Gaining new customers is usually the top priority for most business owners. While that is understandable, you also need to think about keeping the customers you already have.
Having a strong and loyal customer base that continues with their repeat business is crucial to your success. It can greatly improve your reputation, credibility, referrals, and sales in future.
Unfortunately, most customers do not automatically come back to your business just because they have purchased from you before. We often think that if we provide good enough customer service and a great product, our customers will surely purchase from us again, however, the truth is that most customers will still shop around, even if they were happy with their purchase the first time. Customers will go where they are wanted and appreciated.
It is up to you as the business owner to provide them a reason to stay with your business and keep coming back over and over again.
Here are a few ways to make sure you can retain your customers:
Work out why people leave
Determine where your customers are not returning. Does a certain product or department have a lower customer retention rate than others?
Do you know where your customers are going and why?
Try to work out where there may be leaks in your customer retention strategies and fix them.
The best way to learn is to ask
It is up to the customer to decide if they will purchase from you again. You may think that you have all the systems and strategies in place, along with great customer service, but it may be different from the customers point of view.
So ask
Conduct customer surveys, have strategies in place for receiving feedback and monitor customer interactions. Ask for feedback after a purchase to gain insight into what you go well and what may need improving.
Have a Strategy
Make sure you have a strategy or process in place for customer satisfaction and retention. Keep track of your data and create goals around improving your customer retention rates.
Your employees matter
Your team are the face of your business. Ensure you are investing in your team. Hire people with fantastic customer service skills and work with them to improve skills such as trust, empathy, flexibility, and communication.
Your employees are also another valuable source of information. Ask them what they are seeing in terms of the market, what your customers want and how you can avoid losing customers.
Be appreciative
Nothing makes a customer feel better than being appreciated. A simple thank you can go a long way to ensuring a customer repeats business with you. It shows the customer that you value them and they matter to you. Many customers will come back to a business where they felt appreciated.
Loyalty programs and treating your repeat customers as VIPs will keep your customers feeling like they are your top priority. Make your repeat customers feel more appreciated than your new customers and they will keep coming back.
Touchpoints
Customer touchpoints are often considered for new customers, but you should not forget about customers who have already purchased from you. Stay connected and in touch with previous customers and your business will stay at the front of their mind next time they require your product or service.
Upsell
Looking for opportunities to upsell is not just a good strategy for your bottom line, it is also a great strategy for customer retention. Prove to your customers that they do not need to go elsewhere as you have everything they need.
Investing in customer relationship management (CRM) systems, personalizing customer experiences, implementing loyalty programs, and providing exceptional customer service are all effective ways to improve customer retention. Regular communication, post-purchase follow-ups, and proactive issue resolution also contribute to fostering long-term customer loyalty. It will require constant monitoring and improvement to track customer satisfaction, but by leveraging that data, you can adapt your strategies and enhance customer experiences to ensure a loyal and satisfied customer base.
Get news updates from ActionCOACH and learn about events, opportunities, Business Success Stories, and other inspiring articles.