Most corporate customer service departments seem to have been reduced to call scripts of apologies with no power whatsoever to actually address the problems they encounter. That’s the conclusion I’m left with after dealing with three business bureaucracies this year: Comcast, Verizon, and American Airlines.
All train their front line people to glaze the interaction with the plastic empathy that’s supposed to make you feel like they care, even when they demonstrably do not. It’s the customer service equivalent of empty calories, but worse, it’s also infuriating.
There’s simply nothing worse than someone telling you how sorry they are when you can hear they don’t give a damn. Nothing worse than someone telling you that they’re doing all they can, when they’re aren’t lifting a finger.
The emotional chain reaction is completely predictable: At first, you’re comforted that someone appears to care even if the tone is off (humans are remarkable at sussing out insincerity). Then you realize that their only job is to get you off the line, not solve the problem. Then follows the feelings of being powerless and betrayed. And then follows the anger.
That’s a vicious cycle and it must be almost as bad on the other side. Imagine having to field calls from customers every day who you want to help, knowing that the only thing you’re allowed to do is feign that “we apologize for any inconvenience you may have experienced”.
What’s so sad too is how little it would often take to resolve the situations. You bend a policy here, you expedite an order there, you bubble an issue up to a manager. A natural, caring organization designed to create passionate customers stretches and bends. A rigid business bureaucracy looks to nail every T on policies, procedures, and practices—customers be damned.
(This post was brought on by my recent experience in American Airlines earned an enemy)
Rick
on 25 Apr 13Add DirecTV to the list…awful.
John Topley
on 25 Apr 13Seems appropriate for another outing of Policies are codified overreactions to unlikely-to-happen-again situations.
Chad Burt
on 25 Apr 13I’m no advocate for “deregulation”, but it’s not surprising that all these examples come from industries that are massively regulated, dominated exclusively by a few large companies, and are subsidized by the taxpayer.
Chris Gore
on 25 Apr 13Gotye did a song about this exact thing that I like, “Thanks For Your Time”: [on youtube].
John Masters
on 25 Apr 13David, as you note, too often the folks you’re speaking with really are doing “all they can to help.” Therein is the problem. They are not empowered to actually do anything.
Also, would that I ever got an apology like the one you use, “I’m sorry you had a problem.” The one that always gets my dander up is the classic non-apology apology of “I’m sorry you’re upset.” I sure the person on the other end of the line is sorry I’m upset, but how I feel is none of their business. What I really want them to say is, “I’m sorry the company did something stupid which has upset you.” Just that little bit of taking responsibility for their own mistake would go a long ways with me.
Brian
on 25 Apr 13Delta bumped me from my flight and lost my baggage for a day. After an hour long conversation with two customer service reps they would not even refund my baggage fee. $25 could have kept a customer.
Josh
on 25 Apr 13I learned a technique a while ago to deal with this plastic empathy and get exactly what I need out of companies, big or small. I’m at close to 100% success rate (considering a compromise as successful) if I stick to this script:
1) First, write down what you need from the company before you call. It should be a single, realistic goal. In my case, one of them was to receive a credit back for 3 months of charges I should not have had to pay.
2) Next, get in the zone. At no point can you raise your voice, argue, blame, or insult anyone you’re talking to. You’re playing an emotionless robot in this game; do whatever you need to do to get there (meditate, play a game first, whatever). Now call.
3) Address the rep you’re talking to kindly, explain the situation (no blame), and ask for what you wrote down on the piece of paper (same thing each time). The only thing you’re allowed to do is explain what happened and ask for what you want. Remember: calm, friendly, emotionless.
4) You might win on the first person you talk to but it’s more common to hit a brick wall. When you hear the words “I’m sorry but I can’t do that for you,” you always respond “Ok, I understand, no problem. I’ll hold for someone who can.”
5) Repeat steps 3 and 4 until you succeed.
It’s a little awkward at first but stick to this script and you’ll have much more success … and a better day in general. You’ll also avoid saying anything you’ll regret and causing distress for someone who probably doesn’t make enough to deal with the crap they’re dealing with.
Good luck!
Anonymous Coward
on 25 Apr 13wow, what a rant, but I agree with DHH, it should of at least been escalated to someone whose job it is to GET SPECIAL THINGS DONE, cause I’m sure DHH and his family are not the only ones with a horrible lost bag story with the airline, they should have a dedicated person or persons to handle this, track it down properly using all the intel that the airline has internally about calls, bags, passengers, surveillance video, etc. treat it as if it is a crime, then bags would be returned to their rightful owner DHH – I hope someone on staff with the airline did not scan the bag and then take it for the computer then make an anonymous call days later to throw you off the trail longer, that’s all I can think of – or maybe the person that supposedly called (that could be a flat lie first of all) did return the bag but nobody tried very hard to match it up to your lost bag? crazy and I feel for you
Diego
on 25 Apr 13I agree David, and have been thinking that in this era customer service can become a disruptor differentiator against complacent incumbents.
Jagath
on 25 Apr 13My worst customer service experiences have been with the apartment leasing office people. Latest one was with http://www.postproperties.com/
They’re all warm and welcoming till you sign the lease. And the moment you sign the lease, they flip roles. Now you’re pretty much locked in for 1-year (or 6 months). Switching costs are extremely high. Power is totally balanced in their favor. So let’s take the tenants for a ride. Be obnoxious and rude coz you know the tenants can’t do much.
I’m so used to seeing this flip, that the occasional post-signature warmth is a pleasant surprise.
Engineer
on 25 Apr 13There is something worse than this. When you try to have an intelligent discussion with someone and they turn out to be an entitled, anti-intellectual ideological asshole who is only capable of insults and then, very publicly, because somehow it’s supposed to hurt you, announcing to all their twitter followers that they’re blocking you.
Truth of the matter is, you’re well known in the tech community as an absolute flaming asshole, so its quite impressive that you’re whining about underpaid (eg: not millionaire) people who are unable to help you trying to be nice to you, while you yell in their ear because the world isn’t up to your standards.
You can’t tolerate polite disagreement, which means you reject the mind, and that makes you a failure as a human. You are the one who is insulting yourself!
Engineer
on 25 Apr 13PS: So entitled that you had to whine about this in not one, but TWO blog posts, and on twitter too, we can be sure.
It really is quite a spectacular temper tantrum.
PPS: Seriously, you can’t be bothered to even tread people decently. You have no room to complain, and doing so to such a degree screams narcissistic personality disorder.
drawtheweb
on 25 Apr 13Steam shoots out my ears when two call scripts collide like this. “I’m really sorry you had this experience. I completely understand….Thank you for choosing Verizon!”
Steph Mineart
on 25 Apr 13I just copied and pasted Josh’s script above into a note for future reference. In the “cooler head prevail” moments it’s clear that is a reasonable and likely successful approach. I just never think of it when I’m P.O.’ed at someone.
Ian Lotinsky
on 25 Apr 13In response to John Masters’ comment: “They are not empowered to actually do anything.”
What I find interesting is that Verizon Wireless has incredible customer service. Every individual I have spoken with has had the power to investigate and fix any issue I’ve called about—whether technical, billing, or account-related.
It’s too bad Verizon hasn’t learned from its sister company.
Stefan
on 25 Apr 13I worked a customer service job the summer before college. Day after day, I would talk to people who had been jerked around for hours and passed from department to department.
On my last day, I took one call. I spent about an hour to determine that the caller was owed about $280. I wasn’t authorized to make the credit. My supervisor wasn’t authorized. It wasn’t our department. The right department had dropped the ball – twice.
I said fuck it, credited the account, and decided to quit. I took a few more calls before I walked out and never came back.
Jason Leister
on 25 Apr 13I think it’s funniest when they end the unhelpful customer “service” session with something like, “Is there anything else I can help you with today?”
Always makes me chuckle.
John
on 25 Apr 13I think this is shitty, and I feel bad for you! I read your blog post on Loud Thinking too, and it’s really upsetting to hear this happened!
Juan Ruiz
on 25 Apr 13Add United Airlines to the list. My friend Ryan Rowe had a similar experience with really sad results:
http://ryanrowe.com/2012/12/28/airtravel/
Jason
on 25 Apr 13Verizon Wireless has excellent customer service… can’t say anything about the parent company, as I’ve never needed to deal with them directly. I got to sit in customer service for a day once, when the organization I worked for (a department for the Illinois state government) screwed up implementing a new system, so that ZERO payments went out to people who expected them. We couldn’t actually do anything, of course (literally, not just because we weren’t allowed… the whole system was screwed up to the point that there was nothing TO do except apologize)... not one of my favorite experiences.
Nik
on 26 Apr 13It seems that phone service is always two-tiered and the first tier is only for getting rid of stupid questions and such. The second tier is where they actually do something for you.
Recently had a great experience with Apple support; it took about 10 minutes to get through to tier two but once I was there, the service rep gave me his name and extension and asked my number and told me he’d be personally taking on this case now.
I am in SE Asia here where Apple customer service is non-existent to terrible as far as ground support is concerned. The local authorized dealer had looked at my semi-broken power cable and said something about “having to send it in for repairs which can take 2-3 weeks. If this is even covered.” Unacceptable. I just wanted an on the spot replacement or for them to send me a new adapter and letting me keep the old one, which was still working. The bare metal was showing in the power cable so of course it was going to be covered.
The customer service rep made an exception to Apple policy and had a new power adapter sent to me by mail. "Should I send you a picture of the frayed cable?" "No, you told me you were at the authorized dealer already and they took a look - I take your word for it".Wow. I was amazed. New power adapter arrived 2 days later, as promised, and said rep was in contact with me daily.
Michael Sliwinski
on 26 Apr 13David, if this helps, when I was coming to Chicago to your office for the “How we work” seminar a few years back (trans-Atlantic flight from Spain to the USA), my Iberia flight was late, they changed it to a British Airways flight, and it was late, too, and finally I got to Chicago one day later than I should and without my bag.
I landed in Chicago one day before your seminar with nothing, just a laptop bag. Had to buy clothing, the basic stuff like toothbrush and stuff… everything. Every day I was calling BA and every day they’d have no clue where my bag was.
I enjoyed my stay in Chicago anyway, had a great chat with you, Jason, Ryan, Sam and other guys and came back to Spain. Still BA/Iberia had no clue where my bag was.
They finally found my bag after three months! When I totally gave up on it.
So there’s hope. Even if the guys who work for the airlines are clueless.
Dr Zen
on 26 Apr 13I keep a boycott list… just added American Airlines in addition to United, Air Canada, Safeway, Bank of America, Starbucks, etc…
Sometimes I’m tempted by convenience and I go back, but after about 5 minutes of interaction, my conviction to boycott becomes reaffirmed.
There are lots of options (always been treated well by Alaska Airlines for example). Everyone should vote with their feet and wallets more often.
Anonymous Coward
on 26 Apr 13In a lot of organisations there has been a continual erosion of discretion given to front-line staff over the past fifteen years. Sometimes it’s a deliberate policy (“We’re giving too many refunds, let’s cut the number of people who are authorised to do that.”) but just as often it’s a side-effect of other changes. I’ve worked in a couple of call centres which provided outsourced customer service for firms and there not even the 2nd or 3rd line supervisors had the ability to offer any sort of service variation or even token compensation. The idea of even mentioning a refund to caller (even where it was obviously justified) was unthinkable – it’d be like promising that the CEO’s wife would give a customer a blowjob.
Similarly, some places vary authority over time – if someone is in their first few weeks on the job I think it’s reasonable to limit what they can do on customer’s accounts for example. But if your environment is such that your staff are continually leaving then most calls are going to be taken by people who don’t have the authority to do anything.
It all adds up to a pretty dissatisfied customer base.
Sean C.
on 26 Apr 13I worked at Kohl’s department store for about 2 years in various positions. One of the best aspects of working there as a part-time employee was a policy that they called, “Yes We Can!” this policy enabled any employee to do whatever was necessary to make the customer happy. It was empowering and it alleviated stress on both the employees and the customers.
Working as a cashier we encountered numerous “signing errors” where the price signs were wrong or not changed to the proper price; normally this results in making a call to another employee and asking them to go and check it out which agitates everyone. At Kohl’s we were allowed to give the customer the item for whatever the “signed” price was and then worry about fixing it AFTER the customer had left.
I wish more companies would trust their employees and empower them to make customers happy; we only ever had to involve managers for the “edge cases.”
Anonymous Coward
on 26 Apr 13verizon wirless customer service SUCKS big time, anyone who thinks different is really off base in my book, they SUCK switched to AT&T only due to first iPhone and surprised at how much better they were in general verizon wireless over advertises and their customer service has a no can do attitude so sick of hearing their name
Anonymous Coward
on 26 Apr 13@ Juan Ruiz Malawi crew probably took his bags, end of story, surprised at length he went and probably nothing ever happened
Anonymous Coward
on 26 Apr 13DHH, have to admit Engineer’s comments are kind of funny, you are not an ass clown but just opinionated so funny to read someone exaggerating you in humor :)
Anonymous Coward
on 26 Apr 13+1 Engineer
It is even more funny that DHH make Engineers comments as trolling. That goes to even further strengthen Engineers points
Don Schenck
on 27 Apr 13I was going through the checkout at Lowe’s and had a item - I think it was bug spray - that didn’t ring up on the register. That is, the price wasn’t known.
The cashier looked at me and said
“One dollar okay?”
“Yeah!”
THAT is how you DO customer service.
Now, ask me why I prefer Lowe’s over The Home Depot.
Matt B.
on 28 Apr 13My software company is small and we only have about 10-20 customer support emails/calls per day. We take pride in answering our emails within 10 minutes or less and the reaction is always the same, “Wow, thanks for the speedy reply!”
People across the world are used to shitty customer service, so much so, that when they get really good customer service, they are surprised.
david reeves
on 29 Apr 13Hi David- Small nit: you’re describing sympathy, not empathy. http://www.diffen.com/difference/Empathy_vs_Sympathy Thanks for a great product and blog. -d
Navin Harish
on 29 Apr 13The call I dread making the most is a call to a customer service. The agonizing wait that IVR makes you go through “press 1 for this, press 2 for that” and then they play out all the schemes they are offering and then tell you that all execs are busy right now and request you to hold the line because “your call is important to us”. That is just crazy. if you care, why can’t a human take a call and just save the customer the confusion of maze of options. And yes, they are indeed powerless. I once told Airtel – my broadband company to waive off the bill for the duration the line was down and I was told Sir, that can be done when the bill is generated, once you get the bill, please call us and we will revert the charges. I asked they obvios question ” I am with you right now, take this request now and don’t bill me” to which I was told “Sorry sir, but that cant be done.
Benjy
on 29 Apr 13The airlines have always been the worst and they’re getting even worse due to bankruptcies and consolidation. We had an awful experience with Delta/AeroMexico when flying on vacation around Christmas. We booked through Delta, got Delta confirmation w/ baggage rules, etc. but only when we arrived and went to check in did we find out we were bound by AeroMexico’s different rules because they were operating the flight as a code share. They were as nasty as could be, being sticklers for every single rule (like were going to charge us an overage fee for 1/2 a pound over, when most give 2-3 lbs. of leeway). They told us our additional checked backs would likely not make it until the next day (and we’d have to retrieve them at the airport) because we didn’t prepay for them, only Delta never provided the pre-pay option. AeroMexico made us check in some carry-ons because they had max. weights for carry-ons equal to like a laptop & camera, and when my wife asked for leniency because she has Fibromyalgia, was in pain, and needed to keep drugs with her they not only didn’t budge, but then made her sign a medical waiver!
What’s worse, this treatment was isolated to Chicago while all their other airport employees in Guadalajara on the way down, in Puerto Vallarta and Guadalajara on the way home couldn’t have been nicer (free entry to first class club for 9 hr. layover!) but the overall bad taste is permanently left from the Chicago staff.
Also, when we dealt with customer service after the ordeal down, both Delta and AeroMexico played the “pass the buck” blaming the other for the poor service and responsibility for any refunds, compensation, etc. In the end, Delta offered $50 in vouchers, but we refuse to fly with them again! Probably why airlines offer vouchers in the first place… they know they’ll never be used.
Juan Ruiz
on 30 Apr 13@Anonymous Coward actually he received some money from the airline. Not close to what he lost though
Venkata Reddy Bhavanam
on 01 May 13‘Engineer’ must be someone from American Airlines :)
Common Sense
on 02 May 13Apply this same logic to a government bureaucracy
Jo-Herman Haugholt
on 02 May 13I’ve manned the phone as technical customer service at two different companies, which have unfortunately scared me when dealing with customer service. I always end up emphasizing with the utter powerlessness most agents experience to actually solve any problems, and constant pressure to keep up with target “calls-per-hour” numbers.
Having to constantly placate customers, whether it’s for real or imagined concerns, and whom sometimes resort to outright verbal abuse; having to put all problems into an “black box” hoping that some mythical senior agent might deal with it someday; all the while your “taskmaster” is hovering over you because you’ve spent too long on a call even though the customer might have been treated atrociously, it all makes you feel like a little part of you dies.
My hypothesis is that if you’re component or actually care, you’ll end up promoting out of front-line customer service, or just quit…
This discussion is closed.