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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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Handle Interruptions Heroically – 6/18/24

Posted on June 18, 2024 in Customer Service Tip of the Week Please leave a comment

In the middle of a project, Jimbo, the customer service team member, had to stop what he was doing because he received an e-mail from a customer complaining about their experience at a recent event.

Later that day, Jimbo was asked by his boss to put everything on hold for a “rush request” from the boss’s boss for some customer satisfaction data from the past month.

Just as Jimbo was getting ready to go home, he decided to check e-mail one more time before shutting off his computer.  A long-time client had requested a status update on an annual renewal gift that she should have received last week; since she hadn’t received it, she wanted to change the gift she selected.

These were just 3 interruptions that Jimbo had to deal with – none at opportune times (if there even is such a thing), and yet – this staff person gathered himself each time, took a deep breath, got focused on the person he was engaged with, and handled the situation professionally.

The interruptions were not what he wanted, but they were typical of what he – and likely you – deal with EVERY workday.

When you’re providing customer service, rarely does the day flow as planned and without interruptions.  About the only thing you can consistently count on is that at some point during the day, you’ll be interrupted.

But you keep your composure.  You smile.  You find a way to make that interruption a temporary priority, and you still get most of your priorities done and done well.

Don’t let the frustrations of interruptions keep you from being your best.  Continue to do a good job because that’s who you are, that’s what you do, and that’s what the job requires.  Handle Interruptions Heroically.

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A Complaint is a Gift – 5/7/24

Posted on May 7, 2024 in Customer Service Tip of the Week Please leave a comment

A complaint is a gift.  Okay, so the complainer is not always a “gift.”  The customer’s delivery of the complaint is sometimes more like a stocking filled with coal than a vase filled with roses.  But this is why we need to be able to differentiate the complaint from the complainer for a moment.

A complaint is feedback; it’s an opportunity to improve.  It’s often an example of something 5 or 50 other customers have experienced, but they did not voice to you.  Companies send out surveys, and many customers don’t respond.  Some customers proactively provide real-time feedback; others will only share when asked, if even then. 

It’s hard to learn from a lack of information.

So, a complaint is a gift because it provides information.  It tells you what the customer experienced, perceived.  It conveys who was involved, what happened or didn’t happen, what experiences didn’t meet expectations, what was too early or too late, what attitudes came across poorly, what products didn’t work, what policies were frustrating, and what processes were clunky or not self-evident.

In the moment, we need to deal with the complaint and the customer.  But to make a complaint a gift, we need to revisit the complaint after the fact and identify what information was gained, what lesson was learned, and how we can apply those learnings moving forward.

Give yourself time to get over any negative emotions from the dust-up with the customer, and then glean what you can from what happened and the customer’s perspective on the experience.  Use the complaint for continuous improvement.

Unpack the complaint to make it a gift.

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G.A.B. – The Survey Guiding Principles – 3/28/23

Posted on March 28, 2023 in Customer Service Tip of the Week Please leave a comment

You’re excited!  The company has okayed your conducting a survey, and you immediately think of a half dozen questions you want to ask every customer.  You document your questions, get input from others, and all of a sudden you have a Word document with 36 questions instead of 6.  Now, what do you do?

Some clients engage us before they get into the particulars of the survey instrument.  Other clients come to us after they’ve already created that 36 question survey.  In either case, before you dive into the details of the survey questions, here are 3 Guiding Principles that could govern your decision-making about the overall design of the survey:

Goal-driven – Make sure that the questions are addressing your overall goals for the research.  The goals should drive what information you seek, which should drive the structure of the survey and the wording of the questions – it shouldn’t be the other way around.  Create the survey instrument around your goals, and when you have that draft put together, make sure each question aligns with what you’re trying to accomplish.

Actionable – For each question, give consideration to what would be done with the information.  Could you act upon the results?  What will the metrics potentially tell you? Are you evaluating attributes against each other, against historical data, against national benchmarks?  And how are you going to act differently based on ratings?  For the open-ended questions, are you going to utilize the common themes to improve operations, change strategies, reward and recognize others?  If the question is not actionable, why would you even ask?

Balanced – Ensure that there is a relatively even mix of questions seeking positives as well as questions seeking opportunities for improvement.  This is something that few of our clients consider.  Some clients are primarily looking for constructive feedback – and the tone of the survey can get the customer thinking too negatively and elicit too many negative stories.  Others are looking just for positives to use to market themselves internally or make themselves look good.  Instead, the survey should be balanced.  Research should help you to identify what is not working well while also helping understand where you can strengthen your strengths.

Let the goals of the survey drive the focus of the questions.  Ensure that the questions are structured to be actionable.  Create an overall balance of identifying what could be better as well as knowing what already is providing a great customer experience.

Design your survey to align to the G.A.B. Guiding Principles.

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