Comcast Memo: Harassing Customers During Retention Calls Actually IS Our Policy
July 22, 2014 5:19 PM
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After throwing its employee under the bus, internal memo indicates Comcast looked to mislead media about protocol
Comcast Corp.'s (
) embarrassment continues over the case of the published call in which customer Ryan Block is
an "overly needy" Comcast retention specialist. The specialist goes to seemingly insane lengths to redirect the conversation and ignore the customer's requests to cancel his service. The call was
posted to SoundCloud
and quickly picked up steam after
, Comcast appeared to throw the employee under the bus, suggesting:
We are very embarrassed by the way our employee spoke with Mr. Block and are contacting him to personally apologize. The way in which our representative communicated with him is unacceptable and not consistent with how we train our customer service representatives.
We are investigating this situation and will take quick action. While the overwhelming majority of our employees work very hard to do the right thing every day, we are using this very unfortunate experience to reinforce how important it is to always treat our customers with the utmost respect.
In an internal memo Comcast acknowledges it does train employees to harass customers to try to "save" them, when they call to cancel. [Image Source: prialto]
today published a leaked internal memo from Comcast COO David N. Watson which sheds more light on the matter. Mr. Watson reportedly posted the memo to Comcast's internal TEAM Comcast webpage.
Comcast COO David Watson
The real truth, he reveals, is that the employee wasn't derailing -- he was doing precisely what he was told. He comments:
You probably know that there has been a fair amount of media attention about a recording of a phone call between one of our Customer Account Executives (CAEs) and a Comcast customer. The call went viral on social media and generated news headlines. We have apologized to the customer privately and publicly on Comcast Voices, making it clear that we are embarrassed by the tone of the call and the lack of sensitivity to the customer’s desire to discontinue service.
I’d like to give you my thoughts on the situation.
First, let me say that while I regret that this incident occurred, the experience that this customer had is not representative of the good work that our employees are doing. We have tens of thousands of incredibly talented and passionate people interacting with our customers every day, who are respectful, courteous and resourceful.
That said, it was painful to listen to this call, and I am not surprised that we have been criticized for it. Respecting our customers is fundamental, and we fell short in this instance. I know these Retention calls are tough, and I have tremendous admiration for our Retention professionals, who make it easy for customers to choose to stay with Comcast. We have a Retention queue because we believe in our products, and because we offer a great value when customers have the right facts to choose the package that works best for them. If a customer is not fully aware of what the product offers, we ask the Retention agent to educate the customer and work with them to find the right solution.
The agent on this call did a lot of what we trained him and paid him — and thousands of other Retention agents — to do. He tried to save a customer, and that’s important, but the act of saving a customer must always be handled with the utmost respect. This situation has caused us to reexamine how we do some things to make sure that each and every one of us — from leadership to the front line — understands the balance between selling and listening. And that a great sales organization always listens to the customer, first and foremost.
When the company has moments like these, we use them as an opportunity to get better, and that’s what we’re going to do. We will review our training programs, we will refresh our manager on coaching for quality, and we will take a look at our incentives to ensure we are rewarding employees for the right behaviors. We can, and will, do better.
Thank you for your support, and many thanks to the thousands of exceptional employees all around the country who work so hard to deliver a great customer experience every day. I am confident that together we will continue to improve the experience, one customer at a time.
Thanks to Comcast's COO, we know that the employee was in fact mostly sticking to the script, although he could he could have used a little more tact.
[Image Source: cmorran123/Flickr]
Comcast's almost evangelical way in which it proclaims the importance of "the act of saving a customer", should be eye-opening to anyone who believed this was a one-off incident. Comcast is clearing training its reps to behave as belligerent hard sellers. While it says it must try to win them back with "the utmost respect", the memo seems to clearly imply that its script requires its agents to deflect customer requests, and waste their time trying to share facts about how great Comcast is and sales pitches to win them back.
In other words, Ryan Block's experience -- tone of the rep aside -- was an ideal call from Comcast's perspective.
So to recap, Comcast was caught harassing and not listening to its customers via rude retention calls. It then lashed out at its employee saying they were violating their training. Then after pointing the finger at the working man, it turned around and told its workers that the employee actually was following their training, and that they shouldn't feel bad.
Comcast doesn't appear to really care about its customers' wishes and is happy to deflect blame to its employees who are following its policies/protocol. [Image Source: Silence Breakers]
No wonder Comcast beat out a packed field of rivals to
earn the distinction of "Worst Company in America"
in a public poll by
Of course for those appalled at such glaringly dishonest business practices, the fun has just begun as Comcast is in the process of acquiring Time Warner Cable, Inc. (
for $45.2B USD
. Time Warner Cable was the
second most loathed in 2013 ISP customer satisfaction surveys
, behind only Comcast.
If the deal -- currently
under scrutiny by U.S. antitrust regulators
-- goes through, Comcast will
own a dominant stake
in the U.S. cable television market just under 30 percent, and a dominant stake of just less than 40 percent in the U.S. cable internet market. With roughly 2 in 5 Americans connected by Comcast, and with Comcast and Time Warner being the only two options in some regions a deal would leave many Americans with no other option for service.
Many Americans could soon be forced to use Comcast. [Image Source: Viacom's Comedy Central]
But with corporate America encouraged by the U.S. Supreme Court in recent rulings to exercise its "free speech" by paying off America's elected officials, hope of overturning the deal --
widely acknowledged as anticompetitive
-- is waning. Comcast has started a political action committee and is
looking to make key payments to both individual candidates and the Democratic/Republic National Parties
, looking to lubricate the deal and slide it through the backdoor. As the saying goes, money speaks. Thus many Americans may soon have to
begrudgingly deal with
this kind of antics.
This article is over a month old, voting and posting comments is disabled
RE: I think you're reaching here
7/22/2014 10:19:40 PM
People definitely have a skewed perspective of these types of corporations. Companies like comcast tend to be evil in ways not related to customer service. They will ALWAYS side with the customer on a corporate scale, even if the customer is insane. Things slip through depending on the people behind the desk, but the fact is that guys like comcast care more about the customer than they do about their own low level employees (very little vs legally obligated).
From my experience these large companies/chains will smother prospective customers with obnoxious ads until they submit (almost always referred to as a "numbers game"), and once they get a bite they will simply move on to the next target while adding the new customer to their routine spam system. They do not care enough about you to force you into staying. The staff you talk to are making minimum wage or slightly above unless you specifically call for the head manager, which you will almost never talk to because these companies employ a "manager on site/duty" system using supervisors or "qualified" employees as managers so they can avoid paying multiple manager salaries. If they could just push a big red button that canceled the subscriptions of incoming callers they would do it.
RE: I think you're reaching here
7/23/2014 10:16:59 AM
While I havent' read the full transcript word for word.
When listening to the recorded message, the customer is clearly being vague about his reason for wanting to cancel his account.
All he had to do is say he was moving and needed to cancel the service. If he had already stated he was moving, then why would the CS rep try to 'save' the customer?
Respect is a two way street.
I feel the customer was in a way, baiting the agent. He could have politely say, "I understand your required to try and keep me as a customer, but I'm moving and simply want to cancel my service at this time."
I've worked in retail/CS in the past and I can tell you first hand there are some real shits out there. Not many, but when you get one....you know it.
Some people just like to F_ck with customer service people, because it makes them feel superior, is some sad way. It's actually kind of funny recalling how ridiculous some of them were. One example: Had a guy try to return a shirt on a Sunday. It was pulled inside out with visible back hair and neck stains on the shirt. Like he just lifted it off the bedroom floor and put it in the bag to return. It was obvious he wore it out the night before. Needless to say, it was NOT returned. College town.
Again people, Respect IS a two way street. Understand the CS is required to try and retain you. If you are respectful and clear that you are resolved in your decision, they will not want to waste their time any further.
~Best wishes on your choices
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