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Some Customers LOVE Predictability - 9/30/25


I was facilitating focus groups of businesses that utilize local government services.  The phrase that popped up multiple times was “Time Is Money!”  What these municipal customers were conveying was that their time was valuable, and delays were wasting their time.  But the conversations were not just about how Read more

Find Your Special Sauce - 9/23/25


When I watch a football game and I see a great quarterback (somebody who may be considered a “Star”), he might be an excellent runner, have a big arm, be able to diagnose the defense and get his team into the right play.  But he’s likely not great at Read more

Gain Control of the Conversation - 9/16/25


The customer’s angry or upset or they have a complaint.  They’re very chatty or very wordy or they just want to talk to somebody.  You’re on a time crunch, and the customer obviously is not. There are times when you need to gain control of the conversation.  It’s important for Read more

Complement with a Compliment - 9/9/25


We perform many tasks for our customers every day, and when we’re done with a step in the process, oftentimes we will tell the customer what’s been done.  But if we want to create more of a WOW experience, if we want to make the customer feel a little Read more

When Patience Begets Patience - 9/2/25


Jennifer, the server, walked toward the couple in the restaurant.  The customers had been seated for a minute or two, and they noticed the server was walking briskly toward their table.  Jennifer recognized the couple she was about to serve, because they had been in the previous week. Since the Read more

Address the Expectations that Were Set - 8/26/25


Before the caller ever got to Marco – the customer service representative, the customer had been working with the company for months.  They had read the marketing brochures, had a conversation with a sales rep, reviewed the new customer information on the website, and read all the information e-mailed Read more

When Technology Fails the Customer - 8/19/25


Technology is a wonderful thing…until it isn’t.  The website is down, the mobile app won’t work, the system keeps kicking them out of their account, or they received a spoofing phone call supposedly from your department. If you’ve ever been manning the phones or managing the department inbox, you know Read more

The Misunderstood Physician - 8/12/25


I was speaking with one of my personal physicians years ago, and when we were talking about my work – particularly customer satisfaction research - he started talking about online physician ratings.  He lamented that a few low ratings were dinging his overall score.  Then he shared that the Read more

Uncover Silent Concerns - 8/5/25


One of the customer service statistics we have quoted many times over the years is:  For every complaint you do hear, there could be 26 other customer issues that you don’t hear. And when we bring up that statistic, we bring it up because we want to make sure companies Read more

Talk Yourself Up to Take Down Their Anxiety - 7/29/25


I believe that most customer service people are pretty humble, so I’m not asking you to lose your humility.  But I do have one ask of you… When that customer is anxious or nervous, when they fear the future because the future is unknown or it could be laced with Read more

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Everybody Doesn’t – 2/25/25

Posted on February 25, 2025 in Customer Service Tip of the Week Please leave a comment

Joey received the compliment, but he was confused.  Paula, his boss, and Joey had their monthly one-on-one meeting, and Paula noted that, although he was new, Joey was already doing a great job!  While there were learning curves on some of the organizational policies and the technology that he was using in working with his customers, his customer service skills were excellent.

Joey appreciated the positive feedback, but he was struggling to figure out what he did that was so special.  He’s not the most outgoing person in the world, not the most gregarious or chatty or social individual.  So, he asked for some specifics from Paula.

She talked about how he’s always patient with the callers on the phone.  He always responds to the emails.  If there was a next step, he always follows up with the customer later on to make sure they were satisfied.  He always touches base with a co-worker when he handed something off just to make sure the co-worker understood things and was able to follow through.  Joey always completed his projects on time, and when he anticipated a delay, he gave his team members a heads up well in advance.

Joey thanked Paula, but then he asked: I’m not sure what is so special about that. Doesn’t everybody do those things?

Paula paused, and then she responded:  Unfortunately, no.  At least not with your consistency.  You are always being patient, always responsive, always following up, always communicating with your co-workers, always managing expectations.  So, no, everybody doesn’t do those things.  At least they don’t do them all the time.

In 2025, “Delighting” the customers or “Delivering a WOW Experience” is great, but you can be special by executing those core customer service actions consistently…by doing them ALL the time.

Become better by becoming even more consistent.

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A Simple Phrase to Transform Your Customer Feedback Approach – 2/18/25

Posted on February 18, 2025 in Customer Service Tip of the Week Please leave a comment

I went to a restaurant called Big Ed’s (no relation) in Raleigh, NC recently.  It’s basically country cooking with fantastic breakfast options!  On the menu there was a quote that said:

If you enjoyed your meal, tell a friend.  If not, please tell us.

That was an excellent statement that embodies a guiding principle that a lot of organizations should focus on for customer feedback.

You want the word-of-mouth advertising, so are you asking for it from your customers?  Retention may be the most cost-effective marketing available, but a referral from an existing customer (i.e., asking them to tell a friend) is the second most cost-effective.  It costs you nothing but the great experience that you’re hopefully already delivering…and maybe a simple request from you to the customer.

Ask the customer to tell you if they have an issue.  Many customers leave businesses after a bad experience and never come back. The company may or may not know that that customer had an issue because frankly, the company doesn’t ask for feedback.  And most customers don’t offer unsolicited feedback, so most negative experiences are unknown to the company.  Sure, there is social media now, and people vent there, but it’s still a small percentage of the total customer base.

If you want to learn, you want to hear it from your customers directly.  Therefore, you have to ask for the feedback.  Never assume leaving customers are happy customers.  Never assume somebody who doesn’t complain is thrilled.  Never assume that if somebody has an issue, that they’ll tell you directly.

Ask the customer to share their great experiences with others, and ask them to share their concerns with you.

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What Phones and Football Have in Common – 2/11/25

Posted on February 11, 2025 in Customer Service Tip of the Week Please leave a comment

Congratulations!  You made it through weeks/months of hype for football’s Super Bowl!  You made it through hundreds of pregame shows and podcasts, endless debates on things endlessly inconsequential, 10 hours of pre-game shows on Sunday, what seems like 100 commercials designed specifically for the “Big Game,” and the longest halftime in football all year long.  Oh!  And I almost forgot – you also made it through the actual 3.5 hour game.

I won’t belabor the topic of the Super Bowl beyond what happened 2 days ago.  But I do want to talk football one more time, and note how it relates to customer service.

In football, when a quarterback (QB) gives the ball to a runner, they call it a handoff.  And it’s the QB’s responsibility to make sure that the ball is in the running back’s stomach, between his arms.  The running back is about to be hit by several 250-300 pound men running at 15-20 miles per hour, so he’s got to figure out how to avoid them.

You get the picture.  Therefore, if it’s a bad handoff, it’s the quarterback’s fault.f

The same is true in customer service; it’s primarily the responsibility of an employee talking to a caller to ensure a solid handoff to a co-worker.  The first employee has the information and is engaged with the customer.  Now, it’s that first employee’s responsibility to put their co-worker in a position to succeed.

After the handoff, it’s pretty much up to the co-worker to carry the experience forward, but here are some things that the first team member can do to get the process started effectively.  He can:

Avoid the use of the word “transfer.”  This has a negative connotation in society today.  Instead, say: “I am going to connect you with…”

Explain why he’s “transferring” the call.  The caller should realize that the transfer’s being done – not because the QB doesn’t care about them – but because the employee is trying to get the caller to the person who can best help them.

Give the caller the co-worker’s name and number.  This personalizes the conversation about to occur.

Stay on the line and introduce the caller to the co-worker, possibly telling his team member that a call is coming, from whom, and why.  Prepare and educate the co-worker for success.

Ask the caller if there’s anything else they need help with prior to the transfer.  This conveys patience and ensures all the customer’s needs are met.

When making a handoff, make sure the ball carrier is set up for success.

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