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Uncover Silent Concerns - 8/5/25


One of the customer service statistics we have quoted many times over the years is:  For every complaint you do hear, there could be 26 other customer issues that you don’t hear. And when we bring up that statistic, we bring it up because we want to make sure companies Read more

Talk Yourself Up to Take Down Their Anxiety - 7/29/25


I believe that most customer service people are pretty humble, so I’m not asking you to lose your humility.  But I do have one ask of you… When that customer is anxious or nervous, when they fear the future because the future is unknown or it could be laced with Read more

Use Little Acts to Make a Big Impact - 7/22/25


A WOW Experience is not always one instance, one act that blows away the customer.  It’s not always an over-the-top-the-employee-saved-the-day act of brilliance.  Sometimes a WOW is the sum total of a series of little things that others don’t do – those actions that differentiate you from others.  The Read more

Avoid Some Stress by Addressing Issues Quickly - 7/15/25


It’s good customer service to resolve issues quickly.  The customer sees the light at the end of the tunnel.  They more quickly bring their anxiety and stress, their negative emotions down.  And they more quickly get to a solution. But this tip is not about them.  This tip is about Read more

Better Customer Service through Better Teamwork - 7/8/25


We spend so much time talking about what great customer service looks like in those 1-on-1 Moments of Truth, that we often neglect to discuss what goes on inside the company that leads to those great moments.  We’ve talked about customer handoffs within an organization, but what does a Read more

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

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Patient Satisfaction…from a Child’s Mouth to Our Ears

Posted on February 11, 2014 in Business Advice, Healthcare Please leave a comment

Blog 2-11-14In the Forbes article This 15-Year-Old Absolutely Nails What ‘Patient Centered’ Is – And Isn’t, the author addresses patient satisfaction (or a lack thereof) in today’s hospitals. He shows the video of a 15 year old patient who discusses her complaints about her current inpatient stay and her suggestions to make it a better experience.

She talks about the need for sleep, the need to be a part of discussions about her care, and the desire to feel cared about as a person. A key quote is “I am a patient – and I need to be heard!”

Whether we’re working with our healthcare clients or those clients in other industries, this desire of customers to be heard can be overwhelming at times. The desire is often so strong because too many organizations are too deaf to the voice of the customer. Too many organizations strategize on what customers want instead of asking the customer. Too many leaders are focused on the product, service, or technical aspect of what they do that they lose sight of the people for whom they provide those services.

Too many hospitals preach customer care but haven’t taken the cultural approach to trying to embed the customer service mindset into every fabric of the organization – from hiring to training to processes to the facility to leadership modeling and internal communications.

They react to the complaints, they review the quarterly patient satisfaction survey results, but they don’t work to create a culture that encourages the ongoing engagement of the customer.

When you think of how to deliver a great customer experience, start with creating a culture of individuals and teams whose collective heart is focused on caring for its customers, and conveying that care for its customers.

Patient Satisfaction…from a Child’s Mouth to Our Ears.

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10 Key Customer Retention Evaluation Questions

Posted on January 9, 2014 in Business Advice, World of Customer Service Please leave a comment

Many times when we address key customer retention strategies and customer retention success stories, the crux of what we’re saying is that you have to get to know the customer on more of a personal level. You need to build a relationship and not relegate yourself to viewing a customer as a prospect and selling to them as if you don’t even know them.

But this blog post is different. This time, I want you to envision yourself in a meeting at your business, and the meeting is all about customer retention and growth. Before you can develop a strategy, you have to ask yourself some key questions about your current state:

  1. Do you know why existing customers initially bought?
  2. Do you know why they would not return?
  3. Do you know who your customers view as your competitors?
  4. Do you know what differentiates you from your competitors in your customer’s mind?
  5. Do you know the differences in demographics, purchasing patterns, participation rates of clients who return every year v. those that don’t return?
  6. Do you know what internal operational factors impact those customer retention drivers?
  7. Do you know how you’re performing in those internal operational areas?
  8. Do you stay in contact (proactively) with customers, even when they’re not in your store, on your website, or contacting you directly?
  9. If so, are your proactive communications about you or personalized about them?
  10. In other words, do your proactive communications seek to learn more about them and educate them, or are they primarily pushing your products and services?

Before you embark on the next big strategy, do a self-scan. Find out what you know…or need to know first.

Ask yourself and those in your organization these 10 Key Customer Retention Evaluation Questions.

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Smart 1-to-1 of Season Ticket Holder Research

Posted on November 19, 2013 in Business Advice, Sports Please leave a comment

Big data? Let’s start with Smart Data.

Pro sports organizations feel they know their fans well, and then they conduct their own fan surveys and are frustrated by the lack of useful information. The results are usually broad brushstrokes of fans – general ratings and likes/dislikes. However, research done the right way creates a 1-to-1 view of specific Season Ticket Holders (STHs). Consider the following 3 profiles of specific fans (we changed their names below) that came out of a research project we conducted for a pro sports club:

  • Fred Smith will definitely renew for next year. In fact, he’s considering adding seats and is likely to want to upgrade his seats. He’s a STH because he loves basketball and the perks associated with being a STH (particularly ticket exchange and the post-game shoot-arounds), but he’s dissatisfied with the direction of the team. He doesn’t know who to contact if he has ticket issues, and he doesn’t know the name of his account representative. Fred’s married, has a doctorate, and usually attends with a business associate or with his wife.
  • Janie Watson is a brand new STH, in her first season with the club. Janie’s uncertain whether she’ll renew her tickets, and although she loves the events, she doesn’t like her seats. She’s 32 years old, single, and loves the relationship with her account representative. She prefers to be contacted via e-mail, and – even though Janie loves her account representative – what’s most important to her is the game itself, getting in/out of parking quickly, her seat location, and getting ticketing needs/issues resolved quickly.
  • Bob Jefferson is somewhat unlikely to renew. He’s been a STH for 7 years, and he has the tickets for family entertainment. He’s become disillusioned the past few years because the ownership preaches family values, but several players and some of the game day staff don’t convey those values. Bob wants more opportunities for kids to interact with players, and he’s particularly dissatisfied with the relationship with his account representative, the attitudes of Security, and the game entertainment. Bob noted that he’d like to talk with someone about his issues with the team.

What would you be able to do with this information for these 3 STHs? The answer should be obvious. You know who to contact about what; you know what SPECIFICS to discuss with each. You know HOW to contact them, and you know whether you’re in sales mode or service recovery/retention-mode.

When you look to do fan research, begin with the end in mind. Structure STH research to tell you the level of information you need to nurture and grow relationships – on a 1-to-1 basis.

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