sales | Customer Service Solutions, Inc. - Page 10

Wrap It Up Right: Why Follow-Up Communications WOW Customers - 1/14/25


Dena had some questions about her water bill, so she looked for answers on the utility’s website.  She didn’t find specific answers, and she really didn’t want to get on the phone with somebody at the time and risk staying on hold.  She had lots going on, but she Read more

From Conversation to Connection: Defining Customer Engagement - 1/7/25


Maggie was sitting in the Service Excellence Training class, and the instructor kept talking about staying engaged with the customer.  Proactively engaging the customer.  Being fully engaged in the conversation. After hearing this same phrase (“engage”) used in various ways, Maggie raised her hand and asked a question probably several Read more

Self-empower for the New Year - 12/31/24


Jeff joined the company, in part, because he loved their approach to culture.  Leadership tried to create an empowerment culture.  They tried to develop an environment where, within certain parameters, individual team members could make a decision and feel confident that they would be supported by leadership. The reality was Read more

2024 Holiday Poem - 12/24/24


I sometimes hear it said That things have never been like this before. That challenges are unique, That stresses seem like more.   I sometimes hear it said That we're asked to do much more with less. That workloads are increasing, And we're resource-constrained at best.   And others often say That things are really very good. That they enjoy those Read more

Is Their Poor Planning Your Emergency? - 12/17/24


Have you ever heard the saying:  Your poor planning is not my emergency. I’ve heard it said often – not necessarily directly from one person to another.  More typical is that I hear it from the person having to drop everything and do something immediately because someone else didn’t think Read more

Empathy Examples for Everyday Situations - 12/10/24


I’ve often said that empathy is the single most important characteristic of people who are great at customer service.  If empathy is essentially “to understand the other person,” it helps so much to have that ability in order to specifically help someone.  To talk to what’s unique about them.  Read more

Tell Them Why You’re Giving Thanks - 12/3/24


Thank you! Merci! Danke! Doumo! Gracias! It seems like every language has a translation of Thank You.  Even though I only fluently speak English and speak Spanish, un poco, I – and probably most of you – have heard some or all of the translations of "Thank You” noted above.  Read more

Refine Your Decision-making Process - 11/26/24


Every day, you make decisions of what to do and what not to do.  And in the world of customer service, often the affected parties are our customers, our co-workers, and our company.  Here are a few quotes to consider when you’re thinking about evaluating and refining your decision-making Read more

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

When Leadership Creates an Avalanche of Troubles

Posted on in Business Advice, Sports Please leave a comment

The organization needs to improve its culture. Leadership was blind to the issues that were surrounding it and resting on their laurels.

It was obvious that the culture had changed for the worse, leadership was driving in the wrong direction, and the main way to change the culture was going to be to change the people at the top.

So is this a Fortune 500 company? Was it one of the industry leaders in high tech? Was it one of the old-time manufacturers trying to rebound?

No, these organizational issues that sound all too familiar in big business actually were presenting themselves in a professional hockey team.

We are not personally familiar with the Colorado Avalanche and all their issues, so we’re simply noting an article that had its own take on a need for organizational change (Colorado Avalanche: New Front Office Must Show New Direction Quickly). However, the lessons learned still apply. Leadership had issues with player relations, and that impacted fan relations as well as performance on the ice. So the new leadership will need to work to improve those relationships, but the article’s writer noted that the new Team President will “need more than just his word that he cares just as much for the Avalanche (as the local NBA franchise). Actions speak louder than word.”

For any kind of culture change to get everybody going in the same direction, not only does that Vision need to be articulated, but leadership also needs to exhibit the kind of behavior that is expected of others. What leadership in organizations says is only part of what moves it toward the Vision. Look at what leaders’ behaviors really tell you about them and the Vision. Is there alignment or disconnect? Do leaders do what they expect of others? Is there a common purpose and direction?

Before you take that slap shot, make sure you’re pointed at the goal.

Interested in improving team’s Fan Relations and Retention? See more at http://cssamerica.com/csssport.htm


Be Passionate with Customers – 5/14/13 TOW

Posted on in Customer Service Tip of the Week Please leave a comment

Salespeople say “customers by on emotion.” Well why can’t employees serve with emotion…with passion?

When often talk about conveying you care for the customer, but it’s much easier to convey you care if you truly do care, and particularly if you are passionate. Passionate?

According to dictionary.com, Passionate can be defined as “expressing, showing, or marked by intense or strong feeling.”

So what aspect of your job creates strong feelings in you? Before you say “nothing,” consider these questions: Do you get excited about interacting with others? Do you love to help and serve others? Do you have strong, positive feelings about the actual product or service you deliver? Do you love working with others?

Find that positive emotion, and channel it toward customer service.

For example, if you like interacting with others, then make sure that excitement about seeing and talking with a customer comes out in your tone, the questions you ask, and your body language. If you like to help others, tell them so. We mystery shopped an organization recently, and one of the employees told the shopper that “I feel a big part of my job is to educate my customers so they can have the best experience possible.” Wow! And this was a shop scenario involving a government employee answering a question about a kitchen sink!

If you love the product or service you provide, talk to the customer about what a great product it is, but talk in terms of how much the customer will love it, or how much the customer can benefit from it, or how the customer can best utilize it. If you love working with others, tell them “I enjoy working with you” or “it’s great to work with a team” or “I enjoy working with good people.” Now that’s showing appreciation for your INTERNAL customers!

Find your passion, and channel it positively toward others.


Don’t Wait Until Losses Mount to Tell Fans You Care

Posted on in Business Advice, Sports Please leave a comment

It’s even happening to the Boston Red Sox, and the fallout isn’t good.

Season ticket renewals are dropping fast this season (about 10% below last year), and the Red Sox are reacting with a massive amount of phone calls and offers to try to retain or resell lost season ticket holders (STHs). Leadership and a player are joining staff and interns to call STHs to try to get them to renew. In the article Many Red Sox season-ticket holders fleeing now, the writer interviews STHs and notes how the team didn’t contact several of them either prior to cancellation or afterward.

This rings of a situation where the organization wasn’t proactive in developing relationships, anticipating issues, and launching plans to address the expected concerns. With the team not being “likeable” according to some STHs, losses on the field mounting, and the secondary ticket market drying up, there are few things left which a professional sports team can control that impact renewals. But one of those controllable attributes is relationships with the fan base, and it appears the organization was too reactive, too incomplete, and too misguided to be effective.

In a comment posted on the article, one STH noted that he didn’t get a communication after canceling his tickets ($5,000 for 2 season tickets). However, he did get an e-mail sales offer to buy an upgrade to a suite at $28,000 per seat. So – in effect – the team didn’t care enough about the STH to try to retain, but they thought they could upsell the STH anyway? In a word…crazy. But it’s also all-to-typical in professional sports.

Season ticket retention involves relationship-building, and it requires a long-term mindset. You have to be able to gauge renewal likelihood long before the notices go out. And you have to have a plan to ensure you are contacting those most at-risk of non-renewal. In addition, upsells are easier if you have a strong relationship, if you know your STHs better.

So don’t just wait until the losses mount to tell fans you care. Make it a part of every season, every encounter, every survey, and every business-building strategy.

Interested in improving your STH retention and Fan Relations? See more at http://cssamerica.com/csssport.htm


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