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Copyright 2014
This product and the concepts, information and material contained in it are the copyright of
Didasko International ACN 146 241 223 (Didasko Learning Resources) and may not be used or
reproduced in whole or in part without the prior written consent of Didasko. All rights reserved.
Contents
TEXT
Overview ........................................................................................................ 3
Glossary .............................................................................................................. 63
Overview
What does it mean to enhance customer service?
When we enhance something, we intensify it further, improve its quality, and add value
to it.
Click on the icon to learn how valuable a loyal customer can be.
Satisfied customers have a positive influence on your organisation and bring significant
benefits to your business.
Lets say the typical family spends $5,000 for a holiday package. Multiply that by 20 years
and their business is worth $100, 000.
But thats not all! What about the referrals? Say that the original family refers 20 other
families. If we retain each of the 20 families for 20 years, the total amount of their
business is worth $2,000,000!
And thats just one single happy family on one single holiday!
How can you meet and exceed customers needs well enough to be this successful?
Its simple.
When you think of customers, who do you think of first? Usually someone who purchases
your products or uses your services.
But did you know that others outside your business, including those who help you provide
products and services, are also your customers?
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Individuals
Remember that individual customers both in person and online have certain requirements
based on their age, gender, culture, or special needs.
Groups
Your customers may actually be a group of people: a tour group, a family, a group of
friends, a team, a committee, workmates, etc. Remember to accommodate their group
needs while at the same time catering for them as individuals.
Agents
An agent is a person or company that has permission to act for another. In the hospitality,
tourism and events industry, this includes travel agents, real estate agents, talent agents,
etc.
Business people
A wide variety of corporate customers who work in business or commerce at an executive
level: CEOs, managers, senior sales representatives, etc.
Government agencies
Especially if you are holding an event, you may need to consult with government agencies
such as these.
Media representatives
These include people representing radio, TV, newspapers, magazines, or any other
medium that reaches large numbers of people.
You need to serve internal customers too. This includes any person inside your
establishment who benefits from your efforts. These people vary depending on your
particular organisational structure.
Colleagues
Were in the same profession, business or organisation as you. We can also be fellow
employees or co-workers who work alongside you in your organisation.
Supervisors/managers
We monitor your performance of assigned tasks. We can usually hire, promote, discipline,
reward and provide training for employees in their departments.
Team members
Were the other people on your team. We work as a group towards a common goal. You
might participate on a team or be in charge of one!
Hot tip
Internal customers are just as important as external customers. Why?
They all work together to satisfy external customers needs.
Without them, an organisation couldnt possibly be successful.
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Surprise me!
When staff know youre celebrating a special occasion like a birthday, anniversary or
wedding, I love it when they surprise you with cards, complimentary drinks, meal
discounts, etc. Even better is when word spreads to other staff, so they can express their
well wishes.
Exceed my expectations
I have certain expectations about the quality of products and services: professionalism,
cleanliness, timeliness. Problems occur when staff dont meet these expectations: the
meal could be cold, staff are rude, hotel is dirty, etc., etc.
Hot tip
Dont make promises you cant keep! Never overestimate your ability to meet customers
needs.
To tell the customers that you cant meet their request will see them temporarily unhappy.
But how do you think theyll feel when you promise something and dont deliver?
There are certain preferences, needs and expectations that you can assume. Show your
initiative and dont wait to be asked to help customers. Anticipate what they want before,
during and after service delivery.
What does it mean to anticipate customers needs? Click to the next screen to find out.
Click on the smiley faces to learn some different customer service needs and
expectations.
Assistance
Courtesy
Comfort
Empathy and support
Emergency support
Friendliness
New experiences
Prompt service
Special requests
Value for money
Customers needs and expectations are unique and often relate to their specific
circumstances.
Special needs
Language needs
Dietary needs
If you keep these in mind, its easier to determine and anticipate what customers want.
Then, you can provide the most professional and personalised service possible.
Lets learn more about each of these needs over the next couple of screens.
Special needs
Create a quality service experience for customers by anticipating what they need. Give
them professional, personalised attention.
Sight impaired
In general, you can help by giving accurate verbal descriptions of things which are usually
written. Watch for body language which indicates that theyre ready to order, want to pay
their account, or need any other assistance.
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When guiding a sight impaired person, allow them to hold your arm and take them where
they want to go without pulling them along. Let them know when theres an obstacle or
steps to navigate.
Inform sight impaired customers when you do something. Likewise, let them know when
youre leaving them and when youve reappeared. If theres been a lapse in time, always
reintroduce yourself and your role.
Hearing impaired
There are varying degrees of hearing impairment, from partial to full loss of hearing. When
communicating with hearing impaired customers, speak clearly and slowly. Look directly
at them to help them lip-read. Use visual aids if necessary. Write down information and
point to menu items, brochures, maps, timetables, price lists, etc.
Hearing impaired people often speak in sign language through a translator. Always direct
your questions and responses to your customer rather than to their translator.
Mobility impaired
Again, there are varying degrees of mobility impairment from partial to full loss of mobility.
Offer assistance where necessary to help customers get themselves and their
possessions around safely and comfortably.
When responsible for a customer in a wheelchair, ensure that the brakes are on when
stopped and that your customer is positioned comfortably at all times.
Aged people
Some elderly customers may have a sight, hearing or mobility impairment. Make sure to
provide easy access, good lighting and extra assistance where appropriate.
Unaccompanied children
An unaccompanied child is one travelling without (or in a different class, cabin or
compartment to) their parents, guardians, or siblings (over 15 years of age). They may
miss caregivers, be afraid to ask for help, or become confused in unfamiliar environments.
Strictly follow your organisations policies and procedures regarding the care of
unaccompanied children. Their safety and lives are in your hands!
Do your best to ensure theyre entertained during travel.
Check on them regularly to ask if theyre warm enough, comfortable, hungry, thirsty,
need to go to the toilet, etc.
Accompany them to toilet facilities and ensure they attend to their hygiene.
Ensure you know when and how to safely administer any required medication.
Gender-specific needs
Be aware that men and women require separate changing rooms, toilet facilities, etc. and
may have different interests and requirements when it comes to entertainment, food,
transport. Be sure to provide a balance of products and services for males and females.
Cultural needs
Be respectful of your customers culture, social customs and dress. People from other
cultures may have gestures, greetings or habits which are different to yours.
They may also wear special face, head and foot coverings or clothing suited to their
region, climate, socioeconomic status, religion, etc. Accommodate these and treat each
customer with the kindness they deserve.
Be aware that people from other cultures may also have specific language requirements.
Click to the next screen to learn more about how to help them.
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Language needs
English isnt everyones language of choice! Anticipate customers language needs. Think
carefully about your response: what you say and how you say it. Speaking loudly isnt
helpful and may embarrass customers. Get a translator where possible and if required.
Click on the light bulbs to shed some light on providing professional and
personalised service.
Speak slowly.
Speak clearly. Dont raise your voice or speak too fast.
Use simple words in the other persons language if you know it, including any
Australian Indigenous languages common to your region.
Give simple directions and instructions using simple words and short sentences.
Use body language, non-verbal actions and gestures. (Be careful with these so you
arent misunderstood!)
Use pictures and signs.
Check that you are understood by looking for non-verbal indicators (a nod or smile)
and clarify meanings if necessary.
Dont use slang.
Avoid sarcasm.
Dont use technical jargon.
Avoid humour. What you think is funny may not be funny to others.
Hot tip
Remember that hearing impaired customers also speak a different language! Learn sign
language to enhance communication with them.
Thank you for shedding some light on my service. You deserve a drink]
Dietary needs
Some customers are allergic or intolerant to certain foods. Others are vegetarian, vegan,
diabetic or just fussy eaters. Still others follow cultural or religious protocols. People with
special dietary needs will usually let you know. However, it never hurts to ask or research
the customs of any international tour groups so you can respond appropriately.
Click on the pictures to learn how to provide professional, personalised service for
those with special dietary needs.
Eggs, nuts, nut oils, seafood, soybeans, sesame seeds, fruit acids, lactose, gluten,
chemical preservatives, artificial food colourings, and flavour enhancers cause
allergic reactions in some people.
Know which meals on your menu contain them and be ready to offer alternatives or
ingredient replacements.
Provide some food on the menu which is in its natural state, such as green salads
or fruit salads.
Label food on menus or in buffets to indicate if its halal, kosher, vegetarian or
vegan (glossary). Ensure that staff are aware of the ingredients in the food.
Place pork-based products on plates separately to non-pork-based products. Keep
this in mind when preparing platters of sandwiches and cold starters in particular.
Cook and place meat-based products separately to non-meat products.
Serve cheeses which are free of rennet or gelatine. Indicate if the cheese contains
these products.
Ensure that theres a wide selection of beverages so that customers have
alternatives to tea, coffee and alcohol.
Keep in mind that some religions and cultures have strict times when theyre
allowed to eat. Where possible, ensure that food is available throughout the day.
When catering for tour groups with special diets, check their requirements in
advance to provide adequate food for large numbers of people.
Hot tip
Treating visitors with respect, showing sensitivity to their needs and being eager to make
them feel welcome may encourage them, their friends and family to return.
Its crucial to know if your customer is happy, how they want their steak cooked, what time
they need to arrive at their destination, or whether they prefer a relaxing or an active
holiday.
To provide high quality customer service and facilitate effective two-way communication,
you can use three different techniques.
Observe customers
Ask the right questions
Listen actively.
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Note
These techniques show the customer you care about what they want and what they have
to say. It also helps you gather useful information to determine their needs, meet their
requirements and enhance their experience.
This may sound obvious, but its surprising how often staff disappoint customers by not
paying attention to them, asking for basic information or listening to basic requests.
Observe customers
Pay attention to your customers non-verbal signs, and respond appropriately to them.
Eye contact
Actively scan the room when youre in a service position to see if there is anyone trying to
catch your eye to get your attention. Theyll be very grateful you noticed them and were
there to lend a hand.
Posture
If you see customers slouching, it could mean theyre feeling uncomfortable or less than
happy. Approach them in a friendly manner to check that theyre OK.
Facial expressions
If your customers facial expressions show theyre upset, but theyre not saying anything,
take the initiative to improve the situation.
Gestures
People whose first language isnt English may use gestures and body language to get
their message across: nodding, shaking their head, pointing to what they want, etc. Pay
attention.
Dissatisfaction
When theyre upset about something, internal and external customers change their normal
way of behaving. When this happens, take swift action to resolve or refer the issue, before
it escalates. Here are some obvious and subtle signs to look for.
Open questions
Closed questions
Reflective questions
Open questions
Open questions ask the customer to provide you with information. Use them in the early
stages of your conversation. They encourage the customer to be open with you about
their needs, thoughts and feelings.
In a nutshell
Open questions are often called Wh questions because those are the letters the
questions begin with. There are six of them: what, when, why, where, which and who. The
only exception is the seventh question which begins with How.
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Closed questions
Closed questions ask the customer to provide you with a yes or no answer or very
specific details. They arent helpful in promoting conversation and can make the customer
feel as if theyre being interrogated. Use them sparingly.
Reflective questions
Reflective questions usually follow open questions and show the customer that youve
been listening carefully. They usually involve two steps: paraphrasing what the customer
said and asking another question to clarify something.
Hot tip
Paraphrasing what customers say is a great way to build rapport. Remember this for your
review in Section 4.
Listen actively
Now that you know how to ask questions, the next steps are to actively listen to the
answers, develop rapport, facilitate effective two-way communication, and demonstrate
the caring attitude your organisation expects of you.
Click on the tabs to learn how to listen actively and establish rapport.
Be attentive
Give customers your full attention.
Show sincere interest in what they have to say.
Listen to their tone of voice. This gives you clues about their priorities and
uncertainties.
Look at their body language to understand what theyre thinking and feeling.
Remember to maintain eye contact and connection with them as they speak, and focus
on their main points.
Be a mirror
Create rapport by repeating or mirroring back the customers needs, main points,
priorities, thoughts, feelings, problems or questions. If you paraphrase skilfully, your
customer wont even notice youre doing it.
This shows youve been paying attention and have understood. It also provides an
opportunity for the customer to clarify anything youve misunderstood.
Be respectful
Customers may have unusual requests or ask questions that have seemingly obvious
answers. Always treat every customer with respect. If you make them feel foolish, its
doubtful youll get their business in future.
If a customer asks you for assistance, respond so they know youre happy to help them
with even the smallest concern.
Be proactive
Actions speak louder than words. Once youve heard your customer out, take immediate
action to assist them, and get feedback on how they feel about the results.
Hot tip
These techniques are a great way to develop rapport. Remember them for your review in
Section 4.
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Service
Service is assistance you offer customers. You can offer service verbally, through body
language, or together with a product (such as delivering meals to a table). The standard of
service your establishment offers can put you one step ahead of your competition and
make the difference between success and failure.
Consider two restaurants that have exactly the same menu. Both use good quality
ingredients and have similar pricing structures. However, one has the edge over the other
because it offers room service, takes telephone bookings, and is open 24 hours a day.
Product
Product is a tangible item. It can be a consumable such as food or drink, or a non-
consumable like a room or entertainment. When customers make judgements about
products, they consider two factors: range and quality.
Having a wide range of products attracts customers. Why? Because it gives them more
opportunity to find a product that suits them personally. Quality, on the other hand, speaks
for itself. High quality products like well-chilled beer and fresh fish are good for repeat
business.
You can best represent your establishment and satisfy your customers by having an
updated knowledge of your products, services, current promotions, etc.
Increase sales
Knowing your establishments products and services can help you in subtle ways. For
example, you can encourage customers to spend their money by upgrading a standard
room to an executive suite or buying a bottle of wine instead of a glass. You can only
apply sales techniques like these if you have strong product and service knowledge. Youll
learn more about this soon.
Note
Everything mentioned here results in increased profits. When you give reliable information
and advice, answer questions and suggest products, your organisation's reputation is
enhanced and that means more repeat business.
But how can you develop product and service knowledge?
Informal research
Observations: viewing and experiencing different restaurants, bars, hotels, events,
travel agencies or other customer service environments.
Discussions with colleagues.
Interviews: verbal questions to develop an understanding of what customers want or
need.
Trade shows and promotional events: places that show latest release products,
processes and equipment.
General media: newspapers, television, radio and film.
Reading organisation information.
Formal research
Library catalogues: databases help you find information on specific topics.
World Wide Web.
Periodicals, journals and magazines written for a specific market.
Audio-visual: films or DVDs relevant to your sector.
Questionnaires and surveys.
Professional associations: organisations that provide information on industry networks,
conferences, hospitality industry initiatives and changes to the law.
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Hot tip
How do you get customer satisfaction, sales and profits to skyrocket?
Know your products and services well.
Use selling techniques to promote them.
Click on the pictures to see techniques in offering the best service or product for
your customer.
Down-selling
Start at the highest priced item and work down to the lower priced items until you find a
price range that the customer is happy with.
Up-selling
Up-selling encourages the customer to upgrade an original choice.
Staff at McDonalds use this selling technique regardless of what customers order to
suggest options the customer hasnt considered.
Add-ons are extras you can sell to complement the main product the customer has
selected (side salads, fries, garlic bread, etc.).
Click on the piggy banks to find out what your options are.
Additional destinations
Additional tours or cruises
Hot tip
Get to know your organisations products and services. Make sure you can answer these
questions.
What are the general features of products and services?
Are there any special features?
What are the benefits?
Are there any disadvantages to be aware of?
How much does each product or service cost?
How are bookings made and how do you check availability?
How are orders processed?
Does your establishment offer special packages or discounts?
Are there any special offers available?
The three Ps
Now that you know what your customers want and youve offered them what you can, its
time to provide!
Use the three Ps to help you provide a quality service experience to customers.
Prompt service
Personalised service
Professional service
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Prompt service
Meet all reasonable customer preferences, needs and requests as promptly as possible
and within designated response times. If you have a lot of customer demands at once,
prioritise! Always follow a logical sequence. But how can you decide which people to deal
with first? Use the two types of service to help you.
Click on the customers to learn more about the two types of service.
Urgent
Urgent service is required immediately (or disastrous consequences will follow!). You
should give priority to people requiring urgent service, such as a customer who requires
medical attention or is in danger.
Here are some more examples of people who may need urgent care.
Non-urgent
If your customers are healthy, not under time pressure, calm and not in danger, then
handle more pressing concerns first.
Be sure to call for assistance from other staff if you are overwhelmed. You dont want to
keep customers with non-urgent concerns waiting for too long. After all, their needs are
urgent to them (and even the most tolerant persons patience will run out eventually!).
Personalised service
We all feel special when someone remembers us. Know your regular customers
preferences and accommodate them without having to be reminded. Always check the
actioning of regular customer requests before product or service delivery.
Preferred seat
Do they prefer aisle or window?
Do they have a preferred seat for regular events they attend at your venue?
Preferred table
Offer them their preferred table when they enter your restaurant.
Preferred room/view
Automatically give them their preferred room type or view when they book into your hotel.
Meal requests
When they order something, remember how they like it cooked and their favourite
accompaniments.
Drink requests
A customer orders a latte. She doesnt need to ask for it in a china cup instead of the
standard latte glass because staff already know its her preference.
In a nutshell
Continual improvement demands that organisations keep in touch with and show interest
in their customers ever-changing needs and expectations. That way, they can explain and
match products and services perfectly to them.
Youll learn more about how to provide personalised service to repeat customers in
Section 4.
Professional service
Why provide enhanced customer service? Why give your customers superior,
professional service? Going the extra mile and sticking to (even exceeding!) the standards
expected of service industry personnel benefits you in many ways.
Click on the tabs to find out how professional service benefits employees.
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Increased motivation
Last year my success rate in customer service was 95%, so I got a bonus. If I can do
better next year, Ill get a pay rise and maybe a promotion. That, plus the happiness of my
customers, motivates me to do even better.
Increased loyalty
Our customers are really loyal, and I feel loyal to them too. The Mendoza family has been
coming here for years. Its been lovely watching their kids grow up and learn to ski.
ISO standards
The International Organisation for Standardisation (ISO) aims to ensure that theres
continual improvement in operational consistency and performance in both production and
service delivery processes.
The group is comprised of business professionals who determine quality standards criteria
between nations. The standards can relate to quality management, environmental
management, food safety, risk management, etc. These standards concentrate on
creating, documenting and implementing procedures to meet continuous improvement
aims.
Product standards
Most product standards are defined by law. Organisations can make sure these standards
are met by taking the following actions.
Service standards
Some service standards are defined by law, such as service guarantees and the
customers right to a refund or compensation under certain circumstances.
Performance/training standards
Customer-driven organisations set performance standards and then provide training to
close up gaps in performance in various areas such as:
customer service
complaint handling
technical skills.
Its through meeting performance standards that organisations can check if their training
programs are working.
High motivation
Cooperative behaviour
Positive attitude
Well look at each of these elements in more detail over the next few screens.
High motivation
Your motivation is why you serve your customers to the best of your ability: your purpose.
In a customer-driven organisation, your motivation stems from a number of factors.
Your desire to align yourself with the organisations vision and mission.
Your aspiration to be of benefit to others.
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Hot tip
Financial compensation is last on the list for a reason. You may be financially
compensated for good customer service, but if this is your primary motivation, your
customers will sense it. You may lose their loyalty if they feel you have your own interests
at heart rather than theirs.
Positive attitude
Your attitude is how you serve your customers. Having the right attitude is essential to
establish rapport with the customer and to encourage them to purchase products and
services.
Click on the tabs for some examples of having the right attitude.
Be professional
Regardless of how you might be feeling, how difficult the customer may seem, or how
impossible their request, always be professional. Never raise your voice, argue, blame the
customer or complain.
Be helpful
Customers look to you for your professional advice and recommendations. Be positive
and helpful by offering products and services that best meet their needs.
It will undoubtedly affect the customers service experience and have a significant impact
on whether or not they return to your establishment.
Be courteous
Respect the fact that all customers are different. Be courteous when customers request
your help and when you are offering products and services. Here are some examples of
how you can display courtesy to your customers.
Hot tip
These techniques are a great way to develop rapport. Remember them for your review in
Section 4.
In a nutshell
You can make a great first impression on your customers and increase customer loyalty
by having correct motivation, behaviour and a positive attitude. Keep these factors of
quality customer service in mind throughout this section as you discover more about your
individual role in customer service.
Checking availability
Completing financial transactions
Answering questions
Answering the phone
Looking after children in a kids club
Teaching people to ski, play golf, swim
Coordinating events
Organising transportation
Taking bookings
Giving advice
Handling complaints
Guiding tours
Serving food/drinks
Driving a tour bus
Booking flights
Selling tickets
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Note
Every contact between you and your customers is an opportunity to create or change a
customers impression of you and your organisation. Your behaviour and how you conduct
yourself in these moments of truth is of vital importance.
Sharing information
Liaise with team members on an on-going basis. Share customer information with them
to ensure efficient service delivery.
Customers preferences, needs and expectations
Customers special needs
Customers special requests
Frequent customer requests
Any information that affects the establishment (day-to-day duties, etc.)
Positive or negative customer feedback (Youll learn more about providing internal
feedback in Sections 2 and 3.)
Click on the checkboxes to learn who you want to have good working relationships
with.
Accommodation providers
Attractions
Vehicle rental operators
Entertainment venues
Event organisations
Guides
Restaurants
Tour and cruise operators
Tour wholesalers
Transport operators
Senior management and purchasing staff
Representatives from other departments or sites
Administrative staff such as financial control staff
Inwards goods staff
Warehouse representatives
Individual supplier representatives
Representatives from freight or delivery companies
End of section
You have reached the end of Section 1.
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Identify problems with products and services and take immediate action to address
them before provision to the customer.
Anticipate delays in product and service provision and regularly update customer on
expected outcomes.
Advise customers of alternative products and services.
Proactively compensate for the service difficulty according to individual empowerment
and organisational policy.
Provide ongoing internal feedback on service issues and suggest improvements to
avoid customer disappointment.
Click on the tabs to learn how to prevent or deal with each problem.
Difficult customers
Some customers are more than happy with a standard level of service, coupled with good
food and drink. Others require special attention.
Treat all customers in a pleasant and respectful manner while delivering high standard of
service. Remain professional while establishing the nature of the complaint. Youll learn
more about how to deal with escalated complaints or disputes in Section 3.
Incorrect pricing
Ever got to the checkout or received an invoice and been shocked by the total? Then you
know how customers feel when items are deceptively priced.
Always make sure products and services are accurately priced on price tags, in
brochures, in advertisements, on websites, etc. If a mistake happens, apologise and
follow your organisations policy to fix it.
Use open hand gestures. Face the customer. Give them your full attention.
Dont argue. Avoid embarrassing, belittling or blaming the customer.
Apologise to calm the situation and ease their frustration. If the customer is at fault,
apologise for inconveniencing them.
Show concern: I understand why youre annoyed. Im sure Id feel the same way.
Dont fold your arms, roll your eyes, turn your back or put your hands on your hips.
Use open hand gestures. Face the customer. Give them your full attention.
Focus on what can be done to resolve their problem.
Product problems
Faulty products displease customers and result in complaints. Prevent this by seeking
new suppliers, improving quality control procedures, disposing of old/damaged stock.
A receipt
A bank statement
A credit card bill
An invoice
Shops packaging
Witness account of purchase
However, consumer rights regarding refunds and exchanges can be complex. If youre
unsure, seek assistance from the appropriate person.
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Falling short
Service problems resulting in unmet customer expectations are often due to systemic
issues. Make sure you know what customers want and meet their needs as you learned in
Section 1.
Staff may lack skills and knowledge or be complacent about work practices. Resolve this
through regular communication, training, coaching and, where necessary, counselling.
Communication barriers
As you learned in Section 1, observe customers, ask the right questions, and listen
actively to facilitate two-way communication and make sure you understand your
customers in the first place.
Click on the icon to learn what other stock monitoring systems to have in place.
To monitor delivery progress, you need to have sufficient warning about problems with
product supply or late arrival of orders. This allows you to make alternative arrangements
to obtain the stock or update customers on a possible delay. At the very least, your
system should alert you if a stock order is overdue.
There are a number of systems you can use. They can include a manual diary system to
remind you to check that deliveries have arrived when expected, or a computer-reporting
system that shows delivery due dates.
If your establishment has several different suppliers, make sure that the supply
agreements require them to inform you in the event of supply issues. Closely monitor
orders from new suppliers until youre confident that theyll do this. This allows you the
opportunity to find alternative suppliers if required.
Hot tip
Remember, the further the supplier is from your establishment the longer the lead time is
likely to be (and the greater the potential for delivery problems!).
Keep a special eye on progress of deliveries from interstate or overseas suppliers.
Click on the smiley faces to learn some tips on responding to service delays.
Recognise body language and facial expressions, which show that customers are
tired of waiting. (Or better yet, recognise signs before customers get upset!)
Apologise for the delay.
Give them an explanation for the wait.
Tell them how youre resolving the issue.
Let them know how much longer it will be. If you arent sure, keep them informed
about whats happening.
Provide them with the product or service.
Apologise again.
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You need to use your initiative and your imagination to offer advice on comparable
alternative products or services.
Problem Solution
There may be no more aisle seats on the Suggest an emergency exit seat.
flight.
The event they want to go to may be sold out. Suggest tickets for a similar event.
The honeymoon suite is booked for the Suggest a room with a view, spa bath
weekend of their wedding. and complimentary gifts.
The restaurant has run out of ingredients for Suggest other vegetarian meals or ways
the vegetarian meal they ordered. to adapt other meals to suit them.
The gluten-free cake is all gone. Suggest alternative gluten-free desserts.
Theres not enough wind for their hot air Suggest windsurfing instead!
balloon ride.
Click on the checkboxes to learn what other compensation you can provide.
Click and drag the bag of money across the path to see this equation in action.
Your job is to calculate the expenses incurred in product or service delivery and
compensate customers accordingly.
To do this, you need some idea of the costs involved in running a business.
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8%
Net profit
2% 25%
Maintenance (cleaning, Food costs
repairs, upgrades etc.)
21%
Taxes (GST, payroll,
income, etc.)
7%
Business costs (loans,
interest, permits, etc.)
26%
Labour costs
11%
Utilities (electricity,
gas, telephone, council
and water rates etc.)
Hot tip
Scared to tell your manager about difficulties with service or customer complaints? Dont
be.
Good employees highlight problems so they can be fixed. A good manager wont want to
place blame on you or your colleagues. Theyre interested in continuous improvements.
Theyll just want your suggestions on measures to put in place to avoid future service
difficulties and customer disappointment.
Youll learn more about how to suggest improvements in Section 3.
Compliment
Identify something positive about what the person did.
I really appreciate how you worked so hard to finish those dessert displays. Theyre
beautiful.
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Give feedback
Let the positive statement sink in for a moment so the person is receptive.
Then, give constructive feedback in a firm, friendly way, using we rather than I and you
if possible. This way the person receiving the feedback feels supported, not attacked.
Also, let the person know what happened or could happen as a consequence of their
action/inaction.
We need to work on how to do displays and serve customers at the same time. Some of
them werent happy with the waits at lunch today.
Ive had six complaints about the lunch queues today. Youre spending too much time on
displays and not serving customers fast enough.
One thing you can do is keep an eye on the register while youre organising food
displays. That way, a queue doesnt build up without you noticing.
Encourage
Youve been doing a great job so far, and people are really noticing your creativity. If you
can keep queues small and meet designated response times, too, we might consider
moving you from the caf to the restaurant so you can work on the larger food displays.
Note
These are examples of giving feedback to an individual person. However, you can use the
same strategy in a meeting. State something positive about the person, team, etc., first.
Then, give constructive feedback using we followed by your suggestions for
improvements.
End of section
You have reached the end of Section 2.
Customers who dont complain usually just take their business elsewhere. The damage
worsens when they tell their friends and family about their negative experience. The
organisation then misses out on their business as well.
Complaints are your opportunity to improve service. You can take action to address the
causes of customer dissatisfaction.
Note
Consumer research indicates that most businesses hear complaints from as little as 10%
of dissatisfied customers.
This means that for every ten complaints an organisation receives, there are another 90
which go unreported.
For every customer that complains about something, there are likely to be ten others that
feel the same way, but just havent said anything!
As youve learned, customer problems are detrimental to business success. Dealing with
these complaints in a positive way to the customers satisfaction is an essential part of
your organisations commitment to quality service.
Customer-driven organisations are committed to providing high quality service. They fight
hard to retain the loyalty of unsatisfied customers by being positive and receptive towards
complaints. Theyre prepared to do whatever it takes to retain a complaining customers
business because they understand the value of long-term relationships.
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Customers dont want to be made the centre of attention in a restaurant, reception area,
tour group, bus or anywhere else. Similarly, you dont want to alert other customers to a
complaint someone is making.
If a customer complains, dont share it with others at nearby tables, in the same queue, on
the same tour, etc.
Hot tip
Communication takes place when a message is sent by one person and received by
another. This can happen verbally or non-verbally.
Effective communication is the exchange of information, thoughts, opinions, ideas and
feelings between two or more people. It only takes place when the message is received
and understood exactly the way the sender intended.
Tip 1
Avoid language or terms others might find offensive.
Tip 2
Avoid making judgments or assumptions about others based on their appearance, age,
gender or race. Here are some examples.
Dont assume a customer who appears to be from another country doesnt speak
English well.
Dont assume a female customer lacks technical knowledge.
Dont assume that only an older person or a male can be a manager.
Tip 3
Use inclusive language.
This means referring to the possibility that a male or female can carry out a certain role,
particularly if the person is unknown to you.
Handle complaints and other service issues using a friendly, professional, helpful tone.
Avoid letting negative emotions such as boredom, annoyance, anger or exhaustion come
through. Empathise with the customers situation while upholding organisational policy
Rachel works in a ski resort travel agency. A cranky customer is complaining about lack of
snow and wants to change their flight dates so they can leave earlier.
Click on the tuning forks to hear how she hits the right note compared to a trainee.
Youd like to change your flight dates? No problem. Ill just bring up your details. OK. On
the ticket you purchased, this kind of change will incur a fee. Is that OK with you?
Hmmyoud like to change your flight dates? OKNo problem. Ill just bring up your
details. UmOK. Umthe ticket you purchased this kind of change will incuruha fee.
Is that OK with you?
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A tourist is complaining that the tour bus to the Aboriginal sites is late. They want to know
when it will arrive.
Click on Rachel and the trainee to hear the difference in their responses.
Well, the bus normally leaves at 9am, but there may be road closures due to last nights
snow storm. I might just double-check with Dan, the assistant tour operator, to see if hes
heard anything. Just a moment, please.
A quiet, high-pitched, squeaky voice sounds less competent. When your voice goes up at
the end of your sentences, you sound unsure of yourself. You can instil confidence in your
abilities by using medium level volume and a lower pitch at the end of statements.
Hot tip
Environments in hospitality, tourism and events are often noisy, so dont mumble. Project
your voice so customers can hear you, but remember not to yell (no matter how angry you
might be with complaining customers!).
Rachel has discovered the reason the bus is late and needs to tell the complaining
customer whats happening.
Click on the speech bubbles to see different ways of communicating the same
message.
OK. I spoke with Dan who spent ages trying to work out whats happening with the roads.
Apparently, ploughing took forever because they had trouble with the salt spreaders.
Finally, they opened it but had to close it again because of an accident. The ambos got
bogged. Anyway, the tour of the Aboriginal sites has been slightly delayed.
OK. Sorry, but youre right. The tour bus has been slightly delayed due to a road closure.
The bus is now leaving at 10.30am. I can print you a new itinerary if you like, and theres a
caf just there where you can have a warm drink while you wait.
Number two is the clearer message. Its simple, concise, not repetitive, doesnt use slang
or jargon, and actually answers the customers question!
Posture
Maintain a good standing and sitting posture at all times, especially when speaking to,
interacting with, or in plain view of customers. A straight back demonstrates confidence
and capability. Slouching doesnt!
Facial expressions
A smile shows your customers that youre open, friendly and approachable. If you want to
have successful customer interactions, avoid sighing, scowling, rolling your eyes, yawning
or any other facial expressions which demonstrate negative attitude or lack of concern for
your customers.
Eye contact
Use eye contact when you speak or listen to customers. It shows that youre giving them
your undivided attention and makes them feel special.
Use of space
How close do you stand to the person youre communicating with? Your answer
depends on your personal preferences and cultural conditioning. Some people and
cultures feel comfortable standing very close together. Others need a bigger gap!
Be conscious of this difference, especially when dealing with complaints. You dont
want to seem too overbearing by standing too closely, or too uncaring by standing too
far away.
If you notice a customer backing away from you during a conflict, it may be because
they feel youre invading their space or vice versa! Practise building rapport by letting
the customer determine the gap and adapting yourself to their use of space.
Hot tip
These techniques are a great way to develop rapport. Remember them for your review in
Section 4.
This is especially important when dealing with complaints. You dont want to add insult to
injury!
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Thumbs up
Thumbs up can be a positive way to indicate a job well done. However, in many countries
its the same as the middle finger, so keep your thumbs down, please!
OK
In some countries touching the index finger and thumb together means OK or even
great.
However, in some European countries, it means zero and has a negative connotation. For
the Japanese it means please give me change. To make things even more confusing,
this gesture can be quite an offensive insult in some cultures.
Come here
In some countries, placing your hand palm up and curling your fingers towards you is a
way to get people to come your way. However, in other countries this gesture is only used
for animals. People are called with the palm facing down.
Be aware of this when guiding tours, leading people to tables, getting groups to board a
bus, or any other situation where youre calling international customers towards you.
Crossed arms
Crossed arms indicate that a person is closed and not willing to listen. Keep your arms
open and uncrossed to demonstrate your willingness and availability to customers.
In a nutshell
Most of the time, people arent even aware of their body language and gestures. When it
comes to serving complaining customers, thats a big mistake! To achieve high quality
customer service, pay careful attention to the silent messages you and your customers
convey to each other.
Hot tip
You can develop rapport through appropriate use of gestures. Remember this for your
review in Section 4.
Actively listen
Customers express anger and frustration in a variety of ways. Some will shout, pound the
counter and generally make a scene. Others may be rude, sarcastic, arrogant or
demanding. Still others may hide their feelings and appear to be quite controlled and
calm.
The best way to diffuse the customers anger is simply to listen. Allow them to get their
feelings off their chest so you can begin to establish the facts. This first step helps you
deal with both the facts and the emotions surrounding the complaint.
Dont argue
Avoid the temptation to argue. This will inflame any emotion the customer is feeling. You
might win the argument but lose the customers business as a result.
Empathise
Show the customer you understand their feelings and are concerned about what has
happened. Communicate this using a phrase like I understand why you are annoyed. Im
sure I would feel the same way if this happened to me.
Say things that encourage the customer to speak, such as, I see.
Use open hand gestures. Face the customer when theyre speaking to you and give them
your full attention.
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Ask questions
Questioning establishes the nature, possible cause and details of the complaint. The more
information you gather, the better youll understand the complaint and the easier it will be
to resolve it.
As you want to get your customer talking, reflective questions work well when dealing with
complaints. They help you probe for specific details and clarify any ambiguities.
You mentioned that the waiter was rude to you. What did he say to offend you?
You said that your pasta was the worst youve ever had. What exactly was wrong with
it?
I understand that you were disappointed with the tour. What were you hoping to
experience? How could we have made it better for you?
Distinguish between the facts and the customers feelings. Angry customers sometimes
exaggerate whats happened.
Say things that encourage the customer to talk about their concerns, such as I see, I
understand how you must feel, or, Thats terrible.
By rephrasing or summarising what the customer has told you, youre reassuring them
that their complaint has been heard and understood.
Apologise
Apologising to a customer can help calm the situation and ease their frustration. The fact
a customer has complained means that they think the organisation is at fault. You can be
sure they are expecting an apology.
Once you have established the facts, you may find that the problem has been caused by
something the customer has done. The customer may have failed to fully explain their
needs, misunderstood information provided by the establishment, given the organisation
incorrect information, or failed to read instructions.
If the customer is at fault, apologise for the fact the customer has been inconvenienced.
Avoid embarrassing, belittling or blaming the customer. Focus on what can be done to
resolve their problem.
Take responsibility!
When a customer complains, it means that you havent met their expectations about a
product or some aspect of service. Take responsibility for finding a solution.
Check your organisations guidelines so you know exactly what to do when confronted
with an angry customer.
This ensures that customers receive consistent care and that you, other staff and the
establishment are personally and legally protected.
Step 1
Identify and confirm the problem
Identifying the problem isnt enough for you to resolve the issue. You need to establish
and confirm all the facts to determine whats happened to cause the complaint. This may
mean speaking to other staff, referring to records, or asking the customer for more
information.
Step 2
Consult the customer to seek solutions
Sometimes the customer will explain what they want or even demand it! Other times the
customer will complain but not propose a solution. The customer will continue to be
dissatisfied unless a fair solution is found. Remember that what one customer considers
fair may be completely different for the next.
Theres more than one way to resolve a problem. The trick is finding the solution that best
satisfies the customer.
Step 3
Refer to the complaints procedure
Remember, the action you take must comply with the establishments complaint-handling
policy and procedure. Most establishments have a system for recording and reporting
complaints, and employees have varying levels of authority depending on their position.
Be aware of your limitations. Never make promises you cannot keep or offer the customer
something that is outside your level of authority.
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This may mean referring the customer to your manager, establishment owner or more
senior personnel.
Step 4
Explain what action you propose to take
Involving the customer at every stage of the resolution process is essential. Dont tell the
customer what you think they want to hear. Tell them honestly what action you intend to
take to rectify the situation.
Step 5
Seek customer approval and satisfaction
The customer wont always be happy with your chosen course of action. They might have
different expectations about what should happen to compensate them.
Remember your primary goal is to resolve the problem to the customers satisfaction. This
may mean further negotiations and compromise with the customer, until both parties have
reached a mutual decision about the best action to take in the circumstances.
Seeking customer approval is as simple as asking them if theyre happy with the course of
action youve described.
Step 6
Take agreed action
Next, its time to take action and implement the steps you agreed to take. The customer
has already lodged one complaint. This is your chance to make things right and restore
your reputation and relationship with the customer.
Obviously the action you take depends on the nature of the complaint and what you have
agreed to do for the customer.
Keep the customer informed throughout the process. They shouldnt have to chase you or
other staff to find out what action has been taken. If you encounter problems or delays, let
the customer know. Theyll be more understanding if you maintain honest and open
communication with them.
Step 7
Follow up with the customer
Once the agreed action has been taken, follow up with the customer to make sure theyre
happy with the end result. This might mean writing them a letter or email, sending them a
survey or contacting them on the telephone.
The purpose of following up with the customer is to find out if you've resolved the situation
to their satisfaction. Have you restored your relationship and their trust in the
establishments ability to provide excellent customer service?
Step 8
Record or report the incident
Depending on the nature of the complaint, you might need to document the incident. A
customer complaining that their food took too long would not warrant documentation.
However, an incident that may have caused injury to a person should always be
documented.
For example, if a customer injured themselves on a tour, they could decide to follow
through with litigation against the establishment. By documenting this information, the
facts are written down. This may prove useful in case of a legal claim.
Costs and budgets: Your solution must be financially viable. Consider compensating
customers in small ways (a complimentary drink, a small discount, a parking voucher,
etc.).
Feasibility of providing the solution: Make sure the solution is possible to implement.
Own empowerment to resolve the complaint: The solution you come up with must be
within the scope of your job role and level of responsibility.
Policy and procedures: Make sure you follow your specific organisations regulations.
Profitability of the sale: As you learned in Section 2, you wouldnt offer a customer a
complete refund on a five-day travel package just because they demanded it and were
unhappy with the food on day five. Offering a small voucher to use towards other tours
would be more appropriate.
Ultimate responsibility of the organisation: Ensure you follow consumer protection laws
and be responsible when offering refunds, exchanges, etc.
Are they going to be severely disappointed and tell all their friends about your poor
service?
Are they going to be inconvenienced?
Are they going to be financially out of pocket?
Will their opinion of your organisation be lower than before?
Does your solution hurt them more than help them?
If you answer yes to any of these questions, use your initiative, think outside the box, and
see if you can come up with better solutions which have a more positive impact on your
customer.
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Remember that customers will be dissatisfied unless a fair solution is found. This sense of
whats fair varies from customer to customer.
The more closely the customer agrees with the solution the more positively it will impact
them.
Why should you provide internal feedback? List as many reasons as you can.
Customer service improvements dont happen by chance. They come from innovative
ideas and suggestions from workers just like you. To provide better customer service,
liaise with your team to challenge assumptions (glossary)in certain areas of your
workplace.
Work procedures
You dont need to do things as theyve always been done. Find a way to do your tasks
better, faster, easier or cheaper. Then, share your strategies so your team can improve.
Remember to review and make updates to procedures in line with industry and community
changes too!
Systems
Your business undoubtedly uses electronic or manual systems for some of the following
on a regular basis.
Are your systems the best and most efficient available? If not, improve them!
Are they the only ones available? Or do other businesses in your industry have ones that
in the long run may be more profitable and efficient to use ?
What are you doing manually that you could be doing electronically?
Working conditions
Its easy to think of ways to make your working conditions better!
Change the physical working environment: crowded areas, poor lighting, unsatisfactory
security equipment, no break room for staff, etc.
Consider hours and flexibility of employment: issues related to shift work, breaks, leave
entitlements, flexible hours, work from home arrangements, etc.
Deal with sexual harassment, discrimination or workplace bullying.
Identify WHS concerns: improper manual handling procedures, mechanical, physical,
chemical and biological hazards, improper hygiene/infection/pest control, lack of
appropriate PPE, work-related fatigue, psychological stress, etc.
Note
Always liaise with your team when suggesting improvements. Keep the long-term goals of
both the business and the team in mind. Also, make sure you communicate clearly and
effectively.
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Negotiate
Do you always have exactly the same opinions and ideas as your team mates? Do you
agree all the time? Of course not!
When you dont agree on how to solve a problem, its time to negotiate. This means
openly discussing issues, ideas, and different ways of doing things, etc. to reach a
solution for your customer. If you cant work it out, refer to your manager.
Compromise
Compromising is meeting in the middle to reach a mutual decision. How can you do this?
Contribute
The whole is greater than the sum of its parts! If everyone contributes to solving problems,
the customer service team can do more together than the individuals separately.
Show empathy
Have you ever heard someone say, Put yourself in my shoes!? Empathy is exactly that:
the ability to truly understand how someone else feels.
End of section
You have reached the end of Section 3.
Click on the tabs to see how your knowledge can give you the competitive edge.
Sightseeing in Sydney?
Travel agents and tour operators need staff to promote services, sights or amenities
specific to their location and mode of transport (bus, train or plane).
Function facilities
Types of functions are many and varied.
Wedding receptions
21st birthdays
Corporate award nights
Wine tastings
Balls
Bucks and hens nights
Provide customers with a range of services specific to their function (whether its a Jewish
wedding or Kenworth truck dealer of the year!).
Entertainment
Nightclubs, live bands, dancing, theatre, shows, gambling, etc. all rely and survive on
public patronage.
To succeed, staff working in these sectors must be able to capture the interest of the
public.
Shopping services
Anyone working in the retail market is a salesperson. Whether youre selling clothes,
Aboriginal artefacts or Chinese artwork, product knowledge is essential. Know your
products, offer advice and direct the public to your range.
Accommodation
Five star hotels, bed and breakfasts, backpacker hostels, motels, ski lodges, resorts, etc.
all compete to attract a certain segment of the population. Their success is determined by
how well they sell and promote their services and products.
Click on the pictures to see the kinds of promotional services you can offer.
Birthday gifts
Everybody loves a present!
Newsletters
Provide monthly newsletters updating customers on new products/services or changes to
existing ones.
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Email notifications
Send daily, weekly, monthly notifications of the following.
Sales
New product ranges
New services
Specials
Reminders of forthcoming special occasions (Mothers day, Valentines day, etc.)
Vouchers
Give discount vouchers to loyal customers.
Click on the trophies to see how customers can be winners through different loyalty
programs.
Promote products
Product promotions are another way you can encourage customers to support your
organisation. There are a number of different ways you can promote products.
Samples
Daily specials of new meals
Give free tastes of new desserts, starters, foods and drinks
Sound bites of bands or singers
Advertising
Product information leaflets
Radio
Television
Newspaper
Website
Social media
Discounts
Everyone loves a bargain!
Offering discounts and special deals draws attention and encourages purchase.
Displays
Use special display stands to promote your holiday, event, rooms, food, tours, etc.
Invitation-only event
Invite VIP customers and guests to attend events to sample different products, look at the
upcoming release of new products, experience a new service.
All these strategies are worth implementing to secure repeat business. However, as you
learned in the previous three sections of this unit, one of the most important ways to
ensure repeat business is to develop close relationships with your customers.
If you have good rapport with customers, theyre more likely to listen to your
recommendations, make a purchase and return in the future.
You have 30 seconds to write different ways you can develop rapport through
communication and action.
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Be attentive
Be a mirror
Paraphrase their needs
Be respectful
Be proactive
Be professional
Be helpful
Be courteous
Use correct body language
Have good posture
Use positive facial expressions
Dont sigh, scowl, roll eyes, yawn, etc.
Make eye contact
Use space wisely
Use appropriate gestures
Click on the checkboxes to learn what different customer data profiles contain.
Manual system
Establishments that use a manual system rely on their staff to recognise customers and
remember their preferences or repeated requests.
This type of system demands that staff pay attention to detail and have an interest in
wanting to know and please regular customers. Its most effective in small establishments
that have low staff turnover and minimal roster changes.
If you work in an establishment that uses a manual operating system and have difficulty
remembering details, try leaving yourself reminder notes at your work station.
Computerised system
More and more establishments are enjoying the benefits of computerised systems.
Customer information can be recorded and updated for future reference.
When a customer places an order, makes a reservation or books an event, you can look
up their history and have instantaneous information about them.
In a hotel, daily arrival reports including details about customer requests, and
preferences are distributed to each department. This allows staff the opportunity to
personalise the service offered before the customer even checks in.
End of section
You have reached the end of Section 4.
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Summary
You now have the skills and knowledge necessary to provide professional and
personalised customer service experiences.
You can meet customer preferences, develop customer relationships, respond to difficult
service situations, and take responsibility for resolving complaints.
Most of all, you now have the ability to truly transform an everyday customer experience
into a truly memorable one that helps them, you and your business take flight.
Glossary
Word Meaning
Assumptions Things that we believe, take for granted, or assume are correct (even
though they may not be!)
Goodwill The favourable relationship a business develops with its customers.
Halal The Arabic word for permitted. In terms of food, it means food that is
permissible according to Islamic law.
Kosher Food which conforms to Jewish dietary laws.
Proof of purchase Something that verifies that a customer actually bought a product from
the retailer.
Vegan A strict vegetarian who eats only plant foods and consumes no animal
products such as eggs, cheese, milk, honey, etc.
Vegetarian A person who does not eat meat, poultry or fish.