{"id":9060,"date":"2016-06-23T11:06:30","date_gmt":"2016-06-23T11:06:30","guid":{"rendered":"http:\/\/www.customerservicemanager.com\/?p=9060"},"modified":"2022-10-05T16:21:14","modified_gmt":"2022-10-05T16:21:14","slug":"why-customer-service-employees-need-guidelines-not-just-rules","status":"publish","type":"post","link":"https:\/\/www.customerservicemanager.com\/why-customer-service-employees-need-guidelines-not-just-rules\/","title":{"rendered":"Why Customer Service Employees Need Guidelines Not Just Rules"},"content":{"rendered":"

Management must trust their staff enough to establish guidelines with a degree of autonomy and flexibility when it comes to making decisions.<\/strong><\/p>\n

\"RuleRules are an essential part of any business. Rules are necessary to ensure we make intentional decisions. Rules are written to make sure people are treated equally and consistently.<\/p>\n

While there\u2019s nothing wrong with this in principle, there are always going to be situations where a certain degree of flexibility is essential because people are unique. The way they react to situations is also unique and if you\u2019re trying to offer great customer service, you have to be flexible enough to respond to their needs.<\/p>\n

So, apart from rules that tell an employee what they can or can\u2019t do, it\u2019s also essential that employees have guidelines as well. These guidelines will provide the boundaries that allow your employees to make decisions for the benefit of the customer \u2013 and the organization \u2013 without having to seek a supervisor\u2019s approval every time.<\/p>\n

Guidelines enable employees to exercise personal judgment which may mean all the difference between retaining and losing a customer. Customer satisfaction often leads to loyalty which greatly improves the company\u2019s overall profitability.<\/p>\n

It\u2019s impossible to make rules to govern every possible scenario that may occur. When dealing with customers,\u00a0situations will arise where an employee may have to use some initiative to solve a problem but they can\u2019t do that if there\u2019s no latitude with regards to the rules they have to follow.<\/p>\n

Empower Your Frontline<\/strong><\/p>\n

It\u2019s essential that customer service staff are empowered with a certain level of authority. It\u2019s pointless if they have to check with a supervisor before making every little decision. While a company may have a strict policy of no refunds or exchanges without a receipt, there may be times when it\u2019s impractical for the customer to provide one.<\/p>\n

If a strict policy applies and there\u2019s no flexibility to allow the employee to use their discretion and bend the rules in such a circumstance, they may lose that client and everyone the client chooses to tell. However, if a refund, exchange or gift card is granted, the customer would be happy and word of mouth would be positive.<\/p>\n

Common Sense Should Apply<\/strong><\/p>\n

Employers should respect and trust their staff to make decisions based on their merit. Often it\u2019s these types of quick decisions that will mean the difference between keeping or losing a customer. There are plenty of examples where guidelines would be more appropriate.<\/p>\n

If meals are late in a restaurant, offering a bread basket or some free drinks may quell the customer\u2019s\u00a0frustration. A heartfelt apology would also be appropriate. There are times when things don\u2019t run smoothly. Perhaps even a discount on their total bill may be necessary and the front-of-house staff need to have the autonomy to do what is necessary.<\/p>\n

Restaurants regularly replace spilled drinks; their rules might indicate no free drinks but they replace a spilled drink because that\u2019s good customer service. The drink doesn\u2019t cost much but is worth much more than the cost in positive customer response.<\/p>\n

In any customer-focused organization, we must look at the situation from the customer\u2019s perspective to discover\u00a0an appropriate solution. Often, asking the customer what they feel would be an appropriate solution will provide some direction. Experience tells us that when asked, a customer often expects far less than we would be prepared to give to remedy a situation \u2013 so it makes sense to ask.<\/p>\n

Cut the Scripted Responses<\/strong><\/p>\n

Have you faced the situation, whether on the phone or in a retail store, of asking questions and receiving responses from staff members that are robotic or scripted? If you ask a question they don\u2019t know how to answer, do they seem stuck or confused? Do they just repeat what you have already been told or give you information you never asked for?\u00a0If the problem doesn\u2019t have a \u201ccookie cutter\u201d response, they can become lost. This is because their training hasn\u2019t prepared or empowered them to think for themselves.<\/p>\n

Staff should be trained to handle customer service enquiries and provided with specific language that you\u00a0would like to see used. But not all scenarios can possibly be covered during this training. Although many of their problems are similar, customers and their expectations are unique \u2013 so you can\u2019t treat everyone the same way. It\u2019s up to the employer and staff to realize there\u2019s an unknown human element to dealing with people.<\/p>\n

It\u2019s imperative that staff understand the rules but they should be allowed to use their initiative where possible \u2013 within the agreed guidelines. Most problems can be solved if someone demonstrates they care enough to understand the issue and look for a solution; even if it requires a slight adjustment of the rules, but still within company guidelines.<\/p>\n

Without rules, chaos would govern the workplace. There\u2019s no doubt about that. However, management must\u00a0trust their staff enough to establish guidelines with a degree of autonomy and flexibility when it comes to making decisions in the workplace.<\/p>\n

When customer service staff take the initiative, ask a few sensible questions and pay attention to the answers, more problems get solved and more customers leave happier.<\/p>\n

About the Author<\/strong><\/p>\n

Bill Hogg<\/a> is widely recognized as the Performance Excelerator\u2122. This is due to his ability to create profound change and deliver extraordinary results within the most demanding organizations. He works with senior leadership teams to navigate change and transform organizations into high performance, customer-focused cultures that create long-term, profitable relationships with customers and excelerate performance and productivity with leaders and employees.<\/p>\n","protected":false},"excerpt":{"rendered":"

Management must trust their staff enough to establish guidelines with a degree of autonomy and flexibility when it comes to making decisions..<\/p>\n","protected":false},"author":14,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[2],"tags":[181],"_links":{"self":[{"href":"https:\/\/www.customerservicemanager.com\/wp-json\/wp\/v2\/posts\/9060"}],"collection":[{"href":"https:\/\/www.customerservicemanager.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.customerservicemanager.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.customerservicemanager.com\/wp-json\/wp\/v2\/users\/14"}],"replies":[{"embeddable":true,"href":"https:\/\/www.customerservicemanager.com\/wp-json\/wp\/v2\/comments?post=9060"}],"version-history":[{"count":12,"href":"https:\/\/www.customerservicemanager.com\/wp-json\/wp\/v2\/posts\/9060\/revisions"}],"predecessor-version":[{"id":35491,"href":"https:\/\/www.customerservicemanager.com\/wp-json\/wp\/v2\/posts\/9060\/revisions\/35491"}],"wp:attachment":[{"href":"https:\/\/www.customerservicemanager.com\/wp-json\/wp\/v2\/media?parent=9060"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.customerservicemanager.com\/wp-json\/wp\/v2\/categories?post=9060"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.customerservicemanager.com\/wp-json\/wp\/v2\/tags?post=9060"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}