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Customer service Basic Training

Customer Service Basic training for Public agencies. Diversity and culture competence play a huge role in customer satisfaction.
http://www.saharconsulting.com

Customer Service Basic training for Public agencies. Diversity and culture competence play a huge role in customer satisfaction.
http://www.saharconsulting.com

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Customer service Basic Training

  1. 1. Customer Service - City Of Burbank Sahar Andrade, MB.BCh Sahar Consulting, LLC
  2. 2. Customer Service • What is Customer Service? • Excellent Customer Service • Perceptions: Diversity
  3. 3. Customer Experience
  4. 4. Customer Service Perception CULTURE
  5. 5. Diversity: Demographics  Hispanics: Today 15% of the population, 30% in the next 20  African Americans: 14% to 15%, Asian Americans: 5% to 8%  Immigrants: 1 M/ Year 2. Gender: Women executives and single Moms (28% of US Households headed by females in 2010) 3. Generations: 4 Generations at work 3. LGBT: Rate of non-traditional families are on the rise.
  6. 6. Cultural Differences • Verbal • Non Verbal as body language: - Eye Contact - Tone, pitch, volume or silence - Hand gestures - Facial expressions - Appearance - Salutations - Time and personal space
  7. 7. Customer Service • Customer Service in Public Agencies • Importance of customer service in Public Agencies
  8. 8. Who Is Your Customer? 1. External customers Customer Needs: pay our bills • Define products or services provided 2. Internal customers to the customer use our outputs as • Identify the related their inputs to External process Custom ers achieve our business • Specific, basic Compan objectives and y • Ambiguous ultimately satisfy external customers Internal Custome rs 3. Regulatory bodies
  9. 9. Creating Customer Experience
  10. 10. Creating Customer Experience • Phone • Email • call center, Support center • Sales, and management
  11. 11. Creating Customer Experience • Ims • Instant feedback • Live agents • Emails • Web mail • Social Media
  12. 12. Service Profit Chain: Human- Business - Hidden Productivity & Profit (P.6)
  13. 13. Customers’ Communication Channels • Complaints Sources of Customer Voices • Compliments • Customer defections/ Buyer Behavior acquisitions Research • Customer referrals Outbound Communications Market Intelligence • Product returns Customers • Product/service sales preferences Informal/Formal Inbound • Contract cancellations Transactions Communications • Market share changes Casual Contact • Closure rates of sales calls
  14. 14. Communicating with Customers No matter what source of customer information is used, customer communication has three basic parts: 1. Asking the right questions 2. Asking questions in the right way 3. Understanding the answers
  15. 15. Interviews • Purpose: To learn about a specific customer’s point of view on service issues, product/service attributes, and performance indicators/measures.
  16. 16. Surveys Survey • Purpose Options • To measure the needs –quantitative data. • Uses • Considerable amount of information, large population • Analysis, To measure change The Survey Process • Objectives. • Target audience • Specific desired information. • Draft questions. • Test , validate, Finalize the survey.
  17. 17. Focus Groups • Purpose • Information point of view of a group • Uses • Define customer needs • Insights into prioritization • Test concepts and get feedback • 7 to 13 participants who share characteristics; will be asked to thoroughly discuss very few topics
  18. 18. Kano Model • The Kano Model is helpful in understanding different types of customer needs. • There is much risk in blindly fulfilling customer needs without a good understanding of the types of requirements. • Without this understanding, a team risks: • Providing superfluous quality • Wowing the customer in one area, and driving them to competitors in another • Focusing only on what customers say, and not what they think or believe
  19. 19. The Kano Model 1. Dissatisfiers – Basic requirements 2. Satisfiers – Performance requirements. 3. Delighters – Unexpected features or characteristics
  20. 20. Meeting Basic Customers’ Needs • Identify and address customer needs • Friendliness • Listen with empathy (mirror neurons), suspend judgments • Don’t assume: Dialogue • Fairness • Control • Options and alternatives. • Information
  21. 21. Customer Expectations for STELLAR Service Regardless of industry, or type of service, customers consistently report that they value four qualities in the service they receive (S.T.A.R.).  Seamless  Trustworthy  Attentive  Resourceful
  22. 22. Communicating the customer’s value All customers want to feel valued& important to your organization. The Four A’s are easy and quick, yet powerful ways to communicate to customers that you value them and their business. The key is to be sincere. 1. Acknowledge 2. Appreciate 3. Affirm 4. Assure
  23. 23. Customer Cues Here are some common cues that can help you spot and opportunity to deliver world – class service. 1. Voice 2. Body Language – posture, gestures, and facial expressions 3. Context 4. Background Information.
  24. 24. World Class Service • Delivering World Class Service can be low cost and quick but still make an impact. It creates positive defining moments – that exceeds customer’s expectations, these experiences stick with them as they judge the service you provide. • To become effective, you must meet three criteria: 1. A pleasant surprise 2. Valuable 3. Appropriate
  25. 25. World Class Delivery Steps • You can provide world – class service to your customers by applying three easy steps: • Step 1: Spot an opportunity. • Step 2: Consider the possibilities. • Step 3: Offer a world – class service solution or action.
  26. 26. Customer Excellent Service Overlapping circles. Service quality is achieved when the three operate in harmony with the customer’s preferred method of doing business 1- People 2- Business Processes 3- Technology
  27. 27. Service Standards For Supervisors A set of service standards should clearly set out the purposes and priorities of an organization, while spelling out the standards of service customers can expect. 1- Ownership 2- Visibility 3- Commitment
  28. 28. Service Standards Ensure that standards set are: • SMART (Specific, Measurable, Achievable, Realistic and Time- bound) • Involve all key stakeholders ( • Involve staff throughout the entire • Develop an effective monitoring system • Agree on regular standards review sessions
  29. 29. Good to GREAT! Front line people Organization Culture: - Appreciation - Reward - Trust - No blame or fear - Mistakes are opportunities - Mentoring, coaching
  30. 30. Angry People Handling angry people: - CARP Disengaging from angry people: - Apologize - Soft diplomacy - Show them you are working with them - Do not take it personal, computer mode - Show empathy - Take time out - Show appreciation
  31. 31. Communication Channels 1. Face to Face 2. Telephone 3. Email - Netiquette - Email DO and Don’t 4. Snail mail 5. Handling Complaints
  32. 32. To Achieve Excellence In Summary…
  33. 33. Make a good First Impression Remember their names Be everything you would expect and want to your customer as you would for yourself
  34. 34. Stop surfing and socializing and Focus on your customer: Remember their likes Don’t be distracted Let them hear your smile
  35. 35. Listen actively Ask questions so they know you are listening repeat, paraphrase to confirm understanding Face to face: Watch body language
  36. 36. Be Culturally Sensitive
  37. 37. Use all of your TOOLS- Even if you don’t know – Never say You Don’t know – Find a solution Use all your resources to find it ASK FOR HELP!
  38. 38. Don’t leave them on HOLD Ask permission & keep an eye on the clock. Don’t leave them waiting!
  39. 39. If they’re MAD Don’t take it personally Even when it sounds like they are mad at you
  40. 40. Remember to Document well
  41. 41. Have
  42. 42. Say Please and Because everyone likes to be thanked.
  43. 43. Always Go the extra mile & It helps to create the devoted customer that wants to come back.
  44. 44. … and one last thing … make them happy they called
  45. 45. BONUS Active Listening
  46. 46. Disclosure • All the pictures used in the workbook are copyrighted and are used SOLELY for the purpose of education and learning ONLY not for commercial use • This presentation is the intellectual property of, and is proprietary to Sahar Consulting, LLC and it is not to be disclosed, in whole or in part, without the express written authorization of Sahar Consulting, LLC. It shall not be duplicated or used, in whole or in part, for any purpose other than to be educational material for the “Customer Service” workshop training for the City Of Burbank. The presentation can’t be used in part of whole in the same program/ similar or different programs if not facilitated by Sahar Consulting, LLC.
  47. 47. Q&A Sahar Andrade. MB.BCh Sahar Consulting, LLC www.saharconsulting.com Sahar@saharconsulting.com Thank you (818) 861 9434

Hinweis der Redaktion

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