Paul Dunn is a marketing guru, motivating lecturer, and cause marketing advocate for his B1G1, a cause-oriented, transaction based charity organisation that connects trade ventures with doing service to charity. He’s about creating abnormal from the normal and creating magic as a means to business success.
Amongst his favorite topics to talk about is support service. In the business world where people have an ever increasing interest in perfection in both the services or products, customer support proves to be a turnkey to possibilities. Good quality support service can directly mean a repeat of the business. Bad customer support can immediately mean the contrary, the end of a business from someone who would have been a high return consumer.
How does one provide high-quality customer support? Paul Dunn relates an event with an airline company that a customer support associate redeemed from bitter to sweet. Firstly, it is going out of one’s way to get in contact with the irate client, and making the client feel valuable. Next, it is about acknowledging feelings first, after which letting the particulars follow. And third, it’s about rendering service exceeding expectations, regardless of whether the customer is on the wrong side.
It requires absolute self-possession not to go against a customer who’s iron hot in his temperament. And so the work of the customer support representative is crucial. They are the company’s front lines in the battle for customer maintenance and loyalty.
Was Paul Dunn won over? (He occurs to be the client here). Positively. The tone of voice, nice and genuine words, and a guarantee to deliver ahead of expectations is all it took.
Always, the seemingly knotty could be uncomplicated by words and a readiness to listen; a readiness to first seek to understand instead of to be understood. Associations are based on that give-and-take highway, and normally, within the life of a customer relationship representative, he’d take the initial blows and win in the end.
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