Make or Break Moments in Customer Service

Unfortunately, many businesses choose the wrong path. They forget the mantra that ‘the customer is always right’. They argue with the customer and they don’t offer to fix the problem. Because these businesses are too focused on the bottom line, they are afraid to give away something for free. But, what they don’t realize, is that one free item can gain you a loyal customer who sings your praises. The repeat business will more than pay for the freebie.

This week, I experienced one of these make or break moments. I went to Cantina Laredo with my girlfriends. During dinner, I discovered a shard of plastic in my beverage. Out of concern for my safety and that of other guests, I mentioned this to our server.
  He immediately swept away my beverage and brought me a new one within a matter of minutes. I was appreciative. He took care of the problem, which is all I expected. However, moments later, the manager arrived at our table and apologized profusely. He said they were looking into how this problem might have occurred. Next, he asked what he could do to make it up to me. I told him that I had a new beverage and that I was enough. He then offered dessert and I politely agreed. At first, I thought the dessert was just for me, but I soon realized that they were bringing dessert for our entire table.
  So, instead of
 free dessert, we got five! My friends and I were impressed. Not only had they turned a sour moment into something positive, but their service had been phenomenal throughout the entire meal. Our server was warm and welcoming, and we never reached the bottom of our beverages or bowls of chips. The bottom line is that the restaurant made a good experience truly great.

  1. Apologize. Remember that the customer is always right. Apologizing for the problem, no matter how small, will go a long way.
  2. Fix the problem. Ask the customer how to fix the problem. Chances are, they have an idea in mind of how you can improve the situation. This often includes replacement of the damaged item or a refund for the bad service.
  3. Ask if there’s anything else you can do. In addition to fixing the problem, ask the customer if there’s anything else you can do to make the situation right.
  4. Determine how to avoid the problem in the future. This is perhaps the most important step. Look at how the error occured and work with your staff to correct the breakdown in service. Look at these situations as opportunities to further improve your level of service.

Businesses need to realize that customers will share their experiences (good or bad) with their friends and multitude of followers online. Businesses can’t afford to miss these opportunities to make a positive impression. Following these steps will make sure your customers will be back, and perhaps more importantly, telling others about their positive experience.

How do you handle these make or break moments? Do you have any other tips for handling customer complaints?

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Laura Click

Laura Click is brand strategist, speaker, podcaster and the founder of Blue Kite. Learn more about Laura and her work at Blue Kite.

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