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Managing Customer Expectations

Written by Greg Millar on September 3rd, 2018.      0 comments

Establishing expectations early key to long-lasting customer relationships



Once a prospect becomes a customer, there are other areas that require attention to maintain the positive growth. Don’t overlook the details needed to manage these relationships. To ensure details aren’t missed, implement a customer management plan that includes these key areas:

  1. Set Goals and Boundaries
  2. Planning is Everything
  3. Communication is Key
    George Bernard Shaw said, “The single biggest problem in communications is the illusion that it has taken place”. As a business owner, it’s your job to ensure that it does. Develop a conversation early on and communicate until it hurts. Strong communication increases customer retention, improves a customer's trust in you and enables a better customer experience. Communicate, listen, be proactive and be personable to ensure valuable connections are made with each customer.
  4. Be Realistically Transparent
    Transparency opens the door for stronger, and often, more profitable customer relationships. Customers are attracted to honest, realistic and truthful companies. It’s vital these traits shine through in your work ethic. From invoices to project plans, to payment collection, be clear, upfront and to the point. Provide an explanation about processes, pricing and updates to overcome customer uncertainty. Recognise conflict quickly and admit errors when they occur. Acknowledge mistakes, apologise for the oversight and assure your customers a solution has already been implemented. All relationships have a strong chance to thrive through open and honest communication.
  5. Under-promise, Over-deliver
    This is a common sales mantra that every team member should follow, regardless of their role. Strive for excellent customer service by doing more than you say and exceeding the customer's expectations. You’ll not only impact your individual credibility but the business’ credibility too. To successfully accomplish this, be aware of what you, your team and your business can actually accomplish.

Aligning expectations early on is important to cultivating valuable relationships and ensuring success for the long haul. Outline these expectations in a customer management plan and insist your team follows that plan. When executed consistently, an effective customer management plan will improve customer experience, customer retention and increase referrals.

Many business owners will find the notion of creating a customer management plan daunting. We suggest working with someone who has helped other business owners through the process.

Using business advisors like Alliotts, who help to implement systems with many entrepreneurs with many different challenges, is an excellent resource. We are that resource, when you’re ready. Call us in Auckland on 09 529 9200.

