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13 Customer Loyalty Best Practices for B2B Companies

Act-On

Marketers are often laser-focused on one thing: Get new customers. It ends up being such a focus that any other part of the customer lifecycle gets second-shrift. This can cause a bit of tension, as most of us know keeping customers is nearly as important as getting them in the first place. And then there’s the quotes and statistics about the benefits of customer loyalty , aka customer retention. They usually go something like this: “ Acquiring a new customer is anywhere from five to 25 times more expensive than retaining an existing one.”.

New Forrester Research: B2B Should Use B2C Customer Loyalty Principles

Influitive b2b

For years, B2B marketers have largely viewed B2C loyalty tactics as irrelevant in their space. Plus, customer retention has long been seen as the responsibility of those in sales, service, and support. But B2B marketers are under growing pressure to interact—and deepen relationships—with customers at every stage of the lifecycle, since retaining a customer is more valuable than acquiring a new one. That’s why B2B marketers can’t afford to overlook the opportunity to learn from their B2C counterparts, who are experts at driving customer loyalty.

Tips to Improve Customer Loyalty: Necessity is the Mother of Retention

Act-On

My to-do list is clear, and all I have left to do is write a blog post about customer retention. Do they know I’m writing a blog post on customer loyalty? One thing is obvious, the Starbucks marketing team knows a thing or two about customer retention. Would you like to create a retention campaign that will make your customers think you’re a mind reader?

Achieving Omnichannel Customer Loyalty: Tips and Infographic

Conversionation

It’s as a I wrote in my previous post about customer empowerment. And the reasons are obvious: the multi-channel and multi-device behavior of customers. However, often we tend to focus on just the promotional dimension and forget the omnichannel customer loyalty side of things. And this is certainly the case from a customer loyalty perspective.

How to Increase Customer Loyalty through B2B Marketing

B2B Marketing Traction

Many B2B marketers get so caught up in new lead generation, their marketing and communications to existing customers can fall by the wayside. Now we have more tools to stay in front of our customers, keep them engaged and increase their loyalty. Here are five ways to improve your marketing to your customers. 1. Increase quality communications with your customers.

How to simultaneously attract new prospects and retain loyal customers

Biznology

One of the challenges business owners face is attracting new customers while trying to retain current customers. B2B companies tend to focus more resources on attracting new customers than retaining current customers. What does your B2B marketing program have to do with your customer retention strategy? Understand what really matters to your customer.

Mastering Brand Loyalty: What Subscription Service Companies Do Differently

Modern B2B Marketing

Author: Chris Gillespie We can all learn something from the meteoric rise of personalized subscription services. As a brand and a business, you need brand loyalty, and you only have a few chances to create it. So what are subscription services doing differently (and awesomely!), and how can other marketers follow suit? Let’s Customers do. And it makes sense.

5 Easy Ways to Ignite Your Customer Service

Vertical Response

What new things are you doing to make your customers happy? Take some time now to drive value for your customers, and benefit from it all year long. Know your customers. Think about your contact management system (if you have one), your e-commerce service, or even your email marketing company. Get quick access to your loyal customers. Surprise them.

New Developments in B2B Loyalty Marketing

Biznology

Business customers tend to be fewer and more valuable—meaning you can’t afford to lose even one.  But how do you keep your customers active and buying from you, versus the competition?  Let’s look at the traditional approaches to retention marketing in B2B, plus some new developments in loyalty marketing being adopted by B2B marketers today, including social media and gamification. .

How to earn customer loyalty in the age of chat

Biznology

“You’ve just become my favorite airline.”   Any business that succeeds in getting a customer to declare love for its brand has just converted an ordinary customer into a loyal customer. As any observer of Super Bowl Sunday knows, brands put a great deal of effort and expense into customer acquisition strategies. Not all companies excel on digital customer service.

7 Ecommerce Segmentation Hacks for Profitable Customer Loyalty

Hubspot

While you won’t have those same face-to-face interactions in the online world, you know more about your customers than you think! With the right ecommerce and marketing platforms you have access to advanced customer segmentation that most merchants do not take advantage of. You will undoubtedly have your “Power Customers.” You want these profitable customers to feel valued.

Don't Have a Customer Loyalty Program? Here's Why They're Valuable [Infographic]

Hubspot

The first time a new customer buys something from you, it's an exciting moment. But keeping them as a happy customer -- and turning them into an advocate for your brand -- takes more than just great service on that first sale. What are you going to do to get that customer to keep buying from you in the future? Inbound Marketing Daily IGSS

Want to Double Your Staffing Firm’s Bottom Line in 2017?

Haley Marketing

Achieving it is easier than you think, if you do this one simple thing: Keep your customers longer. So if you improve your client retention – even incrementally – you can dramatic improve your staffing service’s profitability. Increasing customer loyalty doesn’t require a huge financial investment. Staffing customers have choices. Be nice.

Five Steps to Increased Brand Loyalty

KEO Marketing

One of the biggest challenges facing marketers is retaining customers. Once Once customers have purchased your product, they need to be approached differently because they do not need to be sold on the product anymore. You build brand loyalty. The key to brand loyalty is to build an emotional attachment to your brand. Connect with your customers regularly.

11 inspiring case studies of digital transformation

Biznology

Digital transformation is profound change in business activities, processes, competencies, and models to fully leverage customers at every touchpoint in the customer experience. Successful digital transformation achieve these results: CUSTOMER: Harness customer networks and reinvent the path to purchase in line with their real behaviors. Need some examples?

Retention that Drives Revenue: 5 Tips for Customer Loyalty Programs

Marketing Action

Customer loyalty programs are a great way to boost sales and revenue. But they can be even more valuable when it comes to increasing the satisfaction and ensuring the retention of your high-value customers. According to Forrester Research , loyalty programs today are doing much more than driving more purchases and bigger profits. The Loyal Customer is Great for Your ROI.

An Example of Using Social Media to Improve Customer Service and Increase Brand Loyalty & Reputation

Sazbean

Many businesses really miss the boat when it comes to providing content and value that their customers want. Here is an example of a salesperson providing great customer service using Twitter by providing personalized offers that his customers actually want. Now this is customer service. Anyway, I forget all about @NordstromDave. What do you think?

Inside SAP’s Customer Loyalty program

Integrated B2B

In her role as Customer Experience Director for enterprise software giant SAP’s Customer Office EMEA, Mette is responsible for a customer loyalty program that leaves most other programs far behind in terms of maturity and sophistication. He was service-minded and cool-headed until the problem was successfully resolved and we were thankfully re-united with our child. In short, he epitomized the idea of a great customer experience.”. There is a shift from moments to journeys and loyalty matters more than ever. So word-of-mouth is of major impact.

4 Twitter Tools that Help You With Customer Service

Vertical Response

Twitter has fundamentally changed the way that customer service interactions take place. As a business owner, you might find yourself in a negative customer-tweet situation at some point. Although daunting, with the correct monitoring tools, you can stop the criticism and respond to your customers in a timely manner. Twinitor. TweetDeck. Wondering how it works ?

7 Customer Loyalty Programs That Actually Add Value

Hubspot

According to Inc. , it costs a business about 5-10 times more to acquire a new customer than it does to sell to an existing one -- and on average those current customers of yours spend 67% more than a new one. So, what are you doing to keep your customers coming back to your business? If you’re like 65% of marketers, your company has implemented a loyalty program. Companies lose money on time and effort, and customers get no more value from the businesses to which they are "loyal.". This is the most common loyalty program methodology.

Want to Double Your Staffing Firm’s Bottom Line in 2017?

Haley Marketing

Achieving it is easier than you think, if you do this one simple thing: Keep your customers longer. So if you improve your client retention – even incrementally – you can dramatic improve your staffing service’s profitability. Increasing customer loyalty doesn’t require a huge financial investment. Staffing customers have choices. Be nice.

Customer Experience Simplified

It's All About Revenue

However, as much as we overcomplicate things, there is no overstating the importance of providing the best customer experience possible each time, every time and across all channels. According to Gartner, 89% of all businesses will compete on customer experience this year. Another 89% believe customer experience will be their main differentiator by 2017. Customer Experience

Customer Lifecycle Metrics, Part 5: Retention and Expansion

Act-On

This is part five in a series of five blog posts that examines the metrics you should measure throughout the five stages of the customer lifecycle:  attract ,  capture ,  nurture ,  convert , and expand. Once your prospect converts and becomes a customer, your job as a B2B marketer isn’t done – in fact, the most significant part is just beginning.  At least, that’s the case if you’re working for a top performing company. As a result, average companies achieve 30% of revenue from their established customer base, while top performers acquire 50% of their revenue this way.

5 Surprising Studies on What People Consider "Good" Customer Service

Hubspot

In theory, the “tricks” to delivering awesome customer service are pretty straightforward: Empathy. But in practice, delighting customers isn''t so straightforward -- what actually works doesn’t always reflect what most of us would assume. There are quite a few counterintuitive truths that can make or break how your customers feel about your service. Appreciation.

How customer experience supports brand loyalty through relationships

Biznology

We’ve all heard and read a lot about customer experience recently and how the study of and practice of CE Marketing has become an area of specialization and innovation. But with customer experience through the interaction between manufacturer and buyer, those who can act as the bridge and facilitator of that experience appear to still have the power to sway hearts and minds.

What’s Next in Staffing Customer Experience?

Haley Marketing

Every year, we have to incorporate new terminology into our customer service lexicon. How will these new concepts alter your customer service mindset - and your customer experience (CX) strategy - in 2016? Let's take a look at three CX trends: Customer Experience Trend 1: Mobile first moves to the forefront. Today's customers are more savvy.

Beanstalk Data Adds Service to the Marketing Automation Recipe

Customer Experience Matrix

It can also combine the scoring rules with custom database queries to further refine how they trigger system activities. The campaigns can run once, repeat automatically at user-specified intervals, or be triggered by standard events or custom SQL queries. It can synchronize data with other systems using batch imports and exports or via Web services. Agency services are extra.

Customer Loyalty, Your Brand and Revenue – The Perfect Storm

B2B Marketing Traction

Now more than ever your customers matter. Since today’s buyers rely on the recommendations of other buyers to decide what product or service to purchase, your customer’s recommendation of your brand means more than it ever did before. If, after a purchase, you start slamming new customers with more solicitations to buy more, you risk irritating your customer.

SAS by the Sip: SAS Viya Offers Open APIs to Individual Services in the Cloud

Customer Experience Matrix

This provided a steady income stream and focused attention on customer satisfaction to ensure renewals. In recent years, much of the software industry has adopted a subscription model under the label of “Software as a Service” (SaaS). SAS’s growth and financial performance have been just fine despite the new competition, thanks to technical leadership in its core analytical products and pry-it-from-my-cold-dead-hands loyalty of its core customers. For marketers in particular, SAS also announced Customer Intelligence 360, a SaaS version of its primary marketing suite.

API 57

Marketing, Sales, and Customer Service Collaboration: 7 Free Research Reports for Shared Knowledge

CMO Essentials

You can’t be competitive in marketing today without an eye for sales and customer experience best practices. You can’t be an effective seller if you don’t have a few marketing and customer service skills up your sleeve. Marketing, meet sales; sales, meet customer service; customer service, meet marketing – you all need to know each other.

How the Net Promoter Score Helps You Benchmark Customer Loyalty [INFOGRAPHIC]

Hubspot

Just how loyal are your customers? Think about this: A Harvard Business Review study found that 48% of customers who had negative experiences with a company told 10 or more people. So if you don't have a clue about how satisfied your customers are with your products or services, you might want to consider putting a system in place to figure out just that. referrals !

Measuring the Pay-Off for Customer Loyalty

VisionEdge

Let me take a minute to inundate you some commonly accepted facts about the impact of customer loyalty or the lack of it on an organization. 98% of the dissatisfied customers never complain, they just leave and 75% of the reasons these customer’s leave has nothing to with the product? Sixty seven percent of customers switch from one company to another because they didn’t feel appreciated? 85% of dissatisfied customers tell nine people about their poor experience and 13% tell 20 people; while a satisfied customer tells just five people? Measure.

Three Reasons Customer Experience Management Fails

B2B Marketing Unplugged

Customer problem rates are up five points in just over two years and this has much to do with terrible Customer Experience Management (CEM). When we can figure out how to build an emotional bond between our brand and our customer’s brain, the wallet, friends, will surely follow. Here’s a great post from Harvard Business Review summarizing what really does build loyalty.

Contact center priorities: the dawn of a new age in customer engagement

i-Scoop

Paul Scott is Senior Director, Customer Experience Consulting, at Dimension Data. Contact center Customer engagement Customer experience Customer loyalty Customer service Interviews customer analytics Customer Contact Expo Dimension Data Global Contact Centre Benchmarking Ian Jacbos Kate Legget Paul Scott self-service

The End of Valued Customers

B2B Marketing Unplugged

should also thank you for the unsolicited copy of your annual report – my, that’s a bruiser! I am always happy to provide insights about your services but I think we can start reducing the number of automated requests for feedback, and the subsequent note from your service team reminding me to rate them a ten. Sincerely, Your Under-valued customer. Could you look into that?

5 Easy (and Affordable) Ways to Show Customer Appreciation

Vertical Response

Showing customer appreciation is more important than ever, as customers have more ways to browse and shop than ever before. In-store, online, review sites, and friend recommendations all factor into a customer’s buying decision. Show customers you really appreciate their business! Pick one of these unusual holidays and write a note to your special customers.

Jeanne Bliss: how to build your customer-driven growth engine

i-Scoop

In 2006 Jeanne Bliss published “Chief Customer Officer: Getting Past Lip Service to Passionate Action“ Since then she has been helping leadership teams and CCOs (Chief Customer Officers) to find their united voice and become customer leaders.