Give the Gift of Emotional Health

Give someone you love the gift of emotional health by getting them a copy of Emotional First Aid: Healing Rejection, Failure, Guilt and Other Everyday Hurts (Plume, 2014). The book costs pretty much the same as an average bottle of over-the-counter pain relief or cold medication and lasts a whole lot longer! Or send them a link to my TEDx talk How to Practice Emotional Hygiene--which is totally free.

Since so many people are uninformed about how to maintain their psychological health and emotional hygiene, a simple gesture like this can be truly life changing.

You can also join a community of people who are passionate about psychology and improving their quality of life by upgrading their psychological health by liking my Squeaky Wheel Blog Facebook page.

Thank you for supporting my writing and message--there are many more articles to come in 2015!

Guy Winch

I Will Be Giving a TEDx Talk in Sweden!

I'm thrilled and honored (did I mention thrilled?) to have been selected as a speaker at the upcoming TEDx conference at Linnaeus University in  Växjö Sweden on November 7, 2014. Here is a link to the press release.  The theme of the conference is Changing Habits. I am hard at work preparing for my talk and although I am not ready to announce the title yet, it will obviously be related to treating psychological wounds with Emotional First Aid.

I am doubly excited about the trip because Libris Förlag, the Swedish Publishers of Emotional First Aid (Första hjälpen för känslor – praktiska råd när livet gör ont) will be hosting me in Sweden where I will also be doing a round of interviews to launch the Swedish Language version of the book!

I have never been to Sweden and I have never been to or spoken at a TED conference--which is why I have the words 'excited' and 'thrilled' on practically every line of this blog post.

I will be posting the link to the TEDx talk once it is online--and since TED talks are always under 18 minutes long, I hope you check it out.

Back to preparing...

Emotional First Aid Around the World

I'm thrilled to announce that my new book, Emotional First Aid: Practical Strategies for Treating Failure, Rejection, Guilt and Other Everyday Psychological Injuries (Hudson Street Press, 2013) has been received with open arms the world over. In addition to the Australian Edition of the book, it is currently being translated into the following languages: Chinese, Portuguese, Korean, Estonian, Spanish, Swedish, Italian, Dutch, Turkish, Arabic, and Hebrew! The Australian Edition is now in print by Exisle Publishing--Click here for Link.

The Dutch edition will be published on February 1, 2014 by Maven Publishing. Click here for Link.

I will continue to update this page with publication dates throughout 2014.

 

BIG ANNOUNCEMENT!

MY NEW BOOK: EMOTIONAL FIRST AID: PRACTICAL STRATEGIES FOR TREATING FAILURE, REJECTION, GUILT AND OTHER EVERYDAY PSYCHOLOGICAL INJURIES Will be published in July 2013 by Hudson Street Press and will be available in hardcover, eBook and audiobook/iTunes.

Synopsis: Although we have bandages for cuts, chicken soup for colds, and ice packs for bruises, most of us have no idea how to treat day-to-day emotional injuries such as failure, rejection, guilt, and loss. But these kinds of emotional injuries often get worse when left untreated and can significantly impact our quality of life and cause damage to our emotional wellbeing.

Each chapter is dedicated to a specific common emotional wound and explains the short term emotional injuries that we sustain and the long-term psychological fallout that can result if we leave these injuries untreated. The second part of each chapter offers concrete, easy-to-use treatments, all of which are backed up by hard cutting-edge science that we can administer to aid in our recovery.

I use relatable anecdotes about real patients I’ve treated over the years and describe fascinating psychological experiments, and due to my background doing stand-up comedy, I’ve also added a dose or two of humor.

Emotional First Aid is a psychological medicine cabinet, a tool kit that can protect our mental health and increase our emotional resiliency.

Check out Emotional First Aid on Amazon.com and read my first media interview related to the book here: Rejection Therapy: Can You Really Train Yourself to Avoid Getting Hurt? via The Globe and Mail

The Squeaky Wheel and the Real Estate (Ka)Boom

My book, The Squeaky Wheel, opens with a story about New York City real-estate. In the midst of last decade’s real-estate boom an apartment building was built on a vacant lot 20 feet from my building, causing months of terrible noise as large machines bored into the bedrock (known as Manhattan Schist). Everyone in my building complained about the noise but our landlord was not responsible and he turned down all their complaints. I also wrote a complaint letter and to my surprise, it was so effective that he agreed to lower my rent as a result. In the chapter, I discuss what (psychologically) made my neighbor’s efforts ineffective and I explain the practical and psychological ingredients that made my own efforts successful. A writer for the New York Times mentioned this story in an article she wrote last week about complaining to mortgage lenders. This week, The Herald Tribune picked up the story and decided to lead with a picture ‘depicting’ me writing my letter to the landlord. Here it is:

The image they used is hilarious for several reasons. First, I live in downtown Manhattan and not the mountains of Afghanistan. Second, if bombs were going off 20 feet away from our building, surely the other tenants in my building would have made a better case for having their rent reduced as well.

Lastly, I used this story in my book because it illustrated the psychological principles of complaining effectively as well as the negative and defeatist psychological mindsets we often fall prey to when we have a nagging complaint. Blasts going off right outside our homes would no doubt cause an entirely different set of psychological mindsets (not to mention panic, trauma and PTSD) as those who live in war zones can surely attest.

If you wish to read the full story, the first chapter of The Squeaky Wheel can be downloaded free on Kindle devices and it can also be read free online on Amazon’s website.

Copyright 2012 Guy Winch

Follow me on Twitter @GuyWinch

My Experience of Customer Service at the London Olympics

I recently wrote about the Psychological Impact of the Olympic Games and argued that coverage of the Games should emphasize the world uniting in athletic competition as opposed to emphasizing scandals and complaints (such as the media frenzy that erupted about Team USA's uniforms being manufactured in China). The Olympic Games are a unique and inspirational event and this report on the customer service offered to spectators is in no way intended to take away from their meaning and significance. Articles began appearing in the British press months ago questioning London's ability to provide an excellent customer experience at the venues. As a result, my expectations about their customer service were not exceedingly high. I braced myself for long lines at security points and for stressed and harried staff.

I'm happy to report, I braced for naught.

Customer Service in the Olympic Park

As soon as we emerged from the train we were greeted by smiling and friendly volunteers. Their upbeat and positive presence and cheerful willingness to answer any questions made it easy to get to the Olympic Park and find our way once we were inside the park itself. Getting past the security points took all of five minutes and here too the security staff and volunteers were helpful and friendly.

The signage  around London made it easy to get to all the venues. The signage within the park was well placed and included estimates of the number of minutes it would take to reach each venue from the current locale. The food offerings were varied and the eating facilities and bathrooms were clean and regularly maintained. The shops were mobbed but you wouldn't know it from the calm and patient attitude of the staff who remained pleasant and helpful despite the capacity crowds. Even the checkout was efficient and pleasant. In short, every single employee and staff member I saw (and I saw dozens) was friendly, cheerful, and excited.

Customer Service in the Olympic Stadium

Impressed as I was so far, I knew the real test of customer service would come at the end of the sessions (we attended two, a day and night session) when eighty thousand people left the stadium and tens of thousands more exited the other venues around the park. The London Olympic team passed this test too with flying colors. The stadium emptied very quickly and volunteers lined the long route to the train, waving, smiling, and even singing and dancing at times. Their energy and friendliness was remarkable and did not waver.

All in all, Great Britain earns a gold medal for their Olympic customer service and the customer experience they provided. They put on a terrific and efficient Olympics and provided great customer service combined with a terrific customer experience. Along with their successful and impressive medal haul, they have much to be proud of.

Copyright 2012 Guy Winch

Follow me on Twitter @GuyWinch

Customer Service at the London Olympics

This summer hundreds of thousands of people will flock to London for the Olympics and Paralympics games and I will be among them. Aside from my eagerness to attend the specific sporting events for which I purchased tickets I am also excited to experience what I hope will be Olympic sized customer service at the various Olympic venues. At least I was excited until I saw an article from The Telegraph with the title UK will struggle to win gold in customer service during the London Olympics”. The London Olympics have already announced that venues will have very stringent security measures (“airport-like bags and body screenings”). Since such screenings are both fair and necessary I will not be judging them on their ability to perform a pat-down or on the long lines such measures will entail. A pre-pat-down smile would be nice but we don't have to cuddle after.

Once I pass security and enter the venue though, my expectations will be far higher. Tickets to the games are expensive and spectators typically travel a great distance to attend. Therefore, I do expect the ushers and sales employees at the Olympic stadium to display smiles, patience, helpfulness, and graciousness. I will report on my experiences during the second week of the games.

Perhaps The Telegraph is right and London will not win a gold medal in customer service but I certainly hope they shoot for silver or bronze. It would be a shame if the U.K. spent billions of dollars to host the games and messed up the customer service component. After all, excellent customer service is what every good ‘host’ should seek to provide.

If you will be attending the Olympics, please feel free to share your own experiences. See you in London!

Copyright 2012 Guy Winch

Follow me on Twitter http://twitter.com/guywinch

Customer Service on the Titanic

James Cameron’s film Titanic, now out in stunning 3D, gives us a glimpse into the customer service practices of the time and raises the question—have customer service practices evolved or devolved over the last one hundred years? In my book The Squeaky Wheel I discuss the history of complaints in a section titled The Golden Age of Effective Complaining (Chapter 1). One hundred years ago, complaints were used as transactional tools. They were voiced to resolve problems and therefore they were taken seriously both by people who complained and by the recipients of those complaints. In contrast, today, we use complaints primarily as opportunities to vent our frustrations. As a result we tend to elicit defensiveness in the recipients of our complaints far more often than we do solutions and resolutions.

Titanic depicts obvious differences in the customer service afforded to First Class passengers versus that afforded to those in Steerage. First Class passengers were given top notch customer service where the customer was always right and the staff made every possible effort to address any complaint or dissatisfaction they uttered. In short, customers were treated with the utmost respect. When Jack, dressed in ‘First Class’ clothes, approaches the First Class dining room with Molly Brown, a steward opens the door and greets him with a respectful, “Good evening, Sir!”

The conditions in Steerage however were very different. As opposed to managing customers’ complaints and requests, (after all, steerage passengers were paying passengers), staff managed the customers themselves, as if they, not their complaints or requests, were the problem. When Jack returns to the First Class dining room to see Rose the next day, this time in his regular clothes, the same steward stops him with a nasty look, “You’re not supposed to be in here!” The steward could have said, “I’m sorry Sir but I cannot let you in”. Instead he ignores Jack’s requests and says “Come along you!” and escorts him out.

This is a phenomenon we see all too often in hotels today (floating ones a swell). Although we expect to be treated as First Class passengers, we are often treated as though we are in Steerage (for an example, read customer service expert Kate Nasser’s description of a recent encounter with a hotel manager).

James Cameron has an amazing eye for detail and an obvious appreciation of customer service. Indeed, one of the last things Jack says to Rose (jokingly) as he floats in the icy waters of the Atlantic, moments before he dies is, “I intend to write a strongly worded letter to the White Star Line about all this.”

Do you think Customer Service has evolved? How often do you feel you’re given first class customer service and how often are you made to feel as though you’re in steerage? Feel free to comment.

Copyright 2012 Guy Winch

Follow me on Twitter http://twitter.com/guywinch

Picture Perfect Complaints

Not all pictures are worth a thousand words. In fact, when it comes to the media’s coverage of my work as a complaining psychology expert, a striking phenomenon has developed—the use of one thousand correct words and one very incorrect picture. Specifically, I believe strongly that complaints should be transactional communications in which we set aside the need to vent our frustrations unproductively in favor of communicating calmly and respectfully and getting a result. To be effective complainers we need to forgo being ‘right’ (even if we are) and instead choose to be ‘wise’ (be getting what we want). To strengthen our relationships we should avoid trying to ‘score points’ against our partner (which will only make them resentful and lead to an argument) and try a kinder and gentler approach that motivates them to change their behavior and feel closer to us as a result.

But before we examine how the media have covered these principles, I should point out that I am grateful the media covered my book The Squeaky Wheel at all, let alone that they took the time to get things right in their descriptions. It is only their choice of images that I am lamenting here. For example:

CBS News online used this helpful hint for couples from my book:

Make eye contact

Especially when it comes to resolving marital complaints, it's essential to make good eye contact. Gazing into each other's eyes during difficult conversations helps promote open-mindedness and good will. Scientists       who study marriage have shown that when a husband maintains his wife's gaze while discussing complaints, both members of the couple are happier.

Nice tip, isn’t it? Now here’s the image they used for the story:

Woman’s Day wrote this important tip for dealing with customer service representatives:

The situation: Your brand-new cell phone isn’t working.

You’re Tempted to: Angrily confront a store sales associate. “Being too aggressive shuts down a person from helping you,” says Dr. Winch.

Instead: Act kindly. Research shows it’s the number-one thing that inspires people to help others, says Dr. Winch. Also, be clear about the resolution you want (say, a replacement phone). It’s easier for someone to respond when she knows what’s expected, says Dr. Winch.

I was thrilled they used this quote as I truly believe we mistreat customer service reps far too often. And the image they used to reinforce the point of speaking softly and kindly:

 

Lifehacker.com has mentioned my writings several times over the past year, most recently mentioning my Complaint Sandwich technique in which the actual complaint is sandwiched between two compliments or positive statements.

Master complainer Guy Winch, author of The Squeaky Wheel, has an easy way of making your complaints more effective: make a complaint sandwich.

The image they used to convey these positive expressions:

The Toronto Sun summed it all up nicely:

Winch says that the trick is to complain in a way that does not trigger the other person's defenses, and to do so in a manner that actually motivates them to help us resolve our problem.

And the image they used to sum up how to avoid triggering defensiveness:

Admittedly, if you were to search Google images for ‘complaints’ you would be hard pressed to find sweet and lovely photos of two people smiling at one another. I will also admit that I too have used certain images to portray the dark side of complaining, for example I used this image in an article I wrote for Psychology Today about how families could make Thanksgiving less tense:

In my defense, I thought the picture was hilarious.

But if you want the real skinny on effective complaining, read my book The Squeaky Wheel. And be warned—it doesn’t have any pictures.

Copyright 2012 Guy Winch

Follow me on Twitter @GuyWinch

How To Complain Without Triggering Defensiveness

Cindy wrote to our Complaint Makeover Corner asking for a complaint makeover for an issue that has serious health implications for every member of her multiple family household. Here’s what she said prompted her complaint. “Our diets were changed for the better a few years back but the quality of our food has recently been heading downhill. More fatty and sodium filled processed foods are taking the place of healthy ones. These changes show not only on our shelves but on our bodies as well. I eat the bad foods and my kids eat them too.” Cindy tried speaking to the person responsible for the shopping in their home (the adults share various household responsibilities between them). “I’m not trying to rock the boat or blame anyone,” she said, “but we agreed to a healthier lifestyle a few years back and I’ve noticed more and more not so healthy food entering the kitchen. I’m horrible at portion control, we all are. But it’s hard with this food as it tastes so good. If we started buying healthier choices again it would be easier.”

Cindy was especially concerned because the members of her household do not have health insurance. Alas, she did not get the response she was hoping for. She writes, “If anyone complains about anything people get defensive or walk away. Nothing is ever resolved.”

Although Cindy’s instinct to ward off defensiveness was on target, her technique for doing so was not as she made a mistake many of us tend to make. Starting a complaint by saying “I’m not trying to rock the boat or blame anyone,” actually communicates the following, “I hope you don’t get defensive but this is your fault”. Similarly, many of us start our complaints by saying, “I hope you don’t get angry,” which practically invites the other person to get angry.

Instead, when we suspect the person to whom our complaint is addressed might get defensive, we need to use the Complaint Sandwich and open and close our complaint with positive statements (view a brief instructional video on how to construct a delicious complaint sandwich here). Cindy should have started by saying, “I really appreciate the time and effort you invest in doing the food shopping for everyone. I know it isn’t easy shopping for many people and navigating so many choices.” This introduces the topic by expressing appreciation which is less likely to trigger reflexive defensiveness.

Cindy should then have made her complaint as simply and as briefly as possible. “It would mean a lot to me if you could choose healthier foods that have less sodium and more nutritional value like the ones you were purchasing previously.” By reminding the person that they had been cooperating with the goal of eating healthier foods (before they started buying unhealthy ones) she is suggesting they need merely return to their own earlier standards, not just hers.

Finally, it is best to end with another positive statement to motivate the person to absorb the complaint and to increase the likelihood of their responding to it positively, “I know it’s asking a lot because those bad foods are incredibly tasty and tempting but if you can make an effort to avoid them it would truly help me out. And if there are any of my household responsibilities I could modify to make your life easier, I’d be happy to reciprocate.” Ending with a promise of reciprocity when it is relevant and applicable to do so often motivates the other person to heed our complaint and make efforts to address our needs.

If you would like to submit a complaint for the complaint makeover corner please feel free to do so using the form on the contact page.

Copyright 2012 Guy Winch

Follow me on Twitter @GuyWinch

What Marital and Customer Service Complaints Have in Common

Customers and marital partners have much in common when it comes to their complaints. As I explain in my book The Squeaky Wheel, the same psychological forces get triggered in our minds when we have a complaint, regardless of whether it’s directed at a company or at our loved ones. In both situations we get so intimidated by the gauntlet of conversations and arguments that await us that we often choose to do nothing (which has real world as well as psychological consequences; we don’t resolve the matter and we feel frustrated and helpless about it as well). When we do choose to speak up, both consumers and people in relationships share a journey that can have eerie similarities.

Following is a side by side (more like row by row) comparison of conversations involving a consumer complaint (about a toaster oven that keeps malfunctioning) and a marital complaint (about a husband that keeps forgetting to clean the garage).

Stating the Complaint:

Customer [to the representative]: I purchased the toaster oven because it has an automatic timer but the timer simply doesn’t do what it’s supposed to. Every time it looks like it’s working, it starts whining and stops.

Representative: I’m sorry you’re having trouble with…the toaster oven. That must be frustrating for you.

Wife [to her husband]: You promised to clean the garage months ago but you simply don’t do what you’re supposed to. Every time you look like you’re working, you start whining and stop.

Husband: I’m sorry you’re having trouble with…the garage. That must be frustrating for you.

Explaining the Problem:

Representative: So, you’re upset because the toaster over just stops working?

Customer: Of course I am! Sometimes I give it a gentle smack and it starts working again, but that only lasts for a few minutes.

Husband: So you’re upset because I just stop working?

Wife: Of course I am! Sometimes I give you a gentle smack and you start working again, but that only lasts for a few minutes.

Expressing Our Feelings:

Customer: I get so angry I can’t help yelling. It’s infuriating to watch it shut down, sit there and do nothing. It’s useless! Just useless!!

Representative: I’m sorry but I’m going to have to ask you to lower your voice.

Customer: Don’t tell me to lower my voice…hello…? Did you just hang up on me? Hello!!

Wife: I get so angry I can’t help yelling. It’s infuriating to watch you shut down, sit there and do nothing. You’re useless! Just useless!!

Husband: I’m sorry but I’m going to have to ask you to lower your voice.

Wife: Don’t tell me to lower my voice…hello…? Did you just walk away from me? Hello!!

Of course, there are ways to avoid these kinds of outcomes by learning effective complaint skills (and for those on the customer service side of things) effective complaint management skills. Thankfully, The Squeaky Wheel is now in paperback (and eBook), which means that for about $10 the secrets of our complaining psychology can be at your fingertips. You could learn how to complain effectively to companies, colleagues, friends, and loved ones…or you could just clean the garage yourself…

Copyright 2012 Guy Winch

Follow me on Twitter @GuyWinch

Sh*t Customer Service Representatives Say

Since The Squeaky Wheel came out last year (now available in paperback!), I’ve gathered many examples of customer service or sales representatives handling simple questions, requests or complaints poorly. I chose the following two examples not because they were the most egregious (they were not) but because the people involved seemed truly clueless as to how inappropriate their responses really were. 1. Banana Republic:

Background: I purchased a coat at Banana Republic at full price the day before Thanksgiving and was assured by that if it went on sale on Black Friday (two days later) I would be credited the difference in price. But when I went back to the store (with my receipt) the sales person refused to credit me the difference (the coat was now $80 cheaper) for what she believed was a perfectly logical reason.

“We can only credit you the difference in price if the coat is on sale and it isn’t on sale, it’s on promotion.”

I resisted the urge to say, “Really? And what are you on?” mostly because I was afraid she might actually tell me (“Just a little Xanax, some Adderall, and Red Bull for lunch, why?”).

Result: I asked to speak to the manager instead. He immediately apologized, shot the sales person a nasty look and credited me with the difference.

2. Carmel Car and Limo:

Background: I called Carmel Limo Service to order a car to take me to the airport. The sales representative was extremely rude when taking my details. I asked why he was being unpleasant and he sighed loudly and snapped, “Just answer the question! Address!” I asked for his name and he cursed and hung up. I called Carmel’s customer service number to complain, mostly because I thought they would want to be informed of how their employee had behaved. The customer service manager heard me out, sighed in exasperation and responded with dismissive impatience:

“I understand you’re ‘claiming’ the person was rude but you don’t have their name, so there’s not much I can do about is there?” She quickly muttered, “Thank you for calling Carmel,” and hung up.

Clearly, the employee and customer service manager had similar training, (“No, no, no! You’re still being way too polite! Rudely! You have to say it more rudely!”). Carmel calls themselves the world's leading car service. I didn't know they were the ones leading the world--but it explaines a lot.

Result: Since the customer service manager was worse than the employee I took my business elsewhere and haven’t used them since.

Have any good examples of your own? Please add them in the comments section below.

Copyright 2012 Guy Winch

Follow me on Twitter @GuyWinch

The 5 Most Read Customer Service Articles of 2011

Five articles were read by more readers of this blog than any of the other thirty-something I posted in 2011. Following are the articles, their intros and my thoughts about why they might have been so popular. Also, my thoughts on why the least read article of the year was so…unread. Feel free to add your own thoughts in the comments section. The Squeaky Wheel Blog’s Most Read Articles of 2011:

1. The Heavy Metal Price of Bad Customer Service

A few days ago I received an email from Mike, a Cisco customer who had a complaint about the company. His story started innocently enough—he purchased a router that did not work properly out of the box and called Cisco’s technical support hotline to complain. What followed was an unfortunate illustration of why having bad customer service procedures and neglecting the importance of open communication with customers can cost a company’s bottom line.

My Thoughts: This case study was mentioned in at least one high-level Cisco conference as well as a marketing Key Note Address. Mike (whom I’ve never met) wrote a great song, thousands of Youtube views and even a good response (eventually) from Cisco. It’s a happy story all around.

2. Learning Customer Service from the Visually Impaired

“You are about to enter a different kind of darkness—a darkness so pitch black, you will not be able to see a thing. Place your hands on the shoulders of the person in front of you. We will walk slowly. Ready? Now, follow me, I will show you to your table.” So began one of the most interesting and memorable dining experiences I’ve ever had.

My Thoughts: I’m in the dark about why this post did so well (Thank you, I’ll be here all week!). If I had to guess it was because the idea of dining in total darkness has very broad appeal.

3. My Letter to Tony Hsieh

I’ve heard numerous stories about CEOs who are reputed to read every email they receive and have generally taken such claims with a grain of salt (if not many, many grains). But a recent experience with Zappos customer service left a sufficient impression on me that I felt moved to chuck all skepticism aside and write a personal email to Tony Hsieh, Zappos CEO and author of Delivering Happiness. Here is the letter I wrote.

My Thoughts: Who knew that my efforts to get the CEO of Zappos to read my book would turn out to be so popular? Although to be honest, its popularity was probably due to the popularity of Tony Hsieh.

4. Does Your Company Know How to Apologize Correctly?

Most customer service representatives are trained to voice apologies when handling complaint calls but they are rarely trained to do so correctly.

My Thoughts: This post did so well it was even adopted as a White Paper by the good folks at Stella Service (.com). It still amazes me that companies regularly botch something as basic as an apology, but yet those that don’t are still exceedingly rare.

5. The Psychology of Customer Loyalty

Loyal customers are those who feel a strongly held commitment to re-buy or re-patronize a specific product, service or company. They are considered a company’s biggest asset as besides providing repeat business, loyal customers spread positive word of mouth that can be up to twenty times more powerful than regular advertising.

My Thoughts: Here again, it’s shocking how often C level management in large companies ignore basic information about customer loyalty, especially as it pertains to complaint handling.

Least Read Article of 2011:

My Session in the Recording Studio

Last weekend I spent 14 hours in a recording studio taping the audio-book for The Squeaky Wheel. It was my first visit to a recording studio of any kind and as might be expected I was nervous. “You’ll be recording in that booth,” the director said, pointing toward a glass window through which I could make out a broom-closet sized room with a small desk, chair and a microphone. “Won’t the back-up singers feel cramped in there?” I asked jokingly. The director didn’t respond. I turned and saw she already had her earphones on and was busy flipping switches. I decided to ditch my ‘Let’s take it once more from the chorus!” joke I was saving for later.

My Thoughts: Okay, I thought my description of recording the audio version of The Squeaky Wheel was both funny and charming. Readers apparently did not. Most people hope to learn something new when they read a blog and yes, it’s possible my struggle not to burp after taking a lunch break was not sufficiently informative.

Please visit again as there are many more articles to come in 2012!

Copyright 2011 Guy Winch

Follow me on Twitter @GuyWinch

Customer Service Hitting All-Time Lows as Holiday Shopping Begins

A recent survey in the UK found that consumers were more dissatisfied with customer service than ever before. Findings indicated that 75% of consumers felt customer service standards were at an all-time low and 62% expressed feeling no loyalty to retailers or service providers because they felt under-valued as customers. Rising Anger and Frustration

Customers expressed both anger and frustration about the state of customer service. Over 65% believe retailers, leisure providers and service providers are arrogant and that they make no effort to understand their customers. Over 50% of UK consumers surveyed thought businesses should actually be fined for consistent poor service (i.e., they feel customer attrition alone is insufficient).

Complaint Management and Mismanagement

When it comes to voicing complaints, 80% of customers stated they would like immediate reassurance from companies as well as evidence their complaints will be taken seriously and resolved to their satisfaction. Indeed, over half those surveyed stated they voiced complaints for the first time, implying their patience with bad customer service practices has worn thin.

Here in the USA Customer Service in the third quarter actually showed a slight decline from last year, not a promising sign as the holiday shopping season is now in full bloom.

Customers and Companies Must Both Change

As I’ve written before (Complaint Handling: Where Customers and Companies Both Fail), customers and companies must both take responsibility for the deficient state of customer service. Companies must pay more attention to customer’s complaints and dissatisfactions and learn how to handle them with excellence as doing do increases customer loyalty (read how here). On the other hand, consumers must learn how to complain effectively and make efforts to address their concerns to the companies directly, rather than just telling their friends about how annoyed they are and defecting to the competition without giving the company a chance to make things right.

Follow me on Twitter @GuyWinch

Copyright 2011 Guy Winch

New Study Reveals White Lies about Customer Dissatisfactions Cost Us Money

The squeaky wheel may get the grease but most of us make informed decisions about when to complain about minor customer service infractions and when to muffle our squeaks. A new study now indicates that when consumers tell white lies about customer service dissatisfactions, it often ends up costing them money. Researches Jennifer Argo and Baba Shiv wanted to examine what happens when we tell white lies to gloss over the minor dissatisfactions we encounter as consumers. Although it might seem as though no harm could come from telling a waiter our meal is fine when we don’t love it, or telling a hairdresser we like our new do when in fact we’re not thrilled with it, Argo and Shiv discovered that such is not the case.

One of the places they conducted their research was in restaurants where they surveyed both diners and servers. They found that 85% of diners admitted to telling white lies when their dining experiences were unsatisfactory (i.e., claiming all was well when it wasn’t). However the real interesting finding was that diners who told white lies to cover up their dissatisfactions were then likely to leave bigger tips than those who did not.

Why would diners who were less satisfied with their meals and who lied to their server about it leave an even bigger tip as a result? The researchers propose that cognitive dissonance was at play. Cognitive dissonance refers to situations in which our actions do not match our beliefs, creating a state of psychological and emotional discomfort. We tend to resolve cognitive dissonance by making efforts to align our actions with our beliefs by tinkering with one of them (either the action or the belief). Cognitive dissonance tends to operate unconsciously and not in a premeditated manner.

As to the current study, we all have an acceptable range of dishonesty. When our white lies fall outside that range it can trigger cognitive dissonance as we feel uncomfortable about our dishonesty. We might then try to reduce our cognitive dissonance by engaging in behaviors that actually favor the wrongdoer (as by doing so we ‘make up’ for our dishonesty). As a result, we not only tell the waiter our steak is delicious and then spit it out into our napkin as soon as their back is turned, we then tip them even more for our regurgitation.

Interestingly, 95% of the servers in the study indicated they knew when customers were lying about such things (i.e., saying the food was satisfactory when it wasn’t) and 100% of the servers (none of whom were trained psychologists) believed such lies translated into bigger tips.

In my book The Squeaky Wheel I discuss many instances and give numerous examples of the negative psychological, relationship and financial consequences we encounter by being ineffective complainers. Here is one more to add to that list—we pay more in tips when we fail to speak up about an unsatisfactory dining experience.

As readers of The Squeaky Wheel can attest, learning effective complaining skills benefits us as consumers (financially), benefits us psychologically and emotionally, and benefits our personal and workplace relationships. It also helps reduce our cognitive dissonance in situations of consumer dissatisfaction.

Of course, we could just keep spitting out our steaks into our napkins...

Copyright 2011 Guy Winch

Follow me on Twitter @GuyWinch

Reference: Argo, J. & Shiv, B. Are White Lies as Innocuous as We Think? Journal of Consumer Research. April 2012 Vol. 38

Taco Bell and Complaints Gone Wild

This week a Taco Bell customer called to complain about not getting enough meat in his XL Chalupas. Taco Bell manager Cynthia Thompson apologized that the business was about to close for the night. The customer spat out racial expletives and threated to ‘redecorate the place’. He then drove back to the Taco Bell and proceeded to fire-bomb the drive-thru. No one was hurt. Last month Jeremy Combs, another Taco Bell customer, brandished a shotgun at a different Taco Bell drive-thru to protest the server neglecting to provide him with hot sauce.

In March of this year, a Texas Taco Bell Customer went on a violent rampage when discovering the price of Beefy Crunch Burritos had risen by fifty cents, firing an assualt rifle at the employees.

Last year three men were shot outside a Taco Bell in Chicago, although in this case the cause of the shooting was apparently unrelated to either Chalupas or hot sauce.

Senior editorial producer for SNY.tv Ted Berg reported seeing Taco Bell rage first hand when he was waiting at the drive through to collect his own meal. His account does provide some insight into the mindset of Taco Bell customers.

“Two cars in front of me, a black Jetta lingered at the pick-up window for what felt like an astonishingly long time — time of course being relative, with no minutes ever lasting longer than those spent anticipating burritos. In front of me, a man in a green Explorer waited patiently until, for whatever reason, the man in the blue Mazda Tribute right behind me — who had passed the menu board but not yet paid — started honking.

Green Explorer-guy got out of his car, walked right past mine, and started slamming his hands on the windshield of the Tribute, yelling, “Give some respect! Give some respect!” It was terrifying and baffling. Respect for whom? The overworked Taco Bell employees? Black Jetta? The sanctity of the drive-thru experience? He didn’t say…”

After reading these accounts, I too felt terrified and baffled.

Not being a Taco Bell customer myself, I am left with 5 burning questions:

1. Why do so many Taco Bell customers go absolutely bonkers when running into problems with their food orders?

2. What about Taco Bell’s food makes it so appealing to people with an obviously impaired ability to tolerate frustration?

3. Do Taco Bell employees get danger pay?

4. Has Taco Bell considered recruiting Iraq and Afghanistan veterans to manage their drive thru establishments?

5. What the hell is a Chalupa?

Please feel free to offer any insights you might have in the comments section below

Copyright 2011 Guy Winch

Follow me on Twitter @GuyWinch

Is Excessive Homework in Private Schools a Customer Service Issue?

The average private school tuition is over ten thousand dollars a year (and in many large cities it is often three times that amount). Do the customers of these schools, the children who attend them and the parents who pay for them, have the same rights other customers do? In recent years, one of the areas in which this question has received most attention is the fiercely contested battle over homework. Children in private schools often have several hours of homework a night by the time they reach middle school. This often requires them to study ten to twelve hours a day with virtually no time to relax, play, or socialize with their friends during the week. It often robs them of much of their weekend as well.

This kind of work load is no small matter. If we imagined children spending twelve hours a day hunched over a sewing machine rather than a desk, we would be appalled. Indeed, play, is a crucial component of healthy child development. It affects children’s creativity, their social skills, and even their brain development.

The absence of play, physical exercise, and free-form social interaction takes a serious toll on many children. It can also have significant health implications as is evidenced by our current epidemic of childhood obesity, sleep deprivation, low self- esteem, and depression.

Experts in education recommend children have no more than ten minutes of homework per day per grade level. The average seventh grader should have no more than an hour and ten minutes a day of homework (instead of three times that amount). Having an extra two hours an evening to play, relax, or see a friend would obviously constitute a huge bump in any child’s quality of life.

The question is do parents who pay huge amounts of money to send their children to private schools have the same right to make customer complaints as the customers of any other business would? And do private schools treat complaints from their ‘customers’ as any business would (or should)?

Parents in the know have been fighting the homework battle for some years now and where private schools are concerned, with some measure of success. Speaking up and educating the school about homework research often has an impact on getting teachers to reduce the amount of homework they give (especially in younger grades). Parents of older children are advised to get become educated about homework research (you can find resources here) and to address the issue as a group. By doing so, they are far more likely to get a response from the school because they represent not just a group of parents but a group of customers as well.

What do you think? Do parents of children in private schools have the same rights as other customers do?

You might also like: How Much Homework is Too Much?

Copyright 2011 Guy Winch

Follow me on Twitter @GuyWinch

Which Emotion Most Drives Customer Hostility?

Two customers with the same exact complaint contact customer service representatives to voice their dissatisfactions. One of them expresses their problem calmly and with civility while the other, with the exact same complaint, explodes in hostility and aggression. This rather common situation raises 3 questions: 1. What is it that accounts for the huge difference in the two customers’ complaining behavior?

2. How should customer service representatives respond differently to each of these customers?

3. Can management mitigate the impact of hostile customers on frontline employees?

A new study in the Journal of Service Management examined the different emotions we bring to complaining situations such as rage, regret, and anxiety. They found that one emotion was more prominent in fueling customer hostility than all others—frustration.

Customers who experienced high frustration tended to bring a significant amount of hostility and aggression to their interactions with customer service representatives, making them extremely emotionally challenging for the frontline representatives laboring to assist them.

In my book The Squeaky Wheel, I discuss the various ways in which how dealing with hostile customers negatively impacts the productivity and mental health of customer service and call center employees. I also discuss and give examples of the steps companies can take to mitigate these effects, as well as the managerial models that have been proven effective in doing so. Therefore, understanding that frustration is often the main driver of customer hostility means that customer service practices need to be adapted to consider the following guidelines for dealing with hostile complaints:

1. The only way to attain a satisfactory service recovery in such situations is to first manage (and reduce) the customer’s hostility—otherwise the hostile complaining behavior will persist or even increase (see my article: The Antidote to Anger and Frustration).

2. Customer service representatives must therefore postpone entering into a discussion about potential remedies and solutions to the problem and allow the customer to fully explain their frustration and the situation creating it.

3. Representatives must then offer customers both an apology (see my article: Does Your Company Know How to Apologize Effectively?) and display empathy (see my article: How to test Your Empathy).

4. Customers who feel their emotions were understood and validated will immediately feel less frustrated and be more open to service recovery efforts (watch short video: How to Apologize to Customers).

5. Frontline employees must manage significant amounts of stress when performing service recoveries in this way. To continue functioning at the highest levels they will need their own support and empathy from their managers and supervisors.

CONCLUSION: In order to perform effective service recoveries and sustain a productive staff, both frontline employees and their supervisors/managers must be trained to express support and empathy in and after encounters with highly emotional and hostile customers.

Copyright 2011 Guy Winch

Follow me on Twitter @GuyWinch

References: Tronvoll, B. (2011). Negative Emotions and Their Effect on Customer Complaint Behaviour. Journal of Service Management, 22(1), 111‐134