Sending Mixed Signals Can Send Your Clients Away

I call it the "wave and roll."

You walk up to an intersection. You look both ways before you cross when you make eye contact with an oncoming vehicle. You meet the gaze of the driver. Politely and legally, he invites you to cross first. As you enter the crosswalk, you notice that he continues rolling toward the intersection with no reduction in speed.

How safe do you feel?

Your clients-remember those who you are supposed to protect-have a similar experience when you send them incongruous messages. Step into their shoes for a minute. Do you remember the last time you were frustrated with the service you received? Did they promise the moon and then delivery nothing but dust?

Recently, I ordered a new pair of prescription eyeglasses. The optician told me, "We will do anything to earn your business." At this point you might be saying to me, let the buyer beware. And if you did, you would have a good point. I was told the glasses would be ready in a week. They were not. I was told another week, but still no glasses.

"We will do anything to earn your business," was replaced with, "It is not our fault." Since they used outside vendors to perform the work, my optician asserted he had no control over the lab they outsourced the job to.

Rather than addressing the problem-and the broken promise-the optician offered me a new target for my ill will and disappointment, the lab.

Plausible deniability may work in presidential politics, but regardless of who was at "fault," I was out a pair of glasses and the words on the computer screen were getting mighty blurry. A client was unprotected. Coincidently, an acquaintance in another industry had recently shared his reason for outsourcing what was once an internal function. "So that my customers will not get mad at me." A sentiment apparently shared by my optician.

Shouldn't the emphasis be on keeping the client from getting mad as opposed to getting mad at you?

Eventually, I got my glasses. But, my optician lost a repeat customer. And now I am sharing their poor example of customer service with you to illustrate how you can better keep your clients happy, well served, and protected.

To ensure you do not send mixed signals, I will leave you with three considerations.

First, align yourself with your clients. Regard them as partners.

Your job is to meet your clients' needs, to protect them. If not, then what purpose does your business serve? Look for opportunities to advocate for your clients interests, especially those for which they contracted you.

Recall that my optician claimed they had no control; that the delay in getting my glasses was not their fault. Specialization-as in one business sells the glasses, another makes them-fosters interdependence. I imagine most of you rely on outsourcing relationships to serve your clients. Outsourcing does not abdicate you of your responsibility to your clients, certainly not in their eyes.

My optician may have had a lack of control, but in a business relationship no one is without influence. How likely do you think it is that some accommodation could have been made between parties to diminish the client's pain?

This is where you look for opportunities to demonstrate your care for the customer. Get creative! Find solutions and make them happen! Let the client know what you are doing on their behalf. Even if you are unsuccessful, or just moderately successful, your efforts will make a difference. It might not win the client over, but it will definitely improve your odds.

Second, welcome all feedback, especially complaints.

A complaining client is a wonderful thing to behold. Complaining to you means the client still maintains a vested interest in seeing the relationship improve. A complaint represents an opportunity to repair the service.

How do you react to complaints? What goes on emotionally for you when a customer complains? Do you empathize with their pain, marshaling your own resourcefulness to resolve the problem? Or, do you feel embarrassed or threatened, exposed or unsafe? If you regard complaints as threats, you position yourself against your client, rather than with them. Advocating for your client requires you to be open and vulnerable with them. There's no room for self-protection if you want to keep your clients happy.

Third and finally, align your policies and processes to support your clients.

Question the purpose and impact of the rules you work by. Do they support customers or do they provide for your convenience, profit, or protection. Convenience, profit, and protection are important. But if those purposes are cross with your clients needs, reevaluation is in order.

Align with your customers. Do what you say, say what you do. Be grateful and thankful for client complaints. Make sure your policies support your clients. When a service breakdown does occur, you will feel less like you are about to be hit by a car.

And more importantly, so will your client.

REPUBLISHING PERMISSION: You are welcome to download or reprint this article so long as you include my byline and copyright at the end of each piece with a live weblink. Please forward publication specifics to http://www.JeffSimon-Consulting.com/ The attribution should read:

"By Jeff Simon of Jeff Simon Consulting, The Client Retention Specialists. Are you having trouble keeping your best clients? Please visit Jeff's website at http://www.JeffSimon-Consulting.com/ for additional articles and resources for keeping your best clients."

---

Retail Store U-Scan Machines: Self-Serve or Voluntary Part Time Job?

Do many of us realize that we are working an... Read More

Dealing with People - Words to Avoid

You probably realise how the wrong tone of voice and... Read More

Attitude of Service

When conducting a training session about customer service, I always... Read More

Have You Hugged a Customer Today?

It all started a couple of weeks ago when a... Read More

You Bever Know Who Youre Serving

You Never Know Who You're Serving when customers turn irate.I... Read More

Top 10 customer service tips

1. Hire people who have a service attitude. Some people... Read More

Managing Your Business When One Client Takes Alot of Your Time

How often has your schedule been thrown out of whack... Read More

We Got It Wrong: Never Under Promise & Over Deliver

You know how it is, you believe something for so... Read More

Oil Change Customer from Hell or Hoax; You Decide

Evacuation, "E-Vac" Oil System for Oil ChangingHow do most mobile... Read More

Difficult Customers - Theres No Such Thing

A couple of years ago I had a call from... Read More

Customer Service - A Lost Art?

Is customer service a lost art? Before you answer that... Read More

From Scowl to Smile: 5 Practical Steps to Instill Exceptional Customer Service

Whether in a restaurant, a retail establishment, or the local... Read More

Complaining Consumers

The salesman's job is to be well informed; extremely well... Read More

How Do You Create Customer Loyalty?

Another sad fact of life is that these days, very... Read More

Dealing with Difficult People

1. Don't get Hooked !!!When people behave towards you in... Read More

The Nine Principles of Customer Service for the Travel Industry©

If you want to learn how to get your clients... Read More

Committed To Your Customer? Prove It When They Complain!

Businesses like to brag in their advertising about quality of... Read More

The 3 Rs of Customer Service

What I am about to tell you may seem very... Read More

How to Win the Hearts of Your Customers and Friends

Those of us doing business over the internet have to... Read More

Call Center Services - An Ever Increasing Demand

Are your company's call center services all that they could... Read More

Making Your Contacts Work For You

The best way to explain this concept is to tell... Read More

How to Keep Customers

Who was it that said - "The customer is always... Read More

Increase Sum in Your Check Account with Follow-Ups

We'll be examining what makes follow up to prospects/customers so... Read More

Customer Feedback: Everyone has an Opinion - USE IT!

Have you ever been in a department store and known... Read More

4 Customer Service Mistakes Companies Should Avoid Making

1) Being placed on hold endlessly. Don't you just love... Read More

Everyone talks in code!

How often have you left a meeting with a customer... Read More

Dont Be Afraid To Give Problem Customers The Boot

Q: In a recent column you made the point that... Read More

How To Kick Your Customer Service Up A Notch!

Welcome to the inaugural issue of Human Tech Tips --... Read More

4 Tips Toward Overcoming Bad Customer Service

Customer service is the pits, you say. You are not... Read More

Whats For Lunch?

As an entrepreneur, I'm always intrigued by small businesses, home-based... Read More

Mexico: Online Ordering?Dont!

I got it into my head sometime in December 2004... Read More

The Death of the Loyal Customer

One of my classes in management focused on the repeat... Read More

CEM Can Improve Customer Loyalty

'A 5 percent increase in customer retention increases profits by... Read More