Customer Retention 101
BY DR. WAYNE THOMAS
If you�re in the convergence channel, you know that your
lifeblood lies in securing new customers and keeping your current customer
base happy. But in tough times, when prospects are scarce, are you doing the
right things to retain your current customers? What are you doing to make
sure that their experience with you meets, exceeds and anticipates their
expectations? Do they regard you as just a supplier of technology, or a
business partner?
Enterprises, both large and small, continue to spend on applications
that will make them more profitable and productive. There�s no doubt
about it. Despite the effects of the economic downturn and the plunge in
company profits, the enterprise and consumer market for voice and data
equipment and services experienced healthy, double-digit growth, rising
12.4 percent to total $296.8 billion in 2001, according to findings from
the 2002 TIA Telecommunications Market Review and Forecast. What�s more,
this segment is predicted to increase at a 12.6 percent compound annual
growth rate to reach $477 billion by 2005.
What can you do to make sure you capture your share of this market?
Mine Your Existing Customer Base
Focus on keeping your current customers loyal and coming back to you.
JoAnna Brandi, a top-ranked motivational speaker and president of JoAnna
Brandi & Company, presented a March seminar via audioconference to TIA
channel members and indicated an increase of just five percent in customer
retention can boost your bottom line anywhere from 25 percent to 125
percent. In fact, Brandi believes that even a two percent increase in
retention can be as effective as a ten percent cost-cutting effort.
�Most businesses lose between 10-30 percent of their customers every
year. Some estimates are as high as 50, 60, and I�ve even heard 100
percent turnover in customers. That costs you money,� said Brandi. �In
many businesses, it takes 18-24 months for a new customer to reach the
break-even point � that�s the break-even point of acquiring them. You
see how the money is just pouring out. It�s as if you begin to leak
money, if you lose customers.�
Assess Your Business Metrics To Help Retain Your Customers
You must create value for your customers in order to keep them from
straying. You must define a process that is focused on building and
sustaining your current relationships. The TIA channels benchmarking
report, Profitable Convergence, Roots, Paths, and Predictions for Evolving
Channels, indicates that selling a new product or service to a new
customer can cost up to 12 times the cost of selling an existing product
or service to an existing customer. Since existing clients are proven
buyers, you must learn how to get them to buy again and again.
To understand the needs of your customers you must understand the current
business conditions that are driving the need for your products and
services, and the cost implications of moving outside your traditional
space, as well as outside your traditional customer base.
TIA�s channel benchmarking report offers the following information to
help you frame your account strategy:
COST
OF SALE |
Accounts |
Existing
3-4 x (new P/S) |
New
8-12x (new P/S) |
X
(existing P/S) |
5-6x
(existing P/S) |
P = Product, S = Service
With a benchmark like this, you can more easily determine to which
quadrant you should devote more or less of your resources. Which is the
right path for your company at this point in the market?
�It always costs less money to sell to an existing customer base,�
according to Mark McKersie, president of First Telecommunications Corp. (www.first-tel.com),
a Grand Rapids, Michigan�based communications solutions provider. �Once
you�ve proven to your customer that you stand behind your work, and care
about their needs, they are willing to pay for that assurance.�
Back To Basics For Customer Service
To help the channel get �back to basics� to better serve their
existing customers, JoAnna Brandi�s TIA TeleForum outlined techniques
that channel players in the convergence market can implement in order to
keep their customers loyal and coming back for more. The advice JoAnna
shared with TIA channel members is age-old, but continues to be a very
applicable strategic objective for all channel companies currently in the
convergence market. I�ve distilled some of her most salient points here
to share with the industry:
1) Define What You Want Your Customer Experience To Be
How do you want your customer to perceive you? In order to gain loyalty,
you have to make the shift from a transaction-based approach to a
relationship-building approach. Think about how you want the customer to
feel after he hangs up the phone with a rep from your company.
�Where you really compete is in the service you offer your customers,�
says Christopher Cubbage, vice president of sales and marketing for
Velocite Systems (www.velocitesystems.com),
a Glen Burnie, Maryland-based systems integrator. �We�ve adopted the
exemplary customer service credo set by the Ritz Carlton in their �Gold
Standards Credo Card,� whereby each employee takes complete ownership of
the task at hand and the follow-through, and we fit that into our customer
service model. And we take a very proactive approach with our customer,
advising them to new technologies that can improve the way they do
business. We want to show the customer that we understand their business
needs, and that we�re looking out for them.�
2) Be Clear On the Value You Provide To Your Customer
Use this information to communicate with your customers frequently and
intelligently. In other words, don�t sell your customer a product, sell
them a solution that will enable them to be more efficient with their
customers. Don�t sell them a voice system, sell them confidence that
their communications needs will be met effectively by your team.
Mike Billings, manager of the corporate solutions division of Teleco,
Inc. (www.teleco.com) a U.S.-based
interconnect, emphasized the importance of being able to solve the
customer�s problem.
�One of our customers has 700 stores nationwide. Their MIS Department
was having a difficult time maintaining and managing all their telephony
equipment, remote handsets, paging interfaces, etc. If one of the stores
had a problem with their equipment, the MIS department would get a call,
and they�d try to analyze the problem, contact a local vendor to come in
and fix the problem, and then it became an accountability issue, as they�d
have to spend time matching up the vendor invoice with the correct work
order. They were burning a lot of staff time and a lot of money, and
getting buried in paperwork. It really slowed their process down.�
�What they wanted was a total solutions provider for all of their
communications needs, and they asked us to manage those services for them.
We offered them a maintenance contract whereby the MIS department would
still get the first call for frontline support. But if they can�t fix
the problem, they send the order electronically to us, and our team takes
care of finding a local vendor to do whatever work needs to be done. The
vendor invoices us, and we prepare reports for the customer, and the
workload of their MIS department has been made a lot lighter. We �fixed�
their problem. But it doesn�t stop there. Building a customer
relationship is a process, not a one-time event.�
3) Develop A Planned Sequence Of Events
Set a schedule and plan a sequence of events to illustrate to your
customer how much their business means to you. Follow-up with your
customer through mailings, phone calls, e-mails, �love� notes, and
invitations to events. These are the types of things that happen after the
transaction has taken place and will help turn your business transactions
into lasting relationships.
�One of the things I encourage my team to do is read the local
newspapers to see what our customers are doing,� McKersie says. If I see
that ABC company is breaking ground on a new building, I clip out the
article and hand it to my sales rep. That sales rep then follows up with a
phone call, or an email to let that customer know that we are following
their business, and we�re here to help them in any way that we can.
Creating the perception that we care about their business helps ensure
that they will be more inclined to work with us again.�
4) Implement Customer Service Programs With Your Sales Team
Ask yourself �How did I provide value to my customer this week?� After
you fill out your own list, ask the people that you manage to answer that
same question. After a few weeks, your team is going to search for ways to
provide value to the customers, so they can effectively answer the
question they know is coming at the end of the week.
Phil Burkett, president of Communications Resources, Inc (www.crionline.biz),
a Chattanooga, TN-based communications solutions provider, has implemented
a program at his company that his team internally calls �First Touch.�
�The program provides our customers with additional value by ensuring
that the first person they reach will be able to help them in some way,
whether it be coordinating information, or generating a service ticket.
When they hang up the phone, that customer will feel as if they
accomplished something with that first contact, � Burkett says. �In
our industry, many customers don�t think that the front-end person
answering the phone is going to be of very much help to them. This program
is about changing that perception and our goal is to provide value to that
customer at that �first touch.��
Consistency in seeking examples of how your sales people have provided
value will improve everyone�s focus on the customer. Your focus on
actions rather than words demonstrates to all your commitment to customer
service. Keep the lists posted because all good ideas are simply
combinations of others!
Old Standards No Longer Apply
Steve Sutton, president of Copper State Communications (www.copper-state.com),
an Arizona-based communications solutions provider, believes that too many
companies are interested in making a sale, but not in serving their
customers� continuing needs. �We regard sales as only the first step
in establishing a continuing, mutually beneficial relationship with our
clients,� says Sutton. �With each system we sell, we offer a very
thorough five year warranty. So for five years, from soup to nuts, we�re
there for them for their full support and training needs.�
It�s clear that the old paradigm of �plan, design, install, leave�
will not work for any channel company in today�s increasingly
commoditized convergence solutions market. The fact is, many of your
customers that are in business today, may not be in business tomorrow. And
of those that remain, many will need to upgrade their infrastructure as IP
and IP-enabled systems become mainstream business communications
solutions. Manage your existing accounts by focusing on the ongoing
activities that occur after the initial sale or transaction. Doing so can
make a big difference in your company�s bottom line. Remember, without
customers there�s no business, and if you don�t take care of your
customers, your competitors will be thrilled to do it for you. In this
business, you have to service your existing base to survive.
Dr. Wayne Thomas is president of Thomas and Company (www.thomasandcompany.com)
in Sudbury, MA; and chairman of the TIA Network Services Distribution
Division. He can be reached at [email protected].
TIA is a leading trade association serving the communications and
information technology industry, with proven strengths in market
development, trade shows, domestic and international advocacy, standards
development, and enabling e-business. TIA represents the communications
sector of the Electronic Industries Alliance (EIA). Visit them at www.tiaonline.org.
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