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Guest Post: “EMPOWERING YOUR CUSTOMER THROUGH SELF-SERVICE”

AmyClarkWalkmeI love to share articles from businesses focused on technologies and channels impacting our customer experience and business success.

Today’s Guest Post is by Amy Clark, Customer Success Director at WalkMe, the world’s first interactive online guidance system.  Amy reminds us of the benefits of planning and implementing an effective self-service program for our customers.

Self-service is growing rapidly in the customer-service industry. Many of the larger companies have implemented self-service strategies into their business model, however, some businesses still don’t seem to see the value of self-service for increasing revenue and improving customer experience.

Like it or not, self-service is here to stay, so learning how to implement it properly can lead to the success or downfall of your company.

Social Media’s Footprint

While Facebook started out as a way for college students to connect with one another and share stories or photos, it quickly exploded into something much larger. Now, there isn’t a successful company that would dare miss out on Facebook or Twitter opportunities.

Back in the early stages of social media’s quick evolution, companies laughed while their competitors joined the social media train, but now they are playing catch-up as their customers took their business to more relevant, up-to-date competitors.

Self-service is on the verge of a similar evolution and it’s not too late to get onboard

 

Empowered Customer Experience

Let’s face it, most customers dread calling a support center or entering a chat log because of the long waits and high traffic. There are times where they feel like they are just a number in a queue, and that can raise frustrations when the issue isn’t resolved or they have to call back at a later time.

With self-help services, customers are given the tools to find the answers that they are looking for without the waits or frustrations, which greatly improves the customer experience.  Self-service ensures that you are not only meeting the needs of the customer, but you are exceeding them as well.

A Reciprocal Partnership

Self-service isn’t there to replace customer service, it’s there to make things easier.

Customer service representatives are able to focus their attention on customers that truly need their help, and not the ones that just want a quick answer.

Phone lines will be less clogged and wait times will drastically reduce. Stress levels for both employees and customers will then go down, meaning that everyone will be able to have a more pleasurable experience. In fact, representatives may be able to provide a more personal solution to those that they help because they are not bogged down with calls on hold and full inboxes.

 

The Power of Technology

Self-help is only as good as the tools that are provided.

Customers will be frustrated if they aren’t given the solution that they are looking for, which is why there needs to be some tools incorporated into the service. An online guidance and engagement platform (link removed) is one of best tools to pair with self-service. Guidance technology offers users step-by-step instruction through any difficult website to ensure their tasks are successfully completed.

To Sum Up

Don’t be left behind in this next wave of the customer service revolution. Look for ways to incorporate self-service into your customer service plan but make sure you implement it effectively.

Get everyone excited about the future of self-service and see the positive impact it can have on your business.

>>>>>>>>>>>>>

Amy Clark is also the lead author and editor of two WalkMe customer service blogs – I Want It Now, which examines the era of instant gratification, and  Self Service Central, which provides her thoughts on how best to help customers assist themselves online.  Twitter: @IWantItNowblog

AGENT WORD HABITS THAT HURT INSTEAD OF HELP

MotorMouthWe all have speech patterns and words choices that pepper our language.  Some are “home-grown”.  We learn certain words and phrases from family and friends from the time we are children and continue to grow our vocabulary as we widen our experiences.  All languages have regional dialects and ways of saying things that are part of where we live.  We also pick up phrases from television, radio, books and now social media.

Our agents must be active listeners which includes careful listening and then responding correctly and often with empathy based on the customer’s comments and questions.  It’s important for agents to give the customer acknowledgement during phone conversations, email and live chat and other interactions.  Since email and live chat are written, it is often easier to make sure we’ve used the best word choices before we hit “send”.

Phone conversations are often stream of consciousness interactions with words and phrases coming quickly without time given to think how they affect our customers.

Unfortunately some word habits are downright annoying to our customers.  Some agents have words that they use by habit and may not realize how they sound to the customers.

These are a few of the words and phrase habits that can be positive or negative if overused or said with the wrong tone:

OK:  I don’t have a problem with someone using this on occasion but I hate to hear an agent overuse this one.

Agent: “OK, OK, OK, Mr. Smith.  Yes, that’s OK.  OK I took care of that”.

Uh-Huh:  It happens.  It’s slangy but we all say it at some time or another.  However, when an agent constantly says “uh-huh” to the customer it sounds like the agent is trying to rush the customer or get them off the phone.

Customer: “…and then I called back and…”  Agent:  “Uh-Huh….yes…uh-huh…yes…uh-hum”  (picture the agent repeating this rapid fire like a machine gun).

I Understand:   Empathy is an important skill and showing understanding is key but using a flat toned, scripted sounding “I understand” is sure to set the customer off on more complaining.  When the agent is just mouthing this phrase without meaning, we are sure to hear an irate customer respond, “No..you DON’T understand and you don’t care”.

There are many other words and phrases that work against our agents attempts to connect with our customers.  We need to monitor and coach with agents who are using words and phrases that are negative and help them to replace those negatives with positives words that acknowledge, show interest and make the customer experience a great one.

Guest Post: Staffing for Chat – Key Decisions

Brad-Cleveland-HeadshotMy Guest Post today is by Brad Cleveland who serves as a Senior Advisor to the International Customer Management Institute (ICMI).  If you are considering using Chat as part of your Multi-Channel service offerings or want to learn more about how to maximize your current program, Brad shares some great tips on how to staff for it.

Chat is growing quickly, and for good reason. It’s an interactive, context-oriented channel that enables customers to quickly tap the expertise of agents. It can boost customer satisfaction, sales, and first contact resolution. As chat has grown in use and impact, effective resource planning has become increasingly important.

So, how do you staff for chat? Let’s begin by reviewing some important terms. (Note that depending on the application, the roles may be reversed — the agent may make an initial request to a customer browsing the organization’s website.)

SESSION: The whole of the interaction, from hello to goodbye.

EXCHANGE: A part of a session that begins with an inquiry from the customer and concludes with a response from the agent.

SESSION RESPONSE TIME: The time it takes the organization to respond to the initial request for a session from the customer.

EXCHANGE RESPONSE TIME: The time that elapses between the customer sending a question or comment and the delivery of the agent’s response.

CUSTOMER RESPONSE TIME: The time it takes the customer to read an agent’s reply and send a response.

EXCHANGE HANDLE TIME: The time it takes for the agent to prepare and deliver a response during an exchange.

SESSION HANDLE TIME: The cumulative total of the exchange handle times for the session.

SESSION TRANSACTION TIME: The time elapsed from the beginning of the initial exchange to close-out.

CLOSE-OUT: The moment in time when the session is considered to be complete.

While some organizations use chat extensively, it makes up a relatively small portion of the contact workload for many others. If you’re just starting out, you’ll need to answer a fundamental question: When do you move from “educated guessing” to staffing approaches that are more scientific? After all, if you only need one or two agents handling chat, advanced mathematical approaches won’t yield any more accuracy than common sense.

ICMI recommends that a sensible threshold is five — when you need five or more agents handling chat at any one time, a more disciplined approach will begin to pay off. (This is also a sensible threshold for social and other types of interactions.) At that point, and as with all channels, a methodical approach to resource planning is recommended—you’ll need to establish an appropriate service levels, workload forecasts, and so forth (see figure, ICMI’s recommended planning process.)

Chat is a service-level-oriented contact (meaning these interactions need to be handled as they come in, versus deferred to a later time). You can determine the most conservative (highest) estimate of agents you’ll need by assuming that each agent can interact with only one customer at a time, then using Erlang C or simulation to calculate staff requirements based on the usual input — number of contacts, average session transaction time (the equivalent of AHT), and your service level objective.

Assuming one customer at a time, as with phone, will overestimate actual requirements in many cases. Agents can handle more than one session at a time. But how many? Some systems can be configured to enable 16 or more simultaneous sessions per agent, which, of course, is impractical from a human standpoint in most cases. The number of maximum concurrent sessions you allow will impact response times, customer satisfaction, accuracy, and employee morale. Between workflow-routing options and technology possibilities, there really is no “one-size-fits-all” approach. Our advice to those just starting out: Go with no more than two or maybe three, until you get a better read on what’s possible and get the kinks worked out of the system.

To determine how far beyond one session at a time you can move, basic math can come in handy. Let’s assume that you set the maximum number of concurrent sessions at five. Consider worst-case estimates: Multiply the maximum number of concurrent sessions you expect by the average exchange handle time. The result will give you an idea of what could happen (worst case) to customer wait times. For example, if five customers initiate an exchange at the same time, and the average exchange handle time is 1.25 minutes, the last customer in line will have to wait 6.25 minutes for a response (5 x 1.25). This scenario won’t happen often. But if and when it does, the delay would be well beyond the expectations of most customers. So, five concurrent sessions would be too high for an organization focused on delivering high levels of service.

Another decision you must make is when an agent will receive a session. If a customer’s initial request is immediately delivered to an agent, you can send an automated, personalized greeting from that agent to the customer. If you decide to wait on routing, you will need to deliver either a blank text-chat box or one with a generic greeting. Here’s the staffing tradeoff: If you provide the more personalized approach, you will need to live with the chance that you may be tying up an agent too early — some customers will request a chat session but then never initiate the exchange, and the agent will be left waiting for a question that never comes. Given this possibility, you will probably want to allow relatively more concurrent sessions per agent than in a scenario where an agent is selected only after an exchange is initiated.

You will also need to define when a session ends. Often, the point of close-out is clear, but sometimes it’s not. For example, customers may get what they need and ignore further attempts at communication; they may step away from their computers; or they might head off to competitors’ websites. (Chat is often perceived to be less personal than phone calls, and customers may apply different rules of courtesy.) While your agent waits for a response, the session is considered active. So you’ll need to decide on procedures to try to re-engage the customer, and when the agent can, in effect, “give up” and close the session. Staffing implication: The longer the threshold until close-out, the more time the agent will spend waiting for an exchange that may never occur; accordingly, a long threshold would suggest you can allow a relatively higher number of concurrent sessions per agent.

In short, staffing for chat revolves as much around questions of workflow and technology application as on mathematical calculations. As volumes rise, you’ll need to make decisions in each of these areas that are right for your organization and customers.

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As a speaker, consultant, entrepreneur, executive, and president/CEO, Brad Cleveland has worked in over 60 countries and has been privileged to assist in the evolution of service delivery for clients such as American Express, Apple, Coca-Cola, USAA, and others, as well as for governments across the globe. Brad can be reached at bcleveland@icmi.com.

To Ask or Not To Ask….Those Customer Questions

QuestionsAnimatedIn order for our agents to be successful on their sales and service calls, they must be proficient in using the best questions to control the direction of the conversation and find out the customers needs and concerns.

Many agents are so process focused that the only questions they ask are the verification closed-ended kind:  What is your name, address, phone number, account number, item number? Some of these same agents tell me “I already know what the customer wants.  I take hundreds of these calls.  I don’t need to ask.”  The process-focused agents sound scripted, brusque and over controlling to the customers.  They are on a mission to get to the end of the call and the customer better get out of the way.

Some agents are afraid to ask questions because the Supervisor is watching their talk times and questions make the call longer.  I love to coach with them because once an agent learns to ask the “right” questions to ask, their talk time doesn’t increase but often goes down.

They not only find out quickly what is needed but they can even spend some extra time giving those customers what I lovingly call the “warm fuzzies”, i.e. engagement and empathy.

When we monitor calls, we may hear an agent losing control of the call to a customer telling personal stories or going off track from the business being discussed.  Once again, questions can save the day.

A simple but effective method of regaining control of the call is to use a business-focused question after following these steps:

1. Use the customer’s name:  When the customer is rambling, your agent begins to regain control by first saying the customer’s name politely

2. Give empathy or comment on what they said:  This is the tricky part. Too much empathy and too many comments will simply encourage the customer to keep talking about that vacation on and on.  The agent should simply say, “Mr. ______ how nice that you were able to see your grandkids. I know you had a great time”, and then immediately go to Step 3.

3. Use a “bridge”:  The bridge will connect your comment to a question about business.  An example is a simple phrase to change direction such as:  “Oh, I noticed that you have….”

4. After the Bridge, Ask a Closed Ended Question related to the goal of the call:  “Would you like that sent overnight or 2 day shipping?”

Role-play, coach and discuss with your team ways to use questions to control the call direction, find out customer needs and provide a great Customer Experience.

This article was originally posted on Intradiem’s Blog where I’m featured as one of their Call Center Experts.

Using Animation to Improve Customer Experience

Mike Lozicki
My Guest Post today is from Mike Lozicki, President and CEO of MediaLab 3D Studio. Mike and his team help companies leverage 3D solutions to engage consumers, strengthen customer service and improve sales.  Worthy goals for us all!

I asked Mike to write an article discussing some of the ways animation technology can help call centers drive customer satisfaction and make life easier for our agents. This is a great story and I hope you’ll enjoy as much as I did!


3D Animations for Whirlpool Dishwashers help clients understand how to use their appliance better.

3D Animations for Whirlpool Dishwashers help drive customer self-service

Remember the old saying, “The way to a man’s heart is through his stomach?” What’s the fastest way to your customer’s heart? The best way to make them loyal to your brand?

Simple.

Listen to them. Feel their pain. And then make it go away.

What do they complain about when they flood your call centers? What’s driving them crazy? Maybe they don’t understand how your product works, how to use it correctly, or how to install it without pulling their hair out.

Some might be wondering why in the world they ever bought it in the first place. So give them what they want. Make it painless for them. Be proactive. Use today’s technology to answer their questions instead of making them waste their time calling your agents with simple questions. Animation is a great way to create a positive customer experience and allow your call center to focus on more detailed problem solving.

A Call Center Animation Success Story

Whirlpool was receiving calls from customers concerned that their new high-efficiency (HE) washing machines weren’t operating correctly. Customers called in confused with the new HE technology that use less water than traditional washers and sound different while they’re running.

Soon, it became apparent that although Whirlpool’s high-efficiency units were working just fine, the company needed to better educate its customers so they understood that.

So Whirlpool decided to go outside the traditional box and use 3D animation to create self-help tutorials that were easy to understand and explained in detail how HE washers work.

Customers responded right away. Calls went down, and soon Whirlpool was receiving requests for instructional animation on a variety of appliances, not just HE washing machines. The calls that did come in took less time to resolve, because call center reps were able to refer customers to 3D animation posted on YouTube and the Whirlpool website.

Instructional animation showing how HE washers spin faster and longer than traditional units.

Instructional animation showing how HE washers spin faster and longer than traditional units.

Whirlpool’s formula for success is a simple one.  The more people watch the demos, the fewer calls come into the call centers. Warranty calls went down, too, at an estimated savings of at least $90 per trip.

Whirlpool estimates the return on their investment at $4.5 million, including over $2 million in reduced call center volume.

At least 15% of Whirlpool’s customers now rely on instructional animation and other online resources for installation support.

Mobile Customers? Animation using QR Codes

If you really want to cut your call volume, consider putting QR codes on your product packaging or even on the products themselves. This is one of the best ways to reach mobile users. Just because they live and die by their phones doesn’t mean they want to spend a lot of time talking to an agent.

Whirlpool puts QR codes right on their dryers. When customers scan the codes with their phones (or tablets) they access animated instructions, including how to properly install vent material. Since clothes dry faster with proper ventilation, putting this simple instruction at customers’ fingertips increases customer satisfaction and cuts down on call center inquiries and complaints.

How Can 3D Instructional Animation Help Your Customers?

Provides Real Time Information. Done right, instructional animation answers the questions customers already have, the ones they don’t want to ask anyone. Give customers a little “aha” moment they never even asked for and you’ll put smiles on their faces.

Makes it Easy. Animated instructions don’t make customers think too hard. You know that the fastest way to annoy your customers is by making them feel stupid. Empower them with the right info, and everyone’s happy.

Make it Convenient. Customers want access to information on their timetable, not yours, and without waiting on hold for an agent. Add QR codes and they can even use their phones or tablets to get it.

Reduces Frustration. Multimedia learning is proven to shorten the learning curve and increase retention. 3D instructional animations, especially interactive ones, help customers understand the details that might be harder to explain over the phone.


Mike Lozicki is the President and CEO of MediaLab 3D Solutions, a company focused on helping organizations develop 3D animation and imaging for their business. Whether he’s helping a leading consumer products manufacturer demonstrate new product features — or creating images and content that inspire clients to take action — Mike knows how to leverage 3D solutions to engage consumers, strengthen customer service and improve sales. Mike can be reached, followed, liked, or shared through: Twitter (@ml3dsolutions) | LinkedIn | Email

Great Coaches Help Prevent Attrition

CustomerQueueAccording to recent contact center surveys, the average attrition rate is 27% across all size centers.  For larger centers, the attrition rate rises to 41%.  Regardless of your own level of attrition, we all know that it certainly affects the bottom line as well as the day-to-day success of your center operation and customer experience.

Attrition occurs for a variety of reasons but many of those reasons relate to an agent’s level of job satisfaction. Surveyed agents tell us that they want to have opportunities to grow and learn, and to be shown appreciation for their work. Your supervisors and team leads who interact with your agents daily have a great impact on whether agents are happy working at your center or are ready to leave.

We preach the need for supervisors to have excellent team building skills but sometimes we forget that the team is made up of individuals with unique skill needs, communication styles and differing levels of motivation needed.  Our supervisors need to learn how to approach each agent as an individual and find the keys to help that agent feel valued and be successful in their job.

Effective coaching and training plays a key role in creating a positive atmosphere for agents to work in. Great coaches help agents to learn and grow skills they will use to create a wonderful experience for our customers.  They can also help agents to develop skills for their future career goals within the center and your company.  Agents who are recognized for efforts and achievements by a mentoring supervisor are more likely to enjoy working for us.

Money is motivating for many but agents will not stay or be effective on the job, regardless of the pay, if they dread going to work each day because there is negative coaching or apathetic leadership. Sadly, I’ve had some Agents tell me that their only one to one contact with a Supervisor is when they have done something wrong.  This coaching of errors only creates an atmosphere of coaching dread which spreads throughout the center.

Your contact center becomes a very negative place to work when front-line leaders are doing more telling than asking, more talking about what an agent did wrong rather than catching an agent doing something right.  On-going coaching and daily motivation from a supportive supervisor is a long-term investment in agent success and engagement that will help to make your center a positive place to work, drive higher job satisfaction, and in turn help keep your attrition level from rising.

This article was originally posted on Intradiem’s Blog where I’m featured as one of their Call Center Experts.

GUEST POST: Did THAT Just Happen? Multichannel Misfires

Sarah Stealey 2Multi-channel customer experience is a challenge for even the best contact centers and customer focused businesses. Today’s Guest Post is by Sarah Stealey Reed, Content Director at the International Customer Management Institute (ICMI).  Sarah tells the story of the failure of one company to provide a great customer journey for her.  Are you listening, Delta?
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It’s clear from my posts recently that I’m spending a lot of time traveling.  While the endless airports and hotels can make one a little weary, the countless customer experiences have been both notable and enlightening.

Last week I talked about the memorable multichannel experience I had with the MGM Grand Detroit hotel and their exceptional (and consistent) usage of mobile and social to engage customers in real-time.

And while this week’s discussion is again focused on a travel provider, it ironically occurred while I was not in the air.

Say My Name; Change My Name

I got married earlier this year and have admittedly been a little slow in formally changing my name. If you’ve never done this before, just know it is one heck of a process.

As of last week I finally had a new driver’s license, military ID, social security card, and most importantly, a pending passport. It wasn’t until I got to the airport though, that I realized my frequent flyer accounts were still in my old moniker. That meant that any premier status was no longer associated with my newly-named ticket. No free baggage, no priority boarding, no extra legroom, and no PreTSA screening. That is a big problem for this road warrior.

My first attempt to make the name change and restore my connection was at the Delta counter with a live agent. That proved futile, so like any good connected consumer I pulled out my iPhone.

The Connected Consumer

It is frequently said that due to our instant access to information, today’s connected consumer is now more informed and less patient than our predecessors. We are also thought of as less accepting of impersonal service, particularly when we are utilizing emerging channels like social, mobile and advanced self-service options. Our expectations have been reshaped, in large part by instantaneous social media channels such as Twitter. While it can be said that it is harder than ever to satisfy customers, the demands are certainly not abnormal. Recent ICMI research shows that the connected consumer is looking for:

  • Faster response times
  • More customization
  • Personalized service
  • Immediacy of information
  • Instant connectivity to an agent when needed
  • Options for “Their Time, and Their Channel” mentality
  • Single Sign-in to all channels

And this is exactly what I was expecting.

Trying to Help Myself

My first self-service attempt from my iPhone was equally as frustrating as the experience at the Delta counter. I simply couldn’t locate the instructions I needed to make the name change. I expected it had something to do with the mobile app, so I migrated from my iPhone to my laptop.

Unfortunately I was again met with a roadblock. I searched and searched through pages of FAQ results, I dug under ‘Support’, ‘Delta.com Hints and Tips’ and scoured the entire SkyMiles section.  Still no success.

Out of curiosity I checked on the same process with one of Delta’s competitors. On united.com I intuitively went to MileagePlus → My Account → Profile → Edit Traveler Information → Submit Personal Identification Change Request, and voila! Within 4 minutes I was able to submit my new name and upload a copy of my scanned marriage certificate. The site said the changes would be in effect within 72 hours. In reality, it took them two.

So back out to delta.com I went. After about 20 minutes I finally gave up and threw in the self-service towel. It appeared I did truly need the assistance of a live agent.

Stranded in Self-Service

According to our Extreme Engagement in the Multichannel Contact Center research report and best practices guide, dissatisfied self-service customers appear to be left stranded within the channel 30% of the time without any seamless way to transition to live help.

Live assistance should be used as a mechanism for escalations and additional help for more complex issues. While self-service is often enough to resolve a customer’s support issue, supplying a real-time (or near real-time) channel – chat, phone, or even Twitter – is increasingly more important. It’s that whole connection back to the connected consumer.

Customers who cannot resolve their issue through a self-service option need to be able to reach a human; lest they feel helpless, like I did. That helplessness often translates to frustration which is then shared publicly across social networks. While I didn’t go social yet, I did end up calling a human.

The agent I spoke to, while extremely considerate and polite, was insistent upon keeping me in my original channel selection. Instead of owning the issue, she sent me back out to the website with clear directions on how to accomplish my task. Go to Comment/Complaint → Tell Us About Yourself → Tell Us About Your Experience → Select SkyMiles → Select Update SkyMiles Account

From here I should be able to upload my marriage certificate or fax it in and all would be good. Except it wasn’t. I made it to the end of this non-intuitive self-service journey only to discover that there was no place for an attachment, no fax number, and no way to effortlessly escalate back for better instructions.

I was stranded in self-service and I had a non-prioritized plane to catch.

Merge for Efficiency

As a best practice, it’s very important, no matter what the channel, for a customer to be able to seamlessly transition over to a live agent, when needed. Not only does it improve that immediate customer experience, but it also positively impacts the perceived significance of the agent. When agents are used less for the mundane and simple, and more for the complex and higher-value, they feel more utilized and valuable. That translates easily into agent happiness, which ultimately impacts customer engagement.

And while I actually appreciated the phone agent for wanting to leave me in my original channel choice of self-service, that was obviously not the appropriate place for me to be. Sometimes the customer’s choice is not the right one. Contact centers must be very clear on the guidelines and expectations to move a customer to another channel, when necessary.

When Only an Agent Will Do

Upon my arrival in Detroit, I took 3 minutes and shot a quick email over to Delta and explained my predicament. Later that day I received a clear and concise explanation of my next steps. It was clear that my name change request was not a process that could be accomplished online; rather it was a matter that only a live agent was equipped to handle. By the next morning my reservations and my SkyMiles account were happily linked once again.

Can’t Get No Satisfaction

To recap, my Delta multichannel experience looked a little like this → 1) live counter agent, 2) self-service FAQ, 3) live phone agent, 4) web self-service, and 5) finally email. After all of those channels and all of those interactions, you’d think I would have at least received one customer satisfaction survey.

In the emerging channels research ICMI conducted earlier this year, CSAT measurement methodology for self-service is vitally important. You can actually do more damage with bad self-service than with none at all. More than half of companies (52.0%) use end-of-interaction surveys, a quarter (25.3%) review customer forums or portal communities, and a large combined amount (55.4%) use analytics – search optimization reports (19.7%), search completion rate reports (18.2%), and online-to-live agent escalation reports (17.5%).

I can only hope that someone at Delta is looking at a backend report, because they sure as heck aren’t proactively soliciting feedback on their service.

So, what took me four minutes and one channel with United, took me 24 hours and five channels with Delta. You know, now that I’ve been talking about this, I think we need to make it six. Twitter…here I come.

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Sarah Stealey Reed is the Content Director at the International Customer Management Institute (ICMI) and is a member of the ICMI Advisory Board. She has over 18 years of global expertise in the areas of operations, offshore outsourcing, customer experience, and contact center management. Sarah can be reached, followed, liked, or shared through: Twitter: @stealeyreed | Email: sreed@icmi.com

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