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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

4 Actions for the Customer - 9/10/24


One way to look at the difference between proactive and reactive is that proactive is something that’s often done before it absolutely has to be done.  Maybe it’s something done that really doesn’t have to occur, but your professionalism takes over, and some action or communication that you know Read more

Don’t Kick the Problem Down the Road - 9/3/24


The error was obvious.  Shania is a clerk at a local government office, and she could tell that something was wrong with the permit request.  She was about to reject the request because the address was invalid. If this would have been handled like the normal process, Shania would have Read more

Reflect the Best of Your Customers - 8/27/24


When Alice walks into a business, whether it’s a restaurant or government building, whether it’s a Goodwill or a grocery store, she has a certain way about her.  She’s the customer, and it’s not unusual to hear her say to the employee:  Thanks for being here today! It’s not unusual Read more

Create Your Personal Motto - 8/20/24


Take a look at these mottos: It’s the real thing. Just Do It. Have it your way. Betcha can’t eat just one. Breakfast of champions. Do you know the companies?  The answers are at the bottom of this tip. So why am I asking you about mottos?  And why do almost all of them make me Read more

Create MAGIC with Your Customers - 8/13/24


Years ago, we worked with the Orlando Magic in the NBA, and they needed more consistency in their customer service – they needed a standard of engagement with the fans and their account holders.  They were trying to identify the “Orlando Magic Way” – their desired customer experience with Read more

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You’re Once, Twice, Three Times a Customer

Posted on January 28, 2010 in Business Advice Please leave a comment

With all due respect to the Commodores’ great song (“You’re Once, Twice, Three Times a Lady”), this blog post focuses on gaining repeat business. Many companies work so hard on making the initial sale and celebrating the transaction. But what if we looked at each sale or at each “moment of truth” with the customer not as a single event? What if we saw it as a link to the next sale? The idea is to string together 1, 2, and 3 sales to the same customer. This is creating a customer from a transaction. Several things would be different:

  • You would be more concerned with whether the customer was satisfied with the shopping experience.
  • You’d be more likely to ask for improvement suggestions.
  • You’d be more likely to follow-up after the sale.
  • You’d be more likely to set-up periodic customer “touch points” to make sure you’re top-of-mind the next time a buying decision is made.
  • You’d be more likely to get contact information on the customer and to use it.
  • You’d be more likely to inquire about other customer needs/wants.
  • You’d be more concerned with getting to know the customer personally.
  • You’d spend more time talking with co-workers about strategies to keep that customer and bring them back.

Think about the customer by thinking about how to get to the next encounter. Turn your transactions into Once, Twice, Three Times a Customer.

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


Small Errors in Service Recovery

Posted on December 7, 2009 in Business Advice Please leave a comment

 If “Service Recovery” means that we need to “save” situations where the customer is upset, irate, or complaining, then there are right ways and wrong ways to do it. While there is no one rule to deal with Service Recovery situations, many times employees can think that they are doing things the right way, and in fact there are small errors that are causing the recovery to be unsuccessful.

Think of the following actions during Service Recovery and the issues with each:

  • The employee responds to an e-mail from an irate customer by sending an e-mail back.  Whereas this may be very effective at times, particularly when the customer prefers e-mail communications, in a Service Recovery situation you want to talk to someone 2-way, on the phone or face-to-face. Because that ability to see the body language and to hear the tone of voice enables you to deal with the emotion of the situation better. Remember that e-mail does not convey emotion well.
  • The employee responds to the customer that if they have a concern, then the customer is welcome to call back. While this may seem like a positive offer, in effect what the employee’s doing is dumping the responsibility for follow-up back on the customer. Particularly in Service Recovery situations, the employee needs to take ownership over the follow-up, to convey that they care and ensure that the follow-up happens.
  • The employee hears the complaint and gives the appropriate solution, and yet the customer is still upset. This typically happens when the employee is providing an effective solution, but they are ignoring the emotional aspect of the conversation. Most customers want to be understood and to feel like they are cared for at least as much as they are having their question answered during a Service Recovery situation. Employees need to make sure they’re not so focused on the issue and the solution that they totally ignore the emotion that comes with the issue.

When determining the best way to deal with Service Recovery situations, look at the little things that employees can do wrong to determine how to tweak the technique to make sure everything turns out right. 

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


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