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Refine Your Decision-making Process - 11/26/24


Every day, you make decisions of what to do and what not to do.  And in the world of customer service, often the affected parties are our customers, our co-workers, and our company.  Here are a few quotes to consider when you’re thinking about evaluating and refining your decision-making Read more

Acting on the Guiding Principles for Great Customer Service - 11/19/24


In last week’s tip, we shared 5 Guiding Principles for Great Customer Service.  This week, let’s address what “taking action” looks like on those key principles.  If last week was about what to do and WHY, this week is about the HOW. Engage with Interest: To engage with interest, proactively Read more

Guiding Principles for Great Customer Service - 11/12/24


It’s hard to know every procedure, every policy, every technique possible to handle every situation correctly.  After all, maybe our procedures are standard, but our customers are not.  Maybe our policies stay pretty consistent, but our customers’ needs and issues, their attitudes and actions can change from customer to Read more

From a Simple Question to an Exceptional Experience - 11/5/24


Phyllis loves her job.  It’s not just because she loves being a customer service representative, not just because she really likes her co-workers, and not just because she enjoys her company.  It’s because she really appreciates her customers, as well. A customer had ordered a register book off the company Read more

Fix One Problem without Creating Another - 10/29/24


If you’ve ever had an issue with your dishwasher, this will sound familiar.  I’ve dealt with so many dishwashers over the years, and they always seem to have some kind of an issue.  Maybe it’s because of the mix of water and technology, but for whatever reason, these never Read more

Delight Your Customers - 10/22/24


Buddy the Bug Man was different.  His company was new, and the only reason why Janet tried him out was that the service she had used for years just wasn’t working.  Whether it was mosquitoes in the yard, ants in the kitchen, or cockroaches flying through on their way Read more

A More Complete Definition of Responsiveness - 10/15/24


I was purchasing something recently that was being custom-developed.  At one point, the company’s employee and I had a good 20 e-mails going back and forth - 10 from each of us.  Unfortunately, I broke my own rule, and I did not pick up the phone after 2 or Read more

Have a Game Plan to Address Their Anxiety - 10/8/24


It seems like we all get deliveries - whether it is UPS, USPS, FedEx, Amazon, the local courier, or all the above.  We order.  They deliver.  Or do they? It’s times like these, when we’re expecting that package, that item that we’re looking forward to or need urgently or are Read more

How Persistence Saved the Day - 10/1/24


Sherrie saw the customer walk into her store holding his cell phone, and Sherrie immediately knew that was William.  She had spoken to William on the phone about an hour ago, he said he would be at Sherrie’s cell phone store in less than an hour, and there he Read more

Notice the Little Changes - 9/24/24


“My, how times have changed.” Yes, times have changed.  As a matter of fact, one of the biggest reasons why an organization’s customer service deteriorates is that times have changed…customers have changed…and the company has not… If we think about customer service delivery today v. decades ago, changes in technology alone Read more

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Determine Who is Retainable

Posted on August 8, 2012 in Business Advice, Government, Sports Please leave a comment

I was reading this article on How to Project Customer Retention for a Subscription Business, and it reminded me of a project we worked on about 10-12 years ago for a local Chamber of Commerce.

Essentially, the Chamber was disappointed in their retention rate, and they wanted to improve it, and they had very aggressive goals. So aggressive were the goals that we started questioning whether the goals were based in reality or whether they were the proverbial BHAG (Big Hairy Audacious Goal) that some executive pulled from thin air. The goal was a BHAG, and once that was determined, we proceeded to get the client focused on what percentage of members are truly retainable.

We’ve used this same approach in helping pro sports teams target a renewal rate, and we created a Retainable Rating system for helping Economic Development organizations prioritize their Touch Point Plans through their Business Retention & Expansion programs. In other words, understanding what percentage of customers/members/businesses are NOT retainable as well as who is more retainable than others helps in prioritization of retention efforts. It helps in work allocation. It helps in goal-setting.

There are 3 core ways to determine retainability (which are best used in conjunction with each other):

– Conduct research with existing customers/members/businesses and ask retention-focused questions.

– Review history in your own databases, comparing characteristics of past customers/members/businesses lost v. those retained and applying that data to existing clients.

– Talk to the employees and account representatives who best know those customers/members/businesses.

Add some realism to your retention goals. Add some prioritization and focus to your strategies. Add some reasonableness to what you expect of staff in managing relationships and retaining business.

Determine who is retainable.

Interested in improving your company’s customer service? See more at: http://www.cssamerica.com/


Linked at the Hip – Business Retention and Long-term Thinking

Posted on June 20, 2012 in Business Advice, Government Please leave a comment

If you care about winning a battle, focus on today. If you care about winning the war, think beyond tomorrow.

In far too many businesses, companies focus too much on today’s battles. They get so immersed in making this one sale, in closing this one transaction, in getting through these operational steps, that they find themselves with the same one sale, one transaction, and one step-orientation the next day.

So what’s the problem with that? The problem is that caring almost exclusively about today doesn’t help you to plan for tomorrow, to think strategically, to think long-term, and to succeed long-term. It doesn’t help you to research, study, and anticipate what you customers will do, how the environment will change, and what your competitors will do.

This conundrum is no different in the world of economic development. Too many communities are too focused on new business acquisition and don’t invest enough resources or planning on how to retain and grow the companies already located in their jurisdiction. This is where effective Business Retention & Expansion programs come into play.

Communities that care about the long-term, realize it’s not all about the hunt, the new business, the relocation. It’s about keeping what you have and growing them. It’s about having strategies to ward off other jurisdictions recruiting their businesses. It’s about becoming as vital to the businesses as the businesses are to the community.

Mooresville, NC economic development groups created ‘Moving Mooresville Forward 2017’. According to a recent article, the strategy has 5 key initiatives:

  • Business retention/expansion/acquisition
  • Creating an environment for small business growth
  • Workforce development
  • Transportation planning
  • Creating a business environment and quality of life that fosters individuals’ and businesses’ desire to stay.

Note how these initiatives are focused mostly on what you currently have – your businesses, your environment, your employees, your infrastructure, your quality of life. Mooresville realizes that it must create an environment that fosters retention and expansion, and that same environment would be of interest to companies seeking relocation options from elsewhere to Mooresville.

When you want to succeed for the long-term, plan how to enhance, retain, and grow what you have instead just focusing on today’s sale, today’s transaction, and today’s task.

Check out our BRE News Research Services: http://cssamerica.com/cssbrenews.htm

Listen to our latest podcast episode on “Delivering the WOW Experience!”

Read our New Book – “Ask Yourself…Am I GREAT at Customer Service?” http://www.amigreatat.com/


Mind (and Mine) Your Own Business

Posted on May 10, 2012 in Business Advice, Government Please leave a comment

When an Iowa City economic development group won an award for how it takes care of its current customers (i.e., local businesses), it noted that its Business Retention and Expansion (BRE) program’s name is “Minding Our Own Businesses” – great name!

In the article ICAD recognized for business retention and expansion efforts, the BRE program noted how it targets about 90 businesses per year, but the interesting point is that “65 to 70 of [the businesses] consistently provide data for its annual existing industry report.” That means that about 70-80% of local companies are providing information/intelligence that will help Iowa City to best retain them and grow with them. That’s a significant level of involvement from what are essentially the City’s customers.

So think about your BRE business or your company’s customers. If you target certain customers for retention, don’t just view them as a group you should “Mind” (i.e., take care of and build relationships with), but also look at them as customers from whom you should “Mine” data. Customers are your greatest suppliers of the information you need to retain and sell to them, so developing relationships, targeting what information to obtain, and having simple but effective methods of gathering intelligence (either through surveys or even more passive means) are all vital to retention.

Don’t just view retention and growth efforts as initiatives that involve providing great one-on-one customer service. While that’s a part of it, realize that having an intelligence-building research strategy is vital to any retention and growth strategy.

Mine your own businesses.

Check out our BRE Survey Approach: http://cssamerica.com/cssbresurvey.htm

See what CSS can do to build your existing industry intelligence through BRE News Research: http://cssamerica.com/cssbrenews.htm


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