We have already identified that great service requires everyone and everything in the organisation to be aligned to enable the business to meet/exceed customer expectations. Think about your own experience as a customer. When your expectations are met and/or exceeded are you likely to use that service and/or to recommend it to others? Most often the answer to this questions is, “Yes!”.
Therefore it is not rocket science to see the relationship between providing a consistently good service/product and income growth. Don’t forget that a basic principle of great service is knowing and meeting/exceeding customer expectations. As expectations change, so does the service or product. Great service is not great service if it is not current. Gronroos (2000) highlights that it costs 5-6 times as much to attract a new customer as it does to keep an existing customer. So not only does great service increase income, it keeps costs down.
Why not use this article to stimulate Conversations That Matter® within your team or organisation?
Quote from a research participant
I’m a financial clerk. My job involves a lot of report writing. One day I asked one of the recipients of my reports if there was anything else that I could do for him. He said yes and explained this new report he wanted. It didn’t take long for me to create it and I now include it in my monthly reports. Last week he told me that he had recently made some decisions based on the patterns emerging from the new reports and that sales had gone up. I couldn’t believe it, I’m a financial clerk and I had actually contributed to making more money for the company.
What are your example of how great service has grown income?