I bought tickets for this weekend’s event, but they’re not showing up on my app. I was told we could request a refund, but I don’t see a way to do that online. I need this fixed by tomorrow. The information on my bill is wrong, and it says it’s due next week.
The customer is confused or anxious or upset. There’s an urgency, or there’s a misunderstanding. The emotions are not positive, and the answer may not be immediately clear.
We need to seek details. We need to determine alternatives. But we also need…to reassure.
To reassure is to calm down. It is to build confidence. It is to alleviate fears.
If the customer is calm, if they have confidence in a resolution, if they have faith in you instead of fears in the situation, the conversation can end more quickly. The odds of them wanting to talk to your manager diminish. The likelihood they’ll question what you say or answer-shop decreases.
So, reassure. Let them know that you can help, how you can help, how you’ve helped others. Talk in ways that convey your understanding of them and their situation, your understanding of solutions, next steps, and timelines. Use the phrases like “we will help you,” and avoid phrases like “I think we can address this.” Convey your experience, resources, and tools.
The facts and the details of the issue and solution are important to address when the customer is worried. But it helps to provide reassurance, as well. It helps to speak with authority and to use words that convey more certainty of actions rather than uncertainty of next steps. Convey your confidence to build their confidence.
When the customer frets, provide reassurance.