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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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Improve the Health of Your Client Interaction – 6/27/17

Posted on June 27, 2017 in Customer Service Tip of the Week Please leave a comment


According to a recent article on patient satisfaction and high quality customer service in healthcare settings, there are three consistent keys to a great patient experience – particularly in outpatient surgery facilities. These core takeaways apply to virtually any business.

First – “Make a connection: Smile and introduce yourself to patients and family members.” This gets at the need for a great first impression, initiating communications with customers, and personalizing the interaction.

Second – “Set the expectation of service: Share with the patient what will happen, when it will happen and about how long it will take.” We often note that typically 40% of customer dissatisfaction occurs because the customer expected one thing, and the company delivered another. Take ownership over setting realistic expectations of what will happen and when it will happen.

Third – “Say thank you: Within days of providing care, send the patient a thank you note with handwritten messages from staff members.” It’s tough to overstate the importance of conveying appreciation to the customer. The other part of appreciation noted in this third best practice is to not just do it on the spot, but also share appreciation after the encounter. Typically, those post-encounter messages of thanks are a surprise – and carry extra weight in the customer’s evaluation of their last impression of you and your organization.

It’s about being pleasant, proactive, and personalizing. It’s about setting and managing customer expectations of tasks and timing. And it’s about appreciating the other – at the end of the encounter as well as in that unexpected follow-up.

Improve the health of your client interaction with these healthcare best practices.

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Avoid the 1-offs – 6/20/17

Posted on June 20, 2017 in Customer Service Tip of the Week Please leave a comment


How do customers get unrealistic expectations? Sometimes they just dream up an expectation because they don’t know any better. Maybe they’ve never worked with your type of service before. Maybe they saw an advertisement that was big on promises and short on delivery details. Maybe they got their expectations from their experience with a competitor.

Most of these sources of unrealistic expectations are not controllable. But there is one source that is controllable – the 1-off.

A 1-off is simply an experience they had with you or a member of your company that was a “1 time only exception to the rule.” They got special treatment that they – frankly – should not have gotten. Now they expect that treatment every time. Their expectation is now unrealistic, so in the future they will ask you or your co-worker for something you can’t deliver.

“They did this in an hour for me last time. The rep did this for me last time. Bob said I didn’t have to complete that paperwork last time. Bonnie waived that policy last time. It didn’t cost me anything last time.”

While these 1-offs are great for defusing (or outright avoiding) a conversation with an irate customer, the long-term effect is setting yourself or co-worker up for failure in a future discussion with that same customer – or the 5 friends they bragged to about their special treatment.

Believe me – I’m not saying to NOT treat customers special (my apologies to those of you who hate double-negatives). I think we need to treat all customers as unique and special. What I am saying is treat them special with your attitude, your effort, your creativity, your focus, and your willingness to go above and beyond.

Just don’t let the special treatment mean that you’re creating an unrealistic expectation of what your co-worker is allowed to do the next time that customer contacts your business.

Avoid the 1-offs.

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How to Show the Opposite of Indifference – 4/25/17

Posted on April 25, 2017 in Customer Service Tip of the Week Please leave a comment


Sometimes the best way to define a word is to say it’s the opposite of another word – and then define that other word.

What is darkness? It’s the absence of light.

What is lethargic? It’s the opposite of energetic – where you move and you have the capacity to move. Imagine remembering people’s names easily, getting work done – the right work at a high pace; imagine maintaining your focus and your positive attitude all day long.

Now let’s define a key customer service word by painting a picture of opposites. Many studies have noted that – roughly 68% of the time – the primary reason customers stop going to Company A and move to Company B is that they perceive Company A is indifferent to them.

Therefore the question is: What is indifference?

  • It’s the opposite of responsiveness, where you quickly reply to messages, immediately take action on issues, and effectively manage customer expectations.
  • It’s the opposite of proactivity – where you initiate conversations with clients, even when you know the conversation is going to be on a difficult subject.
  • It’s the opposite of engagement – where your eyes, your gestures, your body language, and your tone convey interest in the other person and their situation.
  • It’s the opposite of caring – where the customer feels like you are concerned with their issues, needs, goals, and feelings.
  • It’s the opposite of follow-through, where you ensure the client got that need addressed.

 
If indifference is such a retention-killer for a business, do whatever you can to ensure you’re not perceived in that manner.

Show responsiveness, proactivity, engagement, caring, and follow-through.

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