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Energy v. Apathy - 4/22/25


I asked a couple friends who are much more scientifically-oriented the question: What is energy?  I didn’t mean E=MC2.  I meant physiologically, what is energy? They described a lot of things that sounded really good, yet far too advanced for my non-medical mind. Part of the reason why energy is of Read more

Prep Enough to Personalize - 4/15/25


Everybody loves Howie.  He is an account rep for the local air conditioning and heating company.  When I say Everybody loves Howie, I’m definitely talking about the customers.  His co-workers love him too, but customers are especially fond of him.  They seem to really enjoy their conversations with him, Read more

Get Your Customers to Brag, Not Bolt - 4/8/25


Here are two customer retention concepts that we discuss with some sports clients: BIRG and CORF.  BIRG is Basking In Reflected Glory.  CORF is Cutting Off Reflected Failure. You want BIRG.  You want the customers feeling so good about your organization that they want to be a part of your Read more

Narrow Your Focus to Seek Excellence - 4/1/25


You’ve probably heard companies use phrases such as: “We want to go from being good to great.”  Maybe they’ve said: “We strive for perfection, and although we’ll never reach perfection, maybe we can achieve excellence along the way.” These organizations find some kind of a catch phrase or slogan, but Read more

Avoid the Unfriendly Ghost - 3/25/25


Last week we talked about the qualities of “PERKI Customer Service,” essentially what attitudes and actions are characteristics of those who provide great customer service.  This week, let’s take the opposite approach.  What are some of the mistakes that people make?  Maybe these are mistakes of omission or commission; Read more

PERKI Customer Service - 3/18/25


After having worked on hundreds of projects over the years with thousands of thousands of individuals, some things become pretty clear. There are certain traits held by people who are great in customer service.  Look at this list, and do a self-assessment.  Which apply to you? Positive and Patient Do you Read more

It Helps to Downshift - 3/11/25


One of the first tips I heard when I was learning how to drive related to what to do when the brakes fail - downshift.  Shifting into a lower gear can slow down a moving vehicle.  I would explain this in technical terms to you, but considering I’m not Read more

Patience is… - 3/4/25


Patience is a…pain in the neck.  Why is it so hard to be patient?  Those of us who work in customer service know that we constantly have to show patience with our customers.  We’re ready to move to the next step or the solution because we’ve heard this issue Read more

Everybody Doesn’t - 2/25/25


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 Read more

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


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 Read more

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Customer Service Experts have a Presence – 7/20/21

Posted on July 20, 2021 in Customer Service Tip of the Week Please leave a comment

Standouts in the sports, entertainment, business, and political fields are sometimes said to have “an air about them.”  Unfortunately, that definition of air sometimes is perceived as an air of superiority or an air of condescension or something that doesn’t always have the most positive connotations.

Well, the greats in customer service have more of a presence than an air, and that presence is a presence of mind.  It’s a phrase we don’t hear as much about as we used to, but it’s all about being in-the-moment.  It is being able – based on the unique circumstances of this specific situation at this point in time – to know what to say or not to say.  It’s about knowing what to do or not to do. It’s about thinking of alternatives and options and resources, all while maintaining your emotions and helping to manage the customer’s emotions.

This is one of the most difficult things to do in customer service.  It’s being able to be agile in your approach at any given instance based on the situation.

Some people are really good at customer service, but if the circumstances go off script or require thinking out of the box, the conversation can go awry.  Maybe they have difficulty with the emotions or are hesitant to or unable to come up with the alternatives.

If you want to be GREAT at customer service, know your resources.  Know your co-workers.  Know your policies and procedures.  Know the alternatives and the options and the next steps you can share.  And above all, know your customers.  Ask enough questions so that you can head them in the direction that’s going to work for their unique instance.

To be great, cultivate your presence of mind by building your knowledge, adding to your service recovery toolkit, and practicing for the most difficult of situations so that those that are routinely tough are easier for you to navigate.

Cultivate your customer service presence of mind.

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It’s Not You, It’s Them – 7/13/21

Posted on July 13, 2021 in Customer Service Tip of the Week Please leave a comment

George Costanza – from the Seinfeld television sitcom – broke up with someone he was dating and told her “It’s not you, it’s me.”  It’s a famous line, and I’ve heard it used many times in humor, but I have a customer service twist on that comedic line.

It’s not you, it’s them.

If you’ve worked in a customer service role long enough, and by long enough I mean even just 3-6 months, you have probably dealt with the same complaint but in two totally different situations.  You could have Fred the customer walk into a store or call you on the phone, and there is a problem with his account.  He calmly describes the issue, and you deliver great service and work with him on a solution.

At some other point in time, Matt is the one who walks in; he’s the one who gets you on the phone.  Unfortunately, he has the exact same complaint about his account.  But instead of calmly describing the issue and working with you, he is ranting and raving!  He is blaming everyone under the stars, particularly you.  His tone is inflamed, and before you can even try to help him, you have to figure out how to calm him down and get the information you need to provide the support.

These are two different customers presenting the exact same issue.  One comes in calm, looking for resolution, and the other comes in like a raving lunatic.

Their negative emotion is not about you; it’s about them.  Even if the negative emotion is directed at you, it is about them.  Even if some of the pointed words are toward you, it is about them.

I’m not saying that the highly emotional complaining customers don’t have a right to complain.  Sure they do.  I’m not saying that the company is absolved of any responsibility for issues they cause.  Of course the company is responsible.

But what I am saying is that it’s much easier for us to handle these situations if we can handle our emotions…if we don’t get defensive…if we don’t take things so personally.  And one way we can do that is to realize that we have had customers with the same issue before who have been calm, have been rational, who have looked to work with us to a resolution.

And if we realize we have been blessed with these collaborative customers, then we can also realize that if somebody comes in with the same issue in a totally off-the-wall manner, their emotion is not our fault.

We should try to do whatever we can to help them and move the conversation forward and resolve the issue, and one of the best ways we can do that is to realize that the emotion is not about us.  It’s about them.

It’s Not You, It’s Them.

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Use Your Customer Service Freedoms – 7/6/21

Posted on July 6, 2021 in Customer Service Tip of the Week Please leave a comment

We’re only a couple days past Independence Day here in the United States.  So it may be a good time for us in the customer service world to think about our freedoms, to think about what we have the liberties to do, to reinforce how this all plays out with our work lives and our interactions with co-workers and customers.

Freedom does not necessarily mean we can do anything we want irrespective of the consequences, but freedom does convey that we have options.  We have choices.  And in those customer service Moments of Truth, these choices can often impact us as much as they impact those that we’re serving.

  • When somebody comes at us negatively, we can’t always control our initial emotional reaction, but we can control how we respond in the situation.
  • When we don’t know the answer, we have the choice to dump the responsibility for finding the answer back on the customer, simply sharing that we don’t know, or sharing that we don’t know but taking the initiative to find out.
  • When we are made aware of a process or communication or service issue, we can address the issue for that one customer and just leave it there. Alternatively, we can at least determine whether this was a 1-time occurrence or whether this could happen 100 times in 100 days to 100 different customers.
  • We have the choice to come into work and complain all day long to co-workers, or we can come into work to encourage each other and try to look for the good in the day.
  • We have the choice to feel like the entire decision and responsibility has to be only on our own shoulders, or we can seek the opinions and guidance of others.
  • We have the choice to ignore e-mails and voice mails until the person follows up 2 or 3 times, or we can choose to respond on a timely basis.

 
We are often put in bad situations in customer service.  Many of these rough situations are not of our doing; they are not our fault.  But that doesn’t mean we are left without choices.  That doesn’t mean we are left without freedoms.  If anything, in these situations there is so much more to consider and potentially do in order to manage our own emotions, build others up, or do what’s within our authority and our capabilities to make a difference.

Use your freedoms in such a way that the company, the customers, and you, yourself, have better days.

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