Customer-oriented approach: the object and program of the training

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2020-04-26 22:00:31

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Have You heard about seminars and workshops, the theme of which is a customer-centric approach to doing business? Let's see, what are these classes and how they can be useful for you or your employees.

a customer-oriented approach

What does “the business customer-oriented”?

The Essence of a customer centric approach lies in the fact that the focus of attention of employees is directed primarily to the buyer or customer. The main task of each group member is to do everything to ensure that whoever adds to the cashier of the company, would in the future come back to you.

It is Possible to allocate following principles of client-oriented approach:

  1. Deep understanding and needs of the customer.
  2. Implementation of products and services whose quality meets the customer expectations or exceeds them.
  3. Effective communication with clients, built on mutual respect.
  4. The Willingness of managers at any level to open communication.
  5. Flexibility in relation to changing needs of customers and clients.
  6. Creation for customer's comfortable psychological atmosphere.
  7. Desire to help the buyer, to participate in the solution of its problems.
  8. Ongoing work to improve the quality of the service.
  9. Planning of actions aimed at attracting and retaining customers.

As you know, the classic way of doing business involves simultaneous work on 4 elements of marketing: product, price, position and promotion. The scheme of the 4P (product, price, place, promotion) are described in sufficient detail in the famous book by Philip Kotler “principles of marketing”.

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How is the prioritization of the business, implementing customer-oriented approach? Marketing a lot of theories, their value is not denied. But a new type of building relationships with buyers and customers the company puts in the forefront not the product and not price. The most important area of work for top management and other employees - effective interaction with customers.

The benefits of a customer-oriented approach are as follows:

  1. A positive business reputation in the market.
  2. Formed a circle of loyal customers, constantly replenishing the cash.
  3. There are more new customers who contact your company on the recommendation of friends.
  4. Customer-oriented approach contributes to the growth of sales and increase in business volumes.
  5. Advertising Costs are reduced or become more effective.

What seminars and trainings on customer centricity?

It's No secret that the introduction of a customer-centric approach is being implemented gradually. First, companies need to study their customers, understand and anticipate their needs. To do this, staff need to mentally take the place of the clients to understand:

  • What they want to when turning in your organization;
  • What goods and services need customers, and customers;
  • What is the ideal service from their point of view;
  • What challenges a customer buying your product or service, whereby they can facilitate;
  • That the buyer or customer is expecting to cooperating with you if you can make him something more;
  • What can cause positive emotions in the client how your firm is able to bring joy to the buyer.

It is Important to study each point of contact with the customer: advertising materials, telephone calls, places for Parking at your office or store service process.

CRM introduction

One of the best explanations how to implement a customer-centric approach in sales, gives John Tschohl. American expert on quality service offers a focus on how to listen carefully to clients, a permanent record of their requests or complaints. Getting feedback from customers in the form of questionnaires ineffective, says Tschohl. Not all customers want to complete questionnaires and those who agree, tend to embellish reality. Much more information employees receive from customers in the process. Based on it, the company can significantly improve the quality of service. For example, if customers want to call you at night, it is important to give them that opportunity. Otherwise, the company, in particular, will lose the opportunity to work with customers living in the other half of the globe.

Customer relationship management Implementation to implement fail if not properly train your new philosophy of business organization. The difficulty lies in the fact that the art of efficient interaction with buyers and customers it is impossible to convey in theory. Rather, it is brought up in the General atmosphere of the company. The top Manager of the company and the managers themselves have to set an example for customer-oriented behavior.

What can you say about the documents regulating the process of customer service and customers? Customer-oriented approach at the enterprise will not be realized if we restrict the communication to the employees instructions on how to implementsale. It is necessary to develop a system of effective work with customers and customers.

Goals of trainings on customer focus

Customer-oriented approach should be encouraged in all employees. And every member of the team supervisor should regularly discuss the situations in which the employee made a mistake when interacting with customers.

client-oriented approach in crisis

On production meetings problematic situation it is better not to speak. For General discussions it is more convenient to use the form of the training.

Interactive sessions partially solve the problem “education” employees, although they do not replace the daily communication of managers with employees.

Normally provided in such objectives of trainings on customer focus:

  1. Training of employees to skills of effective thinking and behavior.
  2. Increase the level of emotional intelligence in team members.
  3. The Development of effective communication skills.
  4. Encouraging the personal growth of our employees.

Sales staff after undergoing training are willing to engage in the work of the customer-oriented approach. The training program for this category of employees often gives good results.

What topics are important to cover when conducting training

Customer-centric approach suggests that employees have a range of professional knowledge and skills. Therefore, modern training on the subject, generally include the following components:

  1. Practical exercises which aim to give the participants an understanding of how important it is to take care of the customer. A clarification of the reasons why go customers. Drawing up a plan of action, how to keep customers.
  2. Games and exercises that develop the ability of managers to take the place of the customer, understand their needs.
  3. Discussion of the phases of loyalty of customer (normal customer - a customer loyal – a client-follower).
  4. The Study of characteristics of consumer behavior, factors influencing decision-making on the transaction.
  5. Familiarization with the techniques of customer service. Coaching skills to work simultaneously with multiple clients. Experimentation with the techniques of active listening.
  6. Unit dedicated to the interaction with difficult customers. Practical exercises on the analysis of the objections. The study of the principles of handling complaints.
  7. Familiarize managers with the techniques to get pleasure from work. The study of the techniques of self-regulation and self-organization. The development of techniques for working with stress and getting rid of fatigue.

client-oriented approach in modern management

Let us Consider some of the task used in the trainings on customer centricity.

Calculating the cost of losing a customer

Benefits and economic benefits of the customer-centric approach, can be demonstrated on the example of arithmetic problems, the solution of which the power of even a schoolboy.

Assume that the client acquires products and services from your firm in the amount of 10 thousand rubles per year. Every year this amount increases by 2 thousand. What sales volume will the company lose if the buyer or the customer will not do you purchase for the next 5 years? Calculate the amount of future lost profits. In our example it will be:

10 + 12 + 14 + 16 + 18 = 70 thousand.

This Is the value of a lost customer. Automatic calculation of this indicator is helpful to configure the CRM software, if such is used in the firm.

Knowing the approximate profitability of the company's activities, you can also calculate the amount of lost profits. For example, if net financial result is 20 per cent of sales, 5 years firm loses 14 thousand rubles.

In the process of solving the tasks the participants need to understand how expensive the company the loss of each client. It is important to emphasize that the search and attraction of new customer more expensive.

Reasons why a customer leaves

In the next stage of the lesson it is important to analyze the reasons for which the buyer or the customer most often ceases to contact the company, goods and services which previously enjoyed.

For this purpose should be asked of each participant to recall a time of life when it is very badly served in the store, and then point to visit the sick. It is important that students answered the questions:

  1. What kind of mood was the staff who spoke to you?
  2. How they behaved?
  3. What exactly did not satisfy you in the service?
  4. Why did the conflict start? What made you angry or upset?
  5. What emotions did you feel during and after a visit to the outlets?
  6. Have you Continued to shop at this store after an unpleasant way?
  7. How many people have you shared an unpleasant history?

client-oriented approach in the tourism industry

During the discussion, a list of reasons why buyers or customers cease to use the services of companies. It is also proposed to recall the cases from business practice when customers left.

Service Levels

It's No secret that every person has their own understanding of what needs to bethe service in the company. Spending money, we expect to receive a certain level of comfort and to experience positive emotions (or at least to do without a negative).

Customer-centric approach in the modern management requires knowledge of 3 service levels that can be observed in different organizations:

  1. Low. Client expectations are not justified. He gets less than expected, experiencing negative emotions.
  2. Standard. Customer's expectations are fulfilled. He gets exactly what was expected. The client is indifferent, calm.
  3. WOW-service. The client gets more than they bargained for. He experiences positive emotions, feeling the desire to return to the company for new purchases.

To study the various levels of service the participants are divided into 3 teams. Each team in a limited period of time (10 minutes) needs to come up and play the scene of shopping in the store:

- low level of service;

- with a standard level of service;

- with the level of service WOW.

Before each scene, the participant playing the client must tell the audience which organization it is that he plans to buy, what expectations it has regarding the purchase process.

After the speech, the client voiced what emotions he experienced and what thoughts swirled in his head. The participant also said how he appreciates their willingness to come again for purchase in a fictional company.

Game “Yes, and more»

An Important component of customer-oriented service in the company – is the ability of its employees to accept the buyer and customer, to be with him on one side. Emerging issues in business it is important to resolve so that both parties remain in the win. For the managers it is important to learn to perceive the client not as an enemy but as a friend with whom you can always negotiate good-naturedly.

It's No secret that one of the most important rules of effective interaction with partner – not to tell him that he is mistaken. It is important to agree at once to make a counter offer as it is better to act in this situation.

On trainings to train this valuable skill is often a fun game, the rules of which? the participants do not get into an argument, and just agree and agree with each other. Facilitator invites the participants to get into pairs. The players must imagine that they barely knew each other and were together in an unusual situation: stuck in an Elevator, lost in the woods, was shipwrecked and stranded on a desert island, become hostages of the bandits. They need to agree on what to do next. Players take turns put forward their proposals. The rules of the game need to agree with the opinion of comrade (say: “Yes…”) and Supplement it with their own idea (“… and…”).

The result is a funny dialogue follows:

- Buy a bottle of wine.

- Yes, and more cake.

Yeah, and go eat it in the woods.

- Oh, and a squirrel share…

The Game lasts for 3-5 minutes.

a customer-oriented approach of the training program

At the end of the job training participants to discuss what emotions they felt during the game, what thoughts have occurred to them that seemed difficult, and in some points it was very simple.

Exercise for the development of the ability to support conversation

A Mistake many employees, which is often not possible to realize customer-oriented approach in the work of the organization, is the reluctance to talk to the buyer for any topics not related to work. Meanwhile, many customers prefer to deal with those sellers with whom they have good relations.

Therefore, the training in customer focus learning "small talk". Participants are encouraged to start talking with each other about abstract topics, using the following techniques:

  1. To Quote what he said once.
  2. To Give your partner useful information.
  3. Tell an interesting story.
  4. To Thank.
  5. To compliment.
  6. To Utter a positive assertion.

Exercise “Dictionary”

This is a creative task helps managers to learn how to speak the customer's language. The participants are divided into teams. Each team lead was instructed to create a text of presentation of the goods and services of the company adapted to the representative of a certain profession (programmer, doctor, sailor, journalist). Thinking given 5-10 minutes. Advertising text should be written using the professionalisms and terms that are widely used in the production environment of the client.

Exercise “Guess what he does not like”

One of the participants depicts the unhappy customer: the customer decided not to serve in the company, but is unwilling to directly articulate a reason for leaving. The reason is described in advance leading on a piece of paper. Member-client can release any comments and Express any emotions, but do not articulate the problem. The task of the second participant is to understand what the customer was dissatisfied.

In the end, the presenter summarizes the results: to clarify if the reason of discontent of the client, on what grounds he could and should have been to recognize it as the client alluded to the crux of the problem.

Exercise “Explain to those who don't understand”

The training Participants represent that they sell in stores are usually, but not the most simple product, such as a flash driveor Bank card. The client – inexperienced person (small child, the lady did not know anything about technology, teenager, deaf and dumb, insane). The task of the seller to politely explain that the client's language, what he sells and why the subject needs of the buyer.

client-oriented approach in education

Features of the training Bank

Customer-oriented approach in the Bank is more difficult to implement than in the sales organization. The tasks of the employees of the financial institution includes not only customer service, but the observance of a number of legislative norms, procedures, instructions. In this regard, a Bank employee needs to nominate a number of requirements to the customer relating to the provision of the necessary documents, the right message.

Training on customer centric approach for employees of financial institutions should include carefully crafted unit to work with claims and objections. An employee of the Bank is important in the learning process to improve the soft skills of conflict management.

a customer-oriented approach marketing

A Carefully planned game tasks will help participants to learn to serve clients at the highest level, while insisting on the requirements of the organization.

The training Program for bankers should include a big block of time-management and self-organization. Operating workers loan officers, employees of sales departments work to tight time pressure. They are limited by time of operating day and thus often dealing with bursts of negatively-minded visitors. Constant stress affects the character of interaction with customers.

Coaching skills for maintaining themselves in a healthy state should be one of the main topics in the session with the Bank employees.

Training for employees of the education system

Due To the fact that an increasing number of both secondary and higher education institutions become fully commercial, the attitude of students and scholars. Customer-oriented approach in education is also gaining ground. Teachers thus fall into quite a predicament. On the one hand, they should objectively assess the knowledge of their students, if necessary, exposing the low points. On the other – even the neprilezhnogo student is now a customer. His dissatisfaction with school may result in the loss of the revenue the school or University.

Therefore, the training for educators should include a re-enactment and analysis of all the problematic situations that arise during lessons, lectures, and seminars. Teachers should learn how to take the place of the students and understand their needs.

Also for the educators it is important to master in training art to inspire students to awaken in them a strong desire to deeply master the subjects.

Features of the training for employees of tourism

Customer-oriented approach in the tourist industry are particularly important. Business people perceive a lot of small problems and disagreements calmly, waiting for them. Going on vacation, however, even chronic workaholics don't want to deal with difficulties and challenges. Businesses related to recreation, tourism, entertainment, needs to be especially attentive to the customers.

At the training, it is important to pay special attention to the work on the positive attitude of the participants. Employees of hotels, entertainment facilities, restaurants, tour companies it is important to radiate the energy of peace and joy. By purchasing a ticket abroad or attraction ticket, a customer needs to feel that he was resting.

Conclusion

Customer-centric approach in crisis does not cease to be relevant. In conditions of the strictest economy, many organizations have successfully implemented ideas that are not to be saving for customers and customers.

the benefits of customer-oriented approach

So that customers remained loyal, many companies conduct their segmentation and a more thorough identification of needs. In crisis, tougher competition. Managers of firms care about what the customers need, what amount of cash they are willing to spend, what products you can still make or buy especially for their regular customers.

It Seems that the financial crisis will further spread the customer-centric approach in small and medium business. Seminars and trainings on this topic are likely to remain popular for a long time.


Article in other languages:

PL: https://tostpost.com/pl/biznes/41701-nastawienie-na-klienta-cel-i-program-szkolenia.html

PT: https://tostpost.com/pt/neg-cios/41449-klientoorientirovannyy-abordagem-o-objetivo-e-o-programa-de-treinament.html

ZH: https://tostpost.com/zh/business/49515-customer-oriented-approach-the-object-and-program-of-the-training.html






Alin Trodden - author of the article, editor
"Hi, I'm Alin Trodden. I write texts, read books, and look for impressions. And I'm not bad at telling you about it. I am always happy to participate in interesting projects."

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