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Highlight the Hidden Value - 7/1/25


Marketing campaigns often highlight a particular product and ALL the features and extras that the customer will receive… “For 3 low, low payments of only $39.99, you not only get these world-renowned chef knives, but you can also get this free laser-etched spatula!  AND THAT’S NOT ALL!  We will also Read more

Don’t Harp on the Customer’s Mistake - 6/24/25


Seth’s daughter, Sarah, had missed some swim classes, and Seth remembered that the aquatics center had several make-up classes available late in the summer.  So Seth pulled up the class schedule on his phone, found one that worked on his and Sarah’s schedules, and planned to attend a session Read more

Create Customers for Life - 6/17/25


Veronica has gone to the same automotive service shop for at least 20 years.  She bought a new car about a year ago, and this is the third car she’s brought to the shop instead of taking her car to the dealer where she bought it.  She’s had three Read more

Don’t Turn the Customer into the QA Department - 6/10/25


Roberta received a form with information filled in by the company after her conversation with the account rep.  Roberta just needed to review the information, fill in some of the blanks, sign it, and resend it in order to set up a new account. She noticed that the effective date Read more

Imitate to Improve - 6/3/25


Oscar Wilde said that “Imitation is the sincerest form of flattery.”  Now this doesn’t mean that plagiarism is the sincerest form of flattery.  Nor does it mean that great impersonators such as Rich Little, Dana Carvey, or Frank Caliendo are always offering flattering portrayals of those that they imitate. Wilde’s Read more

How the Customer Perceives a Truth as a Lie - 5/27/25


You’re the customer, you’re asking about an unused item that you’re returning, and you hear the employee say: “The refund process takes 7-10 days.”  You’re thinking: “Great!  I can get the refund check as early as a week from today!”  The reality is that the company means that they’ll Read more

Tell Customers What’s Next - 5/20/25


In most businesses that have been around for a while, how a process was originally designed is not how it currently operates.  Sometimes this change is referred to as “practical drift,” where the actual process moves further and further away from the documented steps over time.  Maybe the changes Read more

Questions to Guide You to Empathy - 5/13/25


“If I was him, I would do ABC…” If you’ve ever heard somebody say this - whether it’s a friend or acquaintance, whether it’s some TV reporter or podcaster - you may get as frustrated or as annoyed as I do. I get annoyed because we are not that other person. Read more

Negate the Nervousness - 5/6/25


The customer needed a loan, so he walked into the bank, but he was a little nervous.  He knew that launching his business would be easier if he had some working capital, but that’s about all he knew.  He was anxious because he didn’t know what to expect in Read more

Don’t Rush to Resolve Quickly - 4/29/25


The customer is angry, so you use the CSS LEAD technique as designed.  You, listen, empathize, accept responsibility, and deliver on a remedy.  But it doesn’t work.  The customer is still upset, and maybe even a little more frustrated than when you started…why?! If the use of this technique fails, Read more

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Defend without Being Defensive – 7/8/14 TOW

Posted on July 8, 2014 in Customer Service Tip of the Week Please leave a comment


The customer is not always right. Sometimes they’re flat out wrong. Your co-workers aren’t perfect. Sometimes they don’t return the call, or they’re rude, or they provide misinformation, or they set unrealistic expectations. People make mistakes.

When apologizing to the customer, you sometimes have to say “I’m sorry” or “I apologize,” but those words are hard to come by when that customer is wrong. Those words are difficult to share when they’re criticizing your co-worker.

At the same time that you’re trying to defuse that irate customer, we suggest that you do two things that can seemingly be in conflict: Support your co-workers, and don’t get defensive.

So how do you defend without getting defensive?

Think of defensiveness as having an emotional quality, where you’re trying to protect the co-worker or company, maybe you’re trying to deflect blame from yourself. While these are all natural things to want to do, when you bring your emotion into the conversation, you begin to lose one of the key tenets of successfully dealing with an irate customer – pull emotion out of these conversations.

Therefore, when defending others, do it without emotion, without the tone and body language and words that can raise the temperature of a conversation.

Now you may want to ask why we should “defend” in the first place. Won’t that start an argument? Won’t that make them more irate?

Well it could if done incorrectly, and there’s a fine line we’re walking. The reason to occasionally defend is this: If you allow incorrect conclusions to be solidified in the customer’s mind, then that will affect that customer’s loyalty, that customer’s word-of-mouth, and that customer’s attitude in future interactions with your business.

And while I’m not suggesting you correct every customer misstatement (since that surely will backfire), if they say that Chris – your co-worker – did something that he’d never do (yelled at the customer or advised the customer to do something that’s obviously against policy), you want to support your co-worker. Consider these phrases:

  • I wasn’t in that conversation, so I can’t speak specifically to what was Chris said, but I’m sorry you had to deal with it, and I want to help you find a resolution.
  • I’ve known Chris for years, and I’ll definitely talk with him since that’s not the experiences his customers typically have, and I’m very sorry about what happened in your case. Let’s discuss how we can best resolve this moving forward.
  • That’s not how we typically do things around here, so I’m very sorry about the situation. I’ll definitely share your concerns internally after our call, and right now I want to make sure we can get this situation addressed immediately.

The commonality in these statements is that we don’t agree with the customer that our co-worker was at fault, we stay composed, we let them know that the situation isn’t typical, and we transition the conversation to a resolution.

When dealing with the irate customer, learn to defend without being defensive.


An Interesting Tip about Amazing Service – 5/13/14 TOW

Posted on May 13, 2014 in Customer Service Tip of the Week Please leave a comment


I listen to a sports talk show periodically, and the host has an interesting habit. He is always making statements such as “It’s really interesting that…” or “What’s amazing is that…” He will then follow-up that statement with an observation or conclusion that he wants you to find interesting, too – so you’ll keep listening.

Sometimes the conclusions aren’t the most interesting such as ‘What’s really amazing is that. . .when I watch the paint dry. . .it actually. . .dries!” Wow?

But there are three extremely useful tips that we can learn from this radio personality. First, the words you use matter – often tremendously. Our goal in customer service includes imparting a feeling to the customer or co-worker that we care for them, that they are valued, and that they are important. And our words impact their perception of whether we care.

Think about a situation where you’re a banker listening to a customer describe their need: “I am looking for a way to open my own jewelry making business using repurposed items like old necklaces, broken bracelets, etc. But I need some capital to acquire tools and develop a website.”

You could respond “We offer loans,” or you could respond “Wow! That’s a really interesting concept; what a great idea to use old jewelry to make attractive, new items to sell! And we definitely have funded many creative companies like yours.”

In both cases you might provide the loan, but which response will more quickly establish a rapport and increase the likelihood of the customer wanting to go with your bank?

What about the patient in the physician’s practice that notices a spill that nobody cleaned up? You could respond “We’ll take care of that,” or you could respond “Thanks so much for bringing that to my attention. That helps a lot – we don’t want anyone stepping in it or slipping. I REALLY appreciate it.”

Which response better conveys how much you value them and what they’ve done?

Second, avoid a tone that wreaks of sarcasm or indifference – offer a sense of sincerity with your tone. And third, avoid the hyperbolic statement such as: “Thank goodness you told me about the spill! Someone could have died! You just saved a life!”

Remember that the sincere interjection of some key words (interesting, amazing, appreciate, thank, sharing, etc.) helps the other person to feel valued, important, and appreciated.

Convey interest with a few amazing words.


Build Up Your Peers to Better the Customer Experience – 8/6/13 TOW

Posted on August 6, 2013 in Customer Service Tip of the Week Please leave a comment

In developing relationships with our clients, rarely are we truly alone. Maybe for an instant or an interaction it’s just us and the customer. But if we look longer term (a patient stay in a hospital, an account holder for a sports team, a client for a bank, a taxpayer for a municipality), those customer relationships involve many employees working together for that customer.

And in most organizations, individual good experiences don’t necessarily mean an overall good experience or lasting relationships. Sometimes the difference between Good and Great in the customer experience is driven by the handoffs between the different areas and staff. So this brings up three key questions with some quick tips noted below:

How can we ensure the NEXT employee is prepared to receive the customer prior to the “handoff?”

  • Communicate between different areas of the organization about a customer and the handoff about to take place so the second employee anticipates and looks for the customer
  • Bring specifics into the equation (offer background on the customer to the co-worker) – ensure the next employee can pick up on one fact about the customer so the customer feels that the handoff was made effectively
  • Use names of co-workers when talking with customers about the next step to personalize the discussion and humanize the process
  • Show you care about your fellow staff member in front of the customer; have a pleasant, informal dialogue with your peer so that the environment is positive and professional.

How can we “build up” the NEXT employee in the customer’s mind?

  • Compliment the next staff member in front of the customer; this helps to create rapport and reduce customer anxiety about the process or the person
  • Use descriptive language to describe the next staff member – “they’re energetic, successful, friendly, etc.”
  • Address the credentials or experience of the next employee – “they’ve helped many people in similar situations to yours…they’ve been with us for 5 years…, etc.”

How can we check-in on the customer’s experience with the PRIOR employee?

  • Ask how the process has gone so far – possibly use open-ended questions to gauge their perception of the experience
  • Ask the customer how the interaction went with the prior employee; reinforce any positives they convey; offer empathy for any concerns they voice, and offer to follow-up on any issues, if appropriate.

Moving from a Good to Great customer experience can require employees to set co-workers up for success.

Enable the other employee to succeed to enhance the customer experience.

 


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