Tag Archives: customer service

One night, two Poles

Conversations can start up just about anywhere and no better place than at airports.  Recently before flying back from London, as I was having coffee I found myself chatting with a lovely Polish firefighter from Kent on his way home for the New Year. He’d lived in the UK for some 12 years plus and after the topical chit-chat around what Brexit would mean for him, I asked him about his work. The conversation moved on to whilst most of the work was straightforward dealing with relatively minor events, the more dangerous and tragic the incidents he and his crew dealt with, the greater the emotional impact.  I sensed that as with most types of trauma, there is a sense of loss, futility and disappointment which builds up and felt immensely sad that these feelings lingered long afterwards and wondered how these brave firefighters dealt with their emotions. Inevitably and true to stereotype, most men he said, would bottle up their feelings and inevitably something quite trivial would act as a catalyst and ‘boom’ the built up feelings would explode, out of context and often out of control.  Never dealt with.  I felt fortunate to talk with this man, to have had the opportunity of going behind the capable, brave masks people like him have to wear day after day in providing such an invaluable public service. Before we parted company, we went on to talk about the excitement of being with family and friends to celebrate the coming New Year and all that is joyous in life too. A few coffees later as I left for my flight, my resolve to raise awareness of the need to deal with emotions in the workplace was ever stronger. Most certainly, we need to keep pushing this issue to the fore-front, rather than ‘under the carpet’ as it is indeed a bigger conversation, one Much More Than Words will be highlighting in a couple of weeks time and we’d like you to be part of.

Click for details of our January 18th Dublin event, featuring Dr. Annette Clancy as she shares invaluable insights talking on  The organisation as ‘an emotional arena’

The second conversation was a brief one with the Ryanair flight attendant, who provided endless entertainment to weary and extremely unresponsive passengers.  He looked Irish, had a real ‘country’ accent, was both funny and fluent.  Yet something in his accent told me otherwise.  Another Pole !  A Polish man with a big heart, resilient and sense of humour. Welcome and Safe Journey home.  How are you, I asked. With the biggest warmest smile ‘Living the Dream, living the dream’. He made me laugh as we talked, another side of the human roller-coaster of emotions.  Ryanair often get slagged for all sorts of things, but I have to say, not only has their service been consistent, their customer service on a face to face level has become more human, despite it being all too easy to find yourself paying unnecessary surcharges.

So to the two Polish gentlemen, from deep in my heart, I thank you both for making my night.

You don’t sell…. really ?

So many people believe they can’t sell, won’t sell and as a result, don’t sell.  But we all do sell .. all of the time whether we’re aware of it or not.  Friend to friend, parent to child, amongst colleagues.  We’re in a constant flow of collaboration.  What makes each connection work even better? Quite simply, when the focus is on what we are doing for the other person, rather than what we are hoping to get out of it

Listening rather than waiting to jump in with what we anticipate what we think someone wants to hear before we’ve heard them out.  Staying silent when that’s what is needed or appropriate. Being constructive in our comments, not destructive or devastating when there is no need.

Easier said than done. Of course.  But back to selling.  For success in sales, compelling communication is crucial and developing your own style is key. When you’re more comfortable and relaxed,  people feel more inclined to engage with you.  Logical really. It’s a win/win situation.   If any of the following describe where you’re at right now, then take a look at how effectively you’re presenting. Whatever you’re working towards, whether it is a speech, a presentation, a pitch, just remember be clear about what you want people to remember. And most of all, remember…

People remember how you make them feel

Remember…The sales process is NOT about YOU. People prefer to do business with people they like.  The most important reason someone does business with you, is because of YOU and how you make your customer feel. The sales process is about how your customer feels, you  have to give clearly demonstrate  why they should buy from you.  Remember too, just because you are ready to sell something, now may not be the time for them to buy even if they want what you are offering. Give them a reason to choose YOU.  To come back to you if the time is not right.  Think about it, what sets you apart.  What can you do that makes their buying and post sales experience better than anyone else can provide.  Build that loyalty, over-deliver and you’ll deserve their business.  Fall short and someone else will fill that gap…. Fast.


Professional Self Smarter TipRemember…..You are only as good as the service you give your customers
. As well as doing a great job,  It is not enough just to do the job well, you need to over-deliver and give your customers much more in terms of service.  This is what will set you apart and creates customer loyalty. Always remember…..People remember how you make them feel.


Professional Self Smarter TipRemember…..Delivering a good service is only part of the unspoken ‘Rule of Engagement’
.
Ask yourself each time you meet with a customer, what worked, what can I do better next time?

Professional Self Smarter TipWhen you don’t secure a sale, there’s a good reason why…. When you’ve done your pitch and your customer is  not willing to commit, there’s every likelihood, you’ve not convinced them you’re the right choice. Perhaps there is some fear or risk attached to your customer making that commitment. Some people don’t like to say no or perhaps, the person you’ve just presented to is NOT the decision maker. Price, lack of trust or confidence, unsuitability of what you’re offering are all possible reasons for not buying from you.  All possible reasons that you could, if you had been listening or asking the right questions, have known before the end of your presentation.The real questions after an unsuccessful pitch include…….. Did I establish any level of rapport? Did I know what this customer is expecting out of my pitch? Did I ask enough to establish what their motive for buying and degree of urgency to buy before pitching? Did I make a real value proposal in light of this knowledge? If someone wants to think about your proposition, usually  they want a better price, are not the decision maker, or think they can get a better deal elsewhere. If you find yourself in this position and they want more time to ‘think about it’, ask how long do they think they need and agree a date to revisit. Ask too, what else can you do to help them decide.

 

Professional Self Smarter TipRemember…. People Buy from you because of YOU……

So…. You need to be liked and trusted to secure the sale. Finding your own style of presenting yourself and your company is crucial.  When you feel comfortable, you’ll communicate well and with integrity.  Then, you begin to build trust.

Professional Self Smarter TipSee Failure as an opportunity.  When you don’t get the result you anticipated, it’s a great opportunity to learn from the experience.  An experience is what you get when you don’t get what you want – and is worth it’s weight in gold !

Perhaps MOST important of all..

221-121aRemember… you have two eyes, two ears and one mouth for a reason !!

So, in the words of Oscar Wilde “Be yourself, everyone else is taken”. Develop your own style that you’re comfortable with and see your business relationships flourish.

mailto:janie@janielazar.com where you’ll get practical advice, build on the skills you already have, and remind yourself of skills you’ve forgotten!

 

Why is business eluding you?

Why aren’t you getting more business?

This is probably one of the most difficult questions to answer… honestly.  We all make excuses and hindsight can be a great way to justify why something didn’t happen the way we wanted it to.  Hindsight too can be valuable.  Better still is to have ‘Invaluable Insights’ and by that I mean really looking at how things could have gone better and practical ways to re-visit something.  Particularly with a client who has chosen someone else to do business with. Maybe you just weren’t speaking their language.  Maybe it wasn’t about the price.  Maybe they just didn’t trust you enough to risk their reputation with you. Is your client relationship strong enough to ask WHY?

janie-saysTrust can underpin or undermine every relationship

Want to work on getting better business?  Click for details of my next 221:121 Workshop “Building Trust, Sustainable Sales and Customer Loyalty”. 

 

Is what you write worth reading?

How you communicate says something about YOU

Write it right. Say it right.   Careless misuse of grammar, spelling mistakes all give out a message about you.  Maybe it implies you cannot spell, maybe it says you were in too much of a hurry to give due care to a written proposal.

Maybe it says you are not the right person to do business with…

Beware. Be Aware. On the web, in the mail. once written and posted it’s out there.  Immediately.  Out there and out of your control.There are techniques to ease stress and help you present better.

Make sure what you write is what you mean to say.  Ensure your message gets through, using language and content that is appropriate to the medium and audience.   What you’re communicating has to be of interest, of value.  Succinct, short and sweet, valid and valuable.  Expectaons are high and to build real customer loyalty, every business, regardless of size, needs to give more than their customers expect, better still when the customer least expects it.

Get to the Point quickly and effectively with our Kickstart Smarter Skills Workshops  to deliver a higher level of customer service and  see performance improve.

Click here to contact me to find out more.

 

So you think you don’t Sell?

Most of us don’t like to see ourselves as sales people, yet we all sell, all of the time, we just don’t realise it.  So here are a few PSST’s (that’s Professional Self Smarter Tips) as a quck reminder of what’s important for us all to remember….. and not just the person responsible for closing that sale….

Attitude Matters EVERYONE  is an ambassador for their company. For business leaders, creating the right environment for people to work in is only part of the brief, creating the right ‘culture’ and embodiment of this through the attitude conveyed is what keeps a company top of the list and one that people are proud to be part of. 

Professional Self Smarter Tip

Professional Self Smarter Tip

 

How We Make People Feel Matters… 

remember People tend to do business with people they like.  The most important reason someone does business with you, is because of YOU.  Then you have to give them a good reason, what’s in it for THEM.  The sales process is NOT about YOU. So check it out. Have you got what they WANT, if you have then the rest is down to you.  Why choose YOU?  Think about it, what sets you apart, what can you do that makes their buying and post sales experience better than anyone else can provide.  Build that loyalty, over-deliver and you’ll deserve their business.  Fall short and someone else will fill that gap…. Fast.

 

FACT:  You are only as good as the service you give your customers.Delivering a good service is only part of the unspoken Rule of Engagement. Ask yourself each time, whatever your role, how can I do this even better. Master the art of improvement and take control over the outcome.

FACT:  You Need to Reflect after your Sales Pitch .If you’ve done your pitch and they’re not willing to commit, there’s every likelihood, you’ve not convinced them you’re the right choice. Perhaps there is some fear or risk attached to your customer making that commitment. Some people don’t like to say no or perhaps, the person you’ve just presented to is NOT the decision maker.

Price, lack of trust or confidence, unsuitability of what you’re offering are all possible reasons for not buying from you.  All possible reasons that you could, if you had been listening or asking the right questions, have known before the end of your presentation. The real questions after an unsuccessful pitch are…….. Did I establish any level of rapport? Did I know what this customer is expecting out of my pitch? Did I ask enough to establish what their motive for buying and degree of urgency to buy before pitching? Did I make a real value proposal in light of this knowledge? If someone wants to think about your proposition, it’s usually because they want a better price, are not the decision maker, or think they can get a better deal elsewhere. IF you find yourself in this position and they want more time to ‘think about it’, ask how long do they think they need and agree a date to revisit. Ask too, what else can you do to help them decide. Assuming your product is what they want, remember, You need to be liked and trusted to secure the sale.

FACT:  The sale is only the beginning of the Relationship

Make the most of your day,  Janie