Customer Service Is All About People 542.2
Every major company I’ve worked with recognizes that the key to sustainable success is the ability to please its customers. In fact, identifying and exceeding customers’ expectations is often a core value.
Yet I’ve had so many disappointing and distressing customer experiences lately that even satisfactory customer service exceeds my expectations.
It seems the gap between rhetoric and reality is getting wider as legions of companies, focused so intensely on increasing short-term results, are failing to create the required infrastructure needed to deliver the customer service they say is so important.
Lots of factors go into exceptional customer service. Most can be compressed into what I call The Four Ps: -- products, processes, policies, and people.
First, a company should deliver high-quality products (or services) that meet or surpass customers’ needs at a reasonable price (usually referred to as value).
Second, the processes that govern the sale and delivery of products should make the transaction pleasant, convenient, and efficient.
Third, company policies affecting transactions should be fair and sensible in customers’ eyes.
Fourth, the most important element of customer satisfaction is the people delivering the service.
Exasperating experiences with premier companies convince me that many corporate leaders don’t truly understand the primacy of customer service and the indispensability of acquiring, training, and retaining knowledgeable, engaged, and friendly people.
This isn’t easy and it isn’t cheap. But just as prudent companies would not jeopardize their relationships or reputation by substituting inferior materials, they must not shortchange their customers by inflicting them with unqualified or indifferent people.
This is Michael Josephson reminding you that character counts.


Comments
I can spend my money and buy the same products at many different stores. I decide who to patronize based on price, customer service and convenience. While I've never boycotted a retailer for being a little more expensive or a little farther away, there are a few that will never earn my business because of rude or incompetent employees.
Posted by: Anonymous | November 27, 2007 8:17 PM
Having just had a major remodel of our home, we have found at least 50% of the different trades people to have absolutely no work ethic or pride in the work or service they perform. What has changed so much in so little time when it comes to customer service and satisfaction? It is as if no one cares if they get referred for future business from the source that is providing them with opportunity to keep in business and prosper.
Posted by: Dora Rivas | November 30, 2007 6:29 AM
I have spent my whole professional life in customer service. There is something very frustating that happens when "compliance" and the "bottom line" drive service, from the company's side. You lose the personal focus that is required for service.
Posted by: John Jensen | November 30, 2007 8:00 AM
I recently had all of prescriptions moved from Walgreen's Pharmacy when I was told by an employee that if I did not like his attitude I could take my business elsewhere! I wrote Walgreens' Headquarters a week ago and still have had no response!!!
Posted by: Sunshine | November 30, 2007 8:16 AM
On the way to work each morning the stop at the coffee shop was usually a friendly, pleasant experience resulting in a good cup of tea. The cost of the tea & bagle rose slowly over three years until it reached $3.17. Then one day a different person ascended to floor manager and the cost was $3.33. A couple of days later an old manager and we were back at $3.17. A couple of days later the newer manager and we're back to $3.33. Of course my question was, "Why the difference?" Since i'm tipping at least 50 cents the difference could easily come out of the tip. But because of the tone, the repetitive non explanation response it's been six months since my last visit. Now with my kettle, tea bags & honey(a strong upgrade) it appears i've saved close to $600.00. WOW--i guess i should go back and say thank you!!
Posted by: F. William Young | November 30, 2007 8:24 AM
I get so exasperated when I go into a store and ask for help and no one knows anything about the products. It is evident that saving money and making a bigger profit is more important than customer satisfaction. My husband has worked as a mechanic for 30+ years and was laid off so a company could employ inexperienced lower paid workers --the result --the new hires did not know how to work on the machines and no one was there that could train them! This company is now experiencing a shortage of mechanics and losing business because no one can repair their machines that are needed on site.
Posted by: Cindy Fulfer | November 30, 2007 10:10 AM
One would think that in the season of giving that all would be well. The underlying evidence is that when animals (people too) are placed in an overcrowed environment the stress levels ascend and curtness of tolerance is exhibited. Studies show that when mice are confined and overcrowed in mazes they attack eachother. There can be a similiar situation in the malls or shopping centers where customers exchange disdain looks and unwarranted comments at one another. Too quickly is forgotten the conveyance of compassion of the season.
I thank the counselling I received from watching the movie "Anger Management," with Jack Nickleson. The message was loud and clear to me. I deplore the traffic here in L.A. regardless of the season and believe most drivers are rude, selfish, and inconsiderate. So during this season I charge up my patience, consideration for others, and smile more often to get by. It truely helps to keep in mind the wonderful words you share each week about how character counts.
I have become a better man and feel good about it. Thanks for the free medicine.
Posted by: Edward Grageda | November 30, 2007 10:55 AM
When Curicut City dismissed the more experienced (and hight paid) employees I decided that I would not purchase from them again unless it was the only place I could find with a particular product. Guess what? I haven't had to even look at their web site to find what I want.
I was in WalMart and asked for assistance and the employee informed me that she was on break and couldn't help me. Haven't been back there either. Attitude matters, customer service is just that, service. In our rushed world apparently both can be ignored.
Posted by: Sharon | November 30, 2007 11:41 AM
I had to pull my car over to listen to this. It amazes me that companies continue to brag about how much "they appreciate your business", yet their customer service personnel are NEVER as available or adept as their sales staff. I just had an extremely frustrating experience while trying to use Directv's referral program. I've had some rough times with them myself, but as you said "...even satisfactory customer service exceeds my expectations."
Posted by: Vicki | December 5, 2007 12:44 PM