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§§ Table of Contents − − − − − − − − −
Ultimate Guide to Difficult
Conversations
1. Introduction 2. When you don’t know the answer 3. When you have to transfer a customer to someone else 4. When a customer requests a feature or product 5. When a customer asks you for a favor that you cannot do 6. When there’s something wrong with the delivered product 7. When you close the conversation 8. When a customer is angry 9. When a customer is unwilling to pay 10. When a crisis occurs 11. When you have a frequently complaining customer 12. When customers complain on social media 13. When you have legal issues 14. When you have to deliver bad news 15. When you have an abusive customer 16. When customers cross boundaries 17. When the customer speaks a different language 18. When a customer asks a vague question 19. When customers ask when something is going to be available 20. When you or your fellow agents made a mistake 21. When a customer wants to speak with a manager 22. When you can’t resolve the issue right away 23. When you need to let a customer know that it was their mistake 24. When a customer reaches you by mistake 25. When a customer asks how your product is different from others 26. When a customer is worried about how secure your service is 27. When a customer says that they forgot their password 28. When you want to point a customer to your documentation 29. When a customer violated your terms of service 30. When a customer is not tech-savvy 31. When a customer is right, but your policy is not 32. When a customer sounds like a bigot 33. You’ve got this!
26.

When a customer is worried
about how secure your service is

Security is no joke. Especially not for people whose whole company is depending on you. Occasionally in the pre-sales portion of a customer’s experience with you, they’ll reach out to ask about security on your site, or what specific features you offer that might be able to help.

When a customer is worried about how secure your service is

While it is always best to focus on what the actual answer is to a customer, if the response you have to give doesn’t sound as appealing as you might like, an excellent tactic is to focus on the features that you do offer, rather than what you don’t. Here’s a great example:

Hey there,

Thanks so much for reaching out about this — it’s awesome that you’re concerned about online security! It’s a crucial topic that many people fail to recognize as important.

Anyway, here at [company name], our website is extremely secure. We [insert what you do — i.e. encryptions, changing passwords, etc. Perhaps include a link to your privacy policy page, if you have one.].

I hope that helps, but please let me know if you have any other questions or concerns.

Thanks!

If they persist, or the question is a bit more technical than you think you can handle, perhaps consider sending it to a support engineer if your company has one, or figure out a better process for escalation amongst the team. Having one person to run point and be the source of knowledge for tickets like these can be valuable — the answers can be technical and nuanced, and it’s a lot of pressure for everyone on your support team to know exactly the right answer every time.