Engagement sales is a sales strategy that focuses on building long-term relationships with customers and engaging them quickly. Customer engagement is the foundation of any successful business.
The term refers to customer interactions and relationships, which are essential to driving loyalty and long-term growth.
To learn more about customer engagement, check out the comprehensive guide below!👇
What is Customer Engagement?
Customer engagement is an emotional connection that exists between customers and brands.
This relationship is formed from the interaction between customers and brands through various channels, such as social media, websites, email, community forums, etc.
An engaged customer relationship is one in which a brand maintains an ongoing relationship with its customers. A strong relationship can generate trust, loyalty, high affinity, and increased customer long-term value.
In addition, this connection can also help brands increase brand awareness and customer satisfaction and ultimately increase sales.
Why is Customer Engagement Important?
As previously mentioned, customer engagement can help brands improve customer relationships.
In addition, customer engagement can also provide other benefits, such as:
1. Increasing customer loyalty and retention
By engaging with customers personally, brands can establish trust and build lasting relationships.
This can increase customer loyalty and retention as customers feel valued and heard.
Engaged customers are more likely to continue doing business with a company and are more likely to recommend the company to others.
Moreover, customer loyalty can also impact a brand’s profitability.
Loyal customers tend to purchase more frequently and spend more money than new customers. As such, increasing customer loyalty and retention can effectively boost sales and revenue over time.
2. Finding opportunities to increase sales
Engaged customers are likely to provide feedback and share their thoughts and opinions about a brand’s products or services.
By actively listening to customer feedback, brands can identify opportunities to improve their offerings or create new products or services that better meet the needs of their customers.
Additionally, engaged customers may be more receptive to upselling or cross-selling efforts.
When customers feel valued and trust a brand, they may be more willing to consider purchasing additional products or services.
3. Streamlining the sales cycle
By engaging with customers at various touchpoints throughout the sales cycle, brands can help move customers through the sales funnel more efficiently.
For example, by providing helpful information and answering customer questions, brands can help customers make informed purchase decisions more quickly.
This can reduce the time it takes to close a sale and improve the customer experience.
4. Increasing the number of your customers
Customers who are engaged and satisfied with a brand are more likely to recommend it to others. This can lead to an increase in new customers over time.
In addition, engaged customers are more likely to leave positive reviews or share their experiences on social media, which can attract new customers to research the brand online.
Customer Engagement in Multiple Fields
Customer engagement is a valuable strategy across multiple fields, including marketing, sales, and customer service.
Here are some explanations of how customer engagement can be used in a different field:
Customer Engagement Marketing
What is customer engagement marketing? This is a way for companies to connect with and develop relationships with their customers to encourage them to promote the company’s products or services and build customer loyalty.
This is done through activities and communication on various social media and in-person events to build relationships, keep customers, and sell more.
Customer Engagement Sales
Engagement sales is a sales strategy that focuses on building long-term relationships with customers and engaging them quickly.
The goal is to engage customers in a two-way conversation and offer them a relevant, personalized, and valuable experience.
Therefore, companies can encourage customers to become supporters of the company’s goods or services and to build brand loyalty.
Customer Engagement Service
The engagement service strategy aims to improve the overall experience of a customer with a company by cultivating meaningful relationships and engaging them.
It entails conversing with customers in both directions and providing experiences that are pertinent, individualized, and beneficial.
This strategy aims to build brand loyalty and encourage customers to advocate for the company’s products or services.
How to Measure Customer Engagement?
Customer engagement can be measured in a variety of ways, depending on the goals and objectives of the company’s engagement strategy and the channels and tactics used to engage customers.
Here are a few standard methods for measuring customer engagement:
1. Customer retention rate
Customer retention rate measures the percentage of customers who continue doing business with a company over time. A high retention rate indicates customers are engaged and satisfied with the company’s products or services.
To calculate the customer retention rate, divide the number of customers at the end of a given period by the number of customers at the beginning and multiply by 100.
However, it’s important to note that a high retention rate may mean that customers are engaged. Customers may continue doing business with a company out of habit or convenience, even if they need to be more actively engaged.
Therefore, it’s important to use additional methods to measure customer engagement.
Also Read: How to Improve Customer Retention: Strategies for Success
2. Customer feedback
Collecting customer feedback through surveys, reviews, or social media can provide valuable insights into how engaged customers are with a company and its products or services.
Asking customers to rate their satisfaction, provide feedback, or answer specific questions can help identify areas where customers are engaged or disengaged.
Additionally, social media listening tools can help monitor customer sentiment and track conversations about the brand.
3. Customer lifetime value (CLV)
Customer lifetime value (CLV) is the estimated revenue a customer will generate for their relationship with a company.
Calculating CLV can provide insights into how engaged customers are with the company’s products or services, as active customers tend to spend more and remain customers for extended periods.
To calculate CLV, multiply the average purchase value by the number of yearly purchases by the average customer lifespan.
4. Social media engagement
Social media engagement measures customers’ interaction with a company’s social media content.
Tracking the number of likes, comments, and shares on social media can provide insights into how engaged customers are with a company’s brand and content.
Additionally, social media analytics tools can help track engagement metrics over time and identify trends in customer behavior.
5. Net Promoter Score (NPS)
Net Promoter Score (NPS) measures customer loyalty and satisfaction. Customers are asked to rate their likelihood of recommending a company to others on a scale of 0 to 10.
Customers who score 9 or 10 are considered promoters, while those who score 0 to 6 are considered detractors.
The NPS is calculated by subtracting the percentage of detractors from the percentage of promoters.
A high NPS score is often a good indicator of customer engagement, as engaged customers are likely to recommend a company to others.
Customer Engagement Example
You must be familiar with this shoe brand, right? Nike is one of the world’s leading shoe brands. They don’t only sell shoes, but various types of sports support products.
In this case, Nike presents Nike By You Custom Shoes as a strategy to increase its business engagement. Nike By You is a program where you can customize the Nike shoes you want to buy to your liking.
The types of shoes that can be customized are also quite diverse, ranging from casual shoes like the Nike Air Force 1 to specific sports shoes.
To make one Nike By You shoe, you need to spend more than Nike shoes that you can buy directly at the store. Remember, these shoes must be made first according to your design.
However, this program successfully attracted the interest of many people, especially sneakerheads who like to collect shoes. This program provides a personalized experience for its customers, thereby drawing more engagement.
Customer engagement is building customer relationships by interacting with them and providing them with a positive and enjoyable experience.
By engaging with customers, businesses can better understand their needs and preferences, which can help to improve products and services and ultimately drive long-term success.
If you’re looking to improve your customer engagement, consider using Omnichannel and CRM software like Mekari Qontak.
These tools allow you to communicate seamlessly with your customers across multiple channels, such as email, social media, and phone.
Try out Mekari Qontak today to see how it can help you enhance your customer engagement efforts!