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Growth | People | Small Business Mentoring

Jackie Hall - Just how important is Customer Service?

I’m sure we’ve all experienced great customer service, and I’m even more certain we’ve all had terrible experiences that are usually all the more memorable. But how does it really affect your decision to return to somewhere?

Being honest, if we are to visit a restaurant or choose a hotel for our holiday, the service we received last time will undoubtedly be an overriding factor when we are deciding whether we choose to go there again or not.

Our local pub is the prime example. When we first moved to our house, we went looking for nice village pubs, with a log fire, good local beer and an all-round good ambience. We found one such pub and our first night in there was great. Food was lovely, service was amazing, and we planned to be back immediately.

On our next visit, the food went back to the kitchen as the fish was greasy and undercooked, but the service was good. They cooked a fresh dish, removed the item from the bill, were very apologetic, kept us updated on time and it didn’t ruin our day as we both left fed and happy overall.

We visited again for Sunday lunch. The place was packed at first, but quickly emptied. We waited ages to be served, the food was almost an hour, parts of it were cold when it arrived, and it just was more stress than fun. The food, by the way, was amazing. Although not all piping hot, everything was delicious. 

The fact is though, we haven’t been back. The lack of customer care from the staff, poor communication and complete lack of awareness for the customers that were there (as opposed to the empty tables they were now clearing) just made for a pretty miserable afternoon. We went back after bad food; we haven’t been back after bad service. 

I don’t believe that the importance of customer service is really understood. In fact, I think people only think of it as a small part of their role, not realising that customer service is instrumental in customer retention. 

The Harvard Business Review has famously reported that increasing customer retention by just 5% can increase profit by 25%-95%. If this is in fact true, why is Customer Service not a more important part of people’s roles? Many job descriptions will state that a person “must have good customer service skills” but what does that even mean? And how do we ensure that everyone provides the same level of “service”?

At RBC we no longer call it customer service, we call it Customer Engagement. Because that’s exactly what is it. Doing your job is providing a service, communicating and making someone feel welcome-that’s engagement. An engaged customer who feels welcome and has a lovely time, or feels like they have been respected and dealt with in a positive way, is far more likely to return to a restaurant, shop or holiday park than one who hasn’t seen a happy face or feels like a burden. 

At RBC we offer Customer Engagement training, which is focussed on the direct link between engagement and retention. We cover everything from communication and body language to conflict resolution, and make everyone see that the main reason people choose not to return, is because of the people and service, not always the product. 

If this sounds like something you or your business need, get in touch now jackie.hall@ruthbadger.com and I’d be happy to help. 

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