Do you know that customer service failure could be an opportunity for you to earn a lifelong customer? It’s possible when the right service recovery metrics are applied.
If you’ve invested in building a business void of mistakes, that’s okay; you’re also missing out on great opportunities. Here’s why. Trying so hard to avoid mistakes in creating a good customer experience will make you walk on a thin edge, that prevents you from embracing the full experience of dealing with customers. Even as you strive to satisfy customers optimally, you should also know that mistakes are inevitable; however, they teach you important lessons about customer experience and help you learn new things about our customer behavior. This is not to endorse making mistakes, but to let you see the priceless opportunities in them.
In business, these mistakes present greater opportunities for entrepreneurs to win customers again and, this time, for a long-term relationship. This may sound contradictory, but that is what the service recovery paradox presents. Let’s see how this plays out in the rest of this article.
Generally, service recovery refers to the actions taken by a company to correct a customer service failure or to resolve the issues customers encounter while using the product or service. The primary goal of service recovery is to earn customer’s trust and loyalty again.
On the other hand, the service recovery paradox (SRP) is a concept used in business management to suggest that a customer may end up more satisfied if a company solves a service failure effectively than if no failure had occurred initially. Customers who have had service failure issues that were resolved promptly may end up being more satisfied and emotionally engaged with the company.
It’s a bit surprising how that a failure could end up being a priceless opportunity. However, truth be told, service failure is a very delicate matter in business. If it occurs too frequently, customers may lose their trust in the company entirely. As we know that service recovery presents another opportunity to build a stronger relationship with customers, service failure should be avoided as much as possible. This is because it may take too much effort to win the customer again.
The trick about service recovery is that it costs the company more. If you want to earn your customer back, it will require extra effort and resources. When customers make their complaints about poor service delivery, the first thing you should do is acknowledge it and apologize for any inconveniences that may have caused them. It’s wrong to be on the defensive side, as that could make the customer more frustrated. After acknowledgement, try to get to the root cause of the problem and offer an immediate solution to it. In this case, it may cost you to give out an extra product with a free gift to compensate for the service failure. After this, follow up with the customer closely and ask for feedback. Ask about how the experience changed and how you can improve your product and service. Act on the feedback and use it to improve the overall customer experience.
Alice just graduated from the university and had her convocation on a Saturday. By recommendation from a friend, she ordered a dress from fashy.com and was supposed to get it on Friday morning so she could get prepared for the next day. But then there was a mix-up in recording her order, so the dress was dropped off at another pickup station in another state.
Seeing she had only a few hours until her big day, she grew impatient and called the company to express her displeasure. When Fashy realized their fault, they apologized sincerely and gave her a refund. They also immediately notified the pick-up station that had the dress and sent the dress to her along with a gift and apology note through a dispatch rider. Though the dress arrived very late on Friday evening, when she had a shorter time to prepare for her convocation, Alice was very happy and became one of the loyal customers of Fashy.
Fashy used the SRP strategy to convert a customer’s disappointment into an opportunity to gain lifelong customer loyalty. This case study shows that overdelivering in times of urgency and crisis could earn your customer’s trust more quickly than you think. It proves to them that you are reliable and that, in spite of the mistake, you truly value them.
Though this service recovery strategy cost Fashy a lot at that time, they were able to win a lifelong customer, which also referred other people who became loyal customers.
The most important aspect of service delivery is how quickly it happens. Customers want their problems solved immediately. Though they may end up being happier when you go the extra mile to solve their problem, they are even happier when it comes in quickly.
Unlike the above case study, there are customers who make complaints about products and services on social media without directly contacting the company. Since that could affect the company’s reputation, immediate action should be taken to resolve the problem and make customers happy again.
Therefore, what would you do in cases where they make complaints without directly contacting you? That’s where our product, customer MX, comes in to help notify you about what your customers are saying about your product and service in any part of the world. This makes it easier to act promptly to urgent customer complaints and make a loyal customer by employing the fast service recovery strategy.
The service recovery paradox presents business owners with an opportunity to leverage their worst nightmare in business to gain customer loyalty. It’s normal to feel defeated as a business when customers come with their complaints; however, you must know how to convert it into an opportunity using the service recovery process highlighted above. Though it’s better to build a track record of good service delivery, a few records of service failure should not stop you from building a strong brand reputation. All it takes is a quick service recovery strategy that may cost you a little.
