Good intentions often make us say things we shouldn’t, especially when the pressure’s on and the customer’s complaining. Here are some common mistakes—no, here are some deal killers:
Denying the customer’s right to his experience. A common mistake is to blurt out variations along the lines of, “Oh, that’s not true!”… “I’m sure our employee didn’t mean it that way!” … or “No one’s ever complained about that before!”
• What the customer hears: “You better prove you have a case before I believe you enough to help you.”
• What’s better? Listen. Your job at that moment is to fully understand the customer’s experience of the problem.
Blaming the customer. This can happen subtly, an accusation made via implication or nonverbals, but just because it may be inferred or unspoken does not mean the customer hasn’t picked up on it. “Well, we could’ve gotten this done on time, but we didn’t get your content until a week after it was promised to us.”
• What the customer hears: “It’s all your fault. You’re not easy to work with.”
• What’s better? Alert the customer to budget or timing concerns before they become issues, and remember you’re in the business of providing solutions. You’re not there to ward off imagined litigations by assigning blame.
Typecasting the customer. This happens in the most egregious circumstances, when the workplace culture has become so politicized that an adversarial “us-them” attitude has developed. Customers are outsiders, therefore they’re “idiots”… “crazy” … “ill- informed”….
• What the customer hears: They don’t need to hear anything. Sooner or later, that attitude of condescension or resentment seeps through employee pores and taints interactions with your customers.
• What’s better? Workplace culture attitude adjustment. Better make it quick too.
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