In case you haven’t noticed, there is a trend of buyers seeking out more customer-centric companies to buy from. Customers want vendors that, hold values similar to their own and proactively solve their problems. This approach is invaluable when it comes to reducing customer churn and increasing repeat business.
To focus on Customer Success, many businesses have created dedicated teams. At Faye, we feel these teams should comprise people from a variety of backgrounds with service-oriented experience and a knack for connecting with clients.
Start with the right leader someone who you can trust with the success of your top clients, someone who can quickly interpret customer needs and lead their team to do the same. Next, look for an onboarding specialist who can ensure that customers get the support they need when they first try your product or service.
The onboarding specialist is an educational role that provides your customers with information to get them off to the right start. Lastly, build the rest of your team with people who are professional with a delicate touch, and have the extensive product knowledge your clients expect.
When looking for applicants for your customer success team, look for players with great people skills. They should be organized, enthusiastic, and patient when dealing with people. If hiring from in-house, look for people with extensive knowledge of your products who are also great problem solvers.
Many companies offer bonuses or commissions to their customer success teams because they play a critical part in accelerating business and revenue targets.
Bonus your customer success teams when they find opportunities to grow your business.
Dividing your customers into groups based on similar characteristics is a great way to break things down for your team. Team members can focus on specific segments, and by dividing the labor they can create more targeted efforts toward each segment.
Furthermore, each group may have its own unique wants and needs, allowing your team members to align their strategies accordingly.
Allow your team to evolve and adjust by collecting customer feedback on their performance. By asking the customer directly your team can find out what they are doing that works and what they are doing that is not working.
You can gauge a customer’s satisfaction with the entire process as well as their satisfaction with the individual team members that engaged with them. Over time you can refine your team and strategies to increase customer success.
Now that you have your customer success team ready and rearing to go, make sure that they have what they need to do their jobs properly. A customer success tool like a Customer Relationship Management (CRM) platform that organizes client data and shares it across teams will keep all of your team members on the same page.
With a Modern CRM you can set up:
Give your team tools to ensure that your customers stay happy and your customer success continues to increase.
If you are looking for technology and business processes improvement to help you propel your business toward success, contact us today!