Front line staff know what customers want. If your front line staff are turning away customers by the hundreds or thousands because you don’t stock certain ‘in demand’ items at Christmas, you will not only lose sales but also good will and loyalty.

7 Techniques to Understand Your Customers

Thursday, April 5th, 2012

A prior blog post called Customer Satisfaction Tip: Understand Your Customer reviewed why it was important to understand your customer and what it really meant to understand. Three company examples were included, IBM, Cisco and Apple. This post covers seven techniques and best practices to understand your customers, theirs needs, wants, wishes, complaints, concerns, and the terminology they use.

Top 12 consumer frustrations

Monday, October 24th, 2011

According to Reuters, a Consumer Reports survey of over 1000 consumers in March, 2011, with the question “As a consumer, what frustrates you the most ?” yielded 12 top rated results Seven of the top frustrations, including the top one, dealt with customers calling organizations support desks, while the remaining five frustrations, including the second most common complaint mentioned, dealt with customers visiting a store or having a service provided at the consumer’s site. Eight of the 12 (2/3 of the factors frustrating consumers) relate to customer service.

I recently finished a book called How to Deal with Difficult Customers: 10 Simple Strategies for Selling to the Stubborn, Obnoxious, and Belligerent
by Dave Anderson. The focus of the book is how to sell to ‘SOB (Stubborn, Obnoxious or Belligerent) Customers but many of his words of wisdom apply to the practice of customer satisfaction. Most customer satisfaction theory revolves around the quality of the product and post sale support. The main point of this book is that customers can become dissatisfied during the selling process and provides techniques on how to prevent the most common problems.

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