Facemasks, door signs, floor decals, partitions, and hand sanitizers won’t keep your customers. Such safety protocols in response to the pandemic are expected from your customers.
While failing to implement them will cost you customers, maintaining those standards will not guarantee that you keep them. Your competitors are doing the exact same thing which means what you are doing is average, heightened like everyone else, but still average. And, wait for it, nobody raves about average.
Customers don’t rave about a business that simply meets their expectations. Nor are they loyally bound to them. With these safeguards, you have simply changed a negative experience to one that is neutral. But what are you doing to move the experience from neutral to memorably positive?
CARE for your Associates first. Hearing about hospitalizations, the struggling economy, and massive layoffs every day, your associates are still anxious and concerned about their jobs. Reassure them by your actions that their leadership team CARES. Communicate. Appreciate. Recognize. Empower. Serve.
Serve your associates by asking at the end of each interaction, “What can I do for you?” And act on their suggestions to make your associates feel as happy working with you as you want your customers to feel about doing business with you.
Re-orient your Associates to the delivery of the customer experience in what is now the “not-so-new-normal”. In the first weeks of the pandemic, you were focused on introducing all the new protocols. Over the last few months, your associates consistently follow the safety guidelines, from temp checks to facemasks.
Take time now to remind them of the principles of delivering exceptional customer service. Emphasize that since your customers cannot see their smiles, they need to use other body language, except handshakes and hugs, their words, and tone of voice to convey a warm welcome. Remind them to practice active listening and responding with empathy. Do they remember the forbidden phrases that distract in customer conversations?
Make sure they know the difference between taking care of the customer which is a transaction and really caring for the customer, a relationship-building interaction.
Seek feedback and then act. You may know 10-20% of your customer complaints via your customer surveys. Your customers know 100% of what displeases them and your associates do, too, since your customers tell them every day. So ask your team directly, “What are you hearing?” Then act on their feedback to eliminate those pain points. Be sure to involve your associates in defining solutions to remove these dissatisfiers. Without their involvement, you will not earn their commitment to care for your customers.
Become a storyteller. Three things can happen after customers do business with you. They can say nothing because you gave them nothing to talk about. They can rant about you to others because they experienced such poor service that they want to make sure no one else makes the same mistake. Or they can rave about you. And if you want to have your customers tell stories about you, you have to give them a story to tell. Involve your associates to define key points in the customer experience where they are empowered to create memorable small “wows” so the story can end, “And they lived happily ever after.”
Remember nobody cares about how good you used to be before this pandemic. They only care about how good you are now. And now changes every day. You need to do the same.
About the Author
Bill Quiseng has extensive experience in luxury resort and hotel management. His achievements include receiving the Marriott International Spirit to Serve Award, Renaissance Hotels General Manager of the Year, Marriott International Leadership Excellence and Sales Excellence Awards.