Customer Service Makes the Difference



The Way Companies Deal with Customer Issues Has Future Implications

By Peter Lyle DeHaan, PhD

Author Peter Lyle DeHaan-customer service

A day and a half into my week, and I’ve already endured three major customer service issues from three vendors. Their responses could not have been more different.

One issue was with a global company that whisks money around the world in seconds. Usually, everything works flawlessly. But if there’s a hiccup, they leave customers hanging. I’m left with filling out an online resolution dispute form. 

Doesn’t Care

At best they get back with me within a week, never hours or even a few days. At worst they told me it would take one to three months. Since it only took them three weeks, I suppose I should be grateful. This week’s issue needed a quick resolution, so I didn’t bother to contact them. It only took the person I sent money to and me an hour and a half to figure out a workaround resolution on our own.

This company is hard to reach. I suspect it’s part of their business model. Deprioritizing customer service seems to work for them. They’ll surely retain market share until someone matches their features and provides good customer support. Then they’ll wish they had given customer service more attention.

Puts Forth a Good Effort

The second episode occurred with an even larger global company. People often complain about their customer service. As for me, they always try to help, and they often succeed. That’s not a grand endorsement, but it’s far better than the first company.

I have no doubt but a company's success and growth come from their excellent customer service.  Click To Tweet

Though hard to find, this company gives two customer service options: email and call back. If my question isn’t time-critical or I must convey a lot of detailed information, I opt for email. They respond within twenty-four hours, usually two or three.

However, they encourage phone support. I complete a short form online (picking the right options is the hard part), verify my phone number, and click submit. My phone rings within seconds, and I’m connected to a person within a minute. That person usually resolves my issue on that phone call, without transferring me. 

This time, after spending hours trying to figure things out myself, I contacted them. But I reached the wrong division. The woman instructed me to contact a different group. I don’t know if she couldn’t transfer me or didn’t want to.

The second person was hard to understand, and the audio level was low. For each point, I had to confirm multiple times to make sure I understood correctly. Her words often seemed to contradict what I thought she just said. Eventually, we got through everything, and I obtained the information I needed. As a bonus, it turned out to be correct.

Though this company pushes people to self-service solutions, they do provide personal customer service. From my perspective, they succeed in most instances. However, their smaller, nimbler competitors outshine them in this area, and the company’s market share is shrinking.

Customer Service Excellence

The third incident was with a financial institution. Over the weekend, they upgraded their website and online banking services. They clearly communicated the timetable, what was involved, and what to expect. Despite their meticulous planning, glitches occurred. Though I needed to download a new app, I had trouble finding it on the App Store. This took an hour to resolve. I spent another hour trying to navigate their new interface, configure it correctly, and accomplish the one urgent banking task I had to do.

At one point, I found myself locked out of my account. This required calling them to reset it. Unlike the other two organizations, this one wants people to call. They have their number promptly displayed on every page of their website and each page of their statements. Someone answered on the first ring. Her enthusiasm sounded like this was her first call of the day. Without coming across as haggard or rushed, she reset my password, stayed connected as I logged in, and asked if she could help me with anything else. It was a remarkable experience.

Renowned for their excellent customer service, this successful, rapidly growing, mid-size financial company has won awards and received national recognition as a leader in their sector. 

I have no doubt their success and growth come from their excellent customer service. 

Why don’t other companies get this?

Peter Lyle DeHaan, PhD, is the publisher and editor-in-chief of Connections Magazine. He’s a passionate wordsmith whose goal is to change the world one word at a time.