October 23

>The Emotional Foundation of Service

>To script or not to script customer service people that is the question! I get asked this question so often that I had to devote this weeks blog to the subject.  This is a big debate in companies. Many leaders feel that if you want consistency you have to script your customer service people, and others feel employees need more autonomy and more flexibility with customers.

The answer is they are both right – sort of!  Consistency is key if you want to create some foundation of trust and value with customers. They attach value to knowing they will always be treated with the same positive, upbeat service no matter time of day or employee waiting on them. However, employees reading from a script do lose that personal touch, flexibility to respond to individual needs, and the ability to put their personality into their work. Customers recognize it, feel it, and respond negatively to it.

So what do you do? Whether you choose to use a script or not in your business, you need to first ensure you build what I call an emotional foundation for your employees. An emotional foundation consists of the following:

Make sure your employees understand:
1. The vision of your company – where you are headed and why
2. Their role in the vision – what is their purpose and why does it matter
3. The customers basic need – we all have the same basic need when it comes to customer service: to be    heard, acknowledged, remembered and respected.

When employees understand these three basic things, they emotionally connect to your organization and what you are trying to accomplish. This translates into emotional connection with your customers. At the end of the day customer service, sales, and even growth of our business are all rooted in emotion. If you first make that emotional connection, the question of whether to script or not to script really doesn’t matter. Both will work.
Emotional connection turns the process of service into an exercise of building relationships and adding value. So, to script or not to script? Any answer you choose is right if and only if, you first create the emotional connection.

Meridith Elliott Powell

Voted one of the Top 15 Business Growth Experts to watch by Currency Fair, highly engaging corporate motivational keynote speaker Meridith Elliott Powell delivers a cutting-edge message, rooted in real-life examples and real-world knowledge. Meridith’s presentations are full of powerful content, highly interactive, and fun. She helps her clients learn the leadership development, sales and business growth strategies to turn uncertainty to competitive advantage.

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