Assignment
Nick997
9781285852683_Ch021.pptxChapter 2
Customer Service Skills for User Support Agents
A Guide to Computer User Support for Help Desk and Support Specialists Sixth Edition by Fred Beisse
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Chapter Objectives
The importance of strong relationships and good communication and interpersonal skills
Reasons support agents must listen and read carefully, build and communicate understanding, and use verbal and nonverbal communication effectively
How support agents develop a personal communication style
How support agents develop an incident management strategy
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Chapter Objectives (continued)
Strategies support agents use for voice and web-based communications
Strategies support agents use for working with difficult clients and incidents and for resolving conflicts
How developing an understanding of different personality types and work styles can help an agent
How to build excellent customer service
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Communication and Interpersonal Skills Are Important to Learn
Excellent communication and interpersonal skills are often more challenging for new support workers to learn than technical or business skills!
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A Guide to Computer User Support for Help Desk and Support Specialists, Sixth Edition
A Customer Service Ethic
A customer-service ethic
An organization-wide commitment
Shared by everyone
Client relationships and client satisfaction are the most important aspects of a business
Goal: 100 percent client satisfaction 100 percent of the time
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Satisfied versus Dissatisfied Customers
Satisfied customers are more likely to be repeat customers
Dissatisfied customer incidents usually take longer to handle
Dissatisfied customers generate:
Lengthy incidents
Repeated callbacks or help desk contacts
Complaints and ill-will
Incidents that must be rerouted
Product returns and refund requests
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A Customer-Service Ethic Is a Commitment
Provide users with the information, service, or solution they need
If a problem cannot be resolved, explain to the client what can be done
Treat clients with respect and courtesy
Communicate to clients when they should expect to receive the service or information they need
Return calls or emails when promised
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Communication Skills for Customer Service
Three essential communication skills
Listen and read carefully
Build understanding
Respond effectively
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Types or Purposes of Listening
| Listening Type | Purpose |
| Discriminative | - Learn about the user |
| Comprehensive | - Understand the user’s message |
| Critical | - Analyze and evaluate the user’s message |
| Therapeutic | - Identify opportunities for positive support |
| Appreciative | - Find enjoyment |
| Relational | - Develop rapport |
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Listen Carefully
To the problem description
To the language used to describe the problem
A clue to the user’s experience level
To how the user describes the problem
Tone of voice
Use of technical terms
Strategy: Look for a class in communication skills to build listening abilities
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Effective Listening Tips and Barriers
| Tips | Barriers |
| Avoid distractions | Focusing on your concerns |
| Give the user plenty of time | Allocating insufficient time |
| Summarize | Talking instead of listening |
| Probe for details | Talking to avoid silences |
| Use attentive body language | Avoiding eye contact |
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Effective Listening Tips and Barriers (continued)
| Tips | Barriers |
| Get the user’s perspective | Responding defensively |
| Be positive and encouraging | Lecturing the user |
| Speak clearly and concisely | Speaking rapidly |
| Match the user’s proficiency level | Using technical terms or jargon |
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Build Understanding
Develop empathy with a client
Empathy: An understanding of and identification with a client’s situation, thoughts, and feelings
Example: “It sounds like you’ve had a very frustrating morning, but I think I can help you with this...”
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Build Understanding (continued)
Try to express the problem in your own words
Communicate to a client that you view him or her as a person rather than a problem incident
Techniques:
Use visualization
Use inclusive language: We, rather than I or You
Smile!
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Respond Effectively
Recognize the importance of a sincere greeting
Icebreaker
Positive first impression
Sets tone
Example: “This is Joel in Computer Support. Thank you very much for calling. How can I help you?”
Tip: Don’t sound mechanical or rehearsed!
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Use Scripts Appropriately
A script is a prepared sequence of questions and statements that covers several important parts of an incident
May include decision points and branches to handle different situations
Tips:
Don’t read lengthy scripts or responses to questions
Restate the response in your own words
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Use Tone and Style Effectively
How you communicate is often more important than the content of the communication
Example 1: “The help desk agent provided me with adequate information, but I felt through the whole conversation that I was intruding on his time.”
Example 2: “The help desk agent couldn’t tell me what I needed to know, but explained why the information wasn’t available yet.”
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| Use These | Avoid These | |
| Posture | Open stance Face user | Fold arms or crossed legs Bowed head |
| Facial expression | Smile Express interest | Frown Show boredom, impatience |
| Eye contact | Frequent but not excessive eye contact | Focus on distance or feet Stare |
| Gestures | Use body movements | Stiff or limited gestures Shifting weight |
| Distance | Comfortable distance | Too close or too distant |
| Voice quality | Comfortable loudness Warm pitch and tone | Shouting or whispering Monotone or sing-song |
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Nonverbal Behaviors
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Develop an Effective Personal Communication Style
Use clear, succinct speech
Speak slowly but not so slowly as to sound condescending
Use short sentences
Avoid a rising inflection at the end of sentences
Avoid empty phrases
Phrase communication with clients positively
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Develop an Incident Management Strategy
Incident management strategy
Techniques, tools, and activities that support specialists use to move through an incident effectively and efficiently, from initial greeting to the end of the incident
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Goals of Incident Management
Provide a user with information she or he needs
Manage stress levels for both the user and support agent
Ensure that the incident progresses from start to finish in an effective and efficient way
Help each user be more self-reliant
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Resources for Incident Management
Organizational policies on incident management procedures and expectations
Strategies covered in agent training programs
Observation and imitation of respected and experienced support agents
Personal communication experience and style
Feedback on strengths and areas for improvement
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Incident Management Guidelines
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Special Strategies for Voice Communication
Why? Visual cues in communication are missing
Telephone clients evaluate
Telephone menu system
Length of time to answer call
Initial greeting
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Telephone Dialog Skills
Support agents learn effective ways to
Greet a caller
“Hello, this is Margaret in the support center.”
Put a call on hold
“May I put you on hold while I find that?”
Transfer a call
“I’m going to transfer you to technical support.”
Terminate a call
“I believe that has solved the problem.”
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CRM Magazine’s Five Most Irritating Statements
“Your call is important to us.”
“Please take our survey following this call.”
“That’s our policy.”
“We’ll get back to you on that.”
“I’ll have to discuss this with my supervisor.”
Challenge! Describe some alternative wording you could use for each statement.
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Client-Friendly Websites and Web 2.0
First generation (Web 1.0)
Primarily one-way communication directed toward users
A cost-effective method of communication with users
Second generation (Web 2.0)
Facilitates interactive communication with users
Promotes collaboration among users
Emphasizes social (group) aspects of the web
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Website Tools
User forum: organized discussions on topics
Thread: commentary on a single topic is grouped together and organized by date (oldest messages first)
Blog: message posts by a commentator of interest to a user community
FAQ: frequently asked questions
Knowledge base: information archive
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Purposes of Support Websites
Provide product information
Take sales orders
Facilitate access to technical support staff
Provide software updates and downloads
Facilitate communication with end users
Encourage communication and collaboration among users
Provide user forums and blogs
Provide links to related sites
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Criteria for Evaluating a Support Website
Content
Organization
Format
Mechanics
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Accurate
Up to date
Well organized
Avoids information overload
Avoids graphics that download slowly
Organized by clients’ needs
Provides information in small units
Effective navigation aids
Correct spelling
Correct grammar
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Strategies for Difficult Clients and Incidents
A difficult client is one who requires special handling strategies because the user is angry, not communicative, rude, or abusive
Focus on:
The specific problem
Getting the needed information to the client
Providing excellent customer service in a respectful manner
Getting on to the next incident
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Characteristics of Difficult Clients
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Users Who Complain
Give ample opportunity for a user to voice complaints
Use empathy
Don’t take the complaint personally
Tip: Remember that complaints can be a valuable source of feedback about products and services
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Contacts by “Power Users”
A power user is one who is technically knowledgeable, or thinks he or she is, or who believes he or she warrants special attention or treatment
Use inclusive language that makes the user feel like a member of the team
Use an authoritative tone
Tip: Trying to diminish a power user’s sense of self-importance often leads to an argument
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Incidents That Get Off Track
Refocus the incident
Apologize for the lack of a prompt resolution
Summarize the basic problem information
Offer to continue to work toward a solution
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Users Who Are Upset or Angry
Let upset users vent their anger
Reassure users that the problem is an important one and that you are willing to help resolve it
Remember that angry users may continue to vent before they are willing to work on the problem
Avoid defensiveness
Don’t sound patronizing
Tip: Work with an angry user to build trust
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Users Who Are Abusive
An abusive user is one who is rude, uses inappropriate language, or makes personal attacks on an agent
Goals:
First transform an incident with an abusive user into one where the user is just angry (no longer abusive)
Then work to satisfy the needs of the user (the result is a successful incident)
Follow the support organization’s policies and procedures for this type of incident
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Users Who Are Reluctant to Respond
Use very simple language
Avoid technical jargon
Try different kinds of questions
Give positive feedback when the user provides useful information
Suggest exchanging information in a different mode (email, chat session, telephone, remote access, face-to-face)
Tip: Building trust with reluctant users takes time
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Users Who Won’t Stop Responding
Use behavior that indicates the contact is over
Summarize the incident and describe the resolution
Thank the user for contacting the support group
Express your belief that the problem is resolved
Use short answers that don’t provide a lead-in to additional conversation or communication
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Strategies for Resolving Conflicts
Conflict: occurs when end users and support staff disagree about
problem-solving steps
product and service evaluations
needs assessment project recommendations
other support and workplace issues
Some conflict in work situations is inevitable due to differences in levels of expertise, roles, viewpoints and values
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Barriers to Effective Conflict Resolution
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Strategies for Resolving Conflicts
Seek early recognition and commitment from stakeholders
Open lines of communication among participants
Identify issues, assumptions and facts
Promote “bigger picture” understanding of objectives
Understand differences in roles, skills, work styles, personalities and expectations
Encourage active listening, paraphrasing and empathy
Develop skills in expressing disagreement, advocating positions and handling criticism
Search for compromise among stakeholders
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Customer Service and Personality Types
Myers-Briggs Type Indicator (MBTI)
A personality analysis tool commonly used in business and industry to identify worker personality and work style preferences
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Four Dimensions of Personality
Where do you direct your energy?
Introvert (I) versus Extrovert (E)
How do you process information?
Sensing (S) versus Intuition (N)
How do you make decisions?
Thinking (T) versus Feeling (F)
How do you organize your life?
Judging (J) versus Perceiving (P)
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Understanding the MBTI
MBTI use helps agents understand how users and coworkers view the work world and behave differently in it
Two examples of 16 possible personality types:
ISTJ (Introvert, Sensing, Thinking, Judging)
ENFP (Extrovert, Intuition, Feeling, Perceiving)
Each person is a mixture of the four types
No personality type is correct or best
Most people are a mixture of pure types
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Comprehensive Client Services
Excellent client service is based on specific values, attitudes, and actions
Clients are the primary reason for a support organization’s existence
Willingness to take extra measures to satisfy clients
Ability to provide client satisfaction depends on adequate support resources (staffing, equipment, budget)
Excellent client service skills apply to telephone, face-to-face, and written communication
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Chapter Summary
Communication and interpersonal skills are foundations of excellent customer service
Listen to (or read carefully about) a user’s problem description, language, and tone
Build understanding by restating a problem and empathizing with the user
Respond effectively with a greeting, the use of scripts, and an appropriate tone and style
Nonverbal communication such as posture, facial expression, eye contact, gestures, and voice quality impact communication results
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Chapter Summary (continued)
Practice to develop a personal communication style
Develop a personal incident management strategy that builds user self-reliance
Learn to use telephone dialog skills effectively
A support website is cost-effective, but its design should be client-friendly and exhibit good writing skills
Difficult incidents and users require special skills and strategies
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Chapter Summary (continued)
Basic personality types (the MBTI) can help explain differences in communication, learning, and work styles among users and coworkers
All forms of communication with users benefit from a comprehensive approach to client services
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