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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

Use Little Acts to Make a Big Impact - 7/22/25


A WOW Experience is not always one instance, one act that blows away the customer.  It’s not always an over-the-top-the-employee-saved-the-day act of brilliance.  Sometimes a WOW is the sum total of a series of little things that others don’t do – those actions that differentiate you from others.  The Read more

Avoid Some Stress by Addressing Issues Quickly - 7/15/25


It’s good customer service to resolve issues quickly.  The customer sees the light at the end of the tunnel.  They more quickly bring their anxiety and stress, their negative emotions down.  And they more quickly get to a solution. But this tip is not about them.  This tip is about Read more

Better Customer Service through Better Teamwork - 7/8/25


We spend so much time talking about what great customer service looks like in those 1-on-1 Moments of Truth, that we often neglect to discuss what goes on inside the company that leads to those great moments.  We’ve talked about customer handoffs within an organization, but what does a Read more

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Don’t Dwell on the Customer Crazies – 1/22/19

Posted on January 22, 2019 in Customer Service Tip of the Week Please leave a comment


Whether or not you’re a fan of Duke University basketball, you may have heard of the “Cameron Crazies.” This is a nickname for Duke fans that attend home games in Duke’s Cameron Indoor Stadium. One of my friends was one of those Cameron Crazies. He was one of the first to wear a giant blue wig, exemplifying his craziness over his school’s team. You could see him coming from a mile away – or pick him out of a crowd of thousands, all because of the wig.

For us in customer service, we work with customers, and most are reasonable people who you can have reasonable discussions with about important topics, and you can come to a reasonable resolution. But then, you always have a few “Customer Crazies;” unfortunately they don’t wear giant blue wigs, so you can’t see them coming a mile away.

One such customer went to a local restaurant, was infuriated when the new owners of an establishment didn’t honor a coupon from the prior owners. The new owners tried to offer other free options in place of the coupon, but the customer stormed out. The customer later posted negative reviews on social media. The problem with the reviews was that the restaurant had proof (including video) that the customer wasn’t telling the truth.

Most of us have run into this situation, too. It’s the upset customer, or it’s the customer trying to get a freebie, or it’s the customer just outright telling falsehoods to get what they want.

Keep in mind that you only have control over half of conversations with customers. You can control what you say, how you say it, and what action you take; but you cannot control the customer. If you’ve done all you can do, sometimes feel good about what you’ve done even if the customer doesn’t seem to feel good about the outcome.

You can only control what you can control. Don’t dwell on what you can’t control.

Don’t Dwell on the Customer Crazies.

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Retain through Responsiveness – 1/15/19

Posted on January 15, 2019 in Customer Service Tip of the Week Please leave a comment


In a recent Bloomberg article about online retailers, there’s a story about a women’s cosmetics customer who used an online app to order some items. She waited weeks for the delivery after it was shipped to the wrong address, and she had great difficulty in getting the issue resolved. She didn’t report the issue on any social media site. She didn’t yell at the employees she contacted. She simply took her business elsewhere.

She said “You have to make customers as happy as you can because there are so many options out there. What’s going to stop them from going somewhere else?”

That’s a great question! What could keep your customers from going elsewhere? The short answer is “nothing,” but that’s not necessarily the accurate answer.

By saying that there’s nothing you can do, you’re effectively saying that you have no control over those things that impact the customer’s decision. And that’s just not true. In the vast majority of cases, you and your organization have strong abilities to influence those factors that impact the customer’s decision to stay or to go.

In this case, the customer left because the company was not responsive. They were difficult to get in touch with online. When she switched from the online attempts at customer service to the telephone attempts, it was not a smooth transition. The lack of responsiveness in rectifying her issue pushed her away.

Many of those things are within your control or at least within the company’s control. You and your organization are the ones who identify the process of investigating issues. You all are the ones who can offer some kind of compensation or alternative solution. You are the ones that empathize and convey in your tone and your actions that you care about the customer and are truly sorry for the inconvenience and the issue. You and the organization are the ones who help to make this person believe that the issue that happened in the past won’t happen again.

Take ownership over whether your customers decide to stay or decide to leave for a competitor.

Look at your complaint resolution attitudes and actions; observe your service recovery approaches. Look at the speed with which you and others in the organization respond to the problems your internal reporting identify or your external customers conveyed through their complaints.

Retain more customers by more quickly responding to their issues.

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Bring Something Extra to the Table – 1/8/19

Posted on January 8, 2019 in Customer Service Tip of the Week Please leave a comment


As somebody who has customer service as a part of their role and responsibilities, you are often talking to customers who could access the answers to their questions or the solutions to their problems via a website or some social media resource. But instead of going to those communication vehicles or maybe after going to those vehicles, they have come to you.

In coming to you, many customers have the expectation that you can provide something beyond what they can find on a website or beyond what they can experience via social media customer service. They expect you to bring something extra to the table.

So, what do you bring that goes beyond the content they can find online?

First, Listening and Empathy. By engaging your organization online, customers cannot experience a sense that the organization cares about them personally, is willing to listen to their concerns, and cares about understanding what’s unique about their situation. So, listening is something extra you bring to the table. Empathy and a sense of understanding/caring is something they don’t get from those other communication vehicles.

Second, a Can-do Attitude. What customers experience online from your company includes a series of steps, facts, FAQ’s, and other information. But that online presence doesn’t really convey a true solution-oriented mindset. it doesn’t necessarily create a feel that the company desires to help them with their need. With your tone, words, and responsiveness, you convey the kind of Can-do attitude that is difficult to replicate online.

Third, an Understanding of Internal Processes. Oftentimes, that extra something you bring to the table is your internal knowledge of how your organization works. Few companies can or should open the doors and allow customers to see all the detailed innerworkings of their business. However, that internal knowledge you have helps you to guide the customer quickly and effectively down the path they need to succeed.

Finally, your Dot-Connecting Expertise. The customer may have an issue, a need, or a goal, and your organization might have a process, a product, or a service. But the company’s web presence is typically not designed to connect those dots. However, you have the knowledge and expertise to match the customer’s need with the specific solution your company offers.

In this day and age of online customer service, realize that there’s so much you can and should bring to that service situation that your company’s web presence cannot fully address.

Bring Something Extra to the Table.

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