It is important to provide regular customer service training to your technicians. They are the face of your company. In most cases, your customers will see your technicians regularly and respect their opinions. If a positive relationship is maintained and the conversations properly filtered, the results will help your company grow.
Recently, I was helping a client with a major install and he related a conversation he’d had with the previous vendor. It was an example of a conversation that shouldn’t have happened. It was so bad, in fact, that it might have cost the previous vendor the account.
It seems that the technician for the previous vendor was constantly highlighting internal problems. For instance, he told the client that his company could not get the machine fixed because he had no assistance in troubleshooting the issue. He also stated that he could not order the parts that he needed because they were too expensive.
This client’s experience...
As a business owner or as a manager, you should want to create not just good service but amazing customer service. Yet, most businesses provide mediocre service. Why?
To create the kind of customer service that turns customers into raving fans requires focus and effort. It is worth the expenditure of both.
I encourage you to ask the hard questions. Ask questions that generate answers that are difficult to hear. It is these questions and these answers that can transform your company.
You see businesses that talk about their unbelievable customer satisfaction scores. Those scores could be the result of asking easy questions. But those scores don't help the company improve.
I will share the two questions to ask if you want to improve. But understand, if you ask these questions, you may not like the answers.
The first question is one that you ask customers that no longer do business...
If we're meeting for the first time, my name is Ken Edmonds. And on this blog, I share information to help managers get better at managing people, growing their profit, and achieving success in every area in their department.
In my experience working in the copier business, something I saw happens way too often was an owner would walk up to his best technician and tell him, “Congratulations! You're our new manager!” Then they turn around and walk away. And that was the end of their training.
Here is one experience where that happened. A technician who was probably one of the better technicians I met in my career was very good at fixing equipment. So the company wanted him to step up and be a supervisor and promoted him to the position of supervisor, but they didn't give him any training.
It was interesting because I got to see him struggle and try to succeed in leading his team. But he failed at that. The result was he quit working for the dealer and went to work...