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Bristol Snow and Service Update

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Over the past week planes have been grounded, trains have been delayed and roads have been made hazardous. The snow could not have come at a worst time for people who are planning long journeys to spend Christmas with family and friends but at Office Response it’s business as usual.

As we offer a 24 hour service we know we play an important role in contingency planning for our customers. This has been demonstrated over the past week in the call volume increase from our customers for reasons ranging from callers chasing orders which have not been delivered due to poor road conditions, offices closing early to allow staff to make it home safely and increases in the demand for maintenance services.

Whilst we pride ourselves of being able to support our customers in this way, Bristol, like many parts of the Country, received enough snow to slow public transport and affect the roads resulting in our staffing resources being reduced by half.

However we know the only way we could successfully manage this was to view it as a challenge rather than a problem and look at how we can ensure our service level is maintained.

During bad weather spells in 2010 we have had members of our Sales team, Customer Services team, Senior Managers and even the Managing Director taking calls in the Contact Centre which proved a great opportunity for team building throughout the business!

We have also made sure our customers know what we are doing to ensure they can continue to rely on us to support them.

Over this week we have received really positive feedback from our customers and we are pleased to report that yesterday we answered over 96% of all calls within 20 seconds.

Felicity Clack
Customer Services Manager

Jobcentre Plus Awards

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Following our recent success at the South West Contact Centre Awards, Office Response have again been recognised for our work with young people by Jobcentre Plus. The Jobcentre Plus Awards showcase the achievements of companies, partnerships and individuals who’ve worked with Jobcentre Plus over the past year. At the South West region awards yesterday we picked up the Skills Development Award and came runners-up in the Youth Employment Award. Seeing as RBS, Royal Mail, Wilkinsons, Waitrose and Comet were also shortlisted we’re quite chuffed at this achievement. continue reading

How should you prioritise your incoming telephone calls?

Posted in Tips, Knowledge and Experience | 2 Comments

 

It might seem a bit harsh, but the importance of a telephone call is often greater to the person making the call than to the organisation taking the call. Answering calls costs money so you should consider what return you are going to make from different types of calls and then target your resources accordingly.

You can prioritise different types of calls in a number of different ways:

• Consider using some sort of a IVR call platform before calls are answered e.g. press 1 for sales, press 2 for customer services etc.

• Use unique telephone numbers for different types of calls e.g. for sales, customer service and reception.

• If your telephone system allows it, set up ringing groups for each call type to present certain calls ahead of others.

• You could also use the routing facilities of “intelligent” telephone numbers to ensure your most important calls get picked up quickest.

But how should you rank your call types? Let’s look at some examples:

New Business Enquiries – Spending money on advertising and marketing without answering your calls is like trying to fill a bath up with water but forgetting to put the plug in. The leads will go down the plug hole – quite literally ‘money down the drain’. You can recognise companies that maybe haven’t considered this if you pick up a Sunday newspaper and telephone some of the advertisements. Those that don’t answer have forgotten to put the plug in the bath! It makes sense to answer new enquiry calls but ignore existing customers at your peril.

Customer Service Calls – Deciding what impact your handling of customer service calls will make on your business profitability is another complicated issue. How unique is your product or service? If you are the TV licensing authority then you can get away with answering 50% of your calls confident that people will call back but for most commercial organisations this level of poor service would be suicidal. Commercial realities play a part in deciding how much you should invest in telephone customer support. If you are in a very price sensitive market you may not be able to invest in post-sale support and even if you did would it encourage buyers to pay you 20% more when they are next in the market? It’s not for no reason that many PC manufacturers base telephone customer support offshore to reduce costs. The point to remember here is ‘how are my existing customers going to react if I don’t meet their customer service expectations?’

By Steve West

Marketing & Business Development Manager

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Top 12 Telephone Answering Tips

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Telephone answering skills are critical for businesses. The telephone is still most business’s primary point of contact with customers and the way you answer your company’s phone will form your customer’s first impression of your business. These telephone answering tips will ensure that callers know they’re dealing with a winning business – of course, if you dont want to do it yourself Office Response can handle all your calls for you:

1) Answer all incoming phone calls before the third ring if possible – this shows whoever is calling you that you value their call.

2) When you answer the phone be warm and enthusiastic. Your voice at the end of the telephone line is sometimes the only impression of your company a caller will get.

3) When answering the phone,welcome callers courteously and identify yourself and your organization. Say, for instance, “Good morning. ABC Construction’, Andrew speaking, How may I help you?” No one should ever have to ask if they’ve reached such and such a business.

4) Enunciate clearly, keep your voice volume moderate, and speak slowly and clearly when answering the phone, so your caller can understand you easily.

5) Control your language. Don’t use slang or jargon. Instead of saying, “OK”, or “No problem”, for instance, say “Certainly”, “Very well”, or “All right”. If you’re a person who uses fillers (known as vias) when you speak, such as “uh huh”, “um”, or phrases such as “like” or “you know”, train yourself carefully not to use these when you speak on the phone.

6) Train your voice and vocabulary to be positive when phone answering, even on a “down” day. For example, rather than saying, “I don’t know”, say, “Let me find out about that for you.”

7) Take telephone messages completely and accurately. If there’s something you don’t understand or can’t spell, such as a person’s surname, ask the caller to repeat it or spell it for you. Then make sure the message gets to the intended recipient.

8) Answer all your calls within one business day. The early caller can get the contract, the sale, the problem solved… and reinforce the favorable impression of your business that you want to circulate.

9) Always ask the caller if it’s all right to put her on hold when answering the phone and don’t leave people on hold. Provide callers on hold with progress reports as the call progresses. Offer them choices if possible, such as “That line is still busy. Will you continue to hold or should I have ________ call you back?”

10) Don’t use a speaker phone unless absolutely necessary. Speaker phones give the caller the impression that you’re not fully concentrating on his call and make him think that his call isn’t private. The only time to use a speaker phone is when you need more than one person to be in on the conversation at your end.

11) If you must use an answering machine to answer calls when you can’t make sure that you have a professional message recorded and gives callers any other pertinent information before it records their messages. Update your answering machine message as needed. For instance, if your business is going to be closed for a holiday, update your recorded answering machine message to say so and to say when your business will reopen.

12) Train everyone else who answers the phone to answer the same way, including other family members if you’re running a home-based business. Check on how your business’s phone is being answered by calling in and seeing if the phone is being answered in a professional manner. If they don’t pass the test, go over this telephone answering tips list with them.

Using an Outsourcer to qualify Sales Leads

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One of our customers uses our telephone answering services to ensure that their sales people are maximising their time. Their problem was that many of their sales enquiries were actually enquiries for information – the callers weren’t ready to buy yet. This meant that they were spending lots of money staffing a sales team that had become an information line!

The solution was to outsource the calls to us and reduce the size of their sales team. We developed a call script that took the caller through a qualifying process to see where they were in the buying cycle. By using conditional scripting (i.e the caller is asked different questions dependant on their circumstances) it now means that only qualified callers that are ready to buy are transferred to the sales team. All information from other calls is used by the customer to provide information to the callers and prepare them through marketing methods for when they are ready to buy.

If you have a service or product that attracts callers seeking information, guidance or assurance before buying, or you seem to attract lots of calls from timewasters, we might be able to help you.

By Steve West

Marketing and Business Development Manager

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How to manage your calls whilst away on holiday

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With half term next week, many people will be packing up the camping gear or jetting off abroad. If you are a business owner, or have responsibilities that involve having to be available on the phone, what options are there to manage your calls whilst you are away?

Divert calls to your Mobile phone – It won’t be much of a holiday if you’re lying on the beach talking business all day, but technology now allows your calls to follow you wherever you are. You need to consider what the network coverage, reception signal and diversion costs are going to be. If you are holidaying with family you can also expect some moans…

Divert all calls to Voicemail – If you leave a voicemail message explaining that you won’t be available then at least they have an expectation of when you will be able to respond. This could work for you if your caller’s needs are not critical and can wait. Most voicemails have the option to ‘dial in’ remotely so you can pick up your messages and deal with them.

Get someone you know to ‘man the phones’ – This solution can work for you if you have competent employees, business associates or friends that can represent you and your business. Brief them on common call types, what to say and who to contact if there is an issue.

Divert your calls to a telephone answering service – If you already use an answering service it’s a simple case of letting them know how to handle your calls whilst you are away. If you don’t have one you might want to call us.

By Steve West

Marketing & Business Development Manager

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Tender Moments…

Posted in Tendering | 2 Comments

 

I have spent many hours this month preparing a tender to provide telephone answering services to a housing authority. As those of you who partake in this activity on a frequent basis know, it involves an arduous task of completing pre qualification questionnaires, submitting policy statements relating to every area of your business, and producing a comprehensive description of how you will fulfill the obligations of the contract. For those of you that are yet to embark on bidding for work this way, be assured that preparing tenders is time-consuming, costs money and ties up valuable resources.

Office Response has been successful in winning contracts through this process so there is a definite business benefit for doing so. We provide telephone answering services to many public sector bodies and many of these contracts were won through tender. However, one of the most frustrating elements of the process is when the client requesting tender submissions advises that they are canceling the tendering process. Annoyingly, this usually occurs after you have done all the hard work.

In this instance, the message received was that the client was ‘..not in a position to continue with this tender opportunity..’. No further explanation was given and no mention of regard to the many companies that would have spent time and money submitting tenders.

Which begs the question – Should the public sector be held accountable for the costs that the private sector incurs when the tender is withdrawn? Out of the 3 public sector tenders we have submitted in April, 2 of them were withdrawn by the client before the end of the process. Of course, one must consider that they may not have wanted the services in the first place and put the work out to tender because that was the ‘procedure’. If this was the case (and yes, it does happen) then everyone suffers.

The Business Link website offers these nuggets of wisdom to stop us being caught out by dubious tenders…’Make sure the client is serious, and that you’re not there just to make up the numbers or to test the market. Sometimes customers may just be fishing for ideas they’ll then use for themselves. You can prevent this from happening by requesting customers to sign a non-disclosure agreement before presenting your tender. But don’t forget many clients genuinely want you to make a creative contribution and provide ideas.’  Genius!

By Steve West

Marketing & Business Development Manager

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Harder to Recruit in Recession

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I recruited 2 new members to our Customer Services Team late last year and was amazed at just how difficult it was to attract decent candidates. Thankfully, we met Vicky and Sarah who are now completing their training and are already an asset to the team.

At Office Response we subscribe directly to the main job advertisement and CV posting websites, use specialist job sites such as Graduate South West and liaise with local employment agencies. We find this gives us a broader spectrum of candidates rather than using recruitment agencies and has worked very well in the past. However, after 2 weeks of advertising the amount (and quality) of applications was very poor. I found myself saying “Is there anybody out there looking for a job?”. Should we change our recruitment procedures?

Has anybody else experienced this or is it only me?

by Steve West

Marketing & Business Development Manager

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