Whatever you do or sell you will have somebody unsatisfied with your performance or product. That complaint must not be on real basis, but you should know how to react. What to do specifically after customer tells you that he/she is not satisfied with your performance or your product?

Prevention is the most helpful thing. You should not think: “I will promise everything and I will deal with problems in the end”. When you take the order, you have to detect what a customer wants and that must not be equal with what customer says he/she wants. To deal with that, learn from the best and try to practice it in every occasion. Do not force customer to take what he/she does not want. Instead, try to develop a need for something in customers perspective. That is a good practice.

If a customer comes with a complaint, first do not panic! At first, listen carefully all that other party is trying to say to you. You should detect is there objective reasons for a complaint. Sometime you will find it, sometime you will not.

The worst thing you can do is to argue with a customer. Even if a customer elevates his voice you should rest calm. Why? Because if you adjust your voice with a customer you help development of the affect inside his head and the main reason to even talk with a patient is to decrease or to eliminate that affect. In psychology, affect is short-term emotion caused by something. People think much different in the state of affect and are ready to do many things that they will not do without it.

If a customer has no objective reason for a complaint, you have to try to explain whole process and to try to find potential other reason for that complaint. We can see often that after we do our business correctly, our customer tries to avoid paying or to get lowered price. Of course, if you have done your job professionally the only reasonable time for price negotiation initiated by customer is before any procedure. If you are forced to negotiate price after procedure it should be only damage control negotiation because it is better to get anything rather than nothing.

If a customer has objective reason for a complaint, first tell that you will try to investigate what happened. If it is your fault or not, next thing you must do is to apologize and to say that you will do anything possible to quickly correct the problem and if it is not possible that you will find the way to compensate him/her. In this case you should think about something. This customer is not satisfied with your performance because you have done something wrong. Here you should try to decrease negative advertisement and not to be tight on compensation because customers love to see that if it was your fault you are ready to play fair. It was your fault and it is cheaper to pay slightly higher compensation then to have person that will share his experience wherever he/she can.

One additional thing: In whole conversation you have to take care on many nonverbal messages you are giving. If a customer does not want to feel your sentiment he/she will send you a written complaint. But you will see that among all complaints oral ones are the most frequent. Why? The customer is trying to detect whether you understand his/her problems and how you will take it seriously. If you succeed in that interview you will leave good impression toward a customer and that will be the strongest impulse that will cancel any further problem.

Do not misunderstand me: you must not be a good man if that is not your style, but this kind of behavior is good for a business and positive cash flow which is in the end very important!