Wednesday, January 23, 2008

Customer Service

I found this post on a website for a car wash association.
(Laurie Sherman is Co-owner of Blendco Systems, LLC. Blendco manufactures a full line of detergents and waxes for the professional carwash industry. You can contact Blendco at: www.blendco.com.)

I've totally removed the car wash references, and it still makes sense.

Great operators are always raising the bar on themselves. Not content with the status quo, these operators are constantly seeking to improve their operations, add new services, and generally improve the overall 'customer experience'.

It really does take an amazing, sustained focus and commitment to keep a business running at the 'top of its game', let alone continue to improve it. In the quest for day-in and day-out excellence, one very important tool is customer feedback. To get better, you need to know what's not working for your customers. To get better, you actually need… customer complaints!

The problem with complaints is that they are hard to make, and hard to take. Many customers will avoid making a complaint for fear that the complaint may be misunderstood or reacted to in a defensive manner. It is no real surprise then that many legitimate complaints go unvoiced — to the detriment of your business. You really need to know that the credit card acceptor isn't in an accepting mood today. But your customers may just drive off feeling less than satisfied by their experience.

A daily check list and a good maintenance program will address most of the mechanical issues involved in delivering a customer experience, but you still need direct customer feedback. You need complaints, and you need to make sure complaints are being heard. You need them as a tool to get better.

Why not take a page out of the Starbucks play book? Starbucks is focused on delivering great coffee and a pleasant customer experience, and their challenge is to do this literally millions of times a day at more than 15,000 stores worldwide. This is no small task.

One of Starbucks' tools is something called a Customer Snapshot. It is basically just the use of a Secret Shopper, but Starbucks has taken pains to keep the system very simple. A secret customer (and in Starbucks parlance, a customer is always a "Guest") visits a given Starbucks store every few weeks to judge the store's performance, using the following 5 criteria for the person serving them:

Did you make eye contact?
Did you greet the guest?
Did you thank the guest?
Did you initiate conversation?
Did you recognize the guest by drink or name?

Notice that the quality of the coffee isn't even mentioned — and Starbucks is no doubt doing many things to make sure that the coffee is outstanding. Instead, they emphasize providing the guest with a positive experience. By design, the Customer Snapshot is simple and it is focused on creating a personal, social interaction for their guests. The Snapshot results are posted at the store for the employees to see, and whenever all 5 criteria are met, the store is recognized for giving "Legendary Service".

Think about this system in the context of your place of business. Your secret customer snapshot might emphasize the overall experience — were they greeted, were they thanked for their business or asked to 'come back soon!', was care taken to show concern and respect for them.

Your secret customer can be a trusted friend, a business advisor, your accountant, or your barber.

The payback to you and your business can be immeasurable. You will see your business through your customers' eyes, and be able to use their perspective to improve their overall experience, day-in and day-out.

2 comments:

www.Measuredup.com The last word in Customer Service said...

Great article.

Your readers might want to try www.Measuredup.com a leading customer service review website where people share reviews with other users and with companies. Companies that are involved with and value customer service read Measuredup to keep up on what people are saying and to be able to improve customer service.

It is free and easy to use.

katty said...

Customer service is vital for building a strong relation to promote the business and increase the profit of an organization. , I think surprising and delighting customers with outstanding service is one of the most effective ways to grow a business. Anyways, thanks for the post!
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