How to Operationalize Customer Retention with Ed Howie

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This episode of Amazing Business Radio with Shep Hyken answers the following questions and more:

1. What is the difference between customer service and customer retention? 
2. What are the 6 essential realities for winning lifelong customers? 
3. Why is customer retention more important than customer acquisition? 
4. How does employee training impact customer retention and brand reputation? 
5. How can leaders bridge the gap between employee behavior and business goals? 

Top Takeaways:

• Customer retention results from businesses knowing what customers want, delivering it, and doing it consistently. Customers don’t only want a good experience once. They want confidence that the same quality will show up the next time too. 

• Hire for empathy, then train for execution. Hire employees who genuinely care about customers and train them on what to say, what to do, and how to reinforce the brand’s standards. 

• Customers don’t always need points, perks, or an app to keep coming back. Every small detail that makes up an amazing customer experience can create loyalty on its own. 

• Every customer interaction becomes your brand in that moment. Customers judge the company through the person serving them in that moment.  

• Ed Howie explains the 6 essential realities for winning lifelong customers: 

1. Customer service doesn’t create growth. Customer retention does. 
2. Most companies are competing in the wrong economy.
3. Clarity creates alignment. Alignment accelerates sales velocity. 
4. Stop chasing strangers and love the customers who love you already.
5. Loyalty is a feeling. Customer retention is an operating system. 
6. Customer experience is either winning or losing your lifelong customer.

• Business owners can discover their strengths and weak spots by taking the free Customer Retention Readiness Report at morelifelongcustomers.com. It will look into whether you truly know what your customers need and how consistently you deliver it. 

• Plus, Shep and Ed discuss why the most successful brands don’t need a traditional loyalty program to keep customers coming back. Tune in! 

Quotes:

“A true loyalty program can be found in a company’s operation. It is in the product selection, the pricing, and the nice qualities that keep customers coming back.” 

“Your customers want you to give them what they want, but they also want you to do it in a way that they trust that you’ll do it again and again” 

“Strive for perfection, but when mistakes happen, you can oftentimes fortify the customer relationship by the way you respond to that error.” 

“Business is not a democracy. Business is a top-led, leader-informed, leader-inspired enterprise. And if you’re not providing clarity and alignment to your team, it will not exist. So, be clearer.”

About:

Ed Howie is the Founder & CEO of Lifelong Customers®. He is a customer retention expert, keynote speaker, host of The Wonder of WOOO Podcast, and author of the upcoming book Lifelong Customers®: The Secret to Scaling Profitably.

Shep Hyken is a customer service and experience expert, New York Times bestselling author, award-winning keynote speaker, and host of Amazing Business Radio.