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Acting on the Guiding Principles for Great Customer Service - 11/19/24


In last week’s tip, we shared 5 Guiding Principles for Great Customer Service.  This week, let’s address what “taking action” looks like on those key principles.  If last week was about what to do and WHY, this week is about the HOW. Engage with Interest: To engage with interest, proactively Read more

Guiding Principles for Great Customer Service - 11/12/24


It’s hard to know every procedure, every policy, every technique possible to handle every situation correctly.  After all, maybe our procedures are standard, but our customers are not.  Maybe our policies stay pretty consistent, but our customers’ needs and issues, their attitudes and actions can change from customer to Read more

From a Simple Question to an Exceptional Experience - 11/5/24


Phyllis loves her job.  It’s not just because she loves being a customer service representative, not just because she really likes her co-workers, and not just because she enjoys her company.  It’s because she really appreciates her customers, as well. A customer had ordered a register book off the company Read more

Fix One Problem without Creating Another - 10/29/24


If you’ve ever had an issue with your dishwasher, this will sound familiar.  I’ve dealt with so many dishwashers over the years, and they always seem to have some kind of an issue.  Maybe it’s because of the mix of water and technology, but for whatever reason, these never Read more

Delight Your Customers - 10/22/24


Buddy the Bug Man was different.  His company was new, and the only reason why Janet tried him out was that the service she had used for years just wasn’t working.  Whether it was mosquitoes in the yard, ants in the kitchen, or cockroaches flying through on their way Read more

A More Complete Definition of Responsiveness - 10/15/24


I was purchasing something recently that was being custom-developed.  At one point, the company’s employee and I had a good 20 e-mails going back and forth - 10 from each of us.  Unfortunately, I broke my own rule, and I did not pick up the phone after 2 or Read more

Have a Game Plan to Address Their Anxiety - 10/8/24


It seems like we all get deliveries - whether it is UPS, USPS, FedEx, Amazon, the local courier, or all the above.  We order.  They deliver.  Or do they? It’s times like these, when we’re expecting that package, that item that we’re looking forward to or need urgently or are Read more

How Persistence Saved the Day - 10/1/24


Sherrie saw the customer walk into her store holding his cell phone, and Sherrie immediately knew that was William.  She had spoken to William on the phone about an hour ago, he said he would be at Sherrie’s cell phone store in less than an hour, and there he Read more

Notice the Little Changes - 9/24/24


“My, how times have changed.” Yes, times have changed.  As a matter of fact, one of the biggest reasons why an organization’s customer service deteriorates is that times have changed…customers have changed…and the company has not… If we think about customer service delivery today v. decades ago, changes in technology alone Read more

Don’t Hurry…Be Quick - 9/17/24


No, this is not a take off on the Bobby McFerrin song:  Don’t Worry Be Happy. It’s actually a take off on the John Wooden quote:  Be quick, but don’t hurry. When I read Wooden’s book with this title, I liked the concept, and not just because John Wooden was a Read more

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Define Quick, Then Keep Things Moving – 5/26/15 TOW

Posted on May 26, 2015 in Customer Service Tip of the Week Please leave a comment


According to Dictionary.com, “responsiveness” in machinery terms is defined as “the ability of a machine or system to adjust quickly to suddenly altered external conditions, as of speed, load, or temperature, and to resume stable operation without undue delay.”

People are not machines, but it’s interesting how closely this “system” definition of responsiveness relates to our people definition.

When we are considered responsive, it is usually characterizing our quick reaction to something brought to us – a customer’s need, a co-worker’s issue, an e-mail, or a phone call.

The other person needs the response or the answer so they can move on. They can go to their next action, continue with the project, know what to do next, or have resolution so they no longer have to deal with an issue. The key in responsiveness is that this response of ours has to be “quick.” But “quick” is defined differently by different people. The definition could be “without undue delay,” but what is “undue delay?”

The busier I get and the more I rely on others as partners in accomplishing goals, the more I value responsiveness. Responsiveness is that which keeps us moving. To many, it’s that which shows we care. It’s that which ensures that the other person’s time isn’t wasted and their anxiety isn’t heighted by delay.

To me, quick is an acknowledgement of the e-mail or voice mail within 6 business hours. When it’s an urgent request, quick is defined more aggressively.

Talk to those you serve and work with in business. Understand what’s important to them and how they define “undue delay.” Learn their timing expectations so you can better be responsive to the needs of others.

Define Quick, Then Keep Things Moving.

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Be Like Mike – 10/7/14 TOW

Posted on October 7, 2014 in Customer Service Tip of the Week Please leave a comment


It was the 1980s, and cell phones were new. You had the soft, black carrying base the size of a phonebook, and you dreamed one day of getting a flip phone…

True Story – Dave was losing service on his cell phone, and he had an urgent need to get it fixed. He was getting ready to go on a business trip, and he needed the phone to talk to several of his customers, with many of the discussions needing to be taken care of “mobiley.”

So Dave called his cell phone provider, and the customer service representative (CSR) picked up the phone.

Dave: “Are you a basketball fan?”

CSR: “Uh, yes.”

Dave: “Well there’s 2 seconds left, you’re the coach. The ball needs to go to Michael Jordan to win the game. Now, I want you to stand up at your cube, look around the office, and get me in touch with your Michael Jordan.”

The CSR puts Dave on hold and transfers the call to the lady sitting right next to him – Theresa. She takes the call, identifies Dave’s needs and his situation, and promises to address the problem. She does everything perfectly!

Three hours later, Dave hears his phone ring for the first time in days; it’s working! Theresa had called to tell Dave that they had figured out the problem. It wasn’t an easy solution, but she got it done.

Several months later, Dave’s in his office, and he remembered the situation. He wrote a letter to the company praising Theresa and providing all the details he could remember.

About 9 months later, Dave gets another call from Theresa. She said she’s moving to Memphis – she got a promotion and was now VP over customer service for her company.

Dave: “Congratulations, Theresa! I’m so happy for you!”

Theresa: “If you’re ever here, please come into the office. And if you come into the lobby – there’s a glass case with awards, trophies, and plaques. Right in the middle of the display, there’s a framed letter – it’s the letter you wrote. Thank you, Dave!”

Theresa was the go-to person. She was Michael Jordan. She produced in the clutch, and she was rewarded.

As the old commercial says, “Be Like Mike.”

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Are You More Than 64% Responsive? – 9/30/14 TOW

Posted on September 30, 2014 in Customer Service Tip of the Week Please leave a comment


I’m sure if we asked every healthcare CEO, every university president, and every sports team COO whether his/her staff are responsive to their current or prospective customers, they’d say “Yes!” And they’d be horrified to hear the truth.

We’ve conducted thousands of mystery shops in public and private sector businesses – from your local school system to pro sports teams, from universities to banks, from municipalities to healthcare providers. Oftentimes we leave voice mails and e-mails requesting a response to a question or need. Almost invariably, the response rates to those messages are abysmal.

The best return call percentage to voice mails has been 55%. The best e-mail response rate we’ve seen is 64%. I’m not describing high quality responses, either; I’m just sharing the percentage who responded at all.

Maybe I give the CXOs too much credit, suggesting they’d be “horrified.” Why? Because it’s not like moving mountains to have personnel respond to over 70% or 80% or 90% of messages received. Three actions of the CXOs are required to increase responsiveness:

  1. They have to continually communicate how important it is to be responsive to customers.
  2. The CXOs must be as responsive to their own staff as they expect staff to be with customers.
  3. The CXOs must ensure that their management and staff have the time, processes, and systems that facilitate responsiveness.

Now one could surmise that the 3rd point is the hardest action to take, and that may be true. But I would argue that the 2nd point is hardest for most CXOs, because even before these actions occur, the CXO has to do one simple thing – care.

They have to care about staff, care about the customer, care about creating an environment where responsiveness can occur, and care about being the model to their staff.

So what’s the best way to ensure that staff “get it” about the need for responsiveness?

To answer this, I’m going to steal a line a client of mine stated last week (I’m paraphrasing). Leaders should ask their staff “Who’s the most responsive person in the organization?”

What if the staff named that leader, that CXO? Now, that would be POWERFUL!

Share this Tip with your leaders. Encourage them to be the most responsive person in your organization.

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