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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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NFL’s Super Bowl Customer Service – The Good, the Bad, and the Ugly

Posted on February 8, 2011 in Sports Please leave a comment

We’ll start with the Good.

In the bleacherreport.com article Roger Goodell and The NFL: Is Good Customer Service Still Alive and Kicking?, Jeff Cockery describes how the NFL dealt with 1,250 fans who had bought tickets for the Super Bowl only to be told they couldn’t sit in their seats due to fire code violations. The NFL found a way to relocate 850 of the fans, and then gave the other 400 a triple refund (they got paid $2,400 for $800 seats), got to watch the game in the stadium in a club behind the Steelers bench, received free merchandise, free food, and tickets to next year’s Super Bowl.

Wow! Almost makes me wish my seat won’t be up to code when I go to my next sporting event! Of course, that assumes that other sports organizations get customer service and loyalty like Goodell and the NFL league office did.

Now let’s go to the Bad and the Ugly.

Why did this happen in the first place? What was the root cause of the problem? How in the world could you successfully build a $1 Billion+ stadium and not be able to add 1,250 seats that meet code? And how do you not get it inspected early enough to rectify any problems if they arose? Is it poor planning, decision-making without the customer in mind, poor selection of a contractor, poorly designed agreements with contractors, or just plain greedy decision-making?

I don’t know the answer, but I hope somebody in the NFL or the Cowboys organization will find out. If they care about continuously improving, about getting better, about the customer, they’ll learn from this in a way that permeates the organizations. This error that impacted barely 1% of their stadium fans has generated more negative publicity than the additional revenue could ever have provided. And what saved the day (at least for now)? Customer service.

Let customer service guide your decision-making and actions up front, so you don’t have to use customer service on the backend to try to create something Good out of something Bad and Ugly.

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

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


Build a Retention Program

Posted on February 2, 2011 in Business Advice, World of Customer Service Please leave a comment

You have a marketing plan, a social media presence, and sales program. But do you have the same structures in place for retention?

In a recent Body Shop Biz article, the Toronto Area Dealer Association’s “Renewit program” is noted because it focuses on how the association is helping members to increase customer retention, sales, and profits. Among other features, the program directs the customer’s vehicle back to the dealership after a breakdown or wreck.

Now whether the program turns out to be as great as advertised is not yet known, but there is much to be learned from the program.

First, you have to have solid data on the customer and the product/service they purchased in order to communicate most effectively with them – make sure these details are acquired during the sale and effectively flow to your customer service systems.

Second, make it easy for the customer to contact you back if they have an issue. You’d rather resolve the issue and keep the relationship than have them go elsewhere today for support, since that might make them go elsewhere tomorrow for a product.

Third and more broadly, view your customer service functions as revenue-building entities that should have the goals, technology, people, and processes that focus on staying in touch with clients, meeting after-the-sale needs, and deepening relationships.

Build your own great customer service body shop.

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

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


Horton Hears a Stakeholder?

Posted on February 1, 2011 in Business Advice Please leave a comment

Do you remember the Dr. Seuss story about an elephant named Horton who believes he hears the voices of an entire village of people (the "Whos") on a speck of dust? Only Horton could hear the Whos. All the other animals in Horton’s kingdom thought he was crazy. To keep Horton from wasting his time protecting the Whos, a mean kangaroo and some crazy monkeys tried to boil the speck of dust.

Just before the dastardly deed was to be done, a small boy from Whoville added his voice to the other Whos, and his yell enabled the Whos to be heard by all in Horton’s Kingdom. It was a little voice, but when added to the rest, it helped the Whos break through the sound barrier. It worked because every person in the village, and let me emphasize EVERY person, had a common goal.

Think about all the voices in your organization, in your business life. Are you tapping into all the resources available to you for advice, guidance, input, and resources? Are you able to get all your key stakeholders and staff on the same page, or are assignments made with the mere hope that everybody gets their job done?

Unfortunately, most companies that tout customer service in marketing, or preach customer service internally, don’t leverage their key sources of ideas – customers and staff. But you can and should tap these resources.

Survey and/or interview your customers and your employees. Ask them to reveal their minds and hearts. What do they see as the most likely changes to the business environment over the next 3-5 years? What do you need to do now to be successful then? And ask what must be done in the short run to lock-in employees and guarantee customer loyalty now so that change won’t bring lost business and lower revenue.

Use this research to learn and to create a common direction and a common focus. Make sure you’re getting all the input you need, down to the last Who in Whoville.

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

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


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