For many businesses, customer-facing teams are essential to their success and customer retention. In fact, federal research estimates that customer contact centers will add the most customer service representatives between 2016 and 2026—projecting 36% growth.
And as your company grows, it may become clear that a new or bigger team is needed to focus on customer success. This team is on the frontlines helping your customers achieve their goals. Tasked with providing resources and support, a customer success team is the first indication of an organization’s reliability. Simply put, it’s their job to keep customers happy.
As you think about customer retention—and the essential functions of your customer success team—here are a few steps you can take to build a strong team:
Talk to Your Customers
This one might seem obvious, but the first thing your team can do is connect with the customers that have already given you feedback. Reach out to the ones that have reported success as well as the ones that have canceled or given negative input. Learn why they’ve given this feedback, positive or negative. Do you notice any trends? Take the feedback and strategize how to meet pain points and facilitate more positive experiences with your product or service.
Develop an Onboarding Process
You’re an expert in your product, and you’ve built it in a way that your customers will find easy to use. But even the most straightforward tools and services can benefit from a defined and effective onboarding process. Your customer success team can proactively engage and teach your customers the most effective way to use your products.This saves your customers time as they’re able to avoid common roadblocks. And it strengthens your relationship with them in the early stages of their customer journey.
Provide Self-Service Resources
Sometimes your customers don’t have the time or margin to get on a phone call. Creating a searchable FAQ or knowledge base can help provide these resources. Equip your success team with the answers to commonly asked questions for their customer interactions, but also create resources for common roadblocks, like how-to articles, webinars, or video guides.
As your business grows, surveys are a sustainable and scalable mechanism for determining customer satisfaction and getting feedback. Many organizations use a Net Promoter Score® (NPS), but you can also add in surveys to other parts of the customer lifecycle. You might consider a survey after onboarding and or at the point of cancellation, for example. If and when cancellations happen, information is your most important asset. Understanding their needs and experience will help strengthen your customer success team and hopefully improve retention moving forward. Just keep in mind that customers can be deterred by too much communication, too—don’t overdo it!
As your customer success team grows and evolves, you may find your team collaborating with other departments, implementing new feedback tools, and coming up with new ways to measure your team’s success and metrics.
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Net Promoter, Net Promoter System, Net Promoter Score, NPS and the NPS-related emoticons are registered trademarks of Bain & Company, Inc., Fred Reichheld and Satmetrix Systems, Inc.