Welcome to "Following Through on Commitments with Action." This unit is designed to equip you with the skills needed to build long-term trust with your customers. You'll explore techniques for managing expectations, recovering from lapses with integrity, and using feedback as a tool for continuous improvement. By mastering these skills, you'll enhance your ability to foster strong customer relationships and ensure their satisfaction and loyalty.

Confirming and clarifying commitments is a fundamental step in ensuring clarity and building trust with your customers. When you receive a support request, it's crucial to clearly articulate what you've agreed to and provide a realistic timeline for the next steps. This practice sets clear expectations and demonstrates your organization and reliability. For example, you might say, "Thank you for your request. We will begin working on it immediately and expect to have an update for you by Friday." Practicing this technique involves actively listening to the customer's needs and summarizing them back to ensure mutual understanding.

Double-checking the customer's expectations is essential to ensure alignment and prevent misunderstandings. This step is crucial because it helps to verify that both you and the customer are on the same page regarding the request or issue at hand. Misunderstandings can lead to dissatisfaction and erode trust, so taking the time to confirm expectations is a proactive measure.

This can be achieved by asking clarifying questions or summarizing their needs back to them. You can use questioning to check-in, clarify a need, confirm expectations, or reassure the customer.

For example, you might ask, "Can you please confirm if addressing the user experience is as important as resolving the technical issue?" This approach not only ensures clarity but also demonstrates your commitment to meeting the customer's needs accurately.

Aligning on what success looks like is key to meeting customer expectations and achieving desired outcomes. Discuss and agree on the desired outcome, ensuring it's clear to both you and the customer. You might say, "Success for us means that your system is running smoothly without any interruptions. Is that what you're looking for as well?" Practicing this technique involves having open discussions with the customer about their goals and ensuring that both parties have a shared understanding of what success entails. This shared understanding helps guide your actions and ensures that you are working towards the same goal.

Let's look at a dialogue between two colleagues to see these skills in action.

• Jake: Hi Natalie, I wanted to confirm the details of your request. We're aiming to resolve the technical issue by Friday. Does that timeline work for you?
• Natalie: Yes, that sounds good. I just want to make sure the user experience is also addressed.
• Jake: Absolutely, just to confirm, you're looking for improvements in both the technical and user experience areas, correct?
• Natalie: Exactly. I appreciate you checking in on that.
• Jake: Great! Success for us means your system runs smoothly without interruptions. Is that aligned with your expectations?
• Natalie: Yes, that's perfect. Thanks for clarifying!

In this dialogue, Jake effectively restates the timeline, double-checks Natalie's expectations, and aligns on what success looks like. This approach ensures clarity and builds trust. By mastering these skills, you'll be able to confirm and clarify commitments effectively, leading to stronger customer relationships and increased trust. In the upcoming role-play session, you'll have the opportunity to practice these concepts in a realistic scenario.