Customer Service

Wednesday, April 30, 2008

Keep Your Customers And Employees Safe From Slip and Falls

Are you aware that one of the leading causes of death today in the United States is caused by slip and fall accidents? A simple slip and fall lawsuit can ruin someone's dream by bankrupting their business. However, there is a product available that will not only make your floors safer, but will, more importantly, protect your livelihood. There is a system that offers a cutting-edge technology that takes slip-proofing to a whole new level.

Slip-proofing technology, which has the potential to make a real difference in people's lives, has remained stuck in the "Dark Ages" with obsolete surface treatments. These outmoded products either wear out quickly, or change the look and feel of the floor, or don't work well when the surface becomes wet. Still others like etching, can permanently damage flooring, by physically roughing-up the surface. However, slip-proofing floors is about to change. This system, on the other hand, offers an amazing product, which is not a coating that can "wear off". This process works at the microscopic level and does not "etch" the floor; rather, it creates a "Tread Pattern" that makes the surfaces slip-resistant. It literally changes the finger print of a normally "Slippery When Wet Floor", making the floor more slip-resistant wet than dry! The best part about this process is that there is no visible change in the appearance to the surface. The look and feel of your flooring remains exactly the same. Further, it is guaranteed to remain slip resistant for a full 2 years.

You really should see this to believe it. A simple 10 minute demonstration will show you how slippery your floors really are and how their product works. The process for testing your floors is the same process used by OSHA to test the slip coefficient of friction (SCOF) of floors. This process will determine if your floors comply with the Americans with Disabilities Act (ADA) and if not, this simple process can make your floors ADA compliant and safe in no time, while showing you something you have never seen before. In addition, applying this process to your nonconforming floors to make them conform to ADA standards, may offer you a tax break. (Please consult your tax attorney or CPA).

This process works on:

Ceramic Tile, Marble, Polished Stone, Terrazzo, Porcelain, Enamel, Concrete, Brick, etc.


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Using Entertainment to Create Great Customer Appreciation Events

What's the most valuable asset of any business? No, it's not the product or service you provide... it's your customers or clients. And there's almost nothing as beneficial to your long term business success as finding effective ways to make your customers feel important, valued, and appreciated.

And of course, in terms of developing new customers, finding ways to set yourself apart and offer a little bit extra will go far in bringing new business to your company as well. If you're willing to think outside the box, and take a fun, creative approach, there are some great ways that you can use entertainment and "hospitality" to grab the attention of your customers, clients, or prospects, and show them a great time they won't soon forget.

There are a variety of different types of customer appreciation events that you can plan, and depending upon your type of business and your target clientele, you may decide to have it at your business or to hold it "off-site" at an appropriate location. And you may wish to center your event around a special occasion, such as business anniversaries or milestones.

For retail and sales businesses, you may decide to have an "open house" in which you both entertain and offer special sales or buying incentives of some kind. These are often used successfully for automobile dealerships, for example, but the idea can be adapted to just about any other type of sales related business.

For these types of events, strolling entertainers can be a great attraction to encourage people to attend. Magic is terrific of course, but depending on the tone you wish to set, some other options worth considering include strolling musicians, jugglers, or other variety entertainers.

If you expect children to also be present, or if you specifically want to target parents or family groups, you can also include children's entertainers such as clowns, face painters, or stilt walkers, for example. If you hope to assist parents with sales or other issues during the event, having activities for the children will keep them happy and allow you time to chat with the parents.

You may wish to choose a special theme for your event (such as an Irish theme for events around St. Patrick's Day) to make it more fun and interesting. In this case, you can also choose entertainers that fit the theme, such as Irish cloggers, or Celtic musicians.

For the sales open house, you may also wish to team up with a local TV or radio station, particularly if you already advertise with them, and set up a "remote" event, where the station broadcasts live from your location. This helps to bring a bit more excitement, and of course to better promote all the attractions at your event.

For professional services, such as realtors, financial planners, and health care offices, you may choose to arrange a more formal "thank you" event to wine and dine both your past and current clients, as well as their friends, referrals, and other prospects. These can be held on site if your office has the space, or you can use a banquet hall or other appropriate facility. And the event itself can run the gamut from a simple cocktail hour, to a more formal dinner party.

The more formal affairs call for a slightly different approach to entertainment, but there are still some great choices, (including magic, of course!) A small string quartet or light jazz combo can set a great tone. And you can have a feature performer of some kind, such as a magician, comic, or singer, to provide a great way to wrap up the event and make everyone feel they've been treated royally.

Another approach to these types of events that can be valuable to your clients is to mix the "hospitality" with an informal "educational seminar" and actually offer them some valuable information. This could be estate planning or investment seminars for financial planners; tips on staying healthy for health care offices such as chiropractors; or a short seminar on refinancing for realtors or mortgage specialists, just to give a few examples.

Even with this approach, entertainment can be a terrific addition to help balance out the information and ensure your guests have a truly enjoyable time. The more experienced entertainers (like me) can also customize their programs to fit into the educational theme of your event. For example, using magic as way of illustrating key topic points you wish to emphasize for clients can be a great way to give the ideas more emotional depth and make them truly memorable.

If your business attends trade shows or sets up booths at community business expo's, entertainment can be a great way to grab people's attention, bring them to your booth, or just make them feel special. And at many of these types of shows, you may also choose to provide a hospitality suite to wine and dine clients, in which case light music or casual strolling entertainment can be a great choice.

These (and many other) types of customer appreciation and "thank you" events can be a terrific way to keep your business in the minds of customers and prospects, and even help develop deeper, more long term personal relationships with them. No matter what kind of business you're in, this kind of specialized attention and consideration towards your customers will pay off many times over in referrals, customer loyalty, and repeat business.


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Customer Relationship Management - Where Is The Relationship?

CRM - where is the emphasis? On the C on the R or on the M? More and more we see the acronym CRM being bandied about in the business press, CRM or Customer Relationship Management is a hot topic. In the field, consultants have been asked what is the difference between CRM and Customer Service. From a purely semantic point of view - customer service could be defined as something which you do 'to' your customers, whereas Customer Relationship Management is what an organisation must do 'with' its customers.

In real life, in companies there is often a feeling that it would be great place to work if the customers would behave themselves and that customer service is the responsibility of one department that is seen as a cost centre as opposed to adding value! The 'them and us' scenario is alive and well in Irish companies and as things get busier, the gulf between the organisation and customer increases. The Celtic Tiger may have been partially responsible for the development of this culture as there were plenty of customers, the recent down-turn may well lead to a re-evaluation of the approach taken to customers.

The use of information technology as enablers in the field of customer relationship management has been hailed a major breakthrough in CRM, and has spawned its own sub-acronym -- e-CRM. The business press abounds with articles and advertisements on the e-solutions available to bring e-CRM to the 'masses'. More and more companies are investing in e-solutions to redefine and elevate their customer service activities in the organisation, often without the desired effect. . When we look at the e-CRM solutions, are we actually reducing the relationship aspect and increasing the management aspect? But without the relationship will we have any customers left to manage? This brings in another side to CRM, that could be termed h-CRM , where the h stands for human.

To have an effective and sustainable h-CRM system, CRM has to be embodied in the culture, and this can only be truly so if the emphasis is on building the relationship with the customer. The mindset of the organisation from the highest levels down must be focused on the customer, the processes must be customer centric. The strategy and function must be aligned so as to deliver maximum value to the customer. Often, when faced with the question regarding whether or not the organisation is customer focused, management will pull out a mission statement that usually invokes some platitude towards the customer.

So what about h-CRM, with emphases on the h and R - how can it actually improve our bottom line ? The newly updated version of ISO9000 standard along with the Business Excellence Model from the European Foundation for Quality Management, have a distinct focus on the customer in terms of how do our systems actually deliver benefit to the customer, and how do we measure it. Having a systematised approach ensures consistency, having the h-factor as a valued aspect of the system ensures the relationship. But as with every system, to know how we are doing we need to be able to measure what we are doing.

As a business, how do we actually measure our service levels, we -

- Undertake customer satisfaction surveys (flawed perhaps by the fact that only those customers who are on good terms with us will respond and paint a rosier picture than is actually the case).
- Look at the number of complaints that we receive.
- Look at our turnaround time for customer issues.
- Look at how many calls we can answer in a hour.

These metrics are primarily based on things that we 'do' to the customer, but what measuring what we do 'with' the customer, what about the relationship? Is our customer service ethos based on the alternative-PDCA cycle where the letters don't stand for Plan, Do, Check and Act, but instead represent Panic then Do lots of Chaotic Activity! How then, do we measure the relationship aspect? How do we measure, what we do 'with' the customer?

By having information on what we do with our customer, what they expect, what they value and their potential for growth, we can adjust our offering to allow them to deal with us on a continuing basis. Information technology, even as basic as an Excel spreadsheet with accurate customer information, should be a help to us in the capture and accessibility of information on customers across the organisation. There is real value in having an e-CRM solution, but it needs to be linked with the people aspect. The realisation that customer information is not customer knowledge is also worth taking on board - when we look at our customer information databases, how much do we really 'know' about our customers? Technology will take us part of the way, but the real value is in the human aspect that builds relationships through getting to 'know' the customer. This generates a TOTAL relationship with the customer that can be defined as one where there is trust, openness, transparency, appropriateness and longevity.

For a TOTAL relationship that is delivered by the h-factor and enabled by the e-factor, there is a need for integration of the customer into the organisation. The main barrier to this has been found to be fear, a fear of letting the customer see that we are in fact human and operate under fairly much the same constraints as they do! The barrier is even apparent in how we communicate with our customers - only when it is safe and absolutely necessary!

Up to this point, the focus has been primarily external, out towards the customers. Now let's focus on the staff with whom our customers interact. How customer focused are they? How do they treat our customers? What is the attitude expressed towards customers by our people? What type of image of our organisation do they present to our customers? In HR circles it's often said that people don't leave jobs - they leave people. From a CRM viewpoint could the same thing be said - how often do we lose customers because of the interaction with our people? How many companies actually use information gathered from the CRM systems to help specify the training requirements of staff? The basic point is that the best CRM products and customer service processes are of no consequence if the people cannot deliver on the relationship aspect.

Looking at how most companies conduct business, relationships are not considered as key entities - its more like warfare where we select our 'target' market, gather 'intelligence', devise a 'penetration' strategy, 'take out' our competitors, 'consolidate' our position and 'attack' through our sales 'force' in an aggressive 'campaign'. Militarily we are moving towards e-warfare, and the danger is that in our customer interactions we are moving in the same direction with an over-emphasis on e-CRM solutions as the panacea. The question is, can our customers have a relationship with an e-CRM interface, or more importantly, do they want to?

For the best possible CRM solution for our organisation - we need to make sure we we don't lose the emphasis on the R and this can only be achieved by having people who are ready, willing and able to establish, develop and maintain the relationship. This is a key skill, a value adding process for any organisation, because in the final analysis, CRM is the acronym for Customers Really Matter - is this the case for your organisation?


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Happy Customers Buy More

Customer satisfaction is essential for long term business success for two very important reasons. Firstly happy customers spend more money. Secondly happy customers are ten times more likely to recommend your business to other people. I discovered the second benefit by accident when I ran a test to try and reduce my refund rate. I began sending all my new customers a gift basket two days after they made their first purchase with a note saying thank you for purchasing from Tyvar Marketing, we hope you enjoy our service. My initial plan was to see if sending an unexpected gift would reduce my refund rate. Happily it did, my refunds dropped from 10% to virtually zero. But the most surprising result was the number of referrals that came flooding in from those customers. My referrals increased by more than ten times what they were normally.

At the time I was selling a high priced product so I could afford to spend $80 on a gift basket but there are a lot of businesses out there with lower margins, so I've written this article to show you how you can give your customers valuable gifts that bring a smile to their face and ultimately sees them buying, more and referring your business to more people for virtually zero outlay.

For this to make sense you must understand that there are a lot of businesses out there looking for new customers. These businesses know they have a good product and will get a lot of repeat business if they can encourage people to try their product or service, so they would be quite willing to give you some FREE or heavily discounted products for you to gift to your clients. This is a win-win deal for both your business and their business. You increase customer satisfaction and they gain exposure for their business.

The simplest way to find businesses like these is to take advantage of a free business listing on a Joint Venture Directory such as www.1000Legs.com saying that you are looking for FREE or discounted products to send your clients as gifts. This will allow businesses which are looking to promote their products to customers such as yours, the chance to contact you with valuable gifting offers.

You don't need to limit your gift sending to just new customers, you can send gifts to ALL your customers. Send them Christmas gifts, send them birthday gifts, Valentines Day gifts, gifts to celebrate the years you've been in business or just a random out of the blue gifts, to say thank you for being a valued customer.


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Thursday, April 24, 2008

Do You Have a Suggestion Box?

If you're currently using a suggestion box for your business, are you sincerely considering the recommendations and complaints you receive? If you haven't yet created an input collection system, I encourage you to create one and actively seek to fill it.

If you yourself have ever tried to offer constructive suggestions to business owners or customer service representatives -- only to learn that they had no way to collect them -- how did it make you feel?

The last three out of five times that I've tried giving suggestions, I've slammed into a dead end. Since I'm continually coming up with new ideas about how businesses can improve their customer service, I'm always disappointed when I find they're not waiting with open arms and ears to receive to them -- especially when an issue may have caused me considerable frustration as a customer.

This article offers several tips for using the input you collect to actually strengthen your business and bring in more revenue.

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Ideas for Mining Your Data

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Your customers deserve no less than the very best of experiences with every facet of your offerings. Revealing and remedying annoying hassles can stem the exodus of any cranky customers and help you begin building a base of "raving fans."

So, once you have a suggestion box or even technical support logs that contain customer feedback, you can comb through them to identify hassles of every type. What's really been bugging your customers or stopping them from getting things done? Look for patterns and trends.

For example, are people having trouble installing something, or wrestling with getting started? Are they reporting bugs or service problems? Are instructions incomplete or confusing? Look for the following possibilities:

- Immediate but basic problems that you can remedy right away.

- Major malfunctions occurring that should be documented and fixed.

- Gaps in the internal hand-offs for converting prospects into customers.

- Customers or prospects needing something that you don't offer, which could spark ideas for new offerings, accessories, and promotional campaigns.

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More Ideas for Uncovering Customer Hassles

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Below are additional ways to reveal the sources of your customers' aggravations.

1. Poll customers using Web, mail, or e-mail surveys, or support calls.

You might ask what your customers love and don't love about your products and services, and how they might suggest improving them. You could even consider expanding routine customer support calls by asking customers: "Is there anything you can think of that could enable our products or services to better assist you?" Customers may find it very refreshing to finally reveal their pet peeves.

2. Visit your customers and observe them actually using your products.

It may be a real eye-opener to watch your customers try to install, set up, learn, and troubleshoot your product without having someone guide them through every step. If you had intended your products to be self-explaining and easy to use, this could reveal several aspects in which they are not.

3. Prioritize your findings using the 80:20 rule.

Try to evaluate which 20% of the issues (the "vital few") seem to be giving your customers 80% of the headaches. Then, strive to work toward eliminating the worst problems until you've removed everything down to the noise level. It's easier said than done, but in the long run, your customers will really appreciate it!

In conclusion, your suggestion box, customer database, or other observations may represent an under-exploited source of new income streams. The information you glean can eliminate customer headaches, boost customer loyalty, and lead to new or improved offerings and precisely targeted marketing campaigns that open revenue doors. Therefore, you have everything to gain by taking charge of this data and mining its treasure!


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5 Simple Steps To Improve Your Customer Service Right Away

There are 5 Simple Steps that you can do that will make a difference in your Customer Service right away. Some of the Steps will seem obvious.

It's just that we assume everybody has what is commonly referred to as "The Basics."

I'm here to tell you.......WAKE UP! And smell the coffee before it's too late.

Here are the 5 Simple Steps to teach that will make a big difference.

1. Teach them to SMILE. I know, it seems too simple, doesn't it? Why would I need to point that out? It's because I travel all over the country and consistently receive better service whenever I am Smiled at. And I can always tell when I am about to receive less than Average Service when I don't receive a Smile.

In today's faster, unfriendly and discourteous world it makes a HUGE difference.

It may not seem too scientific, that Smiling thing. Just try NOT Smiling to your Customers for a couple of days and see what happens. Understand this is a big part of the Perception. When people Smile at us, we perceive it to be a much better experience, even if it was mediocre.

I recently had a meal at a restaurant in Bellingham, Wa. that quite frankly, was average. It was not bad, it was not great, it was good. Average. However, if you asked me my Perception of that restaurant I would say it was Great! based on the interaction and Smile quotient that my waitress gave me. She was outstanding! Smiles will make the meal taste better and the Service sweeter.

2. Say their Name. It's the most wonderful sound to our ears. Our Name. And when someone takes the time to learn ours, we feel really appreciated and will respond appropriately. Even in a quick Customer Service environment like fast food or dry cleaners, we will always return to a place that remembers our name.

It's quite simple to do actually. Introduce yourself, and ask their name. It goes like this, "Hello, my name is Leonard, it's a pleasure to meet you. Your name is...?" Whew, that was hard, wasn't it? Here is the trick. Remember it by focusing on their name and either the color of their eyes or an article of clothing.

If you are in the restaurant business, introduce yourself, ask their name and when delivering their order, set it in front of them and say "Mary, you'll really enjoy this dish." Watch your tips go up.

3. Use Courtesy. Use those words you learned when you were little. They include "Please", "Thank You", "May I help you", "How are you doing", "Is there anything else I can do for you today", "How did you find your service experience today".

Courtesy also extends to actions, not just words. I worked at a dealership that emphasized things like walking your Customer to the item they asked about, cleaning the bathroom sink with a paper towel after using it and presenting the best possible face to the Customer along with other things that demonstrated their commitment to the Service Experience.

4. Ask for feedback from the Customer on the use of and experience of your Customer Service. Ask the right way. Instead of "How was our service today?" which will get you a "Oh, it was fine" kind of answer, ask "On a scale of 1 to 10 how would we score on providing Service to you today?" (It is the "Specific" question that gets results) You might get a lot more interesting answers especially if you ask the follow up question "Specifically, how could I make it a 10 in your eyes?" for any answer that is not a 10.

5. Invite your Customer to come back. The right way. It's all in the presentation. "It was good to see you today, and I look forward to seeing you again. If for any reason you remember something we could have done better, call me at 111-111-1111 and ask for me personally." If that is too long winded, say "My name is _____. Please ask for me when you come back." You might even say "It was a pleasure to take care of you. Please come back and ask for me, ________."

I read somewhere that the most complex questions we face in our society are often solved with the simplest of solutions. Here are 5 Simple Steps you can take right away.

Customer Service is not that complex. It's a Simple Business. We make it complex.


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5 Traits You Cannot Teach In Customer Service

There are character traits you cannot teach in Customer Service. If we could, we would because it makes the whole world a better place, not just Customer Service.

We can't, and therefore we work with people whom we believe to most exemplify these traits. Here are 5 you cannot teach.

1. Enthusiasm. We see it, we feel it and boy, do we wish everyone had it.

Many people don't though. It is often reflected in their faces when a request is made and reinforced with a sullen "just a moment" that does nothing to help us believe that we are about to receive a Service which we so desperately hope is better than what Mr. or Ms. Sullenface has just prefaced us with.

Enthusiasm is infectious, contagious and outright fun. It seems the Enthusiast is everywhere, ready and willing to do whatever it takes to make sure that we have a fantastic Customer Service experience. It is reflected by the pride they take in doing the job right, the care they take making sure everything is just so and the delivery of "Is there anything else I can do for YOU Mr. or Ms. Customer?"

The Enthusiast is nearly extinct these days. The victim of "Faster, More, Cheaper" Customer Service.

Are you exemplifying "Faster, More, Cheaper" or are you trying to grow Customer Service Enthusiasts?

2. Happiness. A feeling of pleasure. I have come to believe that Happiness is sometimes misused for the word Enlightened.

I know, now you think I am really off my meds. Let me ask you something. Have you ever met a person who was Happy? I mean really, really Happy? Really, when? Where do you think "Happy Hour" comes from? My point is that when people feel Happy, it leads to the ending of Happiness, or a state of Unhappiness. In other words, there is a limit.

I don't think there can be a limit to Enlightenment. Either way you think about it, it is not something you can teach. You can feel it. You can see it when another person really has it. You just can't teach someone to be Happy or Enlightened. They have to find it themselves.

3. Commitment. The feeling one has when one decides to do something no matter the cost or the journey. The ability to see it to the end. People who have commitment are not easily swayed. They keep putting one foot in front of the other, keeping their eye on the prize, the goal, the end.

Oh, they have trials and tribulations, and when you ask them about it, they shrug and say things like "That's the way we do it" or "It needed to be done." They have little concern or care for the thoughts of others who can't see the world through their eyes. They shrug and say "It's got to get done, and I'm the person to do it." You can't teach that.

4. Belief. The thought that someone feels completely, through and through that resonates deep inside them and tells them that they are on the right path. They don't need your beliefs, and are quite content to let you have yours.

Once it is felt between a group of people, it sings to everyone's heart in that group. A drumbeat that is felt by and played by all. It brings a natural power to a person that is unquenchable and unwavering. When all else is in doubt it is Belief that carries a person through.

I have experienced total Belief and a loss of Belief and I can tell you that when there is a loss of Belief, it literally can crush a soul. It's at these times that a person has to find that small spark, that ignites and starts the fire anew. You can't teach that.

5. Attitude. Among all, I really want to have the ability to teach Attitude. You could point out to someone what Attitude looks like and say things like "He/She has a great Attitude, you would do well to be like this" and the person would say "Oh, I see. No problem. Attitude is adjusted to maximum. Thanks." And it would be.

Or say something like "Study this book, read chapters 3 and 4, answer the questions at the end of the chapters and you will have the Attitude you need to make it through life." Right. The world would be a much more interesting place if all of our Attitudes where in sync and working towards a common goal.

" Imagine," as someone once said. You can't teach Attitude in Customer Service.

If you are trying to teach one of these to your personnel in the hope that they will morph in Customer Service Professionals, forget it. You have a better chance of seeing Santa Claus, The Tooth Fairy and The Easter Bunny playing bocce ball on your front lawn one morning.

Concentrate on finding those people who best demonstrate these traits.

Help them grow their own Enthusiasm, Happiness, Commitment, Belief and Attitude. You will be much happier with the results. (Or Enlightened)


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Tuesday, April 22, 2008

Appealing To The Customers Emotions

Discovering the steps to securing more sales

The key to success for any sales situation is to know who you are aiming your message at. If you are preparing written marketing/sales materials you need to speak the language of your ideal client and let them know you understand their situation and can help them solve their challenges with your product or service.

To ensure instant rapport, you have to think like they do! What are they thinking, what words do they use? Are they technical, informal, slang, street? Show you can help them solve their challenge with your product and service?

Remember selling is an emotional process and the more you can subtly appeal to prospective buyer's emotions, the better the chance of the sale. People buy based on what the product can do for them, the emotional benefit.

'Written rapport' is having the knack of getting the benefit message across on paper, saying the right thing to the right people in the right way to ensure the sale is completed. It can be the basis for long term relationships with good customers. Emotions are evoked with benefits so you need to establish exactly what the benefits are of your product or service. People buy for pleasure or to avoid pain! So you need to find out whether you offer a pleasure factor or solve a pain.

Get this inner understanding and your sales and belief will increase hugely:

Your company Your products and services Your customers Yourself

Whenever you address a prospective client whether face to face, at a meeting or via a sales letter or online, you have to create an emotional desire which sparks their interest to read or listen further.

Rapport can be built by showing understanding. It can be created by knowing exactly what to say, how to say it (convincingly and confidently)

It can become easier if you are face to face as you can read their body language, encourage eye contact, smile without looking like a killer crocodile and remain sincere. If you are not face to face you have to instill a sense of real understanding by evoking emotions in the words you use so they have a desire to own your product or service.

Get this right and the prospect can pay attention to your message like and trust you.

Within the sales letter you might ask them questions to tap into their situation, then as it progresses, offer a solution based on this with your product or service.

When you are referring to the solution always talk features and benefit of your service or product.

Good phrases: State Feature.... which means that.... And the real benefit to you is....... State benefit based on what they have told you is the problem And remember to be honest and tell the truth, never make unsubstantiated claims about what you can do, it will catch you out and you will lose out long term.

Copyright (c) 2008 Jacqui Tillyard


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Sunday, April 20, 2008

Importance Of Online Customer Service (Chat & Email Support)

Online customer service has become an essential factor in the growth of any business. Global competition is fierce and service providers are trying their best to improve customer loyalty. It is extremely important to keep customers happy and satisfied. This can be possible only by providing top quality services to customers. If they are not happy with the performances and deliveries of the service providers then this will not only stop the growth of the business but can also terminate the business completely. Companies who look deeply into the details of customer service will prove to be most successful in winning customers and increasing their own productivity.

It is important to think proactively about customer service. Service providers sometimes fail in their efforts to execute strategies that help build an effective online customer relationship. A successful online customer relationship can be developed by incorporating certain tools like often used shipping addresses, billing information, and services such as the ability to access gift registration and product availability.

Interactive online live chats, email support are 2 important, popular and emerging ways to provide effective services to customers leading to potential growth of the business.

Live Chat and Email support:

Live chat and email support are the two most effective and efficient ways to provide customer support/services. Customers have always preferred these two to other modes. These two methods are drastically different form each other. Live chat is providing instant answers and professional services on various products customers inquire about. Email support is a method of clearing customer queries through electronic mail service. This involves tracking big volumes of email, analyzing them thoroughly and replying with required solutions. In any case it is important to clear customer queries with right solutions and treat them with utmost respect.

Providing customer services in both cases of live chat and email support is not an easy task. Representatives must be well trained on products and operational functions. The service quality and teams should be intact.

Top strategies to provide effective customer services:

Never use tricks: Treating customers with respect should be considered the biggest priority. Never lie, breach or use any rude tactics.

First impression matters: This sets the mood for further business development. When you receive a customer online, make sure you respond quickly. If it is through email, and you need some time to analyze the request, then send confirmation saying you have received the request and will answer soon.

Be warm: Let it not be limited only to their queries and your solutions. Get more personal. Try discussing various topics like weather and world affairs. Its time you get friendly with your customers.

Get them involved: Take one step further to get more personal with them. After you are done with your services, ask them politely to write testimonials for you. A few words on your services towards them and your company will help build an interactive time.


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Thursday, April 17, 2008

What Is One Customer Really Worth To Your Small Business?

Every small business owner and manager needs to know this number. You need to place an annual or lifetime value on each customer who buys your product or service. Here is an example of what I am talking about:

Some years ago a burger restaurant placed a $100 coupon ad in a newspaper for whom I worked. One ad: two offers. Cents off on a hamburger or cents off on a milk shake. Or both.

A few days after the coupon ad ran, the sales rep stopped by the restaurant to check results. The burger meister was not happy! Only 17 hamburgers and 18 milk shakes were sold off the coupon, a total of 35 returns.

The burger meister often worked his own counter so we knew that he had a good handle on the daily flow of his business. We asked how many NEW customers came in from the 35 returns. His guesstimate was 20.

In our ensuing discussion, the burger meister shared that his average customer spent $6 per visit and returned to his burger haven approximately once a month.

Using his numbers, this means that if the food and service meet the expectations of each customer, the meister could expect 240 visits from the 20 new customers in the coming 12 months.

240 visits x $6 average ticket equal $1,140 of incremental revenue in play. $1,140 is a very decent return on a $100 investment!

And that is assuming that each of these new customers come in alone and that they do not tell anyone else how great the burgers and milkshakes are at the meisters!

Over-simplified? Perhaps, but this true-life example deals with two of the keys to making a small business grow and thrive:

1. Knowing what your customer is really worth.

2. Making sure you DELIVER on your value promise each and every time the customer crosses your threshold.

Lifetime customer values are frankly best suited for larger tickets-- vehicles as an example. Let us surmise that the average vehicle owner from age 35 to 59 buys a different vehicle every 4 years. In 24 years that equates to six vehicles --a conservative number for sure! Use your own numbers and assumptions.

Let us further assume that this average customer buys both new and used vehicles equating to an average ticket of $20,000. Another conservative number!

The lifetime value of the customer in this example is $120,000. That is what the real sales pros see when a prospect walks through the front door of the dealership: $120,000 in 2-foot high red letters blinking off and on above the head of the prospect!

Too often small business owners measure only the immediate sale from a given ad or promotion. That is short sighted. It is the lifetime value of each customer that is important.

The real value underscores the crucial importance of over-the-top- service and consistency in your customer dealings. These are the two key elements that will allow you to leave your competition in the dust, even the Zillion Dollar Goliaths!


Source: http://ezinearticles.com/?What-Is-One-Customer-Really-Worth-To-Your-Small-Business?&id=1112861
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Customer Loyalty Requires Customer Relationship Management

The key to a profitable business is customer loyalty. Everything else is secondary. Why is this? Because you will make more money selling over and over again to the same people than you will trying to find new people to buy from you. That is the logic. So how do you build customer loyalty? Here are three things you can try right now.

People like to be remembered. For example, remembering a customer's name will go a long way to winning them over as a repeat buyer. On the other hand, forgetting their name could turn them off. They wouldn't think twice at buying from someone else after that. So, how can you use this simple aspect of human nature to build customer loyalty?

Call or Send a Card on their Birthday

I just had an experience with this today. I saw in my calendar that it was the birthday of a friend of mine. I only sent a simple email wishing him a happy birthday, nothing special. The response I got was one of extreme gratitude. He couldn't believe I remembered his name.

When you are dealing with customers, be sure to be sincere when wishing them a happy birthday. If it at all appears automated, it could really turn them off.

Recognize Anniversaries

Find out the various anniversary events that me be important to your customer, such as their wedding anniversary. Do they have their own business? Find out when their business was established. Send a nice card or make a phone call on these occasions and wish them a happy anniversary. Be sincere and you will build deep customer loyalty as time goes by.

Consumers like convenience. Maybe there will be a time when it is more convenient for your customer to purchase from one of your competitors. This may be nothing against you. It's just a matter of convenience.

On the other hand, if you have established a deeper relationship with them in the ways mentioned above, then they likely would not let something like convince cause them to purchase from one of your competitors. They will wait until they can purchase from you.

Finally, always make a note of the date that a customer first purchases something from you. Then, each year send them a card recognizing the anniversary of your relationship and thanking them for their business.

How many other ways can you think of building customer loyalty by addressing the simple human need in all of your customers to be remembered and recognized?


Source: http://ezinearticles.com/?Customer-Loyalty-Requires-Customer-Relationship-Management&id=1108368
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7 Easy Ways to Thank Your Customers

Saying thank you to your customers is a great way to win repeat business and get a 'customer for life'.

In today's market, we are under a constant assault from sales pitches and advertising. Don't YOU get tired of feeling like everyone is after your money? Well, it's no different for your customers.

Show some appreciation today. Make your customers feel like you really value them and appreciate their support of your business.

Here are 7 easy ways you can thank your customers:

1. Send a thank you card
Whether it's a post card, a card in an envelope, or even a good quality thank you e-card, it doesn't take much to express your thanks and appreciation to your best customers. Make sure that you address it specifically to your customer (avoid generic 'Dear Valued Customer' messages if you can). Ensure that your card is signed from a specific person (either the head of your company, the CEO, or the head of customer relations). Do NOT use this as an opportunity to market or try to sell anything more to your customer. Purely thank them and express your gratitude and offer your service if they require any additional help with their product purchases.

2. Send them follow-up bonuses
Over-delivering is such a wonderful way to thank your customer. Aren't you delighted when someone gives you more than was advertised? It always impresses me. Especially when they do it more than once. You can always build this expense into your pricing, but delivering a greater value than the dollar cost of your product or service is fundamental to long term riches.

3. Call them up to say thanks
This needs to occur within a week or two of purchase of your product or service. Just a friendly call to say hi, to thank them for their purchase and to make sure that everything is working for them. This just demonstrates that you care about your customers.

4. Send a gift
Everyone loves receiving presents! It doesn't matter how old and cynical you get, somewhere inside you get a little spark of joy when someone gives you a gift. Whether you stick a dollar or a lottery ticket to your catalogue or send a completely unrelated gift to your customer, it will lift you above the herd of your competitors and make you stand out in your customers mind.

5. Send a discount coupon
Giving out coupons to your valued customers has always been a great way to show appreciation. This is particularly so if you have a business where the customer needs to buy from you repeatedly (they will appreciate the discounts).

6. Publicize your appreciation
You will need to use creative thinking with this one (and discernment). However you could have a website Super Customers page, a listing of your valued customers. You could induct them into some kind of Valued Customer Club. You could make a charitable donation in their name and thank them on your website.

7. Personalize your thanks
If your business allows you to gather any additional data on your customers, you could personalize your gratitude. If you have date of birth, you can mail or email them birthday greetings. You can send them anniversary messages (even 'It's been a year since you first graced us with your business...' type messages). The more personal you make your thanks, the more powerful the impact you have on the customers mind and heart. Personalization says you care - about me!

Okay, there you have 7 off-the-cuff easy ways to thank your customers. You really can thank and grow rich in business if you engage a little heart and a little ingenuity.


Source: http://ezinearticles.com/?7-Easy-Ways-to-Thank-Your-Customers&id=1104383
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Wednesday, April 16, 2008

Internal Customer Service - Our Customers are Inside the Company Too

Remnants of an old "cubicle" mentality still persist in many organizations today. By this I mean that departments within a company sometimes see their role as isolated and focused on a single, or set of departmental functions. This focus is often reinforced by the fact that department performance is measured, and performance reviews are based, on these limiting criteria. If your organization is suffering from a lack of interdepartmental consciousness, consider adopting the approaches presented in this article.

Let me set the stage by sharing an experience of my own. While working as a materials manager for growing manufacturing company, I was responsible for scheduling production to meet forecasted customer demand. The marketing department was responsible for providing the forecast. Over the course of time, it became clear to me that marketing would often under estimate customer demand in order to insure they always hit the benchmark they set for themselves.

I had a decision to make, plan materials and production according to the marketing forecast or modify my plan to compensate for marketing's built-in buffer (also referred to as sand-bagging). You would think that if I choose the former, I could defend my actions by referring to the forecast, which would not only reflect badly on marketing, but also create backlogs for our external customers. My solution: Analyze marketing's historical variance and adjust my materials and production plan accordingly. My reasoning: Marketing is as much a customer to me as the external customers that purchase our product.

As you read this, you can probably reflect on a number of experiences where you were faced with a similar dilemma. It's so much easier to hang your hat on a traditional measure of your performance; that being, "I did my job and if there is a bad result, it must be someone else's issue". Let me suggest that this approach is at best misguided, and more likely will result in interdepartmental feuds, finger-pointing, and inevitable lost revenues for your company.

Now that we have considered my example and your own business environment; what are some things a company, department, or individual can do to proactively develop internal customer service?

One method I adopted was to put together a customer service survey for other departments in my company. I was pleasantly surprised to find, that by simply asking for feedback on how well my functional area supported them, their perception of my service to them improved! If they had any doubts about how much I cared, approaching them with the survey eliminated their concerns. They believed I really cared; and I did!

Another method I have tried, with success, is to invite a representative from another department to one of my department's meetings. A variation is to ask to be invited to a meeting in another functional area. For example, if you are in the engineering department, arrange to attend meetings with accounting or marketing. Simply being there and listening will show you care and expose you to valuable insights as to how you can collaborate to achieve improved relations and organizational success.

Internal customer service is every bit as important as customer service to your company's paying customers. Think of yourself as a customer service department, regardless of the functional area you are responsible for. Be proactive in your interdepartmental relationship building by implementing customer service surveys, integrated meetings, or other methods that encourage communication and understanding. Initiating this approach and adopting these processes is usually contagious. Soon, others will see the value and thank you for your insight and initiative.


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The Benefits of Customer Relationship Management

Building a business empire requires several facets of the industry to be understood. One department to another, employees must take into account the customers interest no matter what it is your company is selling. If potential prospects cannot be turned into a client or getting continuous sales over time from your best customers is a problem, then there is something wrong and changes need to be made. This is where the customer relationship management system (CRM) comes in and is utilized to create an organization like never before.

Where Does The Organizing Start?

Once the company integrates the CRM system, there are several areas it can start working. Anyone who owns a business understands the importance of having targeted leads in their industry. If it's a travel company, you want people who like to vacation. This is just one example of the many we see out there on a daily basis. Other areas of interest include marketing, sales, support, and more options are accumulating as the years progress.

No matter what the reasoning, it all starts with the database a CRM system has, to build upon the organizational skills of the company. It allows employees to get a better understanding of their customers with a little inside information. Each interaction can be documented for the next worker who comes along and speaks with the client. Its an all around benefit for both parties so situations only have to be recapped.

Companies Who Use CRM The Best

Your local phone and utility companies are prime examples when it comes to using the customer relationship management system. They have the ability to use an automated system where customers can call in and without talking to a live representative, they can access account information. This will have a noted history of what has gone on with any individual account over months at a time to help with issues, upgrades, or even just paying the bill.

However, it's businesses that offer stock market services we find to be the most beneficial. In fact, any company dealing with sales over the phone could use the CRM system to their benefit. For instance, having a group of employees making pre-qualified calls with specific information input to the system is where it all begins. Pass it on to a sales rep, let them tailor a package to the potential clients needs and this gives the company more revenue and more importantly a good reputation for customer service.

What You Can Expect

It doesn't matter if you need analytical, collaborative, geographic, or an operational CRM, the software is available for whatever you need. Keep in mind if this something you are planning on doing in the near future, be sure to tailor your system to the company needs, not what everyone else is doing. In the end, better organization means a stronger business.


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Tuesday, April 15, 2008

Policies And Procedures With Customer Focus

A company's policies and procedures are a framework upon which a firm operates to ensure efficiency of operations. While these employee guidelines may serve well a business's internal operations, there are no guarantees they will satisfy its external goals. This is crucial for a firm to consider, as its main business goal is customer retention.

To maintain a competitive advantage in today's economy corporations must keep their focus on the customers who are the lifeblood of their business. Leadership effectiveness within an organization shows its true stuff when it is able to harness the best qualities of its employees to serve its customers. Often the policies and procedures a company works so hard to implement and enforce can get in the way of the achievement of the goal of customer satisfaction.

Improper policies and procedures can stifle an organization's progress. Some of them are too constraining on employees and can cause some to lose their creative spark. These result in bored, unchallenged, even resentful employees who may not perform at their optimum level.

It is wise for firms to seek input from all employees when it comes to developing policies and procedures that will work. "Policy should be developed in consultation with those affected..." (Fern Richardson, June 2006).

A retail firm may have an employee who would love to run with a decision to offer a discount to a long-time customer. Company policy dictates that the decision must come from the employee's manager. The manager may be new and have no idea of this person's status as a valued customer.

In addition, this manager has had no personal relationship with the customer to desire giving an incentive to them. The result is a customer under-appreciated and an unsatisfied employee who has no decisional autonomy in his or her job. A policy and procedure prevented the firm's ability to extend goodwill to a customer helping to keep the company in business.

Ineffective policies and procedures have a widespread effect on an organization as a whole. When applied across departments that interact with one another they may create conflict. For organizational health, there must be a collaborative team approach to reaching company goals. This team approach must focus on a common goal, the gaining, and keeping of customers. Any policy or procedure that prevents them from doing so is a counter-productive one that needs modification.

A certain set of operational stipulations may unknowingly favor one department over another and cause friction between departments. This will significantly reduce productive collaboration. Conflict between employees dampens productivity.

This conflict forces employees to focus their energies on dispute resolution instead of product or service betterment. Conflict also can produce a 'who cares?' attitude among employees which may decrease quality, whether of product or service, along with productivity.

All of this of course filters down to the end user, the customer. While everyone sometimes plays the fool, people, as 'customers' do not. They will exert final judgment by penalizing the company with a loss of sales. The customer may go further and give the company bad publicity through poor word-of-mouth advertising.

That is why every policy, procedure, and collaborative effort in an organization must have the end user of the company's product or service as its focus. "Procedures are developed with the customer/user in mind. Well developed and thought out procedures provide benefits to the procedure user." (Policy and Procedures Team UC-SC, Dec 1994)

Policies and procedures should not exist as parameters that prevent employees from giving customers the level of service they desire. Policies and procedures should not be an end unto themselves where a company considers adherence to them more important than customer needs. A customer satisfied is a customer who knows an organization has fulfilled their promises to them.

When policies and procedures promote creativity, outside-the-box thinking, and a collaborative atmosphere then a company produces more and better product. If it's in the service sector, the service it sells will be superior to its competitors because its employees are firing on all cylinders and content. In the end, the company, its employees and the customer wins.


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How Buying New Customers May Be Costing You Existing Loyal Customers

Are you buying new customers through special offers? Have you ever considered that these actions may be costing you your existing loyal customers?

Do you offer coupons to entice new business? Or maybe you give a preferred discount to a new client? If so, have you ever considered what your current loyal customers are thinking?

A successful business small business owner was sharing a story about her recent experience with a long time business. Over the course of 20 years, she had consistently patronized a framing specialty store located 20 miles away. She found the quality of work to be superior and was willing to invest not only the additional travel time, but the additional dollars that this store demanded.

Then she read of a special offer to new patrons providing a 20% discount on their framing needs. Never during the lifetime of her customer tenure did the owner of this small business provide her with any discounts; acknowledge her patronage or take any to further actions to develop a loyal customer relationship.

Now she is actively looking for a new framing specialty store because the Point of Connections - Seeing and Feeling - were violated. Additionally, the Points of Potential, the operating systems, that include processes, policies and procedures were not in alignment with the other purpose of business of building relationships.

In the book The Ultimate Question, the author explores the concept of bad and good profits. Bad profits are those where the business have tried to buy growth, to increase sales through new customers. Good profits are those where the growth comes from loyal customers.

Achieving those business goals comes from making the customer service experience exceptional through the Points of Potential and the Points of Connection. Just remember to be careful if you decide to buy customers or buy growth. For you may be also losing those existing loyal customers that are your competitive advantage.


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Monday, April 14, 2008

Money - What Money Means To You And Your Customers

"The ultimate aim of consumer research is to encourage people to spend money on your particular product or series of products. Therefore it is important to understand how people feel about money and to look at differences in spending patterns. In modern civilization, goods or services are traded in the exchange of money in the form of coins, notes, cheques and credit cards. You should note that money means different things to different people. Here are 7 factors that determine the relationship between your customer and their attitudes towards money.

1. The Employed - Those who are employed may see it as a good thing whilst the unemployed see it as a source of worry and its absence as shameful. Males associate money with competence, financial risk-taking and management whereas females see it as a means of obtaining goods and enjoyable experiences.

2. The True Value - The worth of different types of money may not be accurately interpreted. A coin will be seen as having less value than a note of the same denomination. Credit cards are seen as less 'real' than cash.

3. Symbol And Status - Money has a symbolic value presenting power, security, happiness and satisfaction. It is not generally acceptable as a gift since it symbolises status and seniority.

4. Employment And Income - People are more likely to spend on expensive cars and appliances if they feel good about their future finances. However our expenditure on food and other consumables is influenced by our income.

5. Spenders And Savers - 'Spenders' are generally healthier, happier and more optimistic than self-deniers. The money-troubled are dissatisfied with life, themselves and their relationships.

6. Pricing - A fair exchange is expected when purchases are made. People generally have an idea about a product's 'worth' and which price range it will fall into. They have a reference price which is the price they expect to pay for a particular product based on fairness or past price.

7. Quality - For many products price is also considered to be an indicator of the quality of the goods. The higher the price, the more valuable the product. This may not always be the case but presents a perceived value for the product that your customers will question.

What is important to understand is that the subjective value that money has for your customers. If you want to persuade them to make purchases they must feel that they are getting value for money. Offering your product that is too low and people will not take you seriously. Sales can be adversely affected as it raises doubts about the quality."


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How To Keep Your Customers ''In The Loop'' By Automating Your Sales Process

In this day and age everything can be automated, and that means that you are able to do more business. However, it's very important, and even more so when you are on the internet, to keep your customers in the loop. To do this, all you need to do is keep your sales process automated so that they always know what's going on.

This is something that is easy to do, and they even make software that you can buy to help you do this. By keeping your customers in the loop, they will feel better and know that you have not forgotten about them. So what does keeping your customers in the loop really mean? To have things automated for your sales process, there are a few different things that this can mean.

However, usually it's talking about automatic emails that can get sent to your customers. Usually when you buy something online, the site asks for your email address so that it can send you email. One good thing about giving out your email address is that you get the status about your order so that you know all the time where everything is and what is going on.

There are a few different emails that usually get sent out to you. The first one is usually just telling you that they got your order, and your credit or debit card has been billed. After that you will normally get an email when their product has been shipped to you. At this time they normally give you a tracking number so you can track your package online, and know where it is all the time. Now you never have to wonder where your packages are.

The overall best thing about this is the fact that not only can your customers keep up with everything, but you can too. Knowing that your customer is happy will allow you to worry about other business related things and spend less time having to answer the same questions all the time. Keeping your sales process automated is efficient and easy to do.

This is where a good autoresponder takes all his sense. Autoresponders are simply email addresses that automatically answer requests with a message that you create. For example, if you have a e-commerce store selling food supplements, you could put an autoresponder on your web site saying, "How to loose weight with food protein supplement'' and ask for your visitor's email address so that you can e-mail them the information right away.

You can find autoresponders all over the internet but I prefer to use Aweber. Whatever autoresponder you choose make sure you have no size limit, quick response and the ability to send unlimited follow- up messages. Free autoresponders are also a good option but have a big disadvantage: They're free because other marketers pay to have their advertisement added to each message you send out.

Automating your sales process is a sure way to fire up your sales and keep your customers happy.


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Saturday, April 12, 2008

Why Good Customer Service Is Essential For The Success Of Your Online Business

No matter what kind of business you are in, there is one thing that is essential for your business to do good, and that is good customer service. However, did you know that if you are running an online business your customer service has to be on its guard all the time, and it has to be better than most other companies' customer service?

This is because the internet, for an online business, is the only form of communication that you have with your customer. Not only do you have to have good written speech, you have to know what they are thinking without actually seeing or talking to them. It's hard to have great customer service all the time, but one thing is for sure, if you do then you can rest assured that your online business is going to be around for a long time to come.

Customer service plays a very big role in keeping your customers happy. When you are online you get questions asked to you all the time, and you have to be able to get to them all. The best way to do this is to have a few different people in charge of customer service. However, you have to stay in close contact with each other.

This way you all know what is going on at the same time. Also, there has to be someone taking care of the customer service all the time. During the day you can have someone on the phone, and at night you can have people writing the emails. Either way, it's important for you to give your customer the service that they deserve.

The most important thing about the customer service is making sure that the customer leaves happy. If the customer leaves happy then there is a good chance that they are going to come back and shop with you again, and this is true for the internet as well. If your customer has a problem you can simply contact them, make it better, and there should be no hard feelings. Remember, the customer is always right. So never argue with a customer. Even if you know that he is wrong.

Another key factor is to go go beyond your customers' expectations by giving them more than what they expect from you. The will that you demonstrate to help your customer will create confidence and trust from your customers. Your courtesy will make the difference because we all want to be treated well when we are a customer.

You have to do everything in your power to keep them happy, because it's their money that is going to keep you going. They are the ones paying your bills and you owe it to them to give them the help they need when they need it. Giving special attention to your customers may lead to further business and more customers when your great customer service is passed on by a happy customer.


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Why Good Customer Service Needs a Recession

I think it was Ray Kroc, the founder of one of America's greatest institutions, McDonald's once stated, "If you work just for money, you'll never make it, but if you love what you're doing and you always put the customer first, success will be yours." Has America's love of money forced us to forget why we need money in the first place? Do we need a recession so people can realize the importance of doing what you love and in turn forget about all of those items that we needlessly have gone into debt to acquire? I believe that we need a recession as Americans, so that we can correct our misgivings and learn about what is truly important to us, and only then will our customer service take a turn for the best, instead of a turn for the worse.

On a recent trip to a major metropolitan city, my wife and I decided, hey what the heck, we have a lull in the action, let's take the kids out for a movie... First off, let me give you a bit of a back story, we have two small children, try a two year old and a four year old; now taking a 2 and a 4 year old anywhere is an ordeal into itself, but time to time we make it happen, and for us to get to a movie right at the beginning or even exactly on time is often a result of several acts of GOD!!! But at any rate, we go to see a newly released Dr. Seuss movie, and we arrive about 10 minutes after the movie start time, and after looking around for someone to buy a ticket from for another 5 minutes, I tell my wife to go ahead and go inside the movie. After I finally locate somebody to sell me a ticket, I am given a pleasant bit of information, "Our policy dictates that 15 minutes after the start time of a movie, I can't sell you a ticket..." After a bit of surprise, I went to go give my wife this bit of bad news. When I finally make my way back into the theatre, I notice that outside of my wife and two children, there are exactly two people in the movie theatre!!!!

I then walked back outside the movie theatre and asked to speak with the manager, and I was subsequently told, "Sorry, but I can't take your money. Our policy states... blah, blah, blah..." Now maybe I live in another world, but it seems to me that if our economy is that bad, why turn down paying customers?? Is it possible that in order to get good customer service, America needs a recession? Are there so many opportunities out there for people to earn income, that corporation throw good sense out the window in light of policy? Has our quest to pay for more "things" placed our eyes on the dollar so much that we have thrown good common sense out of the window? I believe that as the normal cycle of evolution calls for natural selection, that our economy needs natural selection, through the process of recession, which will enable our customer service experience to thrive, and maybe even let me and my wife buy a ticket to a movie, even if we are 15 minutes late. (smile)


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Your Customers Have the Answers

Who can give you the best advice on improving your business? Your accountant, marketing specialist or perhaps a business consultant? The truth is the best source of ideas for building your business is free. It comes from your customers and prospective customers. All you have to do is ask. Listen to what you customers have to say and you will discover your strengths, weaknesses and, most importantly, what they would like.

I know, I can hear you saying that you do listen to your customers. But which customers do you hear? Probably those that complain because they were unhappy with your products and/or service. At the other end of the scale, you also hear from the customers who are your biggest fans. While the input of these two groups is undoubtedly valuable, they make up less than 10% of your clientele and they most certainly are not representative of the silent majority that accounts for the bulk of your business.

The best way to find out what your customers and prospective customers think of your business and what they want from you is to conduct a customer survey. Excellent survey software such as Survey Tools for Windows makes it very easy to create, run and analyze professional quality customer surveys.

The following story illustrates the value of customer surveys. A modestly successful retail store owner was proud of his business that offered an extensive selection of top quality merchandise at very reasonable prices. He paid above average wages to ensure his customers received attentive and knowledgeable service.

After conducting a customer survey, he discovered that his customers did not care about his extensive variety of high quality merchandise and, in fact, wanted some less expensive options. Service was not a major consideration in the decision to shop at his store and neither were good prices. The main reason that people shopped at his store was its convenient downtown location and ample free parking.

You can guess the rest. He dropped items that were not selling well and added some lower quality lines. Prices gradually rose while his wages decreased. All his ads now prominently mentioned his convenient location and ample free parking. His sales increased somewhat but, most importantly, his profits tripled. And one more thing, he now does regular customer surveys.


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Friday, April 11, 2008

"Value Added" - That Little Extra Something Makes The Difference

What do you sell?

Are you the only onewho sells it?

Why should I buy it from you instead of from someone else?

Seriously... what makes people buy from you instead of buying the identical item from someone else? All things being equal, the answer is price... and when you compete on price no one wins.

Let's say you reduce your price to beat your competitor, he will just reduce his... then it's your turn. It's a vicious cycle with no winner... not even the consumer wins, because in order to reduce your price to compete, you will also probably have to reduce your level of service.

The solution to the problem is to create a "value added service" that sets you apart from your competition.

Do you provide a guarantee? Do you deliver? Will you sell re-orders (at reduced quantities) for the same price as the original order? Do you provide free shipping? Do you get free fries with your meal? Do you reward repeat customers for their loyalty? Do you have a "frequent buyer's card?"

Find something to set yourself apart from your competition and you will reap big rewards.

I have an associate in the flooring business who would take his large customers on a cruise every year. When he first told me about the idea, I asked him how he could possibly afford to do something so extreme, and he simply told me that his customers "are willing to pay more because they know that they are going to get a trip out of the deal."

What is your "point of difference?"

Whenever I shop online I always look at the shipping costs... actually, I look at the shipping and handling costs. I've found that some businesses charge an extra $5- $10 (for some reason) as a "handling fee." Apparently they "handle" things differently than their competitor (who only charges for shipping). If you want to "handle" my money (and the business of several thousand other frugal shoppers out there), start by not trying to nickel-and-dime-me to death. If you want to set yourself apart, provide free shipping... it's an easy start.

And what about your repeat customers? Are you doing anything special for them? Are you giving them an "Oh, I'd really miss it if I couldn't find someone else who (fill in the blank)s for me" reason to stay with you? If not, find one. Do you send your customers Christmas cards? Birthday cards? Well so does everyone else! Do you send your customers Ground Hog's Day cards? No? I can guarantee that if you got a Ground Hog's Day card you'd remember it... and isn't that what you want?

Find a "something" that adds value to your product or service and you will not only set yourself apart from your competition, you will also give your customers a reason to buy from you!


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Honesty Is The Key To Your Customers Pocket Book

Honesty is key to creating a relationship between you and potential clients. If visitors to your site feel you are an honest ethical business person they will most likely spend their money on your product, but if they should feel that there is shady handling's going on they will take their money and run.

Your marketing strategy should include knowing the importance of honest business dealings. You should make it a point to go the extra mile in letting my clients feel safe in their transactions with me.

Customers usually feel cheated when they buy a product and find out that the shipping costs have been jacked up two or three times what they need to be. Nobody likes to see a product sold for a dollar or two and find out that the shipping costs are through the roof.

Exorbitant shipping costs will cause customers to feel that you are being unethical and many will choose to back out of buying the product and go elsewhere. When you shopped online, wasn't it nice when you ordered something and found out shipping was free or just a few dollars.

Remember that a quality product sold at a reasonable price will sell quicker than a cheap product sold at outrageous prices or a product sold for pennies but with sky high shipping costs.

If you choose to be fair to your customers they will recognize this and put their whole hearted trust in you. You will find that they will return to you for many of their online needs, and most likely refer your business to friends and family.

With customer feedback so readily available, it is easy to find out the reputation of nearly every online marketer out there. So remember that your reputation precedes you, even in the wide world of the web. Make sure the reputation you have flying around is one of honesty, integrity, and care for your customers. You will be sure to draw in twice as many customers and make twice as much money as you would have by cheating a client.


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Customer Service Coaching Tip - Excess Is A Good Thing Especially If You Desire Business Success

For many, the word excess suggests negative behaviors from unhealthy eating to playing video games. Yet, the word excess is good when talking about delivering exceptional customer service by making each and every customer experience an incredible success.

Robin Crow said: Your success in any business will always be in direct proportion to your ability to consistently exceed expectations of your customers. Excess, going beyond the norm, will separate you from your competitors and will help you to build raving fans.

How do you know if you are delivering excess customer service? This begins within the prospecting stage when you continually keep in touch with your prospects by providing value added information. Sending articles, giving referrals are behaviors that exceed your potential customers' expectations. Customer Service Coaching Tip: By providing excessive attention to your qualified prospects may shorten your normal sales cycle.

After the prospects become customers, you need to continue to bring value added "touches" to your customers. Letting them know of new services and providing them a special offer is one such way to exceed their expectations. Customer Service Coaching Tip: Loyal customers are far more profitable to the bottom line than seeking new customers.

Unfortunately, what happens is that many businesses fail to maintain existing customers. They are so busy chasing new business that they forget to build loyal customers. And all of this activity creates a negative drain on the bottom line even when posting new sales.

Research by Bain and Company suggests that the average business losses 10% to 15% of its clients each and every year. Just by keeping 5% of those lost customers will have a 25% to 100% positive impact to your profitability.

Yes, excess is a good thing when it comes to customer service. Maybe it is time to assess your customer service strategies and see where you can become excessive. For excessive loyal customers are always good things.


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Thursday, April 10, 2008

Consumer Protection In India

Introduction

Consumers play a vital role in the economic system of a nation because in the absence of effective demand that emanates from them, the economy virtually collapses. Mahatma Gandhi said, "A consumer is the most important visitor on our premises. He is not dependent on us, we are on him. He is not an interruption to our work, he is the purpose of it. We are not doing a favour to a consumer by giving him an opportunity. He is doing us a favour by giving us opportunity to serve him. But, of late, unfortunately cheating by way of overcharging, black marketing, misleading advertisements, etc has become the common practice of greedy sellers and manufacturers to make unreasonable profits. In this context, it is the duty of the government to confer some rights on consumers to safeguard their interests.

CONSUMER RIGHTS

1. Right to Safety: The right to be protected against goods which are hazardous to life and property.

2. Right to Information: The right to be informed about the quality, quantity, purity, price and standards of goods.

3. Right to Choose: The right to be assured access to a variety of products at competitive prices, without any pressure to impose a sale, i.e., freedom of choice.

4. Right to be Heard: The right to be heard and assured that consumer interests will receive due consideration at appropriate forums.

5. Right to Seek Redressal: The right to get relief against unfair trade practice or exploitation.

6. Right to Education: The right to be educated about rights of a consumer.

Protection of Consumer Rights

Consumer protection means safeguarding the rights and interests of consumers. It includes all the measures aimed at protecting the rights and interests of consumers. Consumers need protection due to the following reasons:

1. Illiteracy and Ignorance: Consumers in India are mostly illiterate and ignorant. They do not understand their rights. A system is required to protect them from unscrupulous businessmen.

2. Unorganised Consumers: In India consumers are widely dispersed and are not united. They are at the mercy of businessmen. On the other hand, producers and traders are organized and powerful.

3. Spurious Goods: There is increasing supply of duplicate products. It is very difficult for an ordinary consumer to distinguish between a genuine product and its imitation. It is necessary to protect consumers from such exploitation by ensuring compliance with prescribed norms of quality and safety.

4. Deceptive Advertising: Some businessmen give misleading information about quality, safety and utility of products. Consumers are misled by false advertisement and do not know the real quality of advertised goods. A mechanism is needed to prevent misleading advertisements.

5. Malpractices of Businessmen: Fraudulent, unethical and monopolistic trade practices on the part of businessmen lead to exploitation of consumers. Consumers often get defective, inferior and substandard goods and poor service. Certain measures are required to protect the consumers against such malpractices.

6. Freedom of Enterprise: Businessmen must ensure satisfaction of consumers. In the long run, survival and growth of business is not possible without the support and goodwill of consumers. If business does not protect consumers' interests, Government intervention and regulatory measures will grow to curb unfair trade practices.

7. Legitimacy for Existence: Business exists to satisfy the needs and desires of consumers. Goods are produced with the purpose of selling them. Goods will, in the long run, sell only when they meet the needs of consumers.

8. Trusteeship: Businessmen are trustees of the society's wealth. Therefore, they should use this wealth for the benefit of people.

Methods of Consumer Protection

There are four main methods of protecting the interests of consumers:

1. Business Self-regulation: The business community itself can help in achieving consumer protection and satisfaction through self -discipline. Businessmen can regulate their own behaviour and actions by adopting higher ethical standards. Trade associations and chambers of commerce can check unfair trade practices used by some businessmen.

2. Consumer Self-help: Every consumer must be alert as self-help is the best help. He should educate himself and know his rights. He should not allow unscrupulous businessmen to cheat him.

3. Consumers' Associations: Consumers should form voluntary associations. These associations can educate and awaken consumers. They can take organized action and put pressure on businessmen to adopt fair trade practices.

4. Government Regulations: The State can ensure consumer protection through legislative, executive and judicial actions. The laws enacted by the Government must be strictly enforced by the executive. Government of India has enacted several laws to protect the interests and rights of consumers. Some of these laws are as follows:

• The Essential Commodities Act, 1955 which aims to regulate and control the production, supply and distribution and prices of essential commodities.

• The Prevention of Food Adulteration Act, 1954 which aims to check adulteration in food items and eatables.

• The Drugs and Cosmetics Act, 1940 which seeks to ensure purity and quality in drugs and cosmetics.

• The Standards of Weights and Measures Act, 1956 which aims at ensuring that consumers get the right weight and measurement in products.

• The Household Electrical Appliances (Quality Control) Order, 1976 which seeks to ensure safety and quality in the manufacture of electrical appliances.

• The Consumer Protection Act, 1986 which seeks to provide speedy and inexpensive redressal to the grievances of consumers.

THE CONSUMER PROTECTION ACT, 1986

The Act provides following remedies to an aggrieved consumer:

• Removal of defects in goods or deficiency in service.

• Replacement of defective goods with new goods of similar description which shall be free from any defect.

• Return of price paid by the consumer.

• Payment of compensation for any loss or injury suffered by the consumer.

• Discontinue the restrictive, or unfair trade practice, and not to repeat it.

• Withdraw the hazardous goods from being offered for sale and not to offer them for sale.

• Provide for adequate cost to the aggrieved party.

The Consumer Production Act provides for a threetier system of redressal agencies: one at district level known as District Forum, second at state level known as 'State Commission', and third at national level known as 'National Commission'. A complaint is to be made to the district forum of the concerned district where the value of goods and services and compensation, if any, is up to Rs 20 lakhs, to the 'State Commission' between Rs 20 lakhs and Rs 100 lakhs, and to the National Commission for more than Rs 100 lakhs. Interestingly, there is provision for appeals against the orders of a particular redessal forum by the aggrieved party before the next higher echelon and even from the findings of the National Commission before the Supreme Court.

Conclusion

Invariably, consumers are a vulnerable lot for exploitation, more so in a developing country with the prevalence of mass poverty and illiteracy. India too is no exception to it. Instances like overcharging, black marketing, adulteration, profiteering, lack of proper services in trains, telecommunication, water supply, airlines, etc are not uncommon here. From time to time, the government has attempted to safeguard consumer's interests through legislations and the CPA 1986 is considered as the most progressive statute for consumer protection. Procedural simplicity and speedy and inexpensive redressal of consumer grievances as contained in the CPA are really unique and have few parallels in the world. Implementation of the Act reveals that interests of consumers are better protected than ever before. However, consumer awareness through consumer education and actions by the government, consumer activists, and associations are needed the most to make consumer protection movement a success in the country.


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Emerging Trends In Customer Relationship Management

INTRODUCTION

The biggest management challenge in the new millennium of liberalisation and globalization for a business is to serve and maintain good relations with the king-the customer. In the past, producers took their customers for granted because at that time customers were not demanding nor had many alternative sources of supply or suppliers. Since he was a passive customer, the producer dictated terms and had little customer commitment. But today there is a radical transformation. The changing business environment is characterised by economic liberalisation, increasing competition, high consumer choice, enlightened and demanding customer, more emphasis on quality and value of purchase.

All these changes have made today's producer shift from traditional marketing to modern marketing. Modern marketing calls for more than developing a product, pricing it, promoting it and making it accessible to target customers. It demands building trust, a binding force and value added relationship with the customers to win their hearts. The new age marketing aims at winning customers for ever, where companies greet the customers, create products to suit their needs, work hard to develop life time customers through the principles of customer delight, approval and enthusiasm.

WHAT IS CUSTOMER RELATIONSHIP MANAGEMENT ( CRM )

The process of developing a cooperative and collaborative relationship between the buyers and sellers is called customer relationship management shortly called CRM.

CRM aims at focusing all the organizational activities towards creating and maintaining a customer. CRM is a new technique in marketing where the marketer tries to develop long term collaborative relationship with customers to develop them as life time customers. CRM aims to make the customer climb up the ladder of loyalty.

CUSTOMER FOCUS IN BANKING SERVICES

As the intense competition becomes a way of doing business, it is the customer who calls the shot in deciding the nature of products and services offered in the market. The customers are becoming demanding, dominant and selective. In fact the perceptions and the expectations of the customers have undergone a sea change, with the availability of banking services to the customers at their door steps through the help of technology.

Marketing of customer services aims at two important goals: prosperity to the bank and satisfied customers. Banks offer tangible services like loan schemes, interest rates and kinds of account and the intangible services like behavior and efficiency of staff, speed of transactions and the ambience. The banks may need to include customer oriented approach or customer focus in their five areas of businesses such as Cash accessibility, asset security, money transfer, deferred payment and financial advices.

There are four strategies available to customer relations' managers:

• To win back or save customers

• To attract new and potential customers

• To create loyalty among existing customers and

• To up sell or offer cross services.

The future of banking business very much depends upon the ability of the banks to develop close relationship with the customers. In order to develop close relationship with the customers the banking industry has to focus on the technology oriented innovations that offer convenience to the customers. Today customers are offered ATM services, access to internet banking and phone banking facilities and credit cards. These have elevated banking beyond the barriers of time and space.

MARKETING OF BANKING SERVICES

Marketing of banking services means organizing right activities and programmes in rendering right services to the right people at the right place, at the right time at the right price and with right communication and promotion. Marketing of banking services embrace the following unique features

• Intangibility-they cannot be seen or possessed physically but can only be experienced.

• Inseparability-their production and consumption occur simultaneously.

• Variability-they are highly variable depending on the merit of customers.

• Perishability -they cannot be stored.

GLOLBALISED SCENARIO

"Change" is a continuous process and banking industry is no exception to this natural law. Change in the Indian banking industry is inevitable due to the implementation of the financial sector reforms and policies in the country. The main objective of financial sector reforms is to promote an efficient, competitive and diversified financial system in the country. Indian banking industry has undergone tremendous transformation after liberalization and globalisation process initiated from 1991. These changes have forced the Indian banking industry to adjust the product mix to effect the rapid changes in their process to remain competitive in the globalised environment.

COMPETITION FROM FOREIGN BANKS AND NEW PRIVATE SECTOR BANKS

The entry of more and more foreign banks and new private sector banks, with lean and nimble footed structure, better technology, market orientation and cost effective measures, have intensified the competition in the Indian banking industry. Financial Institutions have also started entering into the domain of banks. In recent years, the share of business of public sector banks has declined considerably. So there is a compelling need for the Indian banking industry to modify its marketing strategy to attract the customers and to withstand the stiff competition from foreign banks and new private sector banks.

TECHNOLOGICAL ADVANCEMENT

The advent of technology both in terms of computers and communications has drastically altered the methodology of banking business. In the banking sector, the technology has opened new vistas and in turn has brought new possibilities for doing the same work differently and in a most cost-effective manner. Technology helps to have 24 hours a day banking, all seven days in a week. Tele banking, Internet banking and E-banking have opened new business potentials and opportunities which hither to remained unexplored. All these technological advancement may pave the way for home banking rather than branch banking.

INNOVATION

Another important force of change in the Indian banking sector is innovation. Banks are innovative, pro-active now-a-days and offer top class service to customers. They play a dynamic role not only as a provider of finance but also as a departmental store of finance. As a result of this, new products like merchant banking, mutual funds, leasing, factoring, forfeiting, corporate advisory services and venture capital are emerging. These innovative services may augment revenue with cost effective measures.

DEVELOPMENT OF THE SKILLS OF BANK PERSONNEL

To meet the new challenges, banks have to devise novel ways of meeting the customer's demands. To help the banking staff to get sufficient exposure to technology, suitable packages relating to hardware and software applications in relation to their works are to be provided. Further, a separate marketing wing may be created in every bank to market their banking services. They must be trained suitably to keep pace with the changing environment. In order to meet the challenges, the Human Resource Department in banks have to prepare appropriate manpower plans and strategies.

CONCLUSION

The recent trend of globalisation and liberalization has posed serious problems to domestic banks. The entry of new foreign banks and private sector banks with their advanced knowledge base of automation in the banking operations and aggressive marketing strategies has pushed public sector banks to a tight corner. Potential customers have started moving towards foreign banks and private sector banks. To survive and succeed, banks must identify their marketing areas, develop adequate resources, convert these resources into healthy and efficient services and distribute them effectively satisfying the manifold tastes of customers.


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Tuesday, April 8, 2008

Good Advice on Bolstering Your Customer Service

I was on the phone the other day trying to get to customer support for an issue I was having with a product that I own. It seemed like forever to actually get through to a real live human being, and when I did, I think I landed the person who must have started with the company about twenty minutes before they took my call.

It seemed after every question I asked they had to put me on hold to go ask someone else. I really should have just said can you just put someone else on the phone? I think it would have saved both of us and the person she kept bugging to get answers, a lot of time and frustration.

In the end I was able to get my issue resolved, so the end result makes it well worth the aggravation...I think.

I do not know how you think, but for me, when I call in to get assistance on something, nothing is more frustrating then either one, not talking to a live person, two, constantly getting someone's voice mail, or three, getting a person who really is not ready to talk to live people on the phone.

Does your business handle phone calls from the outside world? Either for help desk or customer support? If you do then you really should have your people prepared. In the case above the person I talked to clearly was not educated on the topics I needed covered and therefore cost people involved a lot of time. The best thing would have been to transfer the call to a more knowledgeable staff member and then have her listen in to learn how to handle the situation.

If you have employees who talk to customers over the phone, they really are your first line of good customer service. You always want people to leave a phone conversation more pleasant then when they called. If they are calling customer support, then chances are they are already aggravated by something that your company sells, services or supplies. Your customer support personnel should be well trained to be sympathetic to their needs and even though they might not be able to help them, have the ability to make them turn 180 degrees to feeling good about the progress and potential results of their phone call.

So many times I personally have encountered, whether it is over the phone and even in person, customer service just not caring about the needs of the customer. There is nothing more frustrating then trying to get help on an issue, only to experience that you leave more angry then when you started because the person you were working with just does not care.

Do your company, employees and your customers a favor, and spend the time to train your employees on good quality customer service. Let them know that customers, regardless of how irate they might be, should be treated with respect and dignity. You could even make a contest out of it as to see which one of your employees has the highest rate of customer service satisfaction.

Whatever method you choose to bolster your customer service department it should ultimately in the end yield happy customers.

By: Bruce A. Tucker


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