Customer Service
In 1927, JW Marriott opened up a root beer stand. That’s right, Marriott Hotels started as a root beer stand. The first Marriott Hotel did not open up until 1957 in Arlington, Virginia. Since then, you have 4400 Marriotts worldwide. What a success story. Now, what was the reason behind that success? Well, if you…
So how can you enhance the customer experience while at the same time increasing your own Velocity? You may have read this week that Starbucks is investing billions of dollars to cut down customer wait times by 55 seconds. Their solution? The new syrup machine. With it, baristas can simply press a button to access milk and…
What is the biggest reason people get stripped of Velocity? In this video, Jay Baer, a successful entrepreneur, author of six bestselling books on marketing and customer experience, and founder of five multi-million dollar companies, reveals one of the most common mistakes businesses make when marketing their products or services. Check it out! #VelocityMindset #leadership…
Many of the most successful businesses in the world advertise the least, because their customers take on that role voluntarily on their behalf. Yet, studies show fewer than 1% of businesses have a word of mouth strategy. So what does it take to unlock the conversational power of your customers and turn them into your…
How often do we push our perspective on those we are trying to influence, when it has nothing to do with what they are trying to achieve? In this video, I share how to go beyond your perspective and understand the perspective of others, so you can connect with them, which is critical for Velocity.…
As spring approaches, I’ve been thinking of new starts and renewals, specifically of the time I decided to launch my speaking/consulting business over thirty years ago. I was in an unfulfilling management job at the time—successful but not satisfied. My business skills had helped me to succeed but so had two important questions: What is…
Selling an intangible idea can be tough. When you are trying to sell your competitive advantage, it can be challenging to verbalize the concept in a powerful way that resonates with your prospect. Intangibles leave a lot to the imagination, and that doesn’t necessarily work in your favor. If you’re running into trouble, you may…
Loyalty is a valuable commodity. First and foremost, of course, our loyal and valued customers buy from us, and better yet, they come back, again and again. But they also tend to sell us in a way that we can never sell ourselves. As a Sales and Leadership expert, but also as a customer, I have seen that loyalty…
A key executive for one of my clients passed away recently, and although I tried desperately, I could not make my travel arrangements work out properly to get to the funeral service. To make matters even worse, the morning of the funeral I realized I had forgotten to send flowers. I immediately called a florist,…
If I were to ask about the biggest issue preventing you from ImpactING your markets and closing more sales, most of you would say low-cost competitive pressures—and you would be wrong. The biggest issue that prevents us from ImpactING our markets is actually…us! By us I do not just mean sales execs, but all of…
In an effort to keep tax payers honest, the IRS is stepping up both its audit and customer service efforts at the same time. Interestingly, the IRS has created the position of Tax Advocate, an individual who monitors how tax payers are treated and makes recommendations to the IRS on how to improve its customer…
Recently I had the opportunity of reading the findings of a report written by a world renowned specialist to the physician that referred my mother. When you visit a highly specialized doctor, the attitude you may expect to find is that of someone who knows they are good and really doesn’t have much time for…
Stop trying to guess what your customers want and just ask them. Surveys are the best means available to gain a true picture of your customer’s needs, wants and expectations. Caution: Be sure your questions are clear and you truly understand your customer’s answers. Case Study: When Hertz surveyed their customers, they heard the message…
My Palm VII (wireless) has become a source of great value, especially when it comes to tracking my flights. Instead of calling the airlines to see if my flight is on time, I simply check my Palm Pilot and get the latest info on departure, arrival and gates at both airports. Funny thing is I…
Richard Burley comes through again. If you recall, Richard was highlighted in our Titan Profile last month. Recently, I spoke with Richard on the phone and he was telling me of his plans to invite 100 of his clients to a roundtable discussion in April with the theme being “Honor Thy Buyer”. What a powerful…
In a world where everything is rosy for a sales person, there would not be any unhappy customers and complaints to deal with. Actually, that might not be as good a situation as one thinks. I am not saying having unhappy customers is good. Obviously we all want customers who love what we do and…
One of the negotiating points in the recent Verizon (formerly Bell Atlantic) phone strike revolved around the stress endured by customer service representatives (CSR) in following their scripts to the letter. According to a NY Times article, if there is any deviation from the script, the CSR could have points deducted from her performance score.…
There are quite a few people who profess they don’t speak foreign languages. Yet all of us have been in a situation where we felt we have clearly communicated our thoughts but might has well have communicated them in another language because the recipient was oblivious to what we said. You understand? The truth is…
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