Small Business Start Up Help-The Art of Customer Service

Eighty five year old Gladys Goodspeed drove into the small car dealership with her 10 year old Galaxy 500 and confidently told the young salesman, "I need a new car; a red sports car! And if I can not find it here, I will go elsewhere."

After a pleasant but brief conversation, including inquiring why she needed to trade in her car with only 24,000 miles for a new one, the salesman presented her a solution. He had a Mustang sports car, a car she had always wanted, her preferred vehicle on his lot, but it was not red. He quickly made some calls and located a red Mustang at a neighboring dealership 50 miles away. He offered to trade one of his vehicles for the red Mustang and could have it back at his dealership and ready for Gladys to drive away in a shiny new car by 5 p.m. that same day. Gladys agreed to this solution, a fair price for both parties was negotiated, and the deal was struck.

Gladys and her husband purchased the Galaxy 500 ten years earlier and had gone on two 3,000 mile trips when he suddenly passed away. Since that time, Gladys had no desire to go on any long trips and mostly drove around town. The car worked perfectly, but as the years progressed, she found it more and more difficult to park it in her one-car garage. And a few dents started too appeared on the sides of the Galaxy.

The salesmen spent three hours making the dealer trade, arranging all the paperwork and getting car ready for delivery. When Gladys arrived back at the dealership, she saw a newly washed, shiny, candy apple-red Mustang waiting for her. "It is more beautiful than I imagined!" she exclaimed. Gladys was on her way in short order and zoomed out of the dealership parking lot, not to be seen for a week.

But the story does not end there. Gladys returned to town a week later and immediately came back to the dealership to see the salesman. Perhaps she did not like the car, after all it was pretty sporty for an 85 year old and she wanted to return it. What he found out was that she loved the car and decided to take a trip to show all her long time friends. "This car has brought new life to me," she said. "Thanks for getting what I needed. It fits better in the garage and I feel young again."

What the salesman did not realize was that Gladys was well connected in the community and began to recommend to all her friends and acquaintances that they had to visit with this salesman before making any vehicle purchase. He gained a reputation as a salesperson you could trust and his business began to grow. He was kind and listened to each prospect and customer. He understood their needs and wants, and always delivered service that was second to none. He felt that if you treated people right, business would come. And it did not cost the dealership any extra money because he negotiated a fair, win win deal each and every time.

One of the mistakes businesses make is forgetting the customer, the very reason for being in business in the first place. Often times we try to become too sophisticated and complex with our marketing. The focus shifts to creating innovative products, slogans and ad campaigns and in developing mission statements, positioning recommendations, brand messages and outside the box packaging. Yet, most businesses fail because they fail to listen to customers.

Listening, serving and learning from customers are the most important things anyone in the organization can do. It really is simple.

The very purpose of business is to create a customer and then he or she must become the most important focus and asset of the business.

Understand customer needs and create solutions to meet those needs. And do it with premier service. Loyal customers are developed and nurtured like any personal relationship and while not every interaction will immediately result in business, if that interaction is based on integrity and honesty, most often that prospect will eventually become a customer. The important aspect in achieving bottom-line success is to show prospects how you can serve them better than the competition.

Sometimes companies feel that they cannot afford to treat all customers alike. They feel they must differentiate the level of service they give a customer based upon what their sales revenue or profit margin is to the company. That fallacy assumes that customers will always stay at the same revenue levels as they currently are. In reality, competition is such that customers will either increase or decrease purchases. They will rarely keep the same levels. It is based in large part on the type of customer care they receive from everyone in the organization.

A customer will grow with a company if they feel that all their needs have been met and they have experienced excellent customer service. Sometimes a little hand-holding and TLC goes a long way. And you must perform at the highest levels of honesty and integrity. Customers can see through fakes and unethical behavior to win business. You really cannot afford not to treat all customers with the same high level of service quality and support. Gladys Goodspeed was just one car purchase that contributed a minimal level of profit margin, but her the purchases her friends made contributed to a thriving business. It all began with a simple transaction.

In a very competitive world, products seem to become commodities very quickly because there is a brief window of time before everyone has access to the same technology. The difference then is driven through price or customer care. If you compete on price, you will eventually lose to someone with a better price. But if you compete on delivering your the best customer care, you will win on customer care. Just ask yourself how you make purchase decisions? And which businesses do you patronize and why?

Finally, remember to be passionate about serving customers. They are your bread and butter. You do not have to be a rah rah person, but you must serve them quickly, sincerely and consistently. That was the difference in creating a customer out of a simple interaction with Gladys Goodspeed. That simple and sincere passion permeates any organization so that eventually everyone is listening, learning from, serving and creating customers.

NO MONEY MARKETING KEYS TO SUCCESS:
1. The purpose of any business is to create customers.
a. Listen to them
b. Learn from them
c. Serve them
2. Keep it simple;it all begins with a simple interaction
3. Deliver customer care with passion.

About The Author-- Bob Meldrum leads Time Warner Telecom's Corporate Communications Department. If you found this article to be helpful, visit CORE Magazine at Small Business Start Up Help

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