teachthe4ps.com » Customer service

Is this the future of online personal selling and customer service?

Joe Cannon — Wed, 07 Mar 2012 00:01:43 +0000

I somehow missed this article from Adweek last spring “This is the future of online customer service” (April 6, 2011). Recently Adweek named B-Reel (the creator of this system) its Producer of the Year, so I checked it out. I am glad I did. The ultimate combination of high tech and high touch. This appears to have the ability to dramatically alter online personal selling and customer service. I wish the video demonstrated the salesperson-customer interaction a bit better, but you get the idea.

“3 Live Shop” from B-Reel & B-Reel Films on Vimeo.

Dilbert on Customer Service

Joe Cannon — Tue, 14 Feb 2012 00:55:31 +0000

This cartoon might be fun to show when you cover customer service — especially if you want to talk about how reward systems influence employee behavior. In our books we cover customer service with personal selling. We also cover service quality in one of our product chapters and it might work well there, too.

If you want to add this cartoon to your PowerPoints, follow these instructions: 1) place your cursor over the image below, 2) right click, choose “copy image,” then 3) open your the PowerPoint slide where you want the image and place your cursor over the slide, 4) right click and choose “paste,” 5) you can adjust the size to fit.

Mastering “Customer Speak”

Joe Cannon — Fri, 16 Sep 2011 14:33:03 +0000

Dilbert nails it – as he often does. When I worked at Kodak management went on a kick to remove the work “problem” from our conversations with customers “call them opportunities.” This might be fun to show when you cover marketing orientation (that total company effort thing) or customer service. Also posted at Learn the 4 Ps.

“Toyota, I love you. Goodbye”

Joe Cannon — Thu, 19 May 2011 00:03:33 +0000

Stanley Bing’s experience provides an example of how at least some customers might react to extreme relationship-building efforts of many companies today. Bing describes being overwhelmed with the frequency and type of post-sale contact he received following his recent purchase of a Toyota RAV4. Interesting food for thought in “Toyota, I love you. Goodbye” (The Bing Blog, May 4, 2011). This might add to a discussion of CRM, lifetime customer value, customer service, or consumer behavior.

“Delta Sends Its 11,000 Agents to Charm School”

Joe Cannon — Fri, 11 Feb 2011 22:54:06 +0000

Over the last decade or more, the airline industry marketing has focused on the four P’s: price, price, price, and price. The argument was that this was all customers cared about and price wars dominated the industry. In a price war the low-cost provider wins — so most of the airlines cut back on service. That is changing now. Delta Airlines is trying to regain customer loyalty by offering better customer service. Read all about it in “Delta Sends Its 11,000 Agents to Charm School” (Wall Street Journal, February 3, 2011, non-subscribers may need to click here).

Fits into a discussion of differentiation, customer service, and the service industry.

“Zappos CSR’s Kindness Warms Our Cold Hearts”

Joe Cannon — Mon, 17 Jan 2011 22:24:12 +0000

OK, we love Zappos here at Teach the 4 Ps (see previous posts). Yet it is great to see examples of how “knock your socks off” customer service fuels positive word-of-mouth. Read the post over at The Consumerist, “Zappos CSR’s Kindness Warms Our Cold Hearts” (January 17, 2010) for yet another example — be sure to read the comments, too. Also posted at Learn the 4 Ps.

“Tractor Supply Makes Hiring The Right Staff Pay Off”

Joe Cannon — Mon, 17 Jan 2011 22:11:46 +0000

Hiring people who know horses and/or farming gives them a leg up when serving Tractor Supply’s customers. This article, “Tractor Supply Makes Hiring The Right Staff Pay Off” (Investors Business Daily, January 7, 2011), provides a nice example of customer service and personal selling. The article also highlights something we talk about in the cross-functional chapter in Basic Marketing — the importance of marketing working closely with HR. For your students, this also shows them they have a competitive advantage working for a company they are passionate about – so this is also posted at Learn the 4 Ps.

Zappo’s customer service – an interview with Tony Hsieh, CEO

Joe Cannon — Mon, 29 Nov 2010 23:48:46 +0000

Zappo’s and its founder Tony Hsieh are on a roll. The company is highly successful by having customers at the focus of its operations. Hsieh’s recent book, Delivering Happiness is on best seller lists. The book is on my “to-read” list. The company continues to grow rapidly, even during the current economic slowdown. The man is onto something — and it is worth sharing some of his ideas with your class. The company is renowned for customer service, which we cover in the selling and sales management chapter — so there is a great fit with this video.

“Top 5 Viral Customer Service Complaint Videos”

Joe Cannon — Fri, 24 Sep 2010 00:06:51 +0000

When I talk about customer service, I like to share the statistics that suggest consumers share bad experiences with 9 people and good experiences with one. I also like to tell students that you have to be careful you don’t incite a customer to tell many, many more. About 10 year ago, Tom Farmer and Shane Atchison vented their frustration with a particular DoubeTree Club Hotel by creating a PowerPoint presentation — “Yours if a Very Bad Hotel.” The story is true and still one of the best.

In a YouTube world, angry customers can find an even bigger audience, especially if they create a clever customer service video. Over at MintLife.com, they have collected the “Top 5 Viral Customer Service Complaint Videos” (September 16, 2010) for your viewing pleasure. We have posted before about “United Breaks Guitars” – but these links give you something else to show in class. You could generate an interesting discussion about how such videos increase the cost of failed service.

Anticipatory Customer Service

Joe Cannon — Sat, 18 Sep 2010 22:25:10 +0000

Can you believe a company that replaces its products before you even ask? Well that is what Rogue Wallet did. Check out this story over at the Consumerist blog, “Rogue Wallet Replaces Entire Batch of Bad Wallets, Stuns Customer,” (September 15, 2010). Is this a smart move? Too much customer service? Of course all the positive publicity coming from this post at the Consumerist and other word-of-mouth might offset the costs. We also posted this over at “Learn the 4 Ps.”