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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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Be Clear on What You Value – 11/11/14 TOW

Posted on November 11, 2014 in Customer Service Tip of the Week Please leave a comment


Today is Veteran’s Day in the United States of America. Many veterans, those currently serving in the military, and those who have friends/relatives who have served seem to have a strong attachment to their particular branch of the service. The values espoused by the branches often relate to courage, honor, loyalty, respect, and integrity. Those associated with the military latch onto those words and try to embody them in all they do.

To a business, those words are akin to the Core Values of an organization. They represent what the organization wants its culture, its people, its image to be about; Core Values are the desired characteristics of the employee and the company. Those qualities – when defined – help in so many ways.

Unfortunately, we have some clients that have not yet created Core Values. They have an organizational Mission – so they know what they’re there to do. They often have a Vision – so they know the long-term direction they want to go. But they haven’t defined the fabric of the people they desire to live that Mission daily and move toward that Vision. They can’t look for specific personal qualities of a prospective new hire because those qualities haven’t been defined. They have difficulty rewarding specific attitudes and actions, because the attitudes and actions aren’t fully determined.

Now you may say that – if the company has a Mission and a Vision – they can reward behaviors that align to those; they can hire people to do the job needed to live the Mission.

True, but we’re talking something deeper than a job description. Surely you’ve experienced two people with similar job experience but could tell one would be a better fit organizationally than the other. I’m certain you’ve seen employees with technical skills but without the attitudes or actions that are a symbol of what your company truly values.

On this Veteran’s Day, it’s important to appreciate those that give us the freedoms we have and often take for granted. Let’s learn a lesson from them at the same time. Take time to identify what the organization truly values in its people. Then seek, hire, reward, and retain those that are an example of what makes your company great.

Be Clear on What You Value.

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Not So Fast with Quick Issue Resolution – 11/4/14 TOW

Posted on November 4, 2014 in Customer Service Tip of the Week Please leave a comment


The technique we suggest to our clients for dealing with the irate customer is easily taught but not easily perfected. It involves listening, empathizing, accepting responsibility, and delivering on a remedy. We’ve taught literally thousands of Service Excellence training participants how to use this highly effective technique, but many employees have trouble executing it well.

When observing staff role-playing the technique in their small groups, there are reasons why it sometimes doesn’t work – the employee’s tone doesn’t sound sincerely empathetic. The employee makes no eye contact. The employee doesn’t ask questions about the specifics of the issue. Maybe the employee gets defensive.

But the biggest pitfall stems from the fact that most employees want to get out of these conversations fast. There are two typically reasons for this desire for speed: (1) Employees are uncomfortable dealing with angry customers, so they quickly want to remove themselves from the situation, and (2) Employees sincerely believe that quick resolution is what the customer wants – which typically is true.

The biggest pitfall is an employee’s lack of patience.

Whether the employee is trying to extricate themselves from the conversation or help the customer get that quick resolution, the most frequent drawback in taking those perspectives is that they try to navigate the conversation too quickly. They’re not patient. They talk fast. They don’t give the customer enough time to vent. They quickly go to a solution without learning the facts. They interrupt the customer. They say “I’m sorry” so early on and so quickly that the sincerity is lost. They try to end the conversation before they allow the customer to drop the emotions. They try to take control with speed rather than take control with well-worded questions.

Quick resolution is a noble goal, but the best way to get there involves listening, empathizing, and being patient enough to ask the right questions so you can present the right solution. Speeding to an end rarely ends well.

Summon all your patience when presented with a service recovery situation.

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Let the Patient Sleep – 10/28/14 TOW

Posted on October 28, 2014 in Customer Service Tip of the Week Please leave a comment


The patient was sick and tired – not just of being sick and tired – but of being awakened multiple times in her hospital room each night to have vital signs checked. She was tired of nurses and doctors talking about her while she was in the room, but never involving her in the discussion. She was sick of being “stuck” multiple times to draw blood by techs more focused on the vein than the person with the vein. And she was frustrated with the feeling that the experience was being done to her, not being created for her.

This 15-year old described her “care” in this video taken by her mom.

She feels that those that care about her are those that allow her to sleep. She wants them to keep her engaged, and she’s more engaged when she’s awake. She can participate better if she’s alert. She can help them help her if they ask her questions about herself. She can be a part of the treatment if they let her know what’s going on instead of trying to protect her from…whatever requires “protection.”

This is a young lady, a child, a patient, a person who is simply stating her frustration of not being a part of something that directly impacts her; she’s upset that they don’t see the damage they do to her and her health by not allowing her to sleep. She wants to be heard.

Where could you better care for your customer by involving them in the discussion and decisions? Where could you make them feel better about the experience by creating an environment that doesn’t burden them and frustrate them? Where could you share more about the overall experience and steps with customers, instead of trying to keep the details from them?

Create a customer experience that includes openness, customer involvement, and an environment that fosters engagement.

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