Business Advice | Customer Service Solutions, Inc. - Page 3

Make the Long Wait Feel Shorter - 12/16/25


When Greg entered the Tax Office, he was thinking only about two things: (1) How he was going to get the tax value on his home reduced, and (2) Whether the wait would be 1 hour or 2.  He checked in with the navigator who asked a few questions, Read more

When Kindness Means More in Customer Service - 12/9/25


Since a large part of the work we do at CSS includes customer research, we have seen tens of thousands of comments over the years about staff, and it is great to hear the positives that customers, fans, and account holders say about our clients’ team members. One word that Read more

Don’t Create the Second Complaint - 12/2/25


Maria was upset.  Rightfully so.  The product delivery was delayed, she couldn’t get anybody on the phone, and nobody would reply to her e-mails.  So, she went down to the store, and she found a customer service representative. After the initial greeting, the employee listened to Maria’s complaint.  While Maria Read more

Refresh on the Reasons to Appreciate the Customer - 11/25/25


This is a great time of year to give thanks, not just because it’s Thanksgiving week in the United States, but also because – with 2025 coming to a close - it gives us the opportunity to do some reflecting on the recent past. The idea of reflecting on reasons Read more

Confirm the Customer is Cleared for Takeoff - 11/18/25


An airplane pilot is told when they’re “cleared for takeoff” before they begin to accelerate down the runway.  The air traffic controller (ATC) has looked at everything in front of the pilot, on the runway and in the air space, and checked to ensure the pilot is good to Read more

Build Relationships with First-timers - 11/11/25


We’ve worked with one of our sports clients for over 10 years, and although the main focus of our work is research with their fan base, we also provide informal consulting advice and guidance whenever possible.  One approach we’ve talked about on and off for years is the need Read more

Last Impression Faux Pas - 11/4/25


Rightfully so, many customer service experts harp on the importance of the first impression.  It happens quickly, and it can impact the individual’s perception of you and the organization.  We even wrote a Tip of the Week on this years ago called First Impression Faux Pas. What many people tend Read more

Familying with Customers - 10/28/25


In our transactional society, it’s hard to think about customers in the long-term.  But if we want to be as successful as we can as an individual or as a business, we need to view customers through a relationship lens. What do we need to know about them to Read more

Avoid These Techniques - 10/21/25


We had a Customer Service Tip of the Week recently that addressed gaining control of the conversation.  One of the key points was that the focus should be on gaining control of conversations in various circumstances, but trying to avoid making it your goal to gain control of the Read more

View Quality through the Customer’s Eyes - 10/14/25


Geri had been dealing with backups in the downstairs plumbing system of her house on and off for the past year.  The most recent company that she called in to unclog the pipes stated that they could send a camera down the pipes and tell her exactly where the Read more

Change Management – Facts about Past Decisions Reduce Fear about Future Decisions

Posted on in Business Advice Please leave a comment

Change can result in fear.  Particularly where change is thrust upon someone very suddenly, it can create shock or disbelief.  Sometimes that change is not something an organization can plan for; it therefore cannot adequately prepare its employees for what’s ahead…at least initially.

In this COVID world, Change Management is about dealing with the unknowns, but still developing a plan for the future.  It’s about managing organizational strategy for the long-term, while still developing an agile mindset and approach in the near-term.  It’s about dealing with employee emotions and continually trying to motivate them, while at the same time having the disadvantage of not having them in a room with you to gauge their feelings, gauge their expressions, and gauge many of their behaviors.

“Providing facts about how past decisions were made…enable employees to understand how decisions will be made in the future.”

 

So, organizations need to create their own Change Management model that coincides with the Change Management model for its employees.

 

Talking with Employees about the Change that was Made

For this conversation, let’s focus on the early stages of organizational change.  After having made the immediate and necessary adjustments in staffing, expenditures, and operations to offset lost revenue and inflows, the organization needs to begin explaining in some clear and objective detail why that needed to happen.  Particularly for those that are still with your organization, employees need to understand the facts behind the action, because facts are something concrete that enable employees to more logically accept decisions that were made in the past and understand how decisions will be made in the future.

Let me repeat.  The reason to explain to current employees in some detail and factually why recent decisions were made is so they feel like they understand that future decisions will be based on facts and objectivity, and they know the criteria for those decisions.

More Facts about the Past, Less Fear about the Future

In other words, you’re not only creating a dialogue with staff by explaining details on the “why” of the changes, but you’re also addressing their fear of the unknown by at least helping them to understand a process and a list of criteria that you might go through in the future to make similar decisions.

When you’re thinking about the importance of Change Management for an organization and how that relates to employee communications, don’t underestimate the importance of being open, dialogue-oriented, and factual about the reasons for the past change.

Help employees to more objectively understand how decisions could be made moving forward.


Developing Fan Relations During COVID-19

Posted on in Business Advice, Sports Please leave a comment

As sports teams and organizations across the world are gearing up to start play without fans, these same organizations are also determining what that fan experience is going to be when fans start attending again.  Many sports organizations are focused on locking in revenue from existing fans – keeping those season ticket payments coming in on schedule – or more operationally looking at how the facilities and the fans can be kept safe and healthy.

But there’s a middle ground between today (when teams are trying to lock in revenue) and that time when the first fans walk back into the arenas.  That gap between the financial rush now and the facility rush weeks or months from now is a huge gap in time.  That gap needs to be filled with relationship-building efforts.  That lapse in onsite engagement is something sports organizations need to view strategically as an opportunity to learn more about their fans, develop relationships with their fans, and provide value to their fans.

“Sports organizations need tailored Touch Point Plans to individual fans and fan types right now

 

We’ve provided fan retention consulting and research services to sports organizations since the early 2000s, and we’ve found that too often sports organizations get stuck in the mindset only focused on sales and marketing, exclusively using push communications.  But this COVID-19 world requires a longer term mindset.  It requires an understanding that relationships need to be built even when that fan is not experiencing the event itself.
 
Sports organizations need tailored Touch Point Plans to individual fans and fan types right now.  Those Touch Points should be minimal on sales and marketing, and instead maximizing focus on providing information of value and asking customers questions so you can learn about them, their mindset, and their situations.

Get to know your individual fans better now, at this moment.  Get to know how they’re feeling and how those feelings are trending over time.  Understand their anticipated behaviors, and begin addressing those barriers to return…now.  Don’t create your operations in a vacuum, and assume that an open facility will be filled with the same fans that were there months ago.  Get moving on Fan Relationship Development.


Reduce Their Anxiety Leading Up to Their Return

Posted on in Business Advice Please leave a comment

Building customer comfort and confidence in going to your facilities is a process which has a lot of similarities to the technique we train clients on to reduce customer anxiety.  From a tactical perspective, when you’re interacting with somebody who is anxious or nervous, you want to get them more comfortable and less worried about their situation or what’s going to happen.

Convey your understanding of their situation, so they realize they’re not a number – instead, they feel you view them as an important individual.  Tell them a little bit about yourself and the experience that you’ve had in dealing with similar situations – you’re building their confidence in you.  Next, explain a process or what an experience is going to be like.  Oftentimes anxiety or worry are about fear of the unknown.  By explaining the next steps and the timeframes, your role v. theirs, the unknown becomes known.

“To create customer comfort, make the unknown known

 

Finally, end with appreciation and positivity.  This whole 1-on-1 interaction technique applies to your broader strategy of building customer comfort and confidence.

Here’s the Strategic View:  Communicate with them over time to maintain the relationship leading up to their return visit.  Provide some empathy of their situation, and detail what you and your organization are already doing to ensure that your employees and – most importantly – the customers themselves are safe and healthy.  Explain all the steps that you’re going to take next to prepare to provide a great (and safe) experience.  And thank them in advance for their return and their trust in you.

Build comfort and confidence from your customers by leaning on our successful technique for reducing customer anxiety and worry.