A customer’s purchase is overcharged by $10.00. The store
policy is clear
“No cash refunds” so the sales associate refuses to issue the
refund even though the mistake was hers. The customer was told he would have to
accept a store credit or wait for a cheque to be issued by head office.
A customer wants to exchange a sale item she bought three
hours earlier but the store policy states, “All sales are final.” The employee
adamantly refuses to exchange the item for the customer.
What is the likelihood that these customers will buy from
those stores again? I think it would be safe to say they won’t.
We all know that policies are instituted for a reason
– to protect the company and reduce the risk and liability. However, in
many situations, policies are put into place to manage a tiny portion of the
business – people who look for ways to exploit your business or who try
to get something for nothing.
Unfortunately, these policies are designed to control the
minority rather than the majority. And, as a customer, I highly doubt that you
like being told, “That’s our policy.”
There is no question that some people will take advantage of
liberal and flexibly policies. However, my experience has taught me that these
individuals are few and far between.
Case in point; when I published my first book, I offered an
unconditional money-back guarantee to anyone who did not feel the concepts
would help them improve their business. My publisher was distraught about this
decision, telling me that I was setting myself up to be taken advantage of.
Later, I extended this policy to the products I started
selling on-line. In the last four years I have sold over 7000 copies of my book
and thousands of dollars of other products but I have only issued 2 refunds.
Was the risk worth the reward? Absolutely!
In another situation, a participant in one of my public
workshop expressed his disappointment because the program did not address his
specific expectations even though full details of the program were provided
before he registered. While I considered the possibility that he was trying to
take advantage of me, I still offered a refund because it made good business
sense.
The easier you make it for someone to do business with you,
the more business they will generate, providing of course, you offer a good
product at a fair price. I firmly believe that flexible policies can help a
business increase their market share.
Here is something else to consider. When your policies
change (which is not uncommon), don’t force existing customers to adhere to the
new policy immediately after it has been implemented. Give them a grace period
to help them adjust to the new procedures.
I also think it is important to give employees some
latitude. I’m not suggesting that you allow everyone to make their own decision
but I do know from experience that most people will make good business
decisions if given the opportunity.
Many people are hesitant to do business with someone they
have not purchased from in the past. And for good reason, they have been sold
goods and services that have not lived up to their expectations. Reduce their
concern and hesitation by making it easy and risk-free to buy from you.
One of my first clients expressed concern about doing
business with an unknown vendor (me). When she asked what would happen if she
wasn’t satisfied with the program I was going to develop for her, I told her
that she wouldn’t pay. I even agreed to include this in my contract with her.
Several years later, her company is still a client and I have since extended
this policy to all new clients.
Another aspect to consider is the fine print you include in
contracts. Why force your customers to review paragraph upon paragraph of text
that can only be read with a magnifying glass. State your terms up front and
believe that the more fine print you have, the more you are trying to hide from
your customer.
I remember my wife talking to a computer company we were
leasing from after we discovered that we had made two extra payments even
though the lease had ended. She was told, “Your contract clearly states that
you are responsible for contacting us to terminate the lease.” I have also seen
this type of clause for extended warranty programs. Some companies offer a
rebate on the warranty if you do not use it. However, the caveats usually
require the customer to submit the original receipt within 30 days of the
warranty expiration.
Evaluate the policies you have implemented over the years
and look at them from a customer’s perspective. They may be costing you business.
Kelley Robertson, President of the Robertson Training Group,
works with businesses to increase their sales and motivate their employees.
www.RobertsonTrainingGroup.com
