Showing posts with label sales. Show all posts
Showing posts with label sales. Show all posts

Friday, 29 June 2007

The Ninth Circle of Hell - Customer Service Lines

I have just spent over an hour on the phone to BT trying to resolve a problem. It's taken me 5 phonecalls to find out that it's not their fault and there's nothing they can do. in that time they hung up on me once, navigated me into a dead end and connected me to a headset that no one was connected to leaving me shouting down the line until Miranda deigned to pick up her headset and start the script as if nothing had happened. The issue I was trying to resolve turns out to not be BTs fault (well, more actually, not their problem) but I don't care, because I have had to deal with a mess of automated menus and 4 rude staff who gave the disctinct impression I was interfering with their coffee break.

I wrote the following a while ago as part of a series, but never have these words felt more true.


The innermost circle of hell is a space assigned to those who have betrayed people are close to. The traitors are punished by being buried in a frozen lake, the depth varying according to the severity of the betrayal, with Satan living at the very centre. To this region I am condemning all those companies that betray those they should in fact be thinking of above all others, their customers. How better to exemplify that then by labelling customer service lines as the 9th circle of hell.

No one calls a customer support line for the fun of it, you don't suddenly find yourself without a cd you fancy and desperately craving bad hold music. Generally speaking if you've got as far as digging out a phone number and dialling the thing, you've got good reason to do it. The chances are also pretty good that you're phoning to complain about something. It may be a sad indicator for our times but you very rarely have people ringing up just to tell someone how lovely they are.

You're either phoning up because something you want to happen, has not happened; something you don't want to happen, has happened; or because you want to do something completely out of the ordinary, like move house. At this glorious time in your life when you're living out of boxes and discovering that your furniture doesn't fit through any doors, the last thing you really want to be doing is faffing about trying to persuade companies that you would prefer not to continue paying the bills for your old property which is now occupied by a family of 28 who are trying to heat the entire borough. But they inform you that your account is assigned by GPS co-ordinates, so you'll need to shut everything down and start a new account. And there will be just a small surcharge for that.

Of course before you can get that far, you have to negotiate through the automated system. "For sales select 1" (Sales is always 1, they're not stupid), "to respond to our advert and spend money select 2, for account queries select..." at which point you hit the 3 button only to be dropped off the end of the exchange system because the message actually finished "...select 8#*4".

Several systems I've used then ask you to enter your customer ID so that they can run a quick check to see how profitable and troublesome you usually are to them, allowing them to assign you to a queue of appropriate length. Of course they don't make a note of that anywhere, so you'll still have to give all your details to a real human being who can't type.

Then the hold music starts. There are some standard choices here, Vivaldi or similar cheerful classical piece that doesn't quite make you want to kill yourself. More controversial choices can include songs the company has paid for to use in advertising and are trying to get their money's worth, or quirky tunes to imply your company is hip and happening. My favourite one was an internet service provider who used Copacabana; funny the first time, less funny the tenth.

Whatever hold music they're using it will be interrupted every 15 seconds by someone informing you that your call is important and someone will answer any second. Why do they bother with that? Do people actually get scared by the hold music? "Oh no! London Electricity have accidentally connected me to Classic FM!" The only useful ones are those that tell you your place in the queue, it's worth paying attention to these as on occasion I've had them go backwards and a couple of times I've come to the conclusion that the queue isn't actually moving at all and that the single person assigned to pick up the line is in fact on holiday for two weeks.

Just as you've taken a large bite of something chewy or started singing along to the music, you get to talk to a real person. Well, optimistically you do, a couple of times that I've been put through only to hear the distant sounds of the call centre but with no one on the end of my line. Then they have to identify you, this involves an account number, security number, pin and at least three stupid security questions. "What is your memorable place?" well, that would depend on when I set up the account really, "what is your memorable word?" where do you start with that one?! I realise mother's maiden name could cause confusion for some people, but come on!

Call centre staff fall into two categories - Perky Pattie who is in possession of free will or Catatonic Cathy who is in possession of a script. If you're phoning because you want to get something done Perky is really your best chance, she will make you believe that it's her life's mission to update your insurance details and she won't rest until it's done. On the flip-side if you wanted to complain about something you're going to be out of luck, because you'll feel completely guilty about ranting at poor Pattie when she is so very understanding and obviously not responsible for all your woes.

Catatonic Cathy is a perfect target for your rants and you can really take it out on her as she follows the script through until falling off the end. She will not however be much help if you want something slightly off plot as their scripts are always woefully inadequate when it comes to real life problems. You will inevitably find yourself stuck in a loop of "This should have happened", "Well it hasn't", "well it should have" repeated until the universe dies.

The upshot is it doesn't really matter which one you talk to, you're unlikely to get anything out of it. Catatonic Cathy has told you there's nothing she can do to help and at least gets bonus points for telling the truth. Perky Pattie meanwhile has promised you she will phone you right back and then never does. At least these days you clinging to a mobile instead of standing in a freezing phone box waiting for someone to phone back explaining how BT have screwed up. She'll ring back in just a couple of minutes. Any minute now...

Thursday, 14 June 2007

The Long Tail

The Long TailI just finished The Long Tail by Chris Anderson (Amazon) and heartily recommend it to anyone with even the slightest interest in economics, the web, marketing or... well anything really.

The core concept is that at the top of the chart (be it music, book sales, or search results) you have a small number of bestsellers, the big hits that everyone buys/sees/reads/whatevers. But as you move down the chart, things still sell if given the chance. If you do not have to be concerned about limited shelf space and can give your customers ways to easily find the unusual, niche items they want, you can really cash in.

Chris Anderson is the editor of Wired Magazine and has been investigating this phenomena for a few years, gathering examples, data and quotes from a variety of sources. He's got a very friendly, easy to read style and an interesting perspective on the subject, as both a professional editor and generic user.

Some books based on a relatively simple concept can focus too much on explaining the idea over and over again, leaving you with a 3 page article that's extended into 200 pages of babble. This book avoids that very well, applying the concept to historical events, unexpected fields and looking at possibilities of where it might lead in the future.

A fascinating concept beautifully told, read it as soon as possible before the examples go out of date.

Wednesday, 30 May 2007

Must Try Harder: Client Case Studies

Must Try HarderTestimonials and what-not on your site or in your brochures are good. Full stop end of sentence.

This is not

I award thee MBA's first Must Try Harder Award (no cash prize, no terms and conditions, your house is not at any risk at all).

I might award the second award to myself for making such a naff logo.

Tuesday, 15 May 2007

Press #3 to finally speak to a human being...

I think there should be a head count requirement before companies are allowed to use nasty automated receptionist phone systems.

I had the hilarious experience of phoning a company and being greeted by a spiritless pre-recorded message droning about who I was phoning. It really was one of those comedy voices that sounded like it was pasted together from snippets of other recordings, like some kind of vocal ransom note.

This was a phone number that was printed on the top of their website as a primary contact number, to get through to their sales department took 45 seconds. That included listening to the drone say "You have selected sales. We are now connecting you to a member of our sales team." I'd totally forgotten what I was going to buy by the time I got there.

If you don't have a full time receptionist, just have your sales team answer the phones. Established customers should have direct lines to the support team or their account manager and new customers almost certainly want to talk to sales anyways.

Equip your staff with a standard, short greeting that tells the caller who they're speaking to (and try to resist saying it so fast that they can't actually hear). Give everybody a little card to stick to the phone or their monitor with quick instructions for transferring calls and key extension numbers. It's also useful if people actually know what their colleagues do so that callers can be put through to the relevant member of staff.

Of course, if the company that I'd been trying to contact had replied to emails then I wouldn't have had to phone them at all, but that's the subject of another post ;0)