Know your buyer's dream not just the need

It is important for a company to not just think of its customers as people who get what they paid for but instead as people who get "the story" they paid for. This story (via kim) is a great example of that.

From consumerist.com:

Ritzy Fifth Avenue jeweler Tiffany & Co. failed to ship Chris' grandfather a bracelet for his wife in time for Christmas. We expect a certain level of service from high-end stores, but Tiffany's extravagant amends caught us by surprise.

My grandfather ordered an engraved Tiffany silver bracelet as a surprise Christmas gift for my grandmother. He had custom engraving put on the bracelet, and had arranged for the bracelet to be delivered to my house about 2 weeks before Christmas. Two weeks after the order (when we should've received the bracelet), there was no bracelet. We gave it another week, and the my grandfather emailed Tiffany customer support. He received an automated response stating that because of the overwhelming Christmas rush, he needed to contact customer support via their 800 number. Of course, the 800 number was impossible to get through to also.

My grandfather, being the laid back man that he is, wasn't really angry, but he wanted to know what was going on with the bracelet. Tiffany customer service ended up calling him on the Friday before Christmas. As luck would have it, he was out fishing, and my grandmother talked to them, thus ruining the surprise. When he returned home, he was able to actually get through to the rep who called him earlier. She informed him that because of a Christmas rush they were not expecting, the bracelet would not be arriving before Christmas. To make up for the fact that they had ruined the surprise and would not be getting the bracelet to my grandfather before Christmas, they would be giving him the order FREE. He asked to clarify, asking if they just meant the shipping or the engraving free, but no, the ENTIRE COST of the order was FREE. Of course, he was blown away (after all, this is a $255 bracelet, plus the cost of engraving and shipping).

Tiffany ended up shipping the bracelet on Saturday, overnighting it to my house where I received it on Monday. There was no invoice or such in the box, so we were still wondering IF the bracelet was actually going to be free (with the final call coming from the credit card bill). Sure enough, when the credit card bill came that would've contained the charge, there was absolutely no charges from Tiffany.

So, it's nice to know that there are indeed some companies who want to keep their reputation that treat their customers well.

Sometimes you get the service you intended to pay for. For Tiffany, which stocks $210,000 bracelets, $255 isn't much to keep the customer happy and willing to consider larger purchases.

Good job Tiffany's.

Devil (or customer satisfaction) is in the details

I am in Chicago for two weeks. I happen to like this particular coffee shop (Bean) at the lobby of the building i am staying at. This morning the barista thanked me by name when i picked up the coffee. I was curious how she knew my namesince I am not from Chicago and I have been at the shop only once before. Turns out that the guy who took my order read my name from my credit card and passed it to the barista. Not a big deal but a great little habit to have if you are in the service industry :)

call centers - cart before the horse?

I just got of the phone with an Amex representative. I am fairly confident that she is an Indian woman and most likely working out of a call center in India. Quite impressive since it means she is doing the evening or the night shift and I appreciate her willingness to work at odd hours.
During our conversation, she read my address back to me and recited a 6 or 7 digit zip code for me. I of course corrected my address. I am not bothered by this as much as piqued by this. Call centers, BPO's and the companies that hire them work hard to mask the fact that these employees are not from the US. So the intensive training program on American culture and accent. This is a no win game that I believe focuses on the wrong thing.

I don't care that her accent is excellent as much as I care that she does not realize that US has a 5 digit zip code. I find it amusing that call center reps are being trained to hide their identity and act instead of being trained on the "serving" end of "customer service". If he/she realises that I am trying to "change my address" and helps me get it done with courtesy and clarity then I don't care how authentic the accent is.

--disclaimer--
I understand that there are more than enough customers who are comforted by a familiar accent. I do buy the need for accent training but I think it should follow good service training not precede it.
--disclaimer--

how NOT to practice customer service

In the unorganized world of moving there are victims who move and the movers who facilitate these situations. These are their stories.
Da Ding...

Quick version: we moved successfully last week :-) Praise God.

Longer version: We had some hiccups. One of which was moving company "Quality Movers" (henceforth referred to as QM) calling me on Saturday to get the address for the move. But I had never confirmed with QM only got a quote from them. I had signed up with "Minor Moving" (henceforth = MM) to do the actual move.
In their defense, I never explicitly called and told QM that I was not using their services after getting the quote but that is not the same as confirming. So I apologized for the confusion and thanked them for their call and told them that I had picked another company. Few minutes later i get a call back from the same woman at QM who gave me the original quote, she starts the conversation with

• "i heard the movers tried to get your address and you declined, what is up?" not in a friendly tone of voice either.
• i explain to her that i never confirmed with them and i am sorry for the confusion but i was not using them.
• she then proceeds to challenge me on the strength of my memory. i once again point out that i am not calling her a liar, just that sometimes two sides end up with different take on past events. I tell her again that I did not intentionally set out to spoil her day and i am sorry for the unfortunate turn of events but i have somebody else lined up.
• at this point her voice gets louder, tinged with sarcasm and she asks me if i am usually this confused :-)

So I could either have been rude in return or see how far she is willing to lose her cool and discredit her company. I opt for the latter.

• I let that pass and tell her that the conversation is no longer productive and I am sorry for her troubles.
• She explains to me the amount of trouble I have caused her and she asks me what moving company i went with?
• I tell her I went MM, to which she takes a few seconds and then comes back with "Hah, I just found out that the movers you choose lost their license with Texas board of xxx (don't remember). Looks like you made a great choice.. i hope you are happy".

wow! ...... what could have be done differently here? Let me see

• Never call your customer when you are heated up and angry (even if they are wrong). Never do this!
• Remember customers are typically not for single transaction. On average, for any company,I am willing to bet that most customer will make multiple transactions over their life time. So take the time to educate the customer or understand their context so you can win their business next time.
  
• If things are not looking good, try to your best to blow their expectations away by reacting differently. For instance, if QM had called me back and said they were sorry to lose my business but still wished me a great move and gave me good moving tips. You bet I am going to bend over backwards to give them business from my friends.

.....little patience before picking the phone to call me would have made such a difference......

well done tx gas service

The texas gas company that takes care of my natural gas needs has this really neat phone service. You call their 800 number and if you are not immediately connected they tell you how long the wait time is and give you a call back option, i.e. you enter your phone number and name and hang up. Within the time they promised, you get a call back and talk to a live customer service agent :)I am digging this use of technology and not having to stay on hold

I hope more companies follow their lead :)