Your customer lifecycle can be a huge source of inefficiency. If you don't do anything to shorten it, then you'll be wasting an opportunity. The longer the cycle is, the less frequently customers will place orders.
You have to take control of your customer lifecycle and engage customers. By interacting with them, you'll establish customer loyalty and encourage them to place new or recurring orders.
An important aspect is aligning your goals with your customers'. According to a recent Globe and Mail article, this will lead to a more efficient sales process.
"A sales process where the central feature is the buyer’s objectives and the seller’s subject matter expertise can lead to a much more productive discussion, leading to shorter cycles, more wins, and greater client loyalty, because their objectives would be the continuing focus."
It's well documented that marketing to new customers is considerably more costly than marketing to returning ones. Creating customer loyalty and convincing them to choose your business every time is a huge part of your long-term success.
When you interact with customers after they place a sale, you increase your chances of them returning to your business. The better you are at doing this, the less you'll have to invest in other marketing efforts since you'll have a strong customer base.
Depending on how well you engage customers, shortening your customer lifecycle can become a competitive advantage. Not only will you increase your business' sales, but you'll also take some activity away from your competitors. By using contact management software (ACT!, Hubspot, Salesforce, Zoho), you'll find out the best ways to engage customers.
Your sales process plays an important role in your business. We recommend trying to make it more efficient so customers will return to your business at a faster rate. Investing in your sales process usually has a positive ROI since it directly impacts your bottom line.
To talk more about contact management software, or anything else, please contact us.