Attitude is Everything

Experienced leaders know that they should hire for attitude, not skills. This is especially true for customer-facing employees. Mark Murphy, author Hiring for Attitude, tracked 20,000 new hires and found that 46% of them failed within 18 months. 89% of the time, the new hires failed due to problems associated with attitude. Attitude separates high performers from low performers and can affect the ability to work collaboratively with others, think innovatively, cope with failure and learn. Finding employees with the right attitude is especially important when hiring customer-facing employees. There is no definitive list of what those attitudes are. I have a list of attitudes that are foundational for all customer-facing employees. In addition to having empathy and being solution-oriented, employees with these foundational attitudes are ones that consistently provide WOW experiences for customers. Here are four I think rank high on the list. Patience Patience is defined as quiet, steady perseverance and even-tempered care. Clearly important when working with customers. Customers come to employees for help when they are confused, need direction, or have a problem. Taking the appropriate amount of time to understand and assist customers is better for that customer as well as for overall business. Read Customers In today’s world, employees aren’t always able to see customers face-to-face. In fact, they may not even hear a customer’s voice! They still must be able to read customers by looking for subtle cues about the customer’s mood, personality, and level of frustration. The ability to read customers and respond with empathy is also an important part of engaging and personalizing customer interactions. Flexibility  Customers are more diverse than ever, ranging from millennials... read more

Peoplocity Chosen for ACTE Global Conference

Peoplocity has been selected to present in the Association of Corporate Travel Executives (ACTE) Global Education Conference to be held April 23-25 in New York City. Peoplocity was chosen as an innovative and disruptive technology that is influencing the future of the travel industry. Peoplocity will be one of the technology companies featured in the ACTE Commons, an open customized learning space based on the seven spokes of the ACTE Ferris Wheel. Peoplocity will be on stage to highlight how its two-way text communication channel is supporting both the modern business traveler’s expectations and providing travel managers with data and insights to better manage their programs. In its business travel segment, Peoplocity lets travel managers and travel management companies provide travelers with an efficient text communication channel to get feedback, manage issues and share information with business travelers throughout their trip, in real-time. Travel managers get more in-depth data and travelers feel more secure. Peoplocity Founder and CEO, George Klein, is a serial entrepreneur and executive with proven success in a variety of businesses. He has vast experience in all aspects of ownership and management of new businesses and turnarounds. The common denominator for success in all these businesses has been Klein’s ability to create a company-wide focus on providing best-in-class service. “Business travelers want to know they can easily get help while on the road. Travel managers, TMCs, and suppliers want to be able to efficiently interact with travelers to resolve issues and share important information before, during and after a trip. They also need feedback from travelers on their interactions with airlines, hotels and transportation,” comments Klein.... read more

Building a Lasting Culture of Employee Appreciation

Employee Appreciation Day is recognized on the first Friday in March. While an annual employee appreciation day is nice, building a lasting culture that values employees has a much greater impact. Businesses with a culture that values and engages employees enjoy higher productivity, lower absenteeism, lower turnover and higher profitability. Businesses that successfully build that culture also see positive results with customers. Numerous studies have found a direct link between engaged, happy employees and loyal, happy customers. Studies focused on employee engagement found that engaged employees are willing to go above and beyond for their companies and customers. There are many pieces that must work together to create a productive organizational culture. Here are three practices that build a culture that values and appreciates employees. Ask Employees For Feedback  Employees who interact with customers have a wealth of information about your customers. They are in the best position to understand customers’ likes and dislikes. They also understand how internal processes can be improved to better serve customers. Make employees a valued part of the business by asking them to watch for ways to improve how you interact with and serve customers. Establish methods for employees to regularly and easily share what they know. Value Employee Feedback Asking employees for feedback is not enough. Use the information they share to make changes that improve the experience for customers and for employees! Employees feel valued and appreciated when they see that their feedback is used to improve the organization.   Empower Employees Employees who feel valued, are motivated to go above and beyond to meet customer needs. Let them! Provide training to help employees understand customers as well... read more

Some Businesses Love Their Customers

It’s great to be loved by a business! You know the feeling. The warm, happy feeling you have when you walk out of a business and can’t wait to tell everyone about your special experience. Customer-friendly businesses know how to create that special feeling that make us loyal customers—for life! Customer-focused businesses make us feel special throughout our entire experience with them. They pay attention to details and provide the little extras that sweeten our experience. They make it easy for us to interact with them. And, of course, we love their products/services. Here a few companies that love their customers. Amazon Founded in 1994, Amazon has continued to evolve to become the largest online retailer in the world by total sales. Amazon is obsessed with customers! They offer customers almost anything they want, delivered quickly, often within 24 hours. Payment options are easy and the return process is painless. With a wide-range of products and services, they are an easy go-to for almost everything we need. Disney Who could not love Disney?! It’s the “Happiest Place on Earth,” creating “magical moments” at every possible opportunity. Disney creates an outstanding experience for guests starting long before we arrive and continuing throughout our visit. Disney pays close attention to every detail even creating an entire underground system for employees. Disney delights guests, creating loyal customers who return often. Nordstrom Nordstrom provides customers with many extras that delight customers and elevates the shopping experience above all others. Well trained sales people provide personal attention to shoppers throughout their shopping experience. Quality products with customer friendly policies make it easy to shop with... read more

It Pays to Go the Second Mile

I am always impressed with the service I receive when I go to Chick-fil-A. Employees, who are making at or slightly above minimum wage, consistently create a great experience. In fact, I feel like I get as great of an experience at Chick-fil-a as I do at many high-end restaurants. Chick-fil-A is proof that businesses at lower price points can provide a great experience that leads to high customer satisfaction and loyalty. Chick-fil-A employees do a lot of little things that create that great experience. They do things like carry trays, refill drinks, and bring napkins and condiments to the table. The drive through is typically managed by several employees who do things to move customers through the line very quickly. A second special touch is “my pleasure” instead of “you’re welcome” or the all-to-common “no problem”. This slight change in language adds a touch of class to interactions and makes customers feel special. The company refers to these little extras as the “second mile service.” The first mile service covers the basic things customers expect. The second mile service includes the extras that lead to exceeding customer expectations. The second mile service culture has paid off for Chick-fil-A. The company has high customer service ratings and customer loyalty with about 15% of their customers considered raving fans who will go above and beyond for the company. The company enjoys double digit sales growth with just over 2,000 locations (McDonalds has over 36,000 locations) and tops all fast food restaurants in sales per restaurant. I believe that the second mile service approach has a positive impact on employees as... read more

3 Ways to Celebrate Your Customers like Disney

One question cast members ask at Disney: Are you celebrating anything?! Disney loves to celebrate their guests! And you should too! Here are 3 reasons why guests love to celebrate at Disney and ways you should celebrate your customers. Recognition At Disney one thing is guaranteed-FREE celebration button. Guests can get a button for birthdays, anniversaries, 1st visit, and I’m celebrating. These small tokens allow the guests to share why they are celebrating during their whole visit. Cast Members are trained to celebrate guests, recognizing the button, and by mentioning a simple happy birthday or a congratulations for being cancer-free. Celebrate customers with a small token, they are choosing to celebrate with you! These buttons have become a park staple, and you can find homemade ones at online shops. Disney fans can find a favorite option, Park Bound Buttons, here. No Questions Asked “Is it really your birthday?” Of course, Disney will never ask this question! No proof of birthday required. Usually guests won’t take advantage of this, however, do not assume that they are. Even if it is not the exact day of their birthday, celebrate it! Celebrate your customer with no questions asked! No doubt that the guests are trying to get freebies. Make each celebration a memorable one, so they will be back for the next one.   The Freebies Being trained to celebrate is an important part of working at Disney. Cast Members are taught to look for the buttons and to acknowledge them. Make memorable moments when you celebrate your customers.  I celebrated my birthday at Disney and the day was filled with 2 free desserts,... read more

Are Your Surveys Like the Election Polls?

The 2016 presidential election was significant for many reasons. Many feel it may be the most important election of our lifetime. The incredible inaccuracy of the polls stands out as one noteworthy aspect of the election. The political news reporters were shocked and embarrassed by how they blew the prediction of the election outcome. This is a clear demonstration of how decisions can be based on erroneous information. Some of the inherent flaws in polls are similar to problems with surveys. Poll predictions use several factors that are supposed to be representative of the population. Like polls, surveys are the responses from a subset of people who theoretically represent the whole and the results are based on those who are willing to respond. The accuracy declines and results are skewed for several reasons: We are inundated with surveys and, many of us don’t respond, leading to a smaller sample of the whole. I spoke with a business leader recently who was frustrated that only three people out of 750 responded to his company’s survey. His compensation was affected by the satisfaction ratings, but the results were worthless. Customers have been tainted by long surveys with endless pages of questions. No upfront indication of the length or the time it will take to complete result in high abandonment rates. Requests for extensive demographic information may benefit the business but send a message to the customer that the survey is not focused on improving the customer experience. Businesses need on-going customer feedback to continuously improve. So, how do they get it? Business can start by focusing on their customers’ needs, not... read more

Disney Excellence Begins With Welcome Home

Walt Disney created Disneyland for one purpose–to be a place where kids and adults can come together and have fun. Simple right?! So what makes the Walt Disney experience unlike any other? Welcome home! These two words can be heard and read all across the Walt Disney World Resort, where I worked for 5 months on the Disney College Program. Welcome Home can be heard and read all around the property. Welcome home will keep families coming back to Disney in the years to come.Why do Cast Members say welcome home? Walt wanted his guests, not customers, to be welcomed to Disneyland as if he was welcoming him into his own home. The change in wording is what makes all the difference! When welcoming guests into your home, what do you do prepare? Usually this means that you’re cleaning, prepping food and altogether getting your home ready. But, what do you do to prepare for your business’ guests? Do you spend time making sure everything looks perfect? Disney cast members are trained to create the “stage” show ready. Small details and cleanliness go along way. Get ready for your guests, they will notice!  One of my favorite parts of working at Disney were guests who shared previous experiences with me. Grandparents would tell me about coming when Disney World was just Magic Kingdom, or parents share interactions their kids had with characters years ago. My small actions are the memories that families remember from their vacation. Build relationships with your customers, treat them as your own personal guests to make an impression on their experience. The small experiences is what... read more

You Can’t Compete Without a Mobile Channel

As I work with businesses on their customer service strategy, it is clear to me that a mobile communication channel is critical to the future success of most businesses. I’m not referring to social media or one-way text platforms. A mobile communication channel is one that offers two-way, real-time interaction by connecting a robust customer care platform to customers who use mobile/text channel. Today, many businesses just don’t make it easy for customers to contact them. Customers are frustrated with the effort required to access cumbersome communication channels businesses offer. 90% of customers are frustrated with being put on hold. 89% are frustrated that they have to repeat their issue to multiple people. 91% are frustrated that they have to contact a company multiple times for the same reason. Millennials are an enormous force for change in how we do business and they expect a different interaction with businesses. They make up about half of the workforce and it is estimated that they will spend $200 billion annually by 2017 and $10 trillion over their lifetimes. They expect easy authentic interactions and prefer text over phone calls or emails. Mobile is Conversational A mobile channel enables businesses to have an easy, two-way dialogue with customers. They can engage with customers to learn about their preferences and to keep them informed of updates and changes. A mobile/text channel can help a company reduce customer service costs by 25%. Mobile is Real-Time Businesses can increase response rates and engagement with customers due to timeliness and relevance of the interaction. Mobile communication also provides more accurate customer feedback. And there’s an added... read more