Tue, Sep 15, 2009 10:43 EDT

The Good-Customer-Service Game

Topic: Applications

Current Rating: Comments: 0

Some of our customers are so surprised that our consultants are friendly, they send us letters like this:

"Now I must tell you that I'm not the brightest when it comes to technical-type stuff. I'm sure I asked a lot of ‘silly' questions, and probably had to ask them more than once. [Your consultant] never made me feel stupid and demonstrated the utmost patience and kindness when dealing with me. I have had to call back on a number of occasions and requested to work directly with him because he was so knowledgeable, helpful, personable, and, oh, did I mention patient?"

While we welcome praise like that, it does make us wonder why dreadful customer service is the accepted standard -- at help desks for sure, and in business in general.

In a recent piece in Information Week magazine, staffer Art Wittmann argues for a more customer-friendly future. In IT, Wittman says that interest in end-user satisfaction needs to increase. Help desk techs need to learn soft skills, and how to use them.

Wittmann's piece was a response to Microsoft's move to open Apple-like stores in the near future, complete with digital media walls and a space fit for birthday parties (!). It seems Microsoft wants in on the good-customer-service game.

The lesson to be learned from Microsoft's efforts, Wittmann writes, is that the drive to create customer loyalty is something all enterprise CIOs should have on their minds.

"If you still have pockets of technologists sitting around swilling Red Bull and laughing at ‘lusers,' wake up and smell the clouds rolling in," he writes.

We couldn't agree more. It's a fact that if customers are treated poorly, they will hesitate to call back the next time they have an issue. Instead, they'll ask a colleague for help and waste the time of two employees, devise clumsy workarounds, or do nothing at all. Morale will suffer too.

Who is losing money now? The company, that's who.

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