Ask the Question

Netflix messed up again. No, I am not talking about their huge price increase, although that was pretty jarring. And I am not talking about their plan to split their once beloved company in two. I am talking about a letter I just received from them.

Along with millions of other users I recently quit Netflix. Basically, I didn’t love them, I didn’t hate them, Netflix was just a monthly expense I was willing to pay. Even though I had underutilized their service for the last year, I hadn’t planned on quitting until they started all this alienating, customer-unfocused nonsense.

But, this last letter made me realize they really need help.

Dear Laurie,
We know you recently canceled your Netflix membership, but we want to share this news with you.
It is clear that for many of our members two websites would make things more difficult, so we are going to keep Netflix as one place to go for streaming and DVDs.
This means no change: one website, one account, one password…in other words, no Qwikster.
While the July price change was necessary, we are now done with price changes.
We're constantly improving our streaming selection. We've recently added hundreds of movies from Paramount, Sony, Universal, Fox, Warner Bros., Lionsgate, MGM and Miramax. Plus, in the last couple of weeks alone, we've added over 3,500 TV episodes from ABC, NBC, FOX, CBS, USA, E!, Nickelodeon, Disney Channel, ABC Family, Discovery Channel, TLC, SyFy, A&E, History, and PBS.
We are committed to making Netflix the best place to get your movies & TV shows.
Respectfully,
The Netflix Team

So, what is missing? They never asked the question. “Will you give us a second chance?” Or, “Will you renew your membership?” Or, “With these changes, will you come back?”

To be honest, I am not sure I would have rejoined in any case. But, I certainly would have clicked a link that said, “Click here for more great reasons to be a member.” Or, “We want you back, and we mean it — click here to renew.”

It is easy to see that Netflix messed up by not asking the question, but the real question is “Do YOU ask the question? In the twenty some years I have been coaching sales people, I have found that one common reason they don’t close more sales is that they forget to ask the question. Or, they think that the question is implied. Or, they think that asking is presumptuous.

SERIOUSLY! You are in the sales business, ask the sales question, ask your customer if they want to buy.

Concierge Shuttle Service

“Now, don’t worry. Every afternoon, sometime between two and seven, we will have a thunderstorm. If you are in one of the parks, just find shelter, but don’t leave. It will pass over quickly. Most people don’t know this and they will leave.” That is what Todd Affricano, our shuttle driver, told us, his passengers, on a recent trip from Orlando International Airport to our hotels.

He proceeded to give each of us tips for where we were staying or for what we were planning on doing. “Here is the map for Universal Studio” he told three passengers. “Get there early. And start out at the back of the park. People are like sheep. They start to their right and go to each attraction in order. You will save hours by starting at the back.”

He told a young couple with a child “If you need anything from the drugstore, it is right across the street from your hotel.”

Every guest in his shuttle was given an “inside tip” that was personalized, relevant and interesting. Throughout the drive, Todd filled us with valuable information that all of us on the shuttle bus could use. As a result, a few things happened. First, the ride from the airport just flew by. Secondly, everybody on the shuttle felt special. Thirdly, Todd distinguished himself. In all the times I have taken that shuttle, NOBODY ever did what he did.

I know that sometimes, when it is time to tip, I feel resentful. Often the driver will go round and round the airport making sure he gets every last customer (this can add an hour onto our trip) or the driving is so erratic everyone is scared for their lives. But, on this trip, we all couldn’t wait to tip Todd. I saw every passenger pull out more money to compensate him than usual. Todd was the world’s best concierge and he had “earned” every cent (and more).

How do you give “concierge service” to your customers? Do you provide your customers with “inside information” that they cannot get anywhere else? Do you personalize their experience?

If not, you need to start today.

"Do I look like someone who is here to help you?" United O’Hare counter staff disappoints

Mike was waiting for his flight from Chicago to Detroit. It had been a long day for him. He had been working in Minneapolis earlier in the day and this was his last leg home.

He noticed on the board that his gate had been changed from 30 to 28. Knowing that there are sometimes mistakes he walked up to a uniformed United gate person who was standing at the counter. “Hi, is the flight to Detroit now leaving from 28?” “Do I look like someone who is here to help you?” she barked. “Er, well, yes, you are at the counter in uniform.” he replied. “This counter is closed.” was the last thing she said to him.

Mike walked over to another uniformed gate person to ask the same question. Her reply was “Just look at the board.” and she was done talking to him, too.

Mike was astounded that he would be treated so badly. He vowed to never fly United again. I can’t blame him. There is no excuse for the treatment he received. “Do I look like someone who is here to help you?” May be one of the most outrageous statements I have ever heard from a customer service person.

I know that the gate personnel are not richly compensated, but with attitudes like the ones Mike encountered, I think that they need to find new work — somewhere far away from customers.

Guest Post from The Amazing Service Guy Kevin Stirtz

Six Steps to More Loyal Customers

We all know it’s important to have loyal customers. But do you know how important it is? A study by Bain & Company suggests that a 5% increase in customer loyalty can improve profitability by anywhere from 25% to 95%. It shows us there are big opportunities available for owners and managers who are willing to do what it takes to increase customer loyalty.
The good news is, it’s not hard. And you can do it with the people and resources you have right now. It takes time, effort and patience to make it successful. But you can make a huge impact on your business.

Here’s what you need to do:
1. Ask your customers what they want.
This is different than what they expect. What customers expect is usually less (often a lot less) than what they want. But you need to know what they want.
What do they want in general? What are they trying to accomplish (or avoid)? Why did they choose you instead of your competition? What are their priorities and preferences?
Keep in mind different customers focus on different aspects of what your business does and how you do it. But if you speak with enough, you should see patterns and trends. You should develop some profiles of what various customers want.
Also look for how your customers want to be served. This will vary a lot and is harder to discover. Most people focus on what they want because it’s easier to talk about. But people like to be treated well. We all have different definitions of what being treated well means. You need to learn what it means to your customers.

2. Tell your customers what to expect.
Some companies try to be all things to all customers. They do too much and none of it well. Every company has a unique set of resources that gives it a competitive advantage. these are your company’s strengths. Learn what they are. Use them to determine what your company can do better than anyone else in your market.
Once you know what your company does best, compare that list with what your customers want. These two lists should overlap. (If they don’t, you have a problem!) Where they overlap is what your company should focus on. These are the things you need to do for your customers: the combination of what they want most and what you do best.

From this list you need to develop your message. You might call it a brand promise. You might call it your Customer Service Standards. What you call it is not as important as what you do with it. Use it to tell your story. It tells people why they should do business with you. and it helps them know what to expect when they do business with you.

Then make sure your customers, employees and management all understand your message. Do everything you can to share your message with these three groups. Post it in your store, on your web site, on your business cards, in your ads and anywhere else your employees, management and customers will see it. Get it noticed!

3. Create easy ways for your customers to offer feedback.
This is where many companies stumble. They focus so much on getting new orders and delivering the product or service, they forget what happens afterward. The only way you can consistently get better at what you do is with a steady flow of honest and direct feedback.
Find many ways for your customers to let you know what they think. Brainstorm with your employees. Make it a contest. Copy other businesses. Ask your customers. Do a Google search! Try different communication channels and keep trying until you find a bunch that deliver the amount of feedback you need (which is a lot).

Make sure this step is done by your employees. Don’t rely on outsiders (consultants, survey companies, etc.) to do this for you. They are your customers and you need to communicate with them directly. You’ll learn more from them this way and you’ll develop closer ties with your customers. You’ll also get another benefit. Customers love it when a company pays attention to them after the sale. They feel important because you’re asking them what they think.
Finally, make sure your customers know how they can contact you. Publish and promote the many ways customers can connect with you. Encourage them to reach out to you often.
4. Listen to what your customers say.
Many companies talk about customer feedback. Some do it well. Most don’t. Because they don’t work vary hard to hear what customers are saying about them. They might hear the obvious, like complaints and “thank yous” but nothing else. If you want to increase customer loyalty, you need to do better. You need to make a special effort to find out what customers are saying about your company, your products and your service.

This includes more than the feedback mechanisms you create (Step 3). It includes the many other ways people communicate about your company. The Internet is full of people’s comments about their customer experiences. Make sure you are mining this resource on a regular basis.
When you build trusting relationships with your customers and you open the lines of communication. You position your customers as partners. They can help you learn how to do a better job. But you need to communicate with them to make this happen. You need a steady flow of quality customer feedback.

Are you doing what you said you would? If not, what’s missing? Are they getting what they want? Is the message you’re sending the right one? If you have developed a brand promise, is it really what your customers want? And since things change, you need to stay abreast of changes in what your customers want.

Look for the Amazing Service Gap. This is the difference between what you promise your customers and what you’re actually delivering. Their feedback is how you know what your gap is. So listen for ideas on how to do better. Find ways to close the gap.

In addition to listening to your customers, you need to gather and store what they tell you. Most companies have plenty of contact with customers. But they never keep track of what their customers say. And if they do keep track, it’s often hard to access because it’s in a file drawer somewhere or buried in a database that nobody knows how to use.

Make sure the feedback you gather is stored in a way that people can get to. In fact, you should publish it. Make it available to everyone in your company. The more people who see it the more ideas you can generate to use it (Step 5). By having a lot of people look at it and talk about it, you’ll be able to see your customers more clearly.

Conduct regular and frequent meetings to talk about the feedback and draw conclusions about what it means. Look for trends and patterns. Also, look for what’s not there. Are there things you think are issues or concerns but that do not appear in any customer feedback? If so, what does that tell you? If it’s not important to your customers, should it be important to your company?

5. Act on what your customers tell you.
Information is no good if ignored. Beyond listening to your customers and considering what they say, you have to use it. This doesn’t mean you act on everything. Remember, Step 2, you can’t do everything everyone wants. So you need to pick and choose what feedback to act on. Focus on what will help your company do what you do best. Choose ideas that will help you close the gap (Step 4).

You might find feedback that takes your company in a different direction. Your brand promise (Step 2) might be missing the mark. Maybe you have a changing customer base or a changing market. If your feedback suggests this you need to consider how it affects your business. Then either act on it or make an informed decision to not act on it.

The bottom line in Step 5 is to do something with your customer feedback. It’s a gift from your customers so treat it as such. Make sure your thank every customer every time they offer feedback. And, let customers know what you do with the feedback. If they know it gets used they’re more likely to keep offering it. Help them get involved and stay involved as your partners.

6. Repeat.
Like the shampoo bottle says, “lather, rinse, repeat”. But in this case you should be repeating forever. This is a never ending process of learning, sharing, and working together.
Managing your company is no different than practicing a sport or hobby. The more you do something, the better you get. And since people and situations change constantly, this process needs to keep repeating so you don’t miss these changes. Keep cycling through again and again.

You’ll get better at knowing what your customers want and at giving it to them. Your customers will see you are truly focused on helping them get what they want. They’ll have little incentive to go elsewhere.

You’ll never please every customer every time. But if you follow these steps you’re much more likely to please most of them most of the time. That will keep your customers coming back again and again.

Kevin Stirtz is the Amazing Service Guy, a speaker and trainer who helps organizations of all kinds deliver Amazing Customer Service. His recent book: "More Loyal Customers" has won 5 star reviews at Amazon.com. You can find more at his website: http://AmazingServiceGuy.com

Nordstrom is listening — and that is a good thing

I recently wrote an “open letter to Nordstrom” and then tweeted the url for everyone to read. People commented on my post that I should send this letter to Nordstrom. I didn’t even have a chance to think about it because not more than 5 hours after I had posted my article I got a letter of apology from the corporate office. It seemed sincere and asked for details about the event that I blogged about.

Now THIS is how a company should be using Twitter. Many of us use Twitter to “talk” or maybe worse, “sell”, but he companies that are really ahead of the curve are using Twitter to listen. Between Google alerts and Twitter, a company can keep updated on what their customers are thinking and talking about.

Before the electronic information revolution, a company would have to read letters, maybe do surveys, and walk the floor to get a better understanding of what their customers really felt about them. But, all too often, customers never complain (or compliment) a company directly. Instead, they would sit over a cup of tea or a beer and tell their friends and family. If the story was really juicy, whoever heard the story might then tell their friends and family. 

It’s great that companies now can get real-time, unfiltered comments from their happy and unhappy customers. The trick, of course, is to do something with all of this input, and do it right away. Contact the author if you can, and if not, post an open apology. Internally, address the problem through training.

Start listening to your customer. You might not always like what you hear, but at least you will learn some things and be in a position to do something about the problem.

There’s a reason that Nordstom is a leader in customer service—it’s because they are extremely responsive to their customers. See what you can do to emulate them.

By the way, Nordstrom if you are listening, all is forgiven.

An open letter of apology to Nordstrom counter staff

Hi,
I am writing to you to apologize for my rude behavior yesterday. My girlfriend and I were looking for makeup, came up to your counter and interrupted the conversation that the three of you were having with one another. Yes, my mother raised me better than that. She did tell me it was disrespectful to interrupt a conversation. But, you know me, I just had to find out about the eye shadow your company sells.

Now, I am sure your conversation must have been important because you were so engrossed that you never even saw us standing there. Maybe you were talking about how Michigan, our state, has been so badly hurt by the recession—perhaps more than any other state in the nation. Or, maybe you were commenting on how Nordstrom, usually very busy, was essentially empty of customers that day. Maybe you were chatting about how if business didn’t pick up, you might all lose your jobs. Whatever it was, we could clearly see your conversation was way more important than us.


The nice thing is, that although we interrupted you, once one of you pointed to the makeup we asked about, you went right back to your conversation.

Here is my promise to you: I will never, ever, ever, bother you again. You can count on it.

Best wishes
Laurie

I Am NOT a Table: aTale of Medical Customer Service

This morning I went in for a medical procedure, and left with some pretty strong opinions on how medical personnel can improve their customer service.

The first nurse I encountered was perfect. She walked in, greeted me immediately, introduced herself, and then, told me step-by-step what she was going to do. So that there were no surprises, she explained that she was inserting an IV in my hand, commenting that this would be the last pain I would feel for the rest of the procedure. It went down hill from there.

"I Am NOT a Table": Lesson #1
The anesthesiologist was the next person in the room. He walked in, placed my medical records on my legs (No! I am not a table) and then proceeded to review it without either greeting me or introducing himself. A few minutes later he finally decided that I could know who he was and introduced himself.

Customer service tips:
Do not use the patient as a surface to place your records, there are tables in the room. It is disrespectful to use the patient as a table.

When you walk in the room, introduce yourself to the patient immediately. The patient shouldn’t have to guess who you are and why you are there. It is stressful enough without the added mystery. What may seem like seconds to you can feel like an eternity to your patient.

"I Am NOT a Table": Lesson #2
I was then wheeled into the procedure room. The anesthesiologist nurse complained to me that she was starting to get sick and her throat was hurting her.

Customer service tip: If you are sick, you have no business working with patients. And even if you feel that you have taken every precaution to not spread your illness, there is no need to discuss it with your patient.

"I Am NOT a Table": Lesson #3
As I was waiting, other medical personnel were in the room. They all started chatting with one another as if I was not in the room, or, to continue my metaphor, like I was merely a table.

Customer service tip: The procedure room is not a place to chat with one another. If you want to chat you can talk to the patient, unless they prefer quiet, in which case you should be quiet. Not including the patient in your conversation is disrespectful and unprofessional.

"I Am NOT a Table": Lesson #4
As I was lying on the gurney I started to feel woozy. I had no idea why. I asked the nurse why I was feeling that way. She responded that she had started to giving me a sedative.

Customer service tip: Do not start giving medication without informing the patient what you are doing and explaining how she might feel from it. Feeling woozy shouldn’t be a surprise. Once again I felt like a …yes you guessed it “a table.”

So medical personnel, whether you are a Doctor, nurse, or whatever, remember that the person lying on the gurney is your customer. Treat this person with respect. Not only is it the right thing to do, it makes good business sense. If your customer/patient doesn’t like how you treated her she might never come back, or she may tell all her friends not to go to you, or even worse—she might write an article about you.

Do You REALLY want Kevin Smith to be Your Spokesperson?

My guess is the answer is a resounding "NO!" especially if you are Southwest Airlines.

Recently Kevin Smith was kicked off a Southwest Airlines flight because he was too fat. He started tweeting about it, and I mean tweeting non-stop.

When Kevin Smith tweets, people listen. People like CNN, TMZ, People Magazine and Larry King. People who are more than happy to share Smith's story of bad customer service.

All of a sudden, Southwest had to start handling a public relationship nightmare. They now are in the position of having to try to overcome tons of bad publicity.

The whole notion of bigger customer's having to buy two seats has been in the news recently. But this is different. This is a man who fit in his seat without having to have the buckle extender.

It of course makes you wonder how many other people have had to deal with this embarrassing situation. Smith was mortified to have to take the walk of shame off the plane. Yes he is a celebrity, but NO ONE should have to be taken off a plane in this way.

In his smodcast Smith says...
"There is no customer service whatsoever left, I am not going to say in this whole country...
But how do you show that little interest in somebody who like holds sway over your ...job?"

He has a great point. All of us, not just celebrities, holds sway over the jobs of the people who serve us.

Now I am not saying that anyone should lose their job over this incident. Just that if you are in the customer service business you really should provide exceptional customer care.

Erhard BMW provides exceptional customer service

It was 4:01 PM this last Saturday. I pulled my car, with the horrible clanging shocks, up to the service entrance. I knew Erhard's BMW service department closed at 4, but I was hopeful that someone could at least tell me if it was dangerous to drive the car.

Now, most businesses that close at a certain time don't let any new customers in after that time.The workers have put in a full day and they lock the doors right at closing time. But not Erhard, they are in the customer service business and nothing was more important to them than me. Or at least that is how they made me feel.

I not only had my car taken on a test drive and put on a hoist (thank you Sam) but they arranged for me to take a loaner car. Late on a weekend day it would seem impossible to offer me a loaner car. But they found one. By the way the new BMW was awesome!

What this meant was that everybody had to stay late on a weekend night.
And to a person they never made me feel like they were doing me a favor. You may know what I mean by that. The service provider says "Well, (sigh) I guess I can help you, (sigh) but only this once. You know you are here after closing time."

Erhard's team treated me like a valued guest. In fact they acted as if I showed up first thing in the morning. I was never made to feel guilty for making them stay late.

I love this dealership. They continually exceed my expectations.

What are you doing to exceed YOUR customer's expectations? Take a tip from the Erhard team and go the extra mile.

ARE YOU READY FOR THE HYPERSENSITIVE CUSTOMER?

ARE YOU READY FOR THE HYPERSENSITIVE CUSTOMER?

As if businesses weren’t struggling enough these days, a recent study out of the U.K. has revealed the emergence of the “hypersensitive customer,” a consumer that has less cash, more information and less tolerance for poor customer service than ever before. The study, conducted by UK accounting and business consulting firm BDO Stoy Hayward, found that in the last 18 months, customers have become less loyal, as they realize how privileged retailers are to have their business. In fact, 48% of consumers admitted increasing their expectations over the past two years.

Customers are plugged in, with easy access to consumer reviews, detailed technical information and competitive product information. They have tighter budgets, so they’ve become more discerning in both the products they buy and the service they expect. 74% of respondents in the study said they wouldn’t purchase products and would leave the store if they encountered what they deemed to be poor service.

Are you and your business ready for the arrival of the hypersensitive customer? If not, now is the time to examine your customer service practices and get them in line with the needs of today’s consumer.

There’s a new customer service book on stores shelves and online resellers that can help you manage this new breed of consumer. When you order “Who’s Your Gladys?” today, you get a special package of 40+ electronic bonus gifts in customer service, sales, marketing and professional development. Buy your copy today at www.whosyourgladys.com Watch the WYG book trailer here: www.youtube.com/whosyourgladys

Customers like to be remembered

Last week I was working in Orlando. I was staying at the Disney Contemporary Resort. Of course I am aware that Disney prides itself on superior customer service, so my expectations were pretty high. Even with those high expectations I still found myself amazed by a specific event.

After my class was finished I walked up to the reservation counter for the California Grill. Apparently it is a very popular restaurant so reservations are not easy to get. I was dining by myself so I thought I would check to see if I could eat later. A lovely woman behind the desk greeted me and told me that there should be no problem. It was a short unremarkable encounter and I walked away.

Later that night, after changing into more comfortable clothes, I decided to try and eat at the California Grill. I had no problem getting in (even though the place was packed.)

I was enjoying my meal at the sushi bar (the food was amazing,) when the woman who greeted me walked up to me and said “Wow, I am so glad you decided to come back.”

This blew me away. As I said, we had an unremarkable conversation, it lasted only seconds and I wasn’t even wearing the same clothes. But Ashley Call, the restaurants Guest Service Manager remembered me. And by the simple act of remembering me and telling me she was glad I came back she transformed my evening.

I felt important. I felt valued. I felt appreciated. She took a good evening and made it great. I eat at a lot of good restaurants, but I would go out of my way to go back to this one because of Call and her staff.

Call told me her goal was to make sure every guest leaves happy.

What do you do to make sure every customer leaves happy? How do you make your customer feel important, valued and appreciated?

Try doing something today to transform your customer’s experience.

You Lost My Sale Today

Yes you did. You probably don't care. At least that is how it appeared to me. I came into your store. Oh, I bet you don't think of it as YOUR store. I imagine you just think of it as the place you work. Which is probably part of the problem. But, I think of it as your store. And you ignored me. I walked in looking confused but interested. You were talking to your friend. I know you saw me. You just thought your friend and your friend's boyfriend were more interesting. You looked at me without acknowledging me or greeting me. You never stopped talking to your friend for a minute.

So, I walked out. The fact that I walked out without buying anything didn't seem to bother you one bit. Well, why should it? It's not YOUR store after all is it?

But wait, you get a paycheck right? Who do you think funds that check? Yes, it is me. And all the other people who buy things from your store. If you keep ignoring customers, the "owners" of the store won't be able to afford you. And in these tough economic times, that time may be sooner than you imagine.
So, please, the next time a customer enters your store greet them. Ask how you can be of assistance. Treat that customer as if your job depended on it...because it does.

Using Tweets to Provide Exceptional Government Service

The Mayor of San Francisco, Gavin Newsom, was looking for creative ways to provide customer service to his citizens without costing the city a lot of money. In a press conference, that was replayed on Youtube, he announced a new and innovative way for his citizens to communicate with the city's government agencies through Twitter.

A few years ago the city took 2300 phone numbers and a very difficult to navigate phone tree and merged them into a 311 call center. This call center is open 24 hours a day, 365 days a year and is also available in 179 languages.

The Mayor said that they were looking into a text-messaging component to this call center but the price was prohibitive. He found that integrating Twitter into the system was the perfect answer. Twitter and the city's Dept of Technology worked together on this project.

Citizens can now press d sf311 on their Blackberry, I phone or non-smart phone as well as through their computer in order to send a question or complaint to the 311 call center. Once the tweet has been sent, the call center routes it to the correct department. Citizens can send photos (graffiti tags, abandoned mattresses or potholes) along with their tweet.

Bix Stone, co-founder of Twitter, said " People are moving their communication to a more open medium using tools like Twitter and Social Networking and Youtube." Clearly Mayor Newsom understands this better than anyone. His speeches are broadcast on Youtube and he is the first Mayor to integrate Twitter into his 311 call center.

Newsom said that he wanted to empower his citizens. He wants "800,000 eyes and ears on our streets."

Whether or not your local government can use technology as creatively as San Francisco, you do need to make exceptional customer service a priority.

Find ways to make it easy for your citizens to talk to you. If nothing else make sure you have a simple phone system that has no more than a few prompts. Respond to emails and letters quickly. Return your phone calls promptly. Follow the spirit of Mayor Newsom's goals.

Seriously, you don't want my business?

I need your help. I want to hear your stories. Tell me about the many ways that businesses tell you that they don't want your business. Please post your stories here or email them to me at lauriebrown@thedifference dot net.

Here is a favorite of mine:

My sister-in-law was recently visiting NYC and wanted to buy a pair of comfortable walking shoes. Her husband googled "Comfort shoes New York." He found a number of shoes stores, one of which was Treadeasy shoes.

She called the number and this is the conversation:

Treadeasy shoes (TS): Hello

Sister-in-law (SIL): Hello, is this comfort shoes?

TS: (Deep sigh) NO! This is TREADEASY comfort shoes.

SIL: Well I am looking for comfort shoes and my husband looked on the internet and your number came up.

TS: (Sigh) This happens ALL the time. You need to return some shoes? They are on the internet and we are not. We are referral only. DId someone refer you?

SIL: No, I am just looking for comfortable shoes.

TS: Well our shoes start at $250 dollars and I am not sure THAT is what you are looking for.

SIL: Well, you are a shoe store, right? And I am looking to BUY some shoes.

TS: (Laugh) Well, OK.

SIL: Where are you located?

TS: Well, we can meet you on 42nd st.

By this time my sister-in-law was tired of trying to give this business her money. She thanked the woman and ended the conversation.

Now to be fair, maybe there is a great deal of confusion about the differences in the stores. But imagine if the conversation went this way instead.

TS: Hello. Treadeasy shoes. My name is______________. How may I help you?

SIL: I am looking for comfortable shoes.

TS: Well, that is great. We specialize in high end comfort shoes through referrals. May I inquire who referred you?

SIL: Actually we found you on the internet. Is there anyway that I can still buy from you?

TS: Of course. Let me tell you a little about our business and how we can show you our shoes.

Now, I don't know their business model. But, I truly believe that a warm greeting and not showing frustration is a good start no matter what your business model is.

I would like you to think about the way that you make it difficult for people to give you their money. Try instead to be warm, helpful and gracious. I can't imagine ANY business in this economy that doesn't need each and every one of their customers.

Customer Service Lesson from Salvation Army

So, I got a call today. It was from Jason at the Salvation Army. I knew what he wanted. It is what EVERY charity I give to wants. I was sure he was going to ask me for more money. They all do.
But, boy was I wrong. He didn’t want money. He only wanted to thank me.

Jason told me how grateful he was that I had donated to their Bed and Breakfast Club, a fundraiser that Dick Purtan puts on every year. And you know, I believed Jason. I think he really was grateful to me, and the others who helped Salvation Army meet their goals.

He told me that he always thanks his donors with a call or a written note of thanks. He told me about all the wonderful things Salvation Army does with our money. I was touched by his enthusiasm and his sincerity.

You can bet the NEXT time Jason contacts me I will be happy to talk to him again and to give to the Salvation Army. Why? Because, he took the time to begin building a relationship with me. He called simply to say thanks.

So, what can we learn from this charity and more importantly from Jason? Gratitude goes a long way to making your customer feel valued and important. I continually harp on the fact that your customers have an almost unlimited amount of choices on whom to give their money. The same is true for charities, especially in these tough times, charities have to compete for your money. Saying thanks, being truly grateful, goes a long way to creating the kind of relationship that makes your customer happy to do business with you.

Today, call your customer to just say thanks. Write them a personal note. Stop by their home and drop off a small token of your gratitude. Then let me know their reaction.

Also, if you can, give some money to the Salvation Army or the charity of your choice. The world will be a better place for it.

Stop lowering your price, raise your customer service

Prakash Sadagopan, Director of Product Strategy at Converges recently spoke at the OSS/BSS Asia Pacific Summit. His report was ground breaking. Through research he found that the customer’s experience was as important as the product being sold, and more important than brand or price.

So, what does that mean to you? If you are trying to compete as the lowest price competitor you may very well may be missing the mark. So many businesses try to compete with lower prices. If you are one of those lowest price competitors, my guess is that you have to trim expenses. Often, when trimming expenses the first thing that goes is trained , engaged employees. After all if you think that your customer just wants the lowest price why would you bother with having a full service staff. Instead you should consider ways to simplify services and processes.

Customers who are always looking for the lowest price are not loyal. They skip from one company to the next looking for the next best deal. To really build a business you need and want a customer base who is loyal to you. Those loyal customers form the backbone of a successful business, because they not only come back time and again, they tell their friends and family about you.

What do these potentially loyal customers want from you? According to Sadagopan, 64% of the customers want knowledgeable employees, who address their needs on the first contact and treats them like a valued customer.

He ends his presentation with four steps that you need to take to start building your loyal customer base.
1. Proactive Care actively seek out opportunities to help your customers
2. Lifetime value Use every contact to increase the value of your relationships
3. Agent efficiency Help your agents resolve customer issues quickly
4. Automation effectiveness Improve automation to the point where customers prefer it.

In future columns we will explore each of these steps. For now, look for ways to make your customers feel valued and respected by greeting them warmly the minute they walk in your door.

Good Old Fashioned Customer Service is New Again

I just read an interesting article in the Bay City Times, about retailers in Bay City Michigan. I am sure you are aware of how tough things are in Michigan. But the retailers in this small town have figured out what to do to keep their customers. Not surprisingly, their secret is, as they say, "good old fashioned customer service and building relationships"

In the article, Susan Yaklin-Everson, a co-owner at Violets Blue, said that "she is going the extra mile on customer service." Water Front Market owner Greg Schultz said "he's surviving a tough economy by putting himself in the customer's shoes."

These simple ideas can make a huge difference in YOUR business. I recommend that you (or a friend or family member) pretend that they are a customer and try to do business with you. They should look at your policies and processes. Your phone system, can they get to who they need easily (no far cheating on this one?) Have them pretend that they don't have the secret direct number. Have them try to return something, or make an appointment or reservation.

Most businesses that I have worked with have found that they made it hard for their customers to do business with them, in one way or another. You might be surprised at how hard you have made it for your customers.

Do what they are doing with great success in Bay City, go back to providing good old fashioned customer service and start today.

Can You Afford to Give Exceptional Customer Service in Tough Economic Times?

Okay, perhaps the better question is "Can you afford not to?

Recently, J.D. Power and Associates reported that exceptional service satisfaction enhances automotive dealer and manufacturer profitability by improving customer retention even as sales decline.

I have one comment on their finding. "Duh!"

OK, seriously, they are absolutely correct. NO business can afford to NOT provide exceptional service 100 % of the time.

You have experienced it yourself. You walk into a business, whether it is your physician’s office, a fast food franchise, a department store or the offices of a large corporation, and you are welcomed like a valued guest. The greeting you receive is warm, sincere and immediate. The rest of your experience is made better by this simple act. But, you have also experienced the completely opposite experience—probably more often. You walk in and you are treated badly or maybe worse—totally ignored. No matter how positive the rest of your experience with this business may be, you are much less likely to be a satisfied customer.

Great customer service has always been important. But, in these tough economic times, businesses can’t afford not to get their customer service absolutely right. And yet, more often than not, this best practice eludes most service providers.

An online survey showed that 77 percent of customers will never return to a business simply because of how they were greeted. Most of them leave without ever saying why. With that huge of a loss in business, it’s clear all businesses need to greet their customers properly.

Today, create goodwill and great experiences at your business by providing exceptional customer service. Write and share what you did.

The Power of a Handwritten Note

There is something special that happens when someone takes the time to put pen to paper and leave a thank you for your kindness or business. I was recently a guest at Crowne Plaza in Philadelphia and I left a tip for the housekeeper. (Note: I really am a good hotel guest, I don't leave a mess and my towels are always hung up.) Even though I always leave a tip for the housekeeper something different happened. This time I got a note back from her. I was delighted.

By simply putting writing that note she created the begining of a relationship with me. Do you think I made sure I left another tip the next day? You betcha. I would guarantee that this woman receieves more tips than her counterparts.

But, unless you are in a similar position you might wonder how this might help you and your business. In March I blogged about a Dentist who used handwritten notes to help his business.

No matter what business you are in, your customer will notice when you take the time to write them a note. It doesn't matter if it is on the bottom of the invoice you send, a postcard, a thank you note or a letter. Just take the few extra seconds it takes to write a note.

We have become adept at using technology to communicate in a variety of ways. Twitter, Facebook, E-mails, IM's, text messages allow us to instantly communicate to our friends and our customers. That's great. Instant communication can keep our customers in the loop. But for making a real impact on our customer nothing can beat a handwritten note.

Write someone a note today. See what happens.

How to Greet Your Customer-Attitude is Everything!

In a comment on a recent post Mr Q stated "The standardized greeting is a nice idea, one from which many businesses could learn. The other element, of course, is HOW the greeting is delivered... is it forced or insincere? If so, the WHAT will be completely lost in the HOW. So, as with all good managers, the mayor and/or city council must pay attention in an ongoing fashion to both the message and the delivery."

It was such a great comment I decided to write more about it. MrQ is absolutely correct. The HOW the greeting is delivered is absolutely essential. The following is from my soon to be published book "The Greet Your Customer Manual"

The most important element of your greeting is your attitude. No matter how hard you try to fool people, a negative attitude will be apparent. You give it away through your facial expressions, body language and vocal tone. Sometimes you reveal a negative attitude through what you doan't say or do.

A good attitude is one that is appropriate for your position of business. Clearly a funeral director needs to project a more somber attitude then a balloon store clerk. But both should be connected to their customers and concerned with their needs. Yes even the balloon clerk.

For most businesses, a good attitude means that youa re positive and upbeat, but in a genuine way. A phony cheery greeting has never once been mistaken for a good attitude. You can't successfully paste an insincere smile on your face in order to mask your true feelings. ou need to smile warmly and show enthusiasm for your customers.

So check your attitude. How would you feel if you were greeted in a similar fashion to the way you are greeting your customers?