Me kaikki haluamme olla järki-ihmisiä, mutta suurin osa reaktioistamme on tunnepohjaisia. Tunne ensin, järki tulee perässä. Etenkin asiakaspalvelussa tapamme reagoida tunteella nousee esiin, ja tunteen merkityksen ymmärtäminen auttaa ymmärtämään, mikä asiakaspalvelussa on asiakkaan näkökulmasta tärkeintä; positiivinen emotionaalinen kokemus. Asiakkaan positiivinen asiakaskokemus lisää asiakasuskollisuutta sekä niittää yritysmielikuvaa netissä someradion laulaessa. Jos yritys haluaa tehdä hyvää tulosta ja olla maineikas, on positiivinen asiakaskokemus yhdessä uskollisten asiakkaiden kanssa kaiken A ja O.
Me kaikki olemme varmasti saaneet (valitettavasti) osaksemme huonoa asiakaspalvelua. Palvelu oli vaikeasti tavoitettavissa, asiakaspalvelu ei osannut vastata, asiakaspalvelu väheksyi ongelmaa tai puhui alentavasti, ongelmasi sivuutettiin, ja lopulta asiaa ehkä vain pahoiteltiin vähän – jos sitäkään. Olen itse soittaessani asiakaspalveluun modeemiongelmista saanut vastaukseksi huvittunutta mutinaa, että olenkohan minä naisena nyt edes tajunnut kokeilla sitä ja tätä. Kyllä, olen kokeillut. Olen nainen, en vähäjärkinen. Voitte olla varmoja, etten ole koskenut pitkällä tikullakaan enää kyseisen firman palveluihin tämän negatiivisen emotionaalisen kokemuksen jälkeen.
Firmat, joista olen saanut hyvän emotionaalisen kokemuksen, ovat uskollisten ystävien listalla. Listalla, josta suosittelen palveluita myös läheisilleni. Uskollinen asiakas, joka levittää puskaradiona vielä hyvää viestiä muille potentiaalisille asiakkaille. Ihannetilanne, eikö?
Kuinka huomioidaan asiakkaan tunteet?
Jokaisella asiakkaalla on toki omat emotionaaliset tarpeensa; yhteen tehoaa lempeä ymmärtäväisyys, toinen haluaa asiallista kohtelua, kolmas ei halua olla liian tuttavallinen ja neljäs haluaa puhua kuin naapurille. On kuitenkin olemassa joitakin tapoja, joilla asiakkaalle saadaan positiivinen emotionaalinen kokemus ja sitä kautta asiakasuskollisuus firmalle. Understanding The Impact Of Emotion On Customer Experience (Megan Burns) listaa kolme tärkeää asiaa, joiden huomioimisen myötä asiakasuskollisuus kasvaa:
1. Negatiiviset kokemukset vaikuttavat voimakkaammin kuin positiiviset
Negatiiviset kokemukset pelosta turhautumiseen ja huolesta vihaan jättävät ihmiseen voimakkaamman emotionaalisen jäljen kuin positiiviset tuntemukset (sanotaankin, että 1000 kehua voidaan kumota yhdellä negatiivisella kommentilla). Pelko on meille luontaista, sillä se on pitänyt lajimme hengissä. Ihminen lajina on niin nuori, ettei evoluutio ole ehtinyt poistaa aivoistamme pelon arvokasta vaikutusta. Pelon, jonka turvin savannilla eläneet esivanhempamme eivät joutuneet sapelihammastiikerin suupalaksi. Pelko on ollut siis hyödyllistä. Tärkeintä asiakkaiden kanssa on välttää negatiivisia asiakaskokemuksia lähes keinolla millä hyvänsä.
2. Tunnetilat vaikuttavat kokemuksiin
Kvanttifysiikassa on teoria, jonka mukaan todellisuus muuttuu katsojan perspektiivin mukaan. Näin ollen meillä jokaisella on oma todellisuutemme. Ihmisinä olemme taipuvaisia olemaan kovakalloisia ja katsomaan maailmaa omasta näkökannastamme käsin. Löydämme tunteita herättäville ajatuksillemme ja uskomuksillemme fyysisiä todisteita ja uskomme niitä kaiken muun yli (kultit, teoriat, filosofiat, uskonnot, ruokavaliot, parisuhdeuskomukset ja niin edelleen). Voimakkaiden tunteiden vallassa oleminen vaikuttaa kokemukseemme. Oletko huomannut, miten väsyneenä, turhautuneena tai vihaisena yksinkertaisetkin asiat menevät pieleen, teet virheitä, ja lopulta kaikki on sieltä, minne aurinko ei paista?
Kun asiakas on suuren tunteen vallassa, häntä on vaikeaa saada kuuntelemaan. Asiakas pitää ensin saada rauhalliseksi – joskus tämä ei onnistu, ja silloin on vain todettava, että teimme parhaamme, mutta asiakas ei ole vastaanottavainen.
3. Menneisyyden valikoiva muisti
Ihmiset eivät muista kaikkea, sillä aivot heittävät menemään turhaksi kokemaansa informaatiota ylikuormittumisriskin vuoksi. Yleensä muistamme noin kaksi asiaa asiakaskohtaamisesta; kohtaamisen kaikkein intensiivisimmän kohdan ja sen, mitä tapahtui viimeiseksi. Erityisesti viimeisin kokemus on tärkein muistijälki. Jos asiakastilanne hoidetaan hyväksi viimeisillä metreillä, muistijälki on positiivinen. Ajattele vaikka tapaamaasi uutta ihmistä tai uutta kokeilemaasi harrastusta; millainen olosi oli, kun lähdit kotiin?
Minulle itselleni on jäänyt elävästi mieleen kokeilemani harrastus, jossa treenattiin ilman ennakkovaroitusta kuperkeikkoja(!) kaksi tuntia putkeen (tunne; nöyryytys, tuntuupa typerälle, onko minulle valehdeltu tunnin sisällöstä?). Tunnin loputtua tunsin oloni kömpelöksi tolloksi, ja viimeinen kontakti harrasteryhmään oli lupaus, että kuperkeikkoja treenataan tosi paljon jatkossakin (ei kiitos). Yllättäen ryhmä ei saanut minusta eikä kenestäkään muusta mukanani olleesta naisesta uutta harrastajaa. En myöskään suositellut lajia tai ryhmää kenellekään. Muuta en tunnista muista.
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