What is a customer contact strategy ?

How to sell to people you'll never meet and make them like you

What is a customer contact strategy ?

purpose of business is to create a customer, the business enterprise has two–and only two–basic functions: marketing and innovation.

Marketing and innovation produce results; all the rest are costs.

Marketing is the distinguishing, unique function of the business

No business can exist without customers!

The primary function of business is to seek and establish relationships with customers to fulfill transactions.

For an average Business to Business transaction (B2B), to generate a sales lead it takes on average 7 to 13+ customer touch points .

Even after all that hard work, it takes additional 25 – 35 touch points to close a sale.

To further knock the wind the out of your sales, did you know that the average sale cycle may involve 4.5 decision makers and typically has a life span of 6 to 18 months.

You really start to appreciate the scale and enormity of the challenge faced by your sales & marketing teams!

Defining a customer contact strategy for your sales and marketing team is key! It should consist simple & easy to follow processes and procedures.

Internet as a sale & marketing tool

The Internet has radically transformed the way businesses find and transact with customers and vice versa. Unfortunately it has also added further complicated and transformed sales & marketing landscape.

Many consumers are preferring to self educate as much as possible about products, before they even engage with vendors.

The availability of a number of varying digital communications channels makes it difficult to reach your ideal customers on the channels to their choice.

The customer journey on the path to purchase is not a simple, straight line, but has morphed into a complex web of twists & turns with multiple touch points.

The fact is that most companies lose sales before they are even aware of opportunities.

Defining a customer contact strategy

Before attempting to define a customer contact strategy, your organisation needs to answer some fundamental questions;

  • How do we convert strangers into a customers?
  • How difficult is that process ?
  • How many people are involved in that process?
  • Is everyone clear on the role they play in getting that customer through the door?
  • What activities work and what don’t ?

Consumers are immune to traditional advertising and marketing strategies

Consumers are increasingly developing an immunity to traditional advertising and sales methodologies. They also conduct more independent research and take more convincing before they’re sold on making a purchase.

The are multiple different buyer journey’s from one consumer to the next; they’re not all tuned into to the same communication channels to learn about your company.

An average customer journey no longer exists, there are now several customer mini journeys with completely different start and end points. Each requiring a different message crafted to suit personas with differing levels of expectations.

Every organisation needs a strategy and plan for converting interactions to sales leads, with the aim of identifying Budget, Authority, Need, and Timeframe (BANT) of the customer to assist the sales team to address needs during the sales cycle.

It may take several interactions with the customer before they request information or even contact the sales team.

During the early stages of the buyer’s journey, consumers are often merely gathering information and building their awareness about your brand, products and services.

Often, these interactions are not in-depth enough to provide the information necessary to qualify them as a lead. It is the function of the marketing team to ensure they extract and verify as much customer information as possible.

These leads are defined as Marketing Qualified Leads (MQL)

Marketing Qualified Lead (MQL) strategy can help improve the efficiency and productivity of your Sales organization by feeding them fewer, higher quality leads.

Optimising sales resources

Most organisations have limited or even scarce sales resources. It may not always be possible to despatch a sales person to speak to every new potential customer.

To optimise your sales resources you’ll only want them to engage with customers the have the highest possibility of closing sales.

All this also has to be achieved with all potential customers demanding attention. Not all customers necessarily warrant your attention and this is where your marketing activities should be designed to filter the time wasters.

Your customer contact strategy is designed to obtain answers to the following questions.

  • What is the prospect looking for?
  • How soon does the prospect plan to make a buying decision?
  • What are the budgetary requirements?
  • Is the contact the individual with decision-making authority?

 

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It will often require innovative solutions to obtain information because many will not supply this via a simple web form. Gathering information takes multiple, positive interactions where marketing representatives have the opportunity to establish trust and rapport, setting the stage for the sales team to close the deal at the appropriate time.

Your digital communication channels and individual interactions all play a role collecting data. There are literally hundreds of data collection points and the challenge is understanding what, when, why and how to collect to data and transform it into actionable information.

Converting a cold piece of data into a paying customer is challenging; no matter what business you’re in regardless of size.

Many organisations are in a very tough situation because they don’t know or have the expertise to do this which is unfortunate (and perfectly normal) place to be.

For those businesses, it can feel like they are leaving their Marketing to chance; not really knowing what ingredients to put into the pot to get success.

It’s more important than ever for every business to take control and ensure that any piece of prospect data is maximised, and have known formulas in place to convert turn unknown customers into profit.

Clearly defining a customer contact strategy and taking into account that you may not even know your customer exists.

Think before your customer does

To really succeed you need to think three steps ahead of your customer.

It’s a lot like playing chess, you need a great opening strategy but at the same time you need to adaptable and agile enough to counter whenever the need arises.

This requires several pre-meditated moves which when executed well results in easy victories.

Sticking with the chess analogy, despite the thousands of combination of moves that can be made. It is possible to get your opponent in check mate in 3 Moves. The secret being, it’s about luring your opponent from the outset.

Your customer contact strategy should be similar, in that once you have made contact with your customer, you should have a clearly defined set of processes in place designed to get them to the point of sale as quick as possible. In many cases these can be automated, and don’t require human interaction.

This approach does require a significant amount of pre-emptive thinking and customer profiling to ensure each marketing deliverable is perfectly tailored to that specific customers persona.

The days of capturing an email address and spamming the customer into submission are over.

Your process needs to be tailored and personalised to personas. Your customer contact strategy needs to account for each possible journey your typical customers take and try to maximise and eliminate early.

CRM is not enough

Many businesses try to solve this problem by implementing a CRM system, like SalesForce, Zoho and Microsoft Dynamics CRM, which to be fair are really good systems but unfortunately are over featured and complicated which often results in under-utilisation.

The truth is, for most organisations the CRM system is a cash burner as opposed to a cash earner

Despite the vendors claims that the systems are easy to use, scalable and adaptable, many sales teams often struggle taking advantage of them leaving marketing teams frustrated.

Due to the complexity of task configuring CRM systems which often require third-party consultancy support, unless the organization has the capacity to employ dedicated resources to configuration and support of systems, many CRM systems are left configured in the original state they were initially deployed in, albeit the sales and marketing processes have changed considerably since then.

Out of frustration many satellite sub systems are created, for instance your sales team may in fact be using their own systems of spreadsheets, evernote and mobile calendars and only intermittently updating your primary CRM system.

Your marketing team, may be using external services, to manage email marketing campaigns and webinar services which are not always integrated with your CRM system because they require plugins or integration tools that nobody got round to configuring yet!

These are common scenarios we come across on a weekly basis. However, the senior management teams still base their decisions on data that is reported directly out of the CRM systems!

Your customer contact strategy will continue to evolve as your customer base evolves which requires continual analysis of data. The validity and the verification of your data is paramount!

Want to know more about Customer Contact Strategy?

Call 0843 289 4539

 

Hitesh Changela
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Hitesh Changela

Hitesh helps businesses by increasing their efficiency and sales, making it easier to create, track and retain customers for longer periods of time, if not for life.
Hitesh Changela
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