Delayed passengers clustering at an airline check-in counter looking for answers. Someone with billing issues navigating a phone tree after a stressful emergency room visit. The person with the mispronounced name crankily grabbing their cup from the cafe queue. We know these experiences—we may have even lived and breathed them, and the feelings they trigger, ourselves.
Social media is overflowing with more content than anyone can ever consume, and if you want people to pay attention to your content, you have to remember that it’s all about the engagement. Social feeds are less of a megaphone to drive traffic to your site and more about the one-on-one connections and trust that you build with your audience. To grab a customer’s attention and increase revenue from that customer, engagement is vital.
It’s easy to think that the reasons for churn are out of your control: maybe the customer got a better offer from a competitor or maybe your product just wasn’t the right fit. Surprisingly, this is far from the truth. Your customers are almost five times more likely to stop buying from you because they feel you’re indifferent to them, than because they are unhappy with your product.
You’ve given them countless product demos. Made executive trips to their headquarters. Answered their questions on Saturday mornings. Invited their European team out to dinner. Your team put in the work and finally won the deal. Congratulations! Now, is it really on to the next one? For sales yes, but for your entire company it definitely shouldn’t be. More companies are spending additional time and resources on improving the B2B post-sale experience of their customers. Why?
Today, users are very savvy. With a tap of a button, people can rent, buy, lease, sell, talk, chat and basically can do everything one needs in day to day aspect of life. From a business perspective, companies are finding new ways to engage users to do business. The new startups have advantage in that they start fresh, but we have also seen companies pushing digital transformation to either adopt or perish to be meaningful in today’s demanding environment.
As a growing customer service team, consistently delivering moments of WOW while maintaining a positive culture along the way is just one of the challenges you’re likely to face. That’s alongside the growing pains of dealing with waves of new people joining the company, lots of change and unknowns, new processes and guidelines, dealing with legacy customers and agents who are used to a different style of support… the list goes on.
We make choices all day, from the clothes we put on to what we’re having for dinner. In the workplace, the decisions we make for our team members trickle down to customers. Outfits and dinner are highly personal — it’s nobody’s business how many times this week you wore the same pants and ate mac and cheese. But when it comes to decisions that affect our teams, how do we know we’re making the right choice?
Customers are king and in order to treat them like royalty, your customer service team needs to deliver the best experience every time. That’s why customer service professionals should strive to master these five customer service techniques:
