Home » Business » Marketing and Advertising

How To Turn Your Clients Into Raving Fans

Aug 17, 2007
"Customer service is the never-ending pursuit of excellence to keep customers so satisfied they tell others how well they were treated in your place of business."

A big problem in the sales world today is many salespeople and companies spend more time and money to get a new client than to keep their current clients satisfied.

Customer Service Tip #1: Treat everyone like they're the most important person in the world.

One of the keys to this customer service tip is go the extra mile. Give the client more than they paid for. Treat everyone like they're the most important person in the world and they will become "raving fans".

In 1991 my bride to be and I were flying from Rochester, New York to Reno, Nevada to meet her sister and brother-in-law and get married. We were catching a connecting flight at O'Hare and for those of you who fly often; planes are usually late in Chicago. Ours was that day and we missed our connecting flight. When we got to the customer service desk we were told it would be two hours before we could get another flight, I was upset. We had plans that evening and by making two more connections, those plans were lost. My fiancÚ told me to let it go. She said "they don't care about us".

When we finally boarded our next flight and were seated on the plane, the flight attendant came on the speaker for passenger Jim Klein to press the attendant button. I did, wondering what was going on. Down the aisle came the customer service agent from the airline with a bag which he handed to me. Inside the bag was a bottle of champagne with a card that said, "Congratulations! Someone at American Airlines does care".

Using this customer service tip, that small gesture turned an upset customer, me into a fan. Even though our plans were spoiled I felt much better knowing that someone cared about my situation even though it was out of their control. I told everyone about that little gesture.

Find ways to go the extra mile for your clients and they'll reward you with more business than you can handle.

Customer Service Tip #2: A satisfied customer tells three people. A dissatisfied customer tells everyone.

Have you ever had lunch or dinner at a restaurant and the food, service, everything was excellent? How many people did you recommend dine at that particular restaurant, three or four, probably?

Now, let's consider the second half of this customer service tip.

Have you ever eaten at a restaurant and you had to wait for a table, wait a long time for service, the food was bad, everything about the experience was awful. How many people did you recommend eat at that restaurant? None, right?

Actually, you told everyone about this awful experience. Everyone you came in contact with for the next day, or two, or more got an earful about your terrible experience and you advised them never to eat there.

To quote a successful speaker Zig Ziglar, "You can get everything in life you want if you will just help enough other people get what they want". Excellent customer service is definitely a win - win situation. The client wins by getting more in value than they paid for and you win by creating "raving fans" out of your clients.

Think about this customer service tip. Which group do your clients fit into? Are they truly satisfied, or do you need to make some changes?
About the Author
Jim Klein provides salepeople with effective strategies that attract new clients, build customer relationships, and increase sales, GUARANTEED.
Get free sales training by subscribing to our free newsletter "The Sales Advisor".
Please Rate:
(Average: Not rated)
Views: 114
Print Email Report Share
Article Categories