Everybody loves Howie. He is an account rep for the local air conditioning and heating company. When I say Everybody loves Howie, I’m definitely talking about the customers. His co-workers love him too, but customers are especially fond of him. They seem to really enjoy their conversations with him, and they always feel heard and appreciated.
Howie believes in doing two things well: Preparation and Personalization. Before the call or video chat, before that e-mail he sends, he simply writes down the goal for that correspondence. Sometimes it’s to be clear. Sometimes it’s to be understanding and sometimes to encourage the customer.
Next, Howie actually reads all those notes on the system that the techs or the customer service reps put in relating to this customer. He tries to understand a little bit about where they’ve been recently and where they’re at today. He tries to get a sense of how happy they have been with the company’s service. And he tries to get a sense of the customer themselves. He refreshes on those little stories, those anecdotes that are unique about the customer, the information on how long they’ve been a customer or what system they have in their home.
In his preparation, he uses the knowledge that somebody took the time to put into the system.
Then he makes the call, or he starts the chat, or he creates the e-mail. Though he understands customer service techniques, and he knows whatever scripts or guidelines he’s been given, he is focused on personalizing the conversation. He utilizes the customer’s name, references some of the stories, notes the information that his co-workers have put in the system, and he weaves all of that information into the conversation.
Nobody feels like a number when they talk to Howie because he prepped enough to personalize.
Make preparation and personalization your calling card.
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