simple and powerful customer service tips...•80% of companies say they deliver “superior”...
TRANSCRIPT
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S I M P L E A N D P O W E R F U L C U S T O M E R S E R V I C E
T I P S
TO N YA S N I D E R
T E N B I Z , I N C .
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LET’S TALK ABOUT IT
•A GOOD customer service experience
•A BAD customer service experience
•Which do you remember?
•Why?
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WHAT IT IS:
• An attitude
• Responsibility of every
single member of team
• Before, during and after
the “transaction”
• Personal touch &
engagement
WHAT IT IS NOT:
• Vague or generic
• More options or features
• More staff
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DID YOU KNOW?WHY
• Creates patron loyalty
• Creates repeat business
• Creates advocates on your behalf
• More efficient to make an existing
patron happy than go out and find
a new one
It is 6-7 times more
expensive to acquire a new
customer than it is to keep
a current one?
7 out of 10 Americans said
they were willing to spend
more with companies or
organizations they believe
provide excellent customer
service.
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QUOTE:WHO
•Those closest to the
customer
–Lowest pay grade
–Least training
“Your customer
doesn’t care how
much you know
until they know
how much you
care.”
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INTERESTING STATS
1. ____ % of consumers have bailed on a transaction because of poor customer
service.
2. A typical organization hears from ____ % of its dissatisfied patrons.
3. It takes ____ positive experiences to make up for one unresolved negative one.
4. For every customer who bothers to complain, ____ others remain silent.
5. ____ % of Americans would try a new organization for better customer service.
6. ____ % of Americans agree that small companies place a greater emphasis on
customer service than their large counterparts.
7. ____ % of consumers base their overall experience solely on how they feel they
are being treated.
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INTERESTING STATS
1. 78 % of consumers have bailed on a transaction because of poor customer
service.
2. A typical business hears from 4 % of its dissatisfied patrons.
3. It takes 12 positive experiences to make up for one unresolved negative one.
4. For every customer who bothers to complain, 26 others remain silent.
5. 60 % of Americans would try a new organization for better customer service.
6. 80 % of Americans agree that small companies place a greater emphasis on
customer service than their large counterparts.
7. 70 % of consumers base their overall experience solely on how they feel they
are being treated.
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C R I T I C A L C U S T O M E R
S E R V I C E S K I L L S
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PAT I E N C E
• Building a good customer relationship
takes time and energy
• Customers want your time AND
attention as much as they want anything
else you can give
Rate
Yourself-
1-10?
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AT T E N T I V E N E S S
• What are your customers telling you without saying it?
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C O M M U N I C AT I O N
Rate
Yourself-
1-10?
• Be clear, simple and leave nothing to doubt on
important points
• Intent is mostly irrelevant
• “Under Promise, Over Deliver”
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K N O W L E D G E• Be your own customer
• Work on this daily
• Know your “go-to”s”
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P O S I T I V EL A N G U A G E
Rate
Yourself-
1-10?
• Language is
instrumental in
persuasion
• Perceptions
are created
about you
and your
company
based off the
language you
use
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(-) WORDS
• no
• can’t
• won’t
Discussion:
What are words
to avoid?
• Anything
“negative”
relating to
anything at
all
• uncertain/unsure
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(+) WORDS
• Of course!
(instead of yes)
• Great!
(instead of okay)
• My pleasure!
(instead of you’re
welcome)
Discussion:
What are good
words to use?• Little changes
can go a long
way
• tone and body
language matters
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P O S I T I V EL A N G U A G E
“I can’t get you that product; it is back-ordered and unavailable at this time.”
“That product has been very popular and will be available next month. I
can place the order for you right now and make sure it is sent straight
to your home as soon as it reaches our warehouse.”
Focus on
what you
CAN do…
… Not what
you CAN”T!
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A C T I N G
• Keeping a cheery persona in spite of
people who don’t want you to be.
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T I M E M A N A G E M E N T
• Efficiency is also important
• Recognize when you cannot help
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A B I L I T Y T O “ R E A D ”
• Look and listen for subtle cues
• Remember basic principles of behavioral
psychology and “read between the lines”
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C A L M I N G P R E S E N C E
Rate
Yourself-
1-10?
• “Keeping your cool”
• You cannot allow a tense or heated situation
cause you to “lose it”.
• Your JOB is to be the rock.
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G O A L - O R I E N T E D F O C U S
• Know what metrics matter at the end of the day,
and stay focused on those
• Don’t get caught “going down the rabbit hole”
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G O O D “ O N T H E F L Y ”
Rate
Yourself-
1-10?
• Preparation
won’t always
save you. Be
prepared for a
curveball!
• Think on your
feet by knowing
your
• WHO?
• WHAT?
• HOW?
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• When patrons share their story, they’re not just sharing pain points.
They’re actually teaching you how to make your product,
service and organization better.
• Your organization should be designed to efficiently communicate
with the right people about those issues and prioritize resolving
them.
APPRECIATE WHAT???
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TAKEAWAY:
• 80% of companies say they deliver
“superior” customer service.
• 8% of people think these exact same
companies deliver “superior” customer
service.
Decide what metrics are
critical to measuring
customer satisfaction.
Don’t just go with your gut;
prove that you provide
great service with data.
Also, don’t hesitate to
survey patrons for feedback
and measure success that
way.
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CUSTOMER
SERVICE
HALL OF
FAME
• Amazon.com
• Chick-Fil-A
• Marriott
• Zappos
• Your own examples??
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N O - O N E I S P E R F E C T A N D M I S TA K E S S T I L L H A P P E N
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TURNING A BAD EXPERIENCE INTO A “WOW” EXPERIENCE
REMEMBER THE 5 A’s:
• Appreciate
• Acknowledge
• Apologize
• Act
• Take Accountability
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T H A N K Y O U !