Get Into Bar Tending - Customer Service for Hospitality

• Hospitality
• Higher Education (non-degree)

Day 1 - Agenda

• Registrations & Introductions
  
• Importance of Preparation
  
• The Art of the Welcome
  
• Handling complaints
  
• Lunch
• Responsible Serving
• Into to Beer
  
• Practical: Kegs & Pulling Pints
  
• Meet the employers

Day 2 - Agenda

• FLOW Online modules: The Bartender and Guest Service
• Recap of key information
  
• Assessment
  
• Theory of cocktails
  
• Optics
• LUNCH
  
• Cocktail sessions (Mojito, Margarita and Manhattan
• Meet the Employer; Q and A and opportunity to network

Objectives

By the end of the workshop you should be able to:

• Understand the importance of providing excellent customer service.
• Understand the role of the individual in delivering customer service.
• Understand the importance of customers’ needs and expectations.
  

Content

Session 1

Introduction to Customer Service

- What is service?

- Why is it important?

- Identifying customer needs.

Content

Session 2

Effective Communications

- Effective and ineffective communication skills

- Questioning and listening techniques

Session 1

Introduction to Customer Service

- What is service?

- Why is it important?

- Identifying customer needs.

Content

Session 3

Presenting a positive professional image

- First impressions

- Presenting a positive attitude and image

- Identifying and using appropriate body language

Content

Session 3

Presenting a positive professional image

- First impressions

- Presenting a positive attitude and image

- Identifying and using appropriate body language

Session 4

Handling customer complaints

- Why customers complain

- Resolving difficult customer situations

- Handling complaints positively 

Introductions

• Who are you?

• What got you interested in bartending?

• Do you have a favorite bar?

Introduction To Customer Service

- What is service?

- Why is it important?

- Identifying customer needs.

What is Service?

Customer Service is all about:

• Providing customers with what they want
  
• Offering consistent levels of service
• Staff – Product Knowledge
  
• Exceeding and not just meeting expectations
  
• Fulfilling all customer needs
  
• Going out of your way to delight customers  

Q3

Customer Service & Loyalty

• Exceed the expectations of their customers 
• Treat customers with respect
  
• Do not just aim to satisfy – they aim to delight
• Provide solutions to problems
  
• Consistently deliver outstanding service to their customers
• Make customers feel that they are the most important part of their business …… which they are.

2b

Why is Service important?

• Intense competition
  
• Customers have a choice
  
• It is the only thing that can make us different from our competitors
• Satisfied and delighted customers will come back – builds customer loyalty and repeat business
• Results in recommendation to friends & family
  
• Easier to sell to existing loyal customers 

Q2a

Why should a potential customer come your favorite bar?

The benefits to a customer service deliverer from providing customer service are:

• Excellent relationships and rapport with the customer
  
• Job satisfaction and motivation
  
• More sales as the customer will return
  
• Sales targets met and potential for bonuses or promotion
• Job Security

Q6

YOU

CUSTOMER

Colleagues are Customers Too:

who are your internal Customers?

INTERNAL CUSTOMERS

INTERNAL CUSTOMERS

Q1b

Customer Expectations and Building Loyalty

Customers:

• Expect the core service to meet their needs for price,quality value for money
  
• Expect polite treatment at all times – even when they are being difficult
  
• Need to see attention is being paid to their requests
  
• Want to feel their needs are important
  
• Do not want to hear “No” or “I do not know”
  
• Want to feel secure in the knowledge that you have all the answers and solutions
  

Q10 Q2b

Customer Expectations and Building Loyalty

Customers:

• Want mistakes admitted to and rectified
  
• Expect promises that are made to be honoured
  
• Expect to be treated with respect
  
• Need to have time given to them for explanations
  
• Need to know when a problem arises
  
• Expect you to be able to answer questions

Q2b

The Benefits of Product Knowledge to the Service Provider are:

• Increased opportunity to upsell products and services
  
• Meet products to match customer
  
• Motivating
  
• Increased sales/tips
  
• Meet targets

Q3

In groups, discuss what products/services you can upsell?

Where is the opportunity to upsell each product/service?

Organisation’s Expectations Customer Service Promise/Mission Statement/Charter:

Organisations expect you to:

• Provide the organisation’s quality customer service
  
• Consistently deliver service standards – Cleanliness
  
• Meet standards laid down in standard manuals
  
• Follow service procedures – provision of service
  
• Meet legal standards related to the delivery of - Health & Safety, Hygiene and security of personal information
  
• Project a positive image at all times when dealing with customers – conduct of staff
  

Q1a

Comfort Break

Effective Communications

- Effective and ineffective communication skills

- Questioning and listening techniques

Effective Communications

• Increases quality of service
  
• Saves time
  
• Improves customer care
  
• Avoids misunderstandings
  
• Builds good relationships
  
• Creates a positive atmosphere 
• Encourages open discussion
  
• Allows for achievement of goals
   

Ineffective Communications

• Hampers relationships
• Wastes time
• Affects customers and colleagues
• Destroys morale
• Creates a negative atmosphere
• Builds a negative reputation
• Hampers achievement of goals 

How do you think you can communicate effectively as a bar tender?

Listening

• Look at people
• Nod
• Turn off negative thoughts
• Ask questions

• Lean towards people
• Do not interrupt
• Stick to the subject 

Question Technique

Open Questions
Who? – What? – Why? – Where? – How? – When?

Closed Questions

Do you? - Are you? - Is it? - Have you?

Reflecting Questions

To summarise, check back and clarify

Non-Verbal Techniques

• Lets the customer know you are interested
  
• Allows you to listen to customers’ feelings as well as their words
• The moment a customer walks up to you, regardless of what you are doing, make immediate eye contact

Q4

Facial Expressions

• Facial expressions often show how you feel:
  
• Smile if you are happy!
• Frown if you are not!

Combined Use Of Verbal and Non-verbal Communications

7%

actual words

38%

voice, tone, pitch, pace and quality

55%

body language

Break

Presenting a positive professional image

- First impressions

- Presenting a positive attitude and image

- Identifying and using appropriate body language

First Impressions

You never get a

second chance

to make a

first impression

Attitudes – Who are you?

Someone who makes things happen?

Someone who watches things happen?

Someone who wonders what happened?

Attitude and Behaviour

• Professional
•  Show understanding
  
• Be patient

Professional Image/First Impressions 

• Neat & tidy personal presentation
• Acknowledge
• Smile
• Helpful & willing
• Friendly - welcoming - well mannered
• Use names
• Listen
• Ask questions
• Reassure them

Q5

Take Responsibility for Helping the Customer and promoting excellent communication skills

• Be enthusiastic
  
• Be confident
  
• Be welcoming
  
• Be helpful & willing
  
• Be polite
  
• Show you care
  
• Comply with hygiene, health and safety guidelines

Q5

Projecting a Positive Image

Appearance:

• Personal grooming and uniform standards
  
• Your work area

Eye contact:

• Look at people
  
• Shows you are interested

Negative Messages

You:

• Do not like your work
  
• Are stressed
  
• Are not friendly
  
• Do not show respect for other people
  
• Do not want to help - when you do help, you do so reluctantly

Special requirements a customer may have:

• None English Speaker
• Confused/Elderly
• Hearing Impaired
• Mobility Impaired
• Blind/Visually Impaired

How would you communicate with each of these types of customers? Discuss 

Q7 & Q8

Handling customer complaints

Why customers complain

- Resolving difficult customer situations

- Handling complaints positively 

Handling Complaints

What are they?

An opportunity to:

• Make things right
• Turn dissatisfied customers into delighted customers
• Show you care
• Turn complainers into ambassadors

Calming Customers

Listening
Actively show you are listening

Empathy
Show that you do care and are concerned

Agreeing on Common Ground
Find something to agree with

Why would customers complain?

• Slow service
  
• Negative staff attitude
  
• Poor quality of product/service
  
• Overcharging/price not as expected
  
• Poor cleanliness of facilities
  
• Lack of availability of product or service

Q11a

Recognising Verbal and Non-Verbal Complaints

Not all complaints are spoken—some are non-verbal.
Verbal Complaints:

• Directly mentioning an issue.
• Asking for a manager.

Non-Verbal Signs of Discomfort:

• Customers looking around impatiently.
• Pushing food or drinks away.
• Whispering or appearing frustrated.

Reading Customer Body Language

Happy Customers:

• Open body language, relaxed shoulders.
• Smiling and engaging with staff.

Unhappy Customers:

• Folded arms or tense posture.
• Short responses, avoiding eye contact.
• Fidgeting or checking their watch/phone frequently.

Handling Complaints

• Listen - acknowledge - 
• “I understand, and I’m really sorry about that.

• Apologise - for inconvenience

• Solve – prompt attention, investigate, resolve
• “Let me fix this right away for you.”

• Thank
• Check back to ensure the issue is fully resolved.

•  Make the most of your LAST chance!

11b

Reasons organisations need to know about complaints

• In order to rectify the matter
• To improve product and service quality
• To try and avoid losing the customer
• To see where staff are not performing as expected
• To make improvements to the service or product

Q11b

Questions?