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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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Take a Measure from Government

Posted on September 1, 2010 in Business Advice, Government Please leave a comment

When we work with our government clients, whether it’s an economic development division trying to retain local businesses, a property assessment division trying to efficiently serve its customer base, a City/County manager’s office trying to best manage such a large organization, we’ve found a consistent need – measurement.

When government is trying to measure over such a broad organization, they typically create an organization-wide balanced scorecard system. This metrics system will have the typical measures of Revenue, Cost, Quality, and Customer Service. But it will also have some more outcomes-oriented customer measures such as the percentage of residents on welfare and more capacity-oriented customer measures such as the percentage of residents living within “X” miles of a public park.

Let’s translate those last two measures to a typical business. Outcomes. An outcome is some end-benefit from what your service or product provides. It’s not the product itself. For a hospital, it’s the quality of life after discharge, not just how good the care was in the hospital. For a fine restaurant, it’s the enjoyment of the evening, not just the quality of the food. For an automobile dealership, it’s the feeling when driving or knowing you own a particular brand, not just the gas mileage. These outcomes often relate to the feelings your customers have as a result of their engagement with your company. They should be measured to make sure your services had a positive ongoing impact.

The other example metric dealt with Access. How close you live to a park can determine your ease of access and likelihood to use it. Similarly, what percentage of the population lives near a grocery store, what percentage of season ticket holders receive a sports team’s newsletter, and what percentage of long-term customers have online access all help to determine the customer’s access to the company. A greater access leads to a greater chance to develop relationships and retain the customer.

Learn from these atypical measures from government to know how well you impact your customers and to ensure you have adequate access to them.

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

Check out our new customer service book at http://www.amigreatat.com/


Capitol Customer Service

Posted on January 19, 2010 in Business Advice, Government Please leave a comment

The White House held a forum with dozens of CEOs last week, and the topic moved to customer service. The government was trying to learn how to be more customer-friendly, and they were particularly interested in what Southwest Airlines CEO, Gary Kelly, had to say.

Now I know many of you are thinking such things as “it’s about time!” or “isn’t that an oxymoron – government customer service?” But one particular reaction might be “why would a government agency turn to an airline for advice?”

The answer is the same reason why an airline would turn to NASCAR – the stock car racing league – for advice.

You may have heard the story of the airline that was trying to improve the speed and efficiency with which it “turned” planes at the gate. So where did they go to determine how to improve? They went and met with NASCAR pit crews to observe, talk, and learn about how they could do so much so fast so effectively in a 5, 10, or 15 second pit stop.

Kelly suggested at the forum that to satisfy customers, “It’s more important for us to be on time and have great employees…than offer frills.”

In other words, do what you do with great efficiency and great attitudes, and that’s more important in engendering customer loyalty than offering a perk or two.

The next time you’re trying to get better, to learn, to grow, don’t just look at yourselves or at an organization just like you.

Benchmark with the best, regardless of industry.

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


Break Your Customer Service Season into Quarters

Posted on October 19, 2009 in Business Advice, World of Customer Service Please leave a comment

A quarter is a very interesting thing. A quarter can be a form of money.  A quarter is a time period where public companies report their financials. A quarter is the portion of the pro football schedule where most coaches have divided up their season into four sets of four games each. They do this to best approach a segment of their schedule as well as analyze that segment.

To a business, when it comes to customer retention and growth, a quarter should be equally of interest.

When you are assessing the performance of your business as it relates to customer service, satisfaction, loyalty, and retention-driven growth, you need to also think of your measurements in terms of quarters. Those measures can come in the form of mystery shopping, satisfaction surveys, or focus groups. No matter in what form they come, you need to be evaluating your customer satisfaction at a minimum on a quarterly basis.

Keep in mind that customer satisfaction is driven in any organization by three factors:

  • The Attitudes, Skills, and Knowledge of the employees
  • The Processes within which the customers experience your organization
  • The Products and Services themselves.

So on a quarterly basis, you need to be assessing, analyzing, and addressing these keys to customer satisfaction and loyalty just as you would any other set of key metrics in your business.

Through the different methods of acquiring customer data as referenced previously, and including assessments of internal operational service metrics such as process times, wait times, queue times, first contact resolution, etc., you should have a dashboard of metrics that enables you to quickly see trends in satisfaction, loyalty, and growth.

If you always want to be able to make data-driven decisions that are the best for your company’s future performance, make sure you have hard numbers on such metrics as satisfaction with Attitudes, Processes, and Products.  Make sure you have hard metrics on customer retention rates or attrition rates.  Make sure you have hard metrics on average purchases per customer and frequency of visits.  Make sure you have hard metrics on referral rates from existing customers, and make sure you have hard metrics on the financial impact of each customer to your organization’s bottom line.

You need to manage the biggest component of your top line financials (the customer) at least as well as you manage all those detailed accounts on the expense side of the ledger. Create and utilize customer retention and growth metrics to help guide your company’s planning and performance improvement initiatives.

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


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