בעולם העסקי התחרותי של ימינו, רכישת לקוחות חדשים עולה פי חמישה יותר משימור לקוחות קיימים. למרות זאת, רבים מהעסקים משקיעים את מרבית משאביהם ברכישת לקוחות חדשים ומזניחים את האסטרטגיות החשובות לשימור הלקוחות הקיימים. במאמר זה נחשוף 7 אסטרטגיות יעילות לשימור לקוחות שרוב העסקים שוכחים להשתמש בהן.
1. תוכנית נאמנות המבוססת על ערכים ולא רק על הטבות
רוב תוכניות הנאמנות מתמקדות בהנחות והטבות בלבד. אך מחקרים מראים שלקוחות מחפשים יותר מזה. במקום להציע רק 10% הנחה בקנייה הבאה, פתחו תוכנית נאמנות המבוססת על ערכים משותפים. למשל, חברה המחויבת לאיכות הסביבה יכולה לשתול עץ עבור כל רכישה של לקוח ותיק. לפי מחקר של מכון נילסן, 66% מהצרכנים מוכנים לשלם יותר עבור מותגים בעלי ערכים חברתיים וסביבתיים.
2. חוויית לקוח אישית מבוססת נתונים
הפרסונליזציה הפכה למילת מפתח בשיווק, אך רוב העסקים מסתפקים בהוספת שם הלקוח להודעות אוטומטיות. אסטרטגיית שימור מתקדמת מנתחת את הנתונים של כל לקוח לעומק – היסטוריית קניות, העדפות גלישה, פניות שירות קודמות ועוד. בעזרת טיפים שימושיים קרלוס ששון ניתן ללמוד כיצד להשתמש בנתונים אלה ליצירת חוויה מותאמת אישית שגורמת ללקוחות להרגיש מובנים.
3. תקשורת פרואקטיבית לפני בעיות
במקום להגיב לבעיות, זהו אותן מראש. עסקים מובילים משתמשים במערכות חיזוי לזיהוי נקודות כאב פוטנציאליות. למשל, אם נתוני השימוש מראים שלקוח עלול לחוות בעיה טכנית, פנו אליו באופן יזום עם פתרון. לפי מחקר של Bain & Company, כאשר עסקים פותרים בעיה לפני שהלקוח מתלונן, נאמנות הלקוח עולה ב-30%.
4. אסטרטגיית שימור המבוססת על מחזור חיי הלקוח
רוב העסקים מתייחסים לכל הלקוחות באופן דומה, אך לקוחות בשלבים שונים של מחזור החיים שלהם עם העסק זקוקים לגישות שונות. פתחו אסטרטגיות ייחודיות ללקוחות חדשים, לקוחות ותיקים, לקוחות בסיכון נטישה ולקוחות שחזרו לאחר תקופת היעדרות. לדוגמה, לקוחות ותיקים מעריכים גישה מוקדמת למוצרים חדשים, בעוד שלקוחות בסיכון נטישה עשויים להגיב טוב יותר להצעות מותאמות אישית.
5. קהילת לקוחות אקטיבית
עסקים רבים מפספסים את הכוח העצום של קהילות לקוחות. קהילה חזקה יוצרת תחושת שייכות שקשה לעזוב. הקימו פורום, קבוצת פייסבוק סגורה, או אירועי רשת בלעדיים ללקוחות. מחקר של Gartner מצא שלקוחות המשתתפים בקהילת מותג נשארים נאמנים ב-33% יותר מלקוחות שאינם חברים בקהילה.
6. תוכנית משוב מתמשכת עם לולאת סגירה
רוב העסקים אוספים משוב אך מעטים באמת סוגרים את המעגל. פתחו מערכת שלא רק אוספת משוב אלא גם מיישמת אותו ומדווחת ללקוח על השינויים שנעשו בעקבות המשוב שלו. לפי הארוורד ביזנס רוויו, לקוחות שעסקים מיישמים את המשוב שלהם הופכים ליותר נאמנים ב-62% ומגדילים את ההוצאה שלהם ב-25%.
7. תוכנית מליצים אסטרטגית
תוכניות הפניה סטנדרטיות מציעות תגמול עבור הבאת לקוח חדש, אך תוכנית מליצים אסטרטגית הולכת צעד אחד קדימה. זהו את הלקוחות בעלי ההשפעה הגבוהה ביותר ופתחו עבורם תוכנית ייחודית. העניקו להם גישה למידע בלעדי, מוצרים לפני השקה רשמית ותגמולים מותאמים אישית. תוכנית כזו לא רק מביאה לקוחות חדשים איכותיים אלא גם מחזקת את הקשר עם הלקוחות המשפיעים ביותר.
סיכום
שימור לקוחות אינו רק אסטרטגיה עסקית חכמה אלא הכרח בשוק התחרותי של ימינו. האסטרטגיות שהצגנו במאמר זה מתמקדות בבניית קשרים עמוקים ומשמעותיים עם הלקוחות, במקום להסתמך רק על תמריצים כלכליים. שילוב של גישות אלה בתוכנית השיווק שלכם יכול להביא לעלייה משמעותית בשימור לקוחות, הגדלת מחזור החיים של הלקוח (LTV) ושיפור ברווחיות הכוללת. זכרו שהלקוחות הקיימים שלכם הם הנכס העסקי היקר ביותר – השקיעו בהם בהתאם.
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