Don’t spread the bad mood flu

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This year’s flu season is one of the worst. My daily news feeds are replete with tips on how to avoid catching the flu and what to do should you get it.

But there’s another type of malady that seems to be common this time of year – the bad mood flu. It can be difficult to keep up a cheery disposition during the first few months of the year– the holidays are over, the weather is cold, and folks generally seem to be tired of winter. When your job is to deliver luxury service, it can be hard enough to keep your own mood cheery, let alone worry about someone else’s.

This seemed to be the case during a strange encounter I had with a luxury hotel professional recently. There was construction going on that limited the amenities normally offered. When I inquired when the constructed would be completed, I was met with silence and an icy stare. After a several minutes of silence, I thought this person might be distressed and I asked if I had said something to upset her. Again, she said nothing and continued to stare. I asked if she was all right and if there was something I could do. Finally she said “You can move on.”

Obviously, something was troubling this person. Perhaps it was simply that I was the “nth” person who’d asked about the construction that day. Or perhaps there was a personal or family issue upsetting her. We’ve all had difficult days and it can be a challenge not to let our emotions show through. So what can you do if you’re in a bad mood, but your job requires you to be polite and friendly to the public? The thing about the bad mood flu is that it’s very catchy. If you really want to ruin someone’s day?, provide them with snippy, unfriendly service.

Here are some ideas to perk up your disposition. Think of these as bad mood flu remedies. They may or may not work for you. They may work some of the time, but not all of the time – especially when you have a particularly severe case of the bad mood flu. In which case, you may want to stay home or seek help (just like with the real flu). But sometimes, all we need is a little time out, a deep breath or a broad smile to make it right again.

Take a mental vacation
The more you think upsetting thoughts, the worse you’ll feel. Steer away from these thoughts by imagining yourself on that sun-soaked beach, skiing down the slopes, or canoeing on a peaceful lake.

Go for a walk
A change in scenery, some fresh air and a little exercise can get your endorphins running again.

Tell a joke
Laughter creates changes in your brain and gives you a positive mood boost right away. Whether you’re the cracking a joke or you listed to a funny store, humor is one way to help manage your emotions.

Meditate
Just a few minutes of sitting quietly, focusing on the breath, and quietly chanting can turn the blues around. Luckily, there are any number of meditation and mindfulness apps that can bring calm and peace into your life.

Savor a special moment
Take a minute to do something that really gives you pleasure. Let a piece of chocolate melt in your mouth, hum along to your special song, take a few seconds to watch that funny kitten video, breathe in your favorite essential oil or fragrance. Certain scents, such as orange or lavender, can decrease anxiety and improve your mood.

Make a thank you list
Sometimes when life’s little tribulations chip away at our happiness, it helps to take a minute to remember all the good things we are grateful for. Make a list of what you are thankful for and keep it handy for when you’re feeling down.

Smile
You may not feel like it, but like the bad mood flu, smiling is contagious (but in a good way). If you can manage a smile, you may see someone smiling back at you. It might be just the thing to sweeten up a sour disposition.

I’m sure you may have your own remedies for improving your mood and I invite you to share them in the comments section below.

Own the Moment

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Nobody owns the customer, but someone can always own the moment.

This awesome quote comes from Scott Hudgins, Senior VP of Global Customer Managed Relationships at the Walt Disney Company.  I recently heard it repeated at a national sales conference for BSH Home Appliances Corporation, where I’m a senior learning partner for the Gaggenau luxury brand of appliances.

This quote reminded me that I was actually inspired to start this blog when a luxury sales associate missed owning a number of those “moments” (Missed Moments in Customer Service) that would have made my experience remarkable rather than disappointing. At least something positive came from that unhappy experience. In looking back, I realize I’ve been writing this blog for nearly four years!  Over that time, I’ve shared stories of luxury experiences that have gone terribly wrong and of those that have stood out as shining examples of how to do it right.

Here are some examples of doing it right:

  • The woman at the register of an upscale department store who complimented me on my dress selection. She was not a sales associate and received no commission, but she took a minute to say something nice and it made my day.
  • The waiter in Portugal who didn’t know what salsa was, but assured me the chef could create it if I could imagine what it would be like.
  • The hotel maintenance man who sent me a bag of popcorn, soda and free movie when I had trouble with the television in my room.
  • The unwrapping of a simple blush stick that became a sensory experience because of Chanel’s beautiful packaging.
  • The maître d’ at my favorite restaurant (Café  Matisse) who set aside a separate table just for the wine bottles we brought during a recent birthday celebration with a group of friends.
  • The elegant gestures of a server who filled my water glass at a London bàcaro.
  • A sales associate at Prada in Panama who didn’t speak English, but who keenly observed that a certain dress had caught my eye. He pulled out his cell phone and quickly scrolled to a photo of a model wearing the dress so I could envision how it would look on.
  • The salesperson at Bergdorf Goodman who asked meaningful questions about my lifestyle and the types of things I carry in my bag. Throughout the entire interaction, I felt as though he gave me his undivided attention. After leaving the store with my “perfect” handbag, he followed up a few days later to see how I was enjoying my new purchase.

These aren’t over-the-top moments. No one drove through a hurricane to deliver a wedding ring to me and no one took back a set of tires that I didn’t even buy there.  These good moments, however small, came about because the experience was personal. The bad moments happened when the experience was impersonal – when I felt like a non-person or simply unimportant.

The holidays can be a stressful time for any sales associate – hordes of people are shopping, tempers are short, customers are frenzied, store hours are extended. It can be a challenge not to become disgruntled let alone make the extra effort to deliver a luxury experience. You can choose to treat your customer like a non-entity, conduct the interaction like a transaction, and hurry them out the door so you can serve the next customer. Or you can take a few seconds to smile, compliment their good taste, wish them a happy holiday and let them you’ll be there if there if anything goes wrong.

Remember, you own the moment either way. Make it a great one!

Happy Holidays!

 

The Other Luxury Customer

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Not all luxury customers are immediately recognizable. They may not be pulling up to your store in a Bentley or be sporting the latest couture. In fact, despite having assets in the millions of dollars, some high-net worth consumers consider themselves middle-class. Rachel Sherman, a reporter for the New York Times, recently interviewed a number of wealthy individuals who “never talked about themselves as ‘rich’ or ‘upper class,’ often preferring terms like ‘comfortable’ or ‘fortunate.’ Some even identified as ‘middle class’ or ‘in the middle.’ ”

For these individuals – what Sherman calls the “working rich” – the concepts of rarity, elitism, and recognition, may not hold much sway. Sherman goes on to explain how these wealthy individuals approach the buying process: “Wealthy people must appear to be worthy of their privilege… Being worthy means working hard, as one might expect.  But being worthy also means spending money wisely.” These wealthy customers aren’t swayed by the “wow” factor; these customers need to understand the value of their purchases. They won’t gloat over how much they paid for something, but instead, will be happy to tell you in detail about the money they saved.

What value each of these individuals places on a purchase will vary from one person to the next. Their reasons may be as varied as complications in an expensive watch and can be based on economics or emotions. This means a savvy sales associate will need to divine what is of value to each customer.

Several years ago I had the pleasure of working for Tiffany & Co. For the longest while, I had my eye on a beautiful platinum necklace that I felt cost a bit more than I wanted to spend. When that necklace became available in sterling silver, I figured the value of the necklace matched what I was willing to pay. Yet, as my salesperson asked me some simple questions about how I intended to wear the necklace, what other type of jewelry I had, and how I cared for my pieces, I ultimately realized the platinum version of the necklace was a better choice for me. Though significantly more expensive, the decision came down to durability, maintenance and frequency of use (I intended to wear it a lot). At no point did the sales associate try to “upsell” me – or at least it didn’t feel that way. I had led myself to make a more significant investment because it made more sense for me in the long run. It was not a question of wanting to show off. In fact, at first glance most folks would not be able to differentiate between the silver and platinum versions. For me, it was a practical decision.  A lovely woman from Texas recently shared with me what her granddaughter’s term for this – “Worth it!” Even if your customer doesn’t say this phrase out loud; they should be thinking it as they leave your store.

Asking the right questions (see post Good salespeople have great answers, but great salespeople have great questionswill help you position your product or service in the way that makes the most sense for your customer. For someone who eschews elitism, mentioning that your product is exclusive, high-end, only found in a remote corner of the world, and is loved by some famous figure may send you down the wrong path and your customer out the door. But if you can demonstrate how this purchase makes sense for your customer, based on what they’ve shared with you, you will begin to build a relationship of trust – for this and future purchases.

 

If you can’t say something nice…

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happy-unhappyDo you remember Thumper in Walt Disney’s film Bambi?  While watching the newborn fawn attempt to walk for the first time on trembling legs, Thumper remarks that Bambi really doesn’t walk very well. Thumper’s mom then chastises him by asking him to repeat what his father had taught him. Thumper hesitantly replies, “If you can’t say something nice, don’t say nothin’ at all.”

The questionable grammar aside, what does this have to do with luxury service?

In any type of service situation, you may be called upon to convey a message to a customer that could cause disappointment: “I apologize for the inconvenience this has caused you.” But this is not a post about basic customer service niceties such as telling customers what you can do for them, rather than what you cannot; demonstrating empathy by saying you understand their frustration; or remembering to use their name in the conversation. This is a post about how you can say things better. And luxury customers always expect better.

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Remember me? Ensuring luxury clients return again and again

happy-customer-279x300The word ‘return’ can make even the most seasoned sales associate quiver with fear. Yet the returning customer presents a golden opportunity for luxury associates to foster the customer relationship. Your mindset can play an important role in cultivating customer relationships. If you view “returns” as a hassle or something that causes you stress, then customers will sense your aggravation. But if you treat the return as an occasion to build and strengthen the connection you have to your customers, you will have laid the path for them to return again and again.

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When Matchy Matchy Works: Keeping Your Brand Message Consistent Across Channels

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wereonitYesterday I visited the website of an upscale department store brand to order my favorite Chanel blush. Everything started perfectly. The brand’s logo was displayed elegantly across the top of the page. Its signature black and white color scheme was set off by striking, high resolution images. The ordering process was easy and I was even offered three free samples upon checkout—just as I would have been had I purchased the product in the store itself. Perfect! Almost… As I completed the transaction a final message appeared on the screen: “We’re on it!”

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Ask the right questions to create warmth and build customer trust

question-markLast week I was invited to hear Dr. Heidi Grant Halvorson talk about her new book No One Understands You and What To Do About It. Dr. Grant Halvorson is a social psychologist who writes about the science of motivation. In this book, she explores intentions versus perceptions. For anyone in a sales or customer service position this is recommended reading. If you’ve ever felt that you just weren’t getting through to someone or you weren’t getting your message across the way you intended to, then Dr. Grant Halvorson has some suggestions for you.

There is so much in this book that can be applied to everyday social interactions, business meetings, and customer conversations. But there is one area in particular that I’d like to focus on – and that is developing trust. Anyone in sales will tell you that trust is at the core of the sales process. The customer must trust you before they’ll buy whatever you’re trying to sell.

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The Karma of Customer Service

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bali1My husband and I just returned from an extraordinary vacation in Bali. It had been my lifelong dream to visit this enchanting island and experience its unique spiritual and artistic culture. If this were a travel blog, I’d share more about the activities, food and scenic wonders we enjoyed. But this is a blog devoted to luxury customer service. During my stay, I discovered the level of care and attention to detail the Balinese people delivered at even the most humble establishment, met or exceeded my definition of luxury service – and I wondered why.

We were fortunate to have a knowledgeable and friendly driver (he went by the nickname “Smiley”) who patiently answered our questions about the island, its people and its culture. When we inquired about the level of crime in Bali, he responded that it’s low since most Balinese are Hindu and believe in the concept of karma and the idea of rebirth. (Nearly 84% of Bali’s population practice Hinduism). They don’t want bad actions determining their future destiny.

I started to think about how karma relates to serving others and wanted to capture those thoughts for this blog. I had a very simple understanding of the concept of karma (and I still do). For purposes of full disclosure, I did some minimal research on the concept of karma. Wikipedia states that karma is complex and difficult to define. At this point, I don’t presume to have even a beginner’s understanding of the topic. The best I can offer you is my own interpretation of the word and how I think it relates to service. In doing so, I sincerely hope I do not inadvertently misinform or offend anyone.  My sole intention is to share some thoughts on customer service.

Karma is a Sanskrit word meaning action, work or deed. It also reflects how your actions can influence the future. Your actions have consequences. Good actions will result in good consequences, and of course, bad actions bring about bad consequences. Karma is also closely tied with the idea of rebirth, meaning your actions will follow you not only through this life, but also into the next.

bali3Philosophically this means your successes and failures are mostly products of your actions. If you think and act positively, you will succeed. If you think and act negatively, you will bring negativity upon yourself. Now let’s look at this from a customer service perspective. Karma says every action has an equal reaction either immediately or at some point in the future. How can an act produce an effect at a future time far removed from the act’s performance? Perhaps it’s as simple as thinking about cause and effect. Think about how easy it is to ruin a customer’s day. You need only greet someone with a scowl, make them wait, be abrupt, complain about your work, and not thank them for their business. The impact of your rude behavior may stay with them long after they’ve left your store. And the negative interaction certainly won’t make you feel any better.

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One article I read said that karma is like a seed. This, of course, parallels the old adage “you reap what you sow.” What does that have to do with customer service? Well, even if you don’t consider the concept of rebirth, what if you thought about how your every action could condition your future? Would it change how you greet a new customer after you’ve had a long and tiring day? Would it affect the time and attention you pay somebody who simply wants to return a purchase? Would it encourage you try to put a smile on the face of someone who’s complaining? Consider the consequences your actions have not only on your customers, but on you.

If this post is a bit of a departure in tone from those I usually write, I’m not surprised. While in Bali I had the luxury of taking time to relax, breathe and contemplate. I was deeply affected by the magic of Bali. I hope I was able to share a bit of that magic with you and to inspire you to think about the karmic effects of your customer interactions.

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On another note:

I celebrated a birthday while in Bali and as a present my husband took me to the John Hardy showroom and factory – and bought me a lovely bangle to take home! We also scheduled time to visit the amazing Green School and Green Village founded by John Hardy and his wife, and to tour the remarkable homes designed by his daughter, the architect Elora Hardy. I would definitely recommend these destinations to anyone visiting Bali.