First impressions mean everything. Ensure your call center interactions are successful in the first 30 seconds of every call.
In a recent conversation with a client, he stated that most customer service interactions are won or lost in the first 30 seconds. It’s his opinion that during this stage—making that crucial first impression—companies have a narrow window during which they set the tone for the call. However, too few organizations take the time to analyze their performance and implement suggestions. Here are some common ways the first 30 seconds go off the rails and suggestions on how to avoid them.
Did You Use a Personalized Greeting?
In today’s landscape, customers have more choices and options for every purchase. With the evolution of technology, it’s increasingly easy to offer a personalized experience. Today’s consumers equate a personalized experience with a good one.
Does your customer service technology stack enable you to identify customers when they call in? For example, I recently contacted my cable provider with a question. It verified my identity based on my phone number, and the rep who answered the phone greeted me warmly by name, thanked me for being a customer for the last 10 or so years, and then immediately asked how he could be helpful.
This is a great example of how a personalized greeting underscored the fact that the company had the information it needed to offer the right experience and, in turn, built my confidence that it could solve my problem. Are you still asking customers to give you their name and go through multiple-stage questions to verify their identity? If so, you’re not using your first 30 seconds effectively.
Do You Focus on Building a Rapport?
When a customer service rep builds a rapport with the person who is calling in or getting tech support on a question, it serves several important purposes. The first is simply being known as a company that has friendly customer service reps who are pleasant to interact with. The second is establishing a baseline and foundation of trust that the rep can then use to build on and fix whatever problem has come up during the call. If you do not train your reps on how to warmly greet callers, ask smart questions, and convey enthusiasm for the customer relationship, this may be an opportunity to improve your experience delivery.
Setting Goals for the Call
In an ideal conversation, your customer service rep should have gathered enough information during the first part of the call to accurately identify a customer’s concern and have a game plan to resolve it. When you train your team to ask smart questions, listen carefully, and master your product and services catalog, delivering this level of service will be much easier—and the benefits go both ways. Customers appreciate fast, efficient service in their busy worlds. And from a productivity standpoint, your team will manage to get significantly more work done.
As we have more data and insights into every part of a company’s process, it can be challenging to identify where to focus. But by focusing on the first 30 seconds of any customer service call, you can learn a lot about where your team is stumbling and how to improve your customer experience delivery to the highest standards.