Turn Your Customers Into Your Best Salespeople
Happy customers are your brand’s best salespeople. Today’s social media platforms make it easier than ever for brand advocates to share their enthusiasm with hundreds (if not thousands) of colleagues and other prospects in their online networks. The power given to consumers is real. It's created a sort of forced collaboration between marketers and their customers — with industry bloggers, analysts and journalists chiming in too. Empower customers and your marketplace and you win. Try to control it and you may incite a mutiny.
Enabling satisfied customers to spread the word takes a combination of the right messaging and some careful listening to ensure you don’t lose out on valuable opportunities for positive online word-of-mouth. Empower your brand advocates by devoting attention to these four specific areas:
1. A great customer experience. Certain customers will go out of their way to praise a high-quality product, helpful customer service or even a compelling interaction with a brand. (This holds true whether they’re B-to-C or B-to-B customers.) Naturally, the first step is to offer a great product or service. Then start paying attention to who’s talking about your brand, what they’re saying and where they’re saying it. Social media listening tools will help you locate enthusiastic customers online. Make them prime targets for engagement.
Don’t wait for the active few, go after the silent majority, too. The primary reason most customers don’t share good news about brands they do business with is because they're never asked. After every appropriate interaction — and without being creepy or becoming a nag — invite your customers to participate in product reviews, experience surveys, customer forums or just plain telephone calls as part of “executive outreach sessions.” Use the channel that the customer used, whether it's SMS, social, email or retail.
2. Loyalty. Customers willing to share their positive experiences with your brand are well worth your time and resources. Once you’ve found these happy customers, invest in them to create a loyal following. You can't underestimate the power of simply thanking customers for their business.