Posts Tagged ‘business tips’


6 Ways to Renew and Revitalize Your Business Relationships

Business team having fun on coffee breakPeople do business with people they like, know and trust. So it’s really all about the relationship that determines whether or not you get the opportunity to even pitch for the business.  But when is that last time you evaluated your relationships. Joleen Jaworkski, President of Business Clubs America (BCA) of Philadelphia, inspired me to expand upon her six tips for making the most of your business relationships.  Here’s my take on the 6 ways to renew and revitalize your business relationships.

1. Treat Relationships like an Investment

Just as important as the money you invest back into your company is the time and energy you invest in your business relationships. Even when you’re swamped, you’ve got to put time in to check on your customers and contacts and see how you can move the relationship forward.

If it’s been a while since you caught up with some of your key connections, make an effort this month to email, call, or have coffee with each one. While your goal isn’t to sell, you never know where this effort will take you.

2. Be More Understanding and Accepting

Just like with married couples, business relationships undergo their own ebb and flow. Realize that if a client snaps at you, it’s probably not really about you; don’t take it personally. Also, have a grain of patience in your interactions. If, for example, a long-standing customer tells you she’s having some financial issues that are keeping her from paying you, be understanding and offer her a payment plan that will help her get back on track. She’ll appreciate you being so accommodating. The best relationships are made in tough times.

3. Be Present

Raise your hand if you’ve ever been in a meeting with someone who keeps checking his phone or email…or even accepts a call while you’re talking! It’s the worst, and it makes you feel like that person doesn’t value your time.

Don’t be that guy. Put all your attention on the person in front of you, and really hear what they’re saying. Don’t interrupt them with what you think they want to hear; you might be wrong and offend them.

4. Go Out of Your Way to Reconnect

If you are flying to a city to attend a conference or see another client, make a lunch, dinner, a drinks appointment to check in on a current or old client. You often don’t have to go far out of your way to show a contact that you’re thinking of her. You can also email an article that you think a client would like. Send a birthday card. Pick up the phone just to say hi. These little efforts can have a pretty big impact to the recipient of your attention.

5. Be Authentic

I thrive on being myself as the SmallBizLady. I’m nothing if not authentic, and people seem to appreciate my honesty in who I am. No one wants you to be something you’re not; they’ll appreciate you, warts and all. You’ll be surprised by how much you have in common with another professional single mom or dad that travels a lot. So see yourself how others see you, strengths and weaknesses included. Then be that person in every interaction you have.

6. Be Generous

Always look for a way you can serve your customers, even if it does directly put money in your pocket. I often introduce my clients to each other. Even if you hope that your business relationships blossom into sales, that’s not your aim in revitalizing those relationships. Put your focus on giving: giving your time, your energy, your advice, your referrals.

The effort you put into nurturing your business relationships will come back to you tenfold, so keep the energy flowing.


Mondays with Mike: Be Prepared! The 7 Biggest Cloud Risks

5-4 Cloud Computing smallI was an early convert to the cloud.  It suits my business and lets me work anywhere at any time.  While I’m an enthusiast of mobile access to all my information, when you’re making the leap, you need to be informed about potential problems, so you can head them off.  Here are some risks you’ll want to mitigate:

  1. Inconvenient maintenance times.  Inevitably, whatever host you choose for your cloud-based apps, there will be times when there’s behind-the-scenes tech work being done.  You’ll want to make sure you know when maintenance is scheduled so you don’t bring your entire team in for a big project, only to discover your site’s down.  Keep track of scheduled maintenance.
  2. Upgrade/update schedule.  Just when you get comfortable with the way an app works, it’ll be time for an upgrade … and you get to learn it all over again.  My favorite way to combat this problem is to stay informed about updates and get a core group of your staff trained early, so they can be a resource to the rest of the staff when you absolutely must update or upgrade.
  3. Terminated Employees.  Gone are the days when all you have to do is take back a set of keys from an employee who’s leaving.  Now, you have to make sure you protect the valuable information that’s stored online – accounts to which your employees have access.  Make sure you have a company procedure for changing passwords and protecting your privacy and the privacy of your clients.
  4. Inadvertent change.  Back when phones were just phones, the worst thing we had to worry about was accidentally “butt dialing” someone.  But now that our companies have Facebook and Twitter accounts with mobile access, you have to be extra careful you don’t accidentally post something on your company’s Facebook page that you intended to be on your personal page.  Have your IT folks add in extra steps to ensure nothing is accidentally posted or altered via your mobile apps.
  5. Legal Problems.  Certain industries not only expect, but even require confidentiality in client records.  Whether you’re an accountant, an attorney, a doctor, or any number of professions for which privacy is paramount, you must ensure your records on the cloud are completely secure.  Take the time to vet your cloud provider’s security, and you’ll head off lawsuits.
  6. Becoming a bigger target.  While it’s unlikely someone would try to break into your individual PC in order to get information, when a cloud provider amasses thousands of users records, they’re a much more appealing target for thieves who want your data.   Choose your host wisely and have a backup plan in case your account is compromised.
  7. The cloud is unavoidable.  I’m not warning you about the problems you may encounter to keep you from making the transition.  I’m helping you avoid some of the pitfalls of working on the cloud.  Assess your risks, mitigate the ones you can, and then take the leap.

More business is done on the cloud every single day, and the advantages far outweigh the disadvantages.  Businesses who do their homework, create a deliberate plan, and manage the transition carefully will be poised to capture more business and manage it more easily than ever before.  


Local Resources that Can Help Your Small Business Succeed

Posted on by Carol Roth

5-1 Local Resources smallSometimes, the best source of information for your small business is right in your own back yard. In fact, thanks to the Internet, great resources from around the country can come directly to your desktop. Here are six benefits that you can reap with local resources.

1. Networking

Finding new clients is critical to any business, but getting to know people within your industry can be just as important. This is how you can gain new ideas and find ways to solve problems. 

Opportunities for networking are as varied as the types of businesses they support, so you need to do your own research to find a network that fits your needs. The U.S. Chamber of Commerce can help at a national level, but most businesses benefit more with support from a local chapter. In fact, a search for “Chamber of Commerce” is likely to instantly display links to your local chapters, since your cookies probably reveal where you are.

Don’t automatically discount organizations that charge dues, such as industry associations. Their programs can provide a phenomenal professional experience and the like-minded people you meet can become lifelong friends and associates. Before paying the dues, you can try them out by attending a meeting to assess their potential value for your business.

2. Government Contracting Assistance

It may seem impossible for a small business to gain a government contract, but there are many online resources that can help you find leads and even provide the guidance that can make the proposal process seem less overwhelming. Check out these sites:

  • Not just for women: Check out the Women’s Business Development Center, where a search for “government contractor” provides a wealth of information that works for women — and men, too.
  • Contractor registration and education: You can register for government contracting from the U.S. Small Business Administration (SBA) site, go to their government contracting classroom, and more. Just click the Contracting link from the home page to get started.
  • Advice to meet your needs:  Between the links to everything from government contractor training to information about Federal Tax ID numbers — and the articles of interest at the bottom of the page — you can spend lots of time at About.com, but it will be worth the effort.

3. Access to Capital

Of course, a great way to gain a high-level view of this topic is to take a few minutes to look at the video posted at my Business Unplugged ™ blog. That being said, a number of other resources can also provide great tips:

  • The SBA (again): Don’t expect the SBA Small Business Loans pages to hand you money directly, but they provide a guarantee that can encourage lenders to extend loans and can point you to a network of lenders. Check out their advice, as well.
  • Online business publications: Online business publications like Entrepreneur provide high-level advice on raising capital, while letting you drill down to the details that interest you.
  • Networking groups:  Your local chamber or industry organization, as discussed above, can also put you in touch with various traditional and alternative lenders in your area.

4. Mentoring

You may have an amazing skillset after working for years within your industry, but that doesn’t mean that you know everything about starting and running a business. Why not turn to someone who has a track record of business success? That’s what SCORE is all about.

The website alone provides valuable information, as well as access to online and local workshops. But, entrepreneurs at all stages of business can also schedule personal meetings with volunteers- all of whom are former business executives- at more than 300 locations across the U.S.  SCORE provides excellent assistance to help you grow your business and it’s entirely free.

5. Ongoing Education

Many companies are committed to helping small businesses succeed. For example, Nextiva has a fantastic blog and resources for small business success. Constant Contact offers a free program called Small Business Innovation Loft, along with many other resources. And, if you’re looking to get up to speed on technology, Microsoft partners with a variety of organizations, such as local Chambers of Commerce, through their Microsoft Community Connections programs, to provide you resources and information to help you keep pace with changes in business and technology.   They also provide information via articles and videos on their website.  Look into these and other brand’s resources that are available both locally and online.

6. Local Government Offices

Your local government often has a strong dedication to helping your business do well. In Chicago, for example, the Office of the City Treasurer website provides amazing resources, such as contests, expos, education and a resource guide that leads businesses to other information and the Mayor’s Office runs a Small Business Center that helps you streamline permitting and has launched a Small Business Initiative. Don’t forget about these local resources that are available to help you succeed.

It Takes a Village to Run a Small Business

Actually, that’s a bit tongue-in-cheek — small business owners have the ultimate responsibility for running their own businesses. But, you don’t have to go it alone. There are many free and low-cost resources to help guide you along the way, many of which are right in your own backyard.


How to Manage Hyper Growth in Your Business

Posted on by Barry Moltz

4-30 business growth smallEvery small business owner likes speed. They want to rapidly add sales and people to create a large company to show they are successful. But this type of hyper growth can get many small businesses into trouble since they lack the money, the skills or the infrastructure to support it. As a result, they can eventually grow themselves right out of business.  

The key is to manage these three components of growth. Here is how to do it:

Get more cash: Growing companies eat cash. Expenses always lag sales revenue and cash payments from customers. Increasing sales typically means more inventory which equates to bigger cash investments. It also means adding people expenses before they produce revenue. Accounts receivable also goes up as customers pay after the company is required to pay for their cost of sales vendors. To understand this equation, a cash flow statement is critical. Learn how the company’s cash varies with its growth. Produce a pro-forma cash flow statement to predict what it will be in the future as expenses and revenue grow. This is difficult to do, so ask for assistance from your accountant or another financial resource. There are many analytical tools that can also help. (source)

Hire skilled people. As the company grows, the small business owner will need more experienced people. Entry level employees that are trained will no longer learn fast enough. Higher skilled team members will cost more money to hire. As a result, invest in one critical hire at a time and make sure that they are successful before adding the next key person. Even experienced people will take time to become effective in their new job. This is important not only from a productivity aspect, but from a company cultural fit. Rapidly hiring of people will shift the company culture and the small business owner needs to ensure it goes in the desired direction.

Improve infrastructure. Fast growing companies need bigger and more sophisticated infrastructures because of the increased number of customers that are serviced. This could mean more office space, better operational software or additional support services like IT and HR. Fortunately, team members can now effectively work remotely which minimizes the need for additional office space. Software as a Service (SaaS) allows companies to easily ramp to use the most sophisticated applications. Freelancers are easy to identify for support other support services using sites like Odesk or Elance.

Remember that sales growth does not always mean success unless it is supported by more cash, better people, and an improved infrastructure.


Nextiva Tuesday Tip: 3 Ways to Attract Millennials to Your Customer Service Jobs

Young Man Making a Video CallCan you get Millennial employees to work in customer service roles? If you’ve swallowed the conventional wisdom about this generation—that they’re entitled, spoiled and hard to work with—you may think there’s no way you could convince them to take a “lowly” entry-level customer service role. But the conventional wisdom about Millennials workers is far from true. Here are three things you really need to know about Millennials to attract more of them to customer service jobs.

  1. Millennials want their work to be meaningful and make a difference. Focus on how customer service jobs fit into the larger goals of your company, such as improving the customer experience, making your business best-in-class, helping the company grow and helping people feel good about your products and services.
  2. Financial security is a big concern for Millennial employees. Perhaps because so many have seen friends and family struggle to find jobs in a rough economy, 70 percent of recent college grads in the latest Way to Work survey from Adecco Staffing USA say stability and security is what they want most from a job. In fact, stability is more important than high pay in selecting a first job, survey respondents say. Benefits, such as a 401(k) or other retirement savings plan, matter to this age group, too.
  3. More than anything else, Millennials are looking for career advancement. You’ll have an advantage in hiring them if you can show that you promote from within and how entry-level customer service roles can lead to more responsibility, either in customer service or other roles. Since customer service is often seen as a short-term job, it’s important to explain that it actually has a career path and what it can lead to.

By keeping these tips in mind, you’ll have an edge in attracting these vital and energetic employees to your customer service positions.


Scenography: A Ritz-Carlton Secret For Creating A Magical Customer Experience

A frustration I have as a customer service consultant is the difficulty of convincing business leaders I work with to think in a less transactional, less fractured manner about the customer experience, to correct their misconception that improving independent pieces of the customer experience in isolation is sufficient, as if customers will logically tally up every aspect of working with their company and then dispassionately rate it.

This, of course, isn’t how the customer mind–the human mind–operates. Instead, a customer either decides that she enjoys being your customer or decides that she doesn’t. Your challenge in business, therefore, is to create this state of enjoyment for your customers: to envision what pleasure looks like for your customer and then­–and only then–get to work on the individual pieces that will make up this whole.

One approach I’ve had success with in getting this through the heads of leaders is to ask them to think of directing a movie with their customer as the star.  Once you decide to direct such a movie, and to put the customer (rather than your business, its processes, its internal org chart) in the starring role, we can get to work creating a tremendous customer experience.

Scenography at the Ritz-Carlton

There’s nothing more potentially interchangeable than a hotel room. Rectangular, built to particular safety standards, available at a particular price point.  What infuses a hotel room, and the surrounding property, with life is the experience of the guests within it.

The Ritz-Carlton Hotel Company works every day to escape the commodity rut by taking the idea of moviemaking seriously, to the point of set design, music, lighting, and the rest. In Ritz-Carlton lingo, their approach is called “scenography.”

What “scenography” consists of is a little bit soft-focus, gauzy, hard to pin down.  And that’s the magic of it.  Scenography isn’t about features. Spec sheets. Room upgrades, and other easily-copied competitive advantages.  It’s about creating a feeling.

Scenography involves creating a property-wide theme and supporting it with accompanying design elements, lighting, cast participation and so forth (I think you get the theatrical metaphor here, so I won’t belabor it).

This overarching theme supports the specific hotel or resort’s “sense of place,” its uniqueness, even its quirkiness, something that has been an important change in the Ritz-Carlton brand's identity from its earlier, more cookie-cutter incarnation.
bagpipper

For example, Ritz-Carlton Half Moon Bay, perched as it is above the Pacific Ocean, has adopted a theme related to sunset:  Candles.  S’mores or wine around the firepits. A bagpiper who plays each night as the sun falls into the sea.

Or look at (listen to, really) what’s going on at Ritz-Carlton’s Dove Mountain Resort, in the Sonoran Desert in Arizona. Guests having cocktails outside its Ignite bar will suddenly hear melodies played on a handmade wood flute by a Native American musician (pictured below) who is perched on a hill some ways away from the hotel–played in a way that makes use of the answering echoes from the opposing mountains. Giving an auditory guide, in a sense, to the local landscape.

sonoran desert

The thing is, I’m laying out these component elements for you individually because, well, it’s my job as a customer service consultant to break things down into their individual components to see how a “whole” has been created.  But in practice, if you ask a Ritz-Carlton guest what they loved about their visit to, for example, Half Moon Bay, the answer is by and large “it was great,” not “the bagpiper played a modal air for eight repetitions before retiring for the evening.” Because the elements are designed and executed in a way that lets the guest, the “star,” go about their activities, but with critical enhancements that they wouldn’t necessarily notice on their own but would miss if the elements were absent.

To succeed with scenography requires first and foremost creativity on the part of the hotel staff.  This creativity has to reach all the way up to the traditionally RevPar (revenue per available room)-obsessed General Manager and throughout the ranks of the employees to make the program a success. Rather than there being a list of “ten rules for successful scenography,” the rules that matter are more like the following, to paraphrase Fred Dust from Ideo, a creative firm that was involved in the creation of scenography. “1.  Leaders, be more creative!” and 2. “Empower your employees to be more creative as well.”

The Ritz-Carlton’s commitment to scenography is such that they’ve written into their business plans that every year each individual hotel GM has to deliver three unique scenes as part of this scenography. Let me say that again: this fluffy, fuzzy idea of scenography is required now as part of each property’s business plan, to lay out that “these are the scenes we are going to be working on this year, and here’s the date that we’ll put them into motion.”

The thing about the creativity requirement is that it’s not just required to create these scenarios. The requirement for staff creativity continues to be important in implementation, in keeping each hotel property from becoming a slave to its pre-determined theme. Because every guest is unique, and the concept of creating, directing, supporting scenes needs to be modified, sometimes on the fly, based on the nature of the guest and the visit. For example: If you’re not much of a drinker, you can count on Half Moon Bay’s empathetic staff to pick up on this and not force their “red wine by the firepit” theme down your throat.

Ditto for smaller touchpoints, each instance of which may require adjustment for each guest: A stressed and jetlagged exec arriving at two in the morning needs one “scene” while   leisurely lovers arriving midday need another, and so forth.   The same approaches apply: preparing for likely scenarios (such as these two) and throwing out the script if something even more unusual is called for.  Creativity, again, carries the day.


VoIP Speed Test: Is Your Network Ready?

Reliable Internet is essential to conducting business today. As a business professional, you need to be able to email, search for answers to your questions, back up and store your important files, collaborate with team members via virtual meetings, and even make and receive phone calls. In order for the various communication technologies your business relies on to be successful, you need to have enough Internet bandwidth.

When you’re looking to switch to a reliable and affordable cloud phone service, such as Nextiva, you’ll need to ensure your network has enough bandwidth to support the volume of calls your business handles and your other devices. That’s where the VoIP Speed Test with Nextiva comes in.

The Nextiva Speed Test tells you important information about your network such as:

  • Download and upload speed
  • Ping and Jitter times
  • Overall capacity

Take the Nextiva Speed Test to find out if your network is ready for your switch to a hosted phone service. Once you have your results, a Nextiva Account Executive can go through them with you to determine if any changes will need to be made to your current network.

Speed Test 3

Once your network is ready, the fun part begins! You’ll then move on to deciding which features will improve your communication with customers, increase your team’s productivity and efficiency, and will help you reach your business goals.  

To learn more about Nextiva’s business cloud phone service and speak to an Account Executive, please visit nextiva.com.  


What is Business Cloud Phone Service?

Cloud Phone ServiceWhat is the Cloud?

The “cloud” has been a hot term in tech for a while, but what is it? If you ask your grandmother, she may say it’s the white balls up in the sky. And if you ask a computer science engineer you may get a technical answer about servers, data centers and networks. But what does it mean for you and your business?

Moving your business to the cloud, and specifically your phone service, allows you to access your files, software programs, and phone from anywhere, at anytime, as long as you have an Internet connection.  You don’t have to worry about lugging stuff around with you, losing important information or missing a call. Today’s business environment demands that we are always available and connected to our customers—whether its over the phone, via email, or replying to a post on social media. Running your business in the cloud allows you to meet your customers’ demands no matter where you are.

Why Your Business Needs a Cloud Phone System

While cloud technology is still relatively new, it can save your business a significant amount of time, resources and money, especially when it comes to your phone system. A cloud phone system, also know as a hosted phone system or VoIP, is managed and maintained by the provider, such as Nextiva, so you don’t need to have an IT person on staff. Everything is done virtually.

A few of the benefits include:

  • Unlimited calling to the U.S., Canada & Puerto Rico
  • Flat monthly fee per line of service
  • No on-site IT professional needed
  • Lines of service can be added or reduced quickly
  • Advanced call routing based on your needs and preferences
  • Call forwarding
  • Connect multiple offices and remote workers to easily transfer calls
  • Voicemails sent to your email via audio file or transcription
  • Provider handles system maintenance
  • Always have the latest technology

This is just the tip of the iceberg. A cloud phone system can provide your business with features that will take your communication to the next level. To learn more, visit nextiva.com.   


Millennials Are The Biggest Generation Of Customers In History (Here’s What They’re Looking For)

Friends shopping together and using smart phoneHere’s the story you already know. Millions of soldiers, sailors and airmen return from World War II to the embrace of millions of riveting Rosies, apparently very riveting, judging by the fruitful output of these couples during the postwar decades: 2.4 children per couple, the biggest generation America has ever seen. These kids, the Baby Boomers, grow up to transform the social and economic landscape of a nation.

Now, here’s the story you’ve heard less often: The baby boom has happened again, and then some. The Boomers themselves, in the fullness of time, have given birth to an even bigger generation. Their offspring, the millennials (also known as Gen Y), are the young adults and teenagers born between 1980 and 2000 who are poised to transform a nation once more.

Specifically, and of most importance to those of you in business, they’re about to become the most important consumers–customers–in history. Their wallet power, already significant, is rapidly expanding, and will soon equal and then eclipse that of the Baby Boomers. In fact, it’s estimated that Millennials in the U.S. alone will be spending $200 billion (or nearly that amount) annually by 2017.

[And to compound the effect, it’s far from only B2C dollars they’ll have at their disposal. Remember these young customers are also becoming decision makers at major corporations, thus controlling purse strings that affect the success and failure of those of you with B2B companies.]

These customers have had an upbringing that's different from that of previous generations in ways that are commercially significant. For their entire lives, broadband internet has been the norm. "Telephone" has by and large meant a smartphone. The economy has been global, and competition for their business has been only a click away in the event that their first choice of brand proves to be a disappointment. Parents, educators, coaches and mentors have invited them to participate, to have a voice, to collaborate–which they now want to do with the brands and companies from which they buy.

But enough with the history and sociology. As someone who will be dependent on these younger consumers for a significant portion of your revenue, and a large portion of your word of mouth, you need to know how they want you to serve them, the customer service and customer experience that they’re looking for. Here are five areas you need to look at, five changes in approach that are required.

1. Deploy human beings in ways that actually provide value to customers

Millennials, having grown up in a connected, app-ified, Amazon-defined world, have different ideas of where humans should fit into customer service delivery. The last thing they want is for human beings to gum up the works if they don’t add value. So make use of automated service solutions, self-service, algorithmically assisted service, in addition to deploying the brightest, most empathetic human employees you can find.

To put it another way: Be careful not to do a "half Zappos": If you decide to emulate Zappos, home of the warm and fuzzy 10 hour customer service call, be sure you also emulate their highly efficient, automated, algorithmically enhanced ordering process.  Because this combination is required to win the millennial heart; the warm and fuzzies alone aren’t enough to do it if they’re combined with the slow and sloppy rather than the up-to-date and efficient.

2. Spice up the customer experience with adventure

The millennial generation of customers are particularly likely to view a commercial interaction as an opportunity rather than as a burden, as long as there are experiences, even adventures to be had along the way. New service models need to focus on helping customers discover and enjoy experiences, not just on getting them, figuratively or literally, from point A to point B. Take, as an example, business travel. According to Jay Coldren, who helms EDITION hotels, a cutting-edge hospitality collaboration between Marriott and Ian Schrager, “Millennials view business travel not as a necessary evil but as a perk and an opportunity to view the world.” Embrace and support this worldview and you win their business.

3. Stop controlling your customers. Focus instead on collaborating with them.

Allowing customers to control their own destiny needs to be a component of your new, millennial-friendly service model. Give up old notions of control and replace them with a transparent model that allows, wherever possible, your customer to be in the driver’s seat. Embrace crowdsourcing: You can’t control product ratings, product discussions, or much else, except by providing the most extraordinary customer experience possible and letting your customers, and your critics, hash out their discussions of it in public.

The crux of the matter is this:  Millennials don’t necessarily see a clear boundary between the customer and the brand, the customer and marketer, and the customer and service provider. Alex Castellarnau at Dropbox, the popular file transfer service, put it to me this way: With millennials, “a new brand, service or product is only started by the company; it’s finished by the customers. Millennials are a generation that wants to co-create the product, the brand, with you. Companies that understand this and figure out ways to engage in this co-creation relationship with millennials will have an edge.”

4. Speed up your service, but never rush your customers

Millennials’ internal time clocks and customer expectations are shaped by the instant gratification they’ve grown accustomed to from the online/smartphone experience. They’re by and large superb multi-taskers who put a premium value on convenience. Speed and efficiency are of the utmost importance: in how quickly you respond to a customer, ship to a customer, and offer up choices of product or service to a customer.

However, the millennial generation is also a very social generation, yearning for face to face interaction and collaboration – from their peers and, often, from your more empathetic employees. So the combination of speed and leisure can be powerful, as Starbucks continues to show. While the millennial generation wants their custom-brewed coffee in their hand in no more than a few minutes, they also want the world to linger with them over coffee.

5. Make sure your customer service style is genuine and rings true.  And never talk down to this generation of customers.

Authentic, caring communication is in, scripted service is out. Dress codes, prohibitions on visible tattoos, stiflingly choreographed customer service?  That’s not what Millennials are looking for from service providers. The new generation is exceedingly informal, and has different words and methods of communicating.  Jay Coldren from Marriott again: “The Millennials want to converse in their own language, according to their own rules. They speak in tweets, texts and Facebook posts. If you want to reach them, you have to speak in their native tongue. And you have to be completely authentic.”  Candor and transparency are very important to millennials, and are used as a proxy for them for deciding overall how much to trust and ultimately engage with your brand.

Condescension is in particular a no-go with this generation. Boomer parents by and large avoid talking down to their children, as did the educators and even the television they watched as youngsters–Blues Clues, Barney, and Bob The Builder–which taught them a style of peer to peer, eye level communication that puts them on level with the society rather than being subordinate to it or in conflict with it. For this and other reasons, the best style to engage a millennial is a peer-to-peer, eye level style of service, rather than standing up on a haughty brand pedestal and looking down your company’s nose at them.

When I say "be genuine," I mean it, and I'm not just talking about funky looking fontography and the like. I'm also talking about behaving in a way that proves that your values match your stated claims.  Values matter a lot to millennials; because of increased competition and increased transparency, millennials have more opportunities to engage in values-based buying than previous generations, and they exhibit a strong inclination to do so. When millennials do business with a company, they’re more likely than previous generations to care about the social values of that company: its social responsibility, green profile, and how ethically it does, or doesn’t, treat its own employees and those of its suppliers. They will reward your company if its behavior mirrors their own ethics, and punish your company if it doesn’t.




 
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