SOP 19 Advanced Customer Service Management
Accredited by: LONDON INSTITUTE OF SKILLS DEVELOPMENT SIGNATURE PROGRAMME
Who should attend?
Managers and executives from public and private sector organisation who want to design, improve and deliver superior customer services, including:
- Managers and customer-facing employees wishing to raise their organisation’s level of service
- Front-line teams who respond to verbal and written service enquiries and complaints
- Employees in the service sector and public utilities
- Supervisors and service team members
- Marketing executives
- Students / Fresh graduates who want to pursue career in Service Industry and desired to acquire a promising position in a reputable Organization
Learning Objectives
- Communicate more effectively and positively with customers
- Create good first impressions and build trust levels
- Meet high standards of response and resolution
- Develop their own personal toolkit to lift service levels
- Improve first contact resolution pro-actively identifying complaints and fixing them
- Turn around entrenched, emotionally charged and dissatisfied customers
- Analyze complaints and recognize patterns to avoid them in the future
Course Content
An Introduction to Customer Service
- The core principles of customer service excellence
- Understanding of the different types of customer and the value of customers and their loyalty
- The costs and impacts of poor customer service
- How measuring customer relationships can enable greater business success
- Understanding unpleasant experiences
Essential Customer Service Communication Skills
- The language and communication skills for successful interactions
- The message drop-out
- The three elements of effective communication
- Building rapport with verbal communication
- Adapt your behaviour to meet customers’ needs or expectations
Dealing with stress and calming upset customers
- Understanding what makes customers upset
- Contrast successful and difficult customer relationships
- Strategies for calming upset customers; face-to face, over the telephone, via email
- Understanding the stress of customer services roles
- Managing, or eliminating, stress
Maintaining a positive and customer-friendly attitude
- The individual in customer service activities
- 10 Tools to help you manage your time in customer services
- Maintaining a ‘can do’ approach
- Techniques for asking questions
- Strategies for adding genuine value
Development of a toolkit to build stronger and long lasting customer relationships
- Why the telephone is so important to customer service
- Recognising the customer’s preference and adapting accordingly
- Mastering the telephone
- Understanding the signals you send out to customers
- Identify and negotiate the best deal/outcome possible
Main components of a Complaints Management Process
- Identification of the elements of an effective complaints management process
- International standards – ISO 10002
- Social, technological, political and economic factors that are changing customer’s expectation.
- Why complaints are important to an organization
- The risks and benefits inherent in complaints
What Customers Look for When They Complain
- What makes best-in-class complaints handling
- Setting a strategy for complaint management
- The positive power of effective complaint handling
- What is important to customers when they complain
- Understand the justice customers are looking for when complaining.
People Issues
- Why customers choose to complain
- How complaint handlers choose to respond
- Communication styles and emotional intelligence
- Build rapport
Skills and Behaviours Needed for Dealing with Complaints
- Empathy and positive reactions
- Listening and questioning skills
- Dealing with difficult customers and problem behavior
- Taking a future outcomes approach.
Learning from Complaints
- Data capture and analysis of complaints – the complaints cycle
- Case Study – UK Ofcom – Consumer Complaints Procedures Review
- Customer service and culture change
- Course summary and close