42 Rules for Superior Field Service. The Keys to Profitable by Rosemary Coates PDF

By Rosemary Coates

ISBN-10: 1607730715

ISBN-13: 9781607730712

With few exceptions, the carrier company is seen as a "necessary evil". Servicing items, once they are bought and in buyers' fingers, is often neglected and will be a resource of purchaser dissatisfaction and revenue loss. This considering ends up in ignored possibilities to transform shoppers into advocates and to generate major enterprise revenue.

Complicating box provider operations is the worldwide nature of commercial – the place your shoppers are, the place your items are synthetic. Sourcing worldwide elements, handling the elements provide chain and the funding required are the issues that preserve managers up at evening.

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Additional resources for 42 Rules for Superior Field Service. The Keys to Profitable Field Service and Customer Loyalty

Example text

In a virtuous cycle, loyal customers provide consistently higher-margin revenues that successful companies use to field constantly improving products, provide outstanding service, reward employees, and generate excellent returns for their shareholders. How do you turn a good customer into a loyal customer? Of course, you must market great products and solutions. But it takes much, much more. No matter how great your product and/or solution is, there will be instances where it does not perform adequately in the field.

Answer confidently, and take responsibility for assisting, even if this means you must refer the case to someone else. Give the customer a time when you will get back in touch—one hour, four hours, one day, etc. Then be sure you call back at the appointed time. Keep following up at regular intervals until issues are resolved. Take action to get the customer operating as soon as possible, or obtain information and estimates when this will happen. Write clear, concise reviews of incidents. Document issues and resolutions.

Here is a list of field service “must dos” to protect and build your brand: Respond to all phone calls within the time promised (typically within one hour). Have knowledgeable people in the call center who can help diagnose the problem, not just note takers. Send well-trained and qualified people into the field to solve problems and repair equipment. Send field service representatives (FSRs) and field service engineers (FSEs) who are friendly, fast, and efficient and who clean up after themselves.

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42 Rules for Superior Field Service. The Keys to Profitable Field Service and Customer Loyalty by Rosemary Coates


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