Bad Example #1 - Getting New CustomersOver here at the corner of "the best intersection in Monroe County" three things happen. Envision a lower level of a house divided into three sections. The section to the left is an insurance agency. The middle section belongs to the homeowners - it is their kitchen and dining room (the second floor makes up the remainder of the living quarters). The right hand section is an arts school. Ron, the homeowner, is also the owner of the insurance agency. His wife owns the arts school, which I am hired to manage.
Ron loves to give tours of the old house. Lately, he's been proudly showing all his friend, clients, and insurance reps the arts school's new Lego room. The school is successfully running Lego Education camps each week of the summer. Today, while I was reheating some soup in the microwave, Ron came through with a man and his young son, giving them a tour. As they come into the kitchen from the Lego room the man says "my son is a Lego fanactic! Do you still have spots left?" I wait for Ron to introduce me, and have me get them registered, but he ignores the question and points out some shelves he repositioned in the kitchen. The man asks again, and Ron stammers, and says "yeah, those classes are popular". I'm still standing there. The man asks a third time, and this time Ron directs the man's attention to the wall behind his range, standing right next to me, and suggests that if he put a backsplash on the wall for Ron (the guy must be a contractor of some sort) his son could go to Lego camp. As they walk back into the insurance agency I hear the guy pusing for more details, and Ron just says "we'll work something out".
I'm confounded. Why not just introduce me, and I could have easily given the father a registration packet that would have answered his questions and got his son signed up for camp? In business you have to take the bait and make the sell. Putting the customer off discourages them, and doesn't get you any more business.
Bad Example #2 - The Customer Is Always RightWe tend to use the saying "the customer is always right", when the customer is actually wrong, but in order to keep their business, we treat the situation as though the customer is actually right. What happens when the customer is actually right, but is treated as though they are wrong? In this situation, the customer (myself), writes a scathing letter and withholds payments.
To make a long story short, the HOA for the townhouse complex I live in has not been able to follow through on a number of things covered in the monthly fee that residents pay. In the winter, the driveways and parking lots were not plowed. When I approached the management company about this, they assured me the plowing had been done. They told me my trash collection had been set up, when it had not. Now, when I tell them the grass is not being cut, they tell me (and I read on their website) that it gets cut weekly on Thursday. The lawns are four inches long - they were on Wedesday, they still are today, Friday. Either the management company is lying, or that is some fast growing grass!
I don't know the inner workings of management companies, but I know that in any business the road to success is not paved in ignorance, but in satisfying customers needs, especially when you have agreed, and been paid, to do what the customer is asking of you.
Good Example #1 - Honesty and AssistanceI called the law office of Someone and Someone Else this morning.
"I'm looking for some information about the townhouse I bought several months ago", I told the woman who answered the phone. I explained my situation - the the air conditioner is not working properly and I'm trying to find the name of the person who installed it, as it was brand new when I bought the home and may still be under warranty. I was told that the seller's attorney (who is either "Someone" or "Someone Else") could potentially get that information from the seller. The woman was at first confused as why I was contacting the seller's attorney, not my own attorney, but listened to my request carefully. She asked for the address of the property, my name, and address.
"I'm only here until noon today", she told me "And we keep many files in off-site storage, so I may not be able to get the file today. Would you be able to wait until Monday?" I was surprised at her willingness to help me, and told her that would be fine.
Why would Someone and Someone Else be so helpful to a person who wasn't their client? They could have easily written me off. Someone and Someone Else obviously have good business principles. "If we're nice to this girl," they're thinking, "even though she's not our client, maybe she will be our client next time she needs a lawyer. Maybe she will recommend her family and friends to us. If we're not nice to her, maybe she'll go bad mouth us".
Conclusion:Doing good business means treating your customers and their concerns kindly, and with respect. Blowing them off just upsets them, and loses you business. Treat people badly: everyone loses. Treat people well: Everyone wins.