to use the tremendous capability of technology today to address the challenges of scaling — and still provide super customer service experience.




3. Care and Adapt. Customers reject rigid rules. Super customer experience is about understanding what the customer wants and how they want it delivered.

   A credit card company rep, who was strictly adhering to a script that didn’t apply to my need, finally connected me to a team leader. When the team leader started down the same rigid path, I said, “Please, I am in a hurry. I only need to know …” He replied, “I’m sorry you called when you were busy. We are open 24×7.” He and his company defined customer service as: do it our way.

   Needless to say, I never used that credit card again. Rigid, slow paced, uncaring, and snippy treatment is not customer service no less a super customer experience.

   Super customer service experience belief: Adapt to close the gap with the customers!




4. Touch Me Before You Touch My Money. Customers take a risk when they choose a company for products or services. They have at least 20 burdens of uncertainty that they hope we will eliminate for them preferably before or soon after we take their money.

   Super customer service experience belief: Understand and address the customers’ concerns and expectations as well as their needs!




5. Service is Calling Us. Customers believe that we chose customer service as our profession — it called to us. If we don’t like it, we can choose another profession. Every career has challenges and pressure. Those who stay in a chosen career don’t see the challenges as a stressful burden. They see them as challenges to meet. In the case of the customer service profession, the best see themselves and their work as a key link in the chain, not a life in chains.

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What super customer service experience beliefs would you and your teams add to this list? It’s a wonderful exercise to build a culture of caring and to develop the very best service attitudes.

I am here to help. Tap me just as the thousands of others have over the last 20 years.

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


Related Posts:
What Do We Want Customers to Feel & Experience?
Customer Experience Leaders: Are You Attitude Ready?
What’s Our Super Glue of Customer Experience?

©2012 Kate Nasser, CAS, Inc. Somerville, NJ. If you want to re-post or republish this post, please email info@katenasser.com. Thank you for respecting intellectual capital.

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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.