Posts Tagged ‘customer service’

Serve Up More Sales The Restaurant Way

Thursday, May 29th, 2008

Good marketing advice is like a quality food ingredient — there are lots of ways to use it in any “menu” of service. Take this tidbit that comes to us from Roy Bergold in his column on Fooodservice.Com. The topic — how to increase sales at your restaurant:

It’s called Path of Least Resistance, or POLR. Always think POLR. Look for the easiest way to raise sales. Harvest the tree from the bottom. Do it the smart way.

With POLR in mind, turn your attention to your current customers. After all, they already come to you. They will be easier to get one more visit from. But how? Talk to them, find out what they want.

Usually it’s rewards or excitement. Rewards could be anything from a free coffee once in a while to a frequent-dining club. Maybe they have never tried your breakfast; they only come for lunch. Maybe they only come during the week and never thought to come on the weekend. After all, we are creatures of habit. Give them a reason to amend their habits.

OK, maybe you don’t serve food, but you probably have customers or clients who can do more business with you. Use Ray’s advice to talk to them and find out what they want. And give them a reason to change their habits. If you need more advice, here’s a great primer on how to battle a business slump

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Honesty Is The Best Philosophy

Wednesday, May 7th, 2008

Do you remember when you were growing up and your parents used the old adage “honesty is the best policy?” And when you told the truth you were thanked for your honesty, but punished for the bad deed that you had to be honest about?

Well, times have changed a bit. Honesty is still the best policy, but in business it’s how you deliver the truth that counts.

The Get to the Point newsletter I receive daily from Marketing Profs pointed me to a favorite blog, The Church of the Customer. In an April posting, Jackie Huba tells a great story about honesty and customer relations from clothing retailer J. Crew.

Our office recently held a seminar on the Language of Commitment, presented by Molloy Business Development. Our speaker was an inter-personal communications guru, and he had a great communications philosophy– Truth over Harmony.

It’s the same philosophy Huba’s salesperson had when she told her the dress made her hips look big.

When you’re faced with a decision to placate a client or customer and keep the peace, or tell them what you really think and risk hurting their feelings, go with the latter.

It’s never easy to tell someone their clothes aren’t flattering or that their ideas aren’t good, but when it comes to customer service, it’s necessary to rip off the band-aid. The next step is to offer a way to make things better, either by suggesting a new outfit or a better idea.

The truth might sting a little, but your honesty will be appreciated and respected, and you’ll have earned a customer for life.

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Three Powerful Words For Better Customer Service

Monday, November 26th, 2007

Want to make your customers happy when things go wrong? Add more mea culpas to your conversations. Software developer Joel Spolsky has this advice for remarkable customer service — admit that it’s your fault. Spolsky admits that’s not easy for many of us:

It’s completely natural to have trouble saying “It’s my fault.” That’s human. But those three words are going to make your angry customers much happier. So you’re going to have to say them. And you’re going to have to sound like you mean it. So start practicing.


Say “It’s my fault” a hundred times one morning in the shower, until it starts to sound like syllabic nonsense. Then you’ll be able to say it on demand.


In fact, Spolsky recommends that you memorize a number of phrases, including, “I’m sorry, it’s my fault,” and “That’s terrible, please tell me what happened so I can make sure it never happens again.”

In this age of generally awful customer service, you’ll be amazed at how fast this can defuse a tense situation, providing an opportunity to solve a problem and prove that you’re better than the competition.

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Remember What Your Mama Taught You

Friday, September 28th, 2007

Having spent a good amount of my working life in the field of customer service, I know a thing or two about “service with a smile.” But you’d be surprised how infrequently common courtesies ever arise on BOTH ends of the transaction. I’ve been there. I understand how hard it can be to wait patiently on the little old lady writing a check at the speed of molasses. Or how difficult it can be for “thank you, have a nice day” to escape your lips after being told to–well, if you’ve ever worked a service desk, you may know what I’m talking about. A customer may see you (and treat you) as just another face behind the register, or another voice over the phone, but try to keep this version of the golden rule in mind: customers are the reason you are there. Without them, your business (and your job) wouldn’t exist and neither would that paycheck at the end of the week. So no matter how hard it may be, sometimes you really do have to just grin and bear it. And always remember the manners mama taught you. Here’s a checklist if you need to keep it on hand:

  • “Hey there” and “hi” are not the same as “hello.” “Good mornings/afternoons” are even better.
  • Please and thank yous are an easy way to show you care.
  • Be patient with customers–maybe they had just as bad a day with THEIR customers.
  • A smiling face can make a lasting impression in these times of customer disservice. Try to always have a pleasant expression.
  • Never forget you courtesies when YOU’RE a customer. If you know what it’s like to be in their shoes, treat them as you would like to be treated yourself.
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Dial Up Better Customer Service With A Strong USP

Friday, August 17th, 2007

There’s a huge battle underway between Netflix and Blockbuster Video for subscribers who rent their DVD’s by mail. Netflix pioneered the concept and has 6.7 million customers. Blockbuster with 3.6 million customers is now experiencing faster growth with their Total Access plan that lets you get an extra DVD in addition to the mail delivery by exchanging it in the store. (An offer that is cannibalizing Blockbuster’s store sales in order to boost the mail program.)

Still, it’s advantage Blockbuster, right? Well, Netflix has decided to change the rules too — for customer service. According to the New York Times, Netflix shut down its e-mail customer service and opened a 24/7 toll-free call center, choosing live voices over keystrokes. This is no offshore outsourcing either; the call center is located in Portland, Oregon and staffed by lots of friendly people who are directed to take as much time as they need on the phone to handle customer concerns. Experts say it’s the exact opposite of what everyone else is doing in customer service.

And that’s good, because it’s a Unique Selling Proposition (USP) that differentiates Netflix from Blockbuster. This battle is far from over, but there’s a lesson here for all of us. Having a USP that focuses on superior customer service may be a great defense against a competitor who’s willing to lose money in order to beat you.

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