Canadian Electrical Industry News Week

May 29, 2019

Jeff MowattBy Jeff Mowatt

Whether it’s fair or not, we are often judged on first impressions. This harsh reality is nowhere better seen than in today’s ultra-fast business world where customers size you up in a nanosecond based on your personal image. Since their impression of you will determine whether or not they want to do business with you, the impact on your career and on your organization’s bottom line can be staggering.

Ironically, when corporations bring me in to speak at conventions on how to boost customer retention, I often find that there’s been little or no professional training for employees on personal image. Since it’s often awkward to confront employees on these sensitive issues, you need some ammunition to make the task easier. Here are four image-related reasons that customers may not like you or your employees. Incidentally, customers will never tell you these reasons to your face — they’ll simply do business elsewhere.

1. You look different than expected

Customers prefer conducting business with individuals who meet their visual expectations. So, if you want to keep customers dress in a manner that customers expect. A plumber dressed in an Armani suite makes the client uncomfortable. An alderman in khaki shorts would shock the council members of City Hall. A waitress with too much makeup, sporting tattoos and body piercing would likely put off a patron in an upscale restaurant. On the other hand, a bar tender in a conservative suit and tie may appall a customer in an alternative nightclub.


“But that’s not fair,” decry so many employees at the thought of being told what to wear. Again, first impressions may not be fair, but they are the realities of the business world. You hire employees to take care of customers — not for the sake of expressing their sartorial individuality. They can do that on their own time. Your job as a business owner or manager is to create an environment, including staff wardrobe, where your customers feel comfortable.

The most effective way to convey this message to employees is to have a written dress code. When writing your code, it’s best to check with an attorney for the laws that apply in your jurisdiction. The great thing about a dress code is it often weeds out would-be applicants who wouldn’t feel comfortable in that environment. That’s better for everyone.


2. You’re hard to understand

Customers don’t want to strain themselves to understand front line staff. If you or other employees don’t speak the local language clearly, then customers will generally go to your competitors where they won’t have to work so hard to communicate — or to spend their money. This is doubly important when speaking on the telephone, where customers don’t have the benefit of non-verbal communication to help them interpret what’s being said.


This concept has nothing to do with discrimination based on ethnic differences or nationality. It has to do with basic communication skills that are essential to do the job. If it’s a question of improving your knowledge of the local language, then take courses until you’re fluent and easy to understand.

3. You exaggerate

Don’t exaggerate to tell customers what they want to hear. If a task will take 15 minutes to complete, don’t say, “It’ll only be 5 or 10 minutes.” This is called lying. Customers hate that. Organizations that stay in business over the long term adhere to the age-old adage, under promise and over deliver. ‘Nuff said.

4. You’re indiscreet

“Indiscreet” describes the cashier at a self-serve gas station who chatted with his friends while I entered to pay. He barely stopped his conversation with his buddies to take my money. I felt like I was crashing a private party. I never went back.

While this obvious display of rudeness is relatively rare, a much more common example is when employees converse among themselves in front of a customer. Numerous times I’ve been on airplanes when the flight attendants, while rolling food carts down the aisles, are so engaged in their personal conversations that they barely stop long enough to take the dinner orders. Meanwhile every passenger has to listen to their private conversations, whether they want to or not.


To top off the indiscretion list, far too many employees inadvertently tell customers more than they want to hear. For example, when a customer asks a front line employee, “How are you,”, they really don’t want to hear complaints. It’s just a greeting. Yet some employees take this as an excuse to complain with, “Oh, I’m 60-40”, or as a security guard once told me, “I’m vertical.” (Yikes!) Some employees respond with, “I’ll be great when my break starts.” In other words, the employee will be happy as soon as he or she can get away from their job and us — the customers. All of these indiscretions make customers wish they were dealing with professionals.


There is hope

Awareness of these problems is half the battle. A lot of employees simply don’t realize they’re committing these offenses. Another part of the solution is training. Bringing in a professional trainer to address the employees as a group provides the advantage of third party objectivity, in a fun non-threatening manner. One thing is clear though, if you do nothing about these issues your business will continue to suffer without anyone else telling you why.


This article is based on the bestselling book, Influence with Ease by Hall of Fame motivational speaker, Jeff Mowatt. To obtain your own copy of his book or to inquire about engaging Jeff for your team, visit www.jeffmowatt.com.

 

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Electrician Forum Brought to you by Schneider Electric

As industry experts you know the products you use everyday better than anyone and should have input on what information you receive about products and what could improve them.

Therefore, we want your insight on the biggest challenges or issues you face when installing loadcentres, breakers (CAFI, GFI's…) and other surge protection devices. We ask that you do not provide product specific details but rather your general issues and concerns or any questions that have come to mind while working with these product types. Provide us with your valued expert insight into the issues you have faced so manufacturers can better inform you about the installation and use of these products. Lets generate some discussion that will help guide the Industry.

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