If you've ever had anything custom-made, you know how satisfying the experience can be. Whether it's a new house, a bespoke shirt or even a special sandwich, getting exactly what you ordered is gratifying.
That's why I think we should rename customer service "custom service."
I have long preached the concept of humanizing your selling strategy. In addition to building a strictly business relationship, you need to get to know your customers as people. Find out what their interests are, learn about their families and discover what you might have in common.
But as I so often say, knowledge does not become power until it is used. This information is a starting point to help you customize every meeting, phone call or e-mail. Let me give you some examples, shared by my readers.
One woman wrote about a practice she used in her years as a customer service rep. Whenever a customer — particularly a new customer — left her a voice mail, she would save the message and listen to it until she could recognize the voice. That would let the customers know that their business mattered.
Establishing that kind of relationship is critical to customizing the sale: It eliminates the formalities and lets the players get down to business.
Another reader described two different encounters she had with people she had hired to work in her home. She was extremely impressed with the person who came to service her air conditioning system. He told her about his commitment to providing exemplary service, educating his employees and developing a business structure that uses technology to improve efficiency and quality control.
He made sure she was satisfied with the job and guaranteed his work. His attention to detail and consideration for her home were not lost on her. She has recommended his firm repeatedly.