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Why is Customer Retention important? - [Revenue Driven]

Updated: Dec 28, 2023


Why is customer retention important - [what is customer retention and why is it important]
Photo by Pavel Danilyuk [Pexels]

Why is Customer Retention important?:

Wondering what is customer retention and why is it important for your business? Let this blog post guide you so that you can make your customers keep coming back for more.


Customer retention is a crucial aspect of any business. It refers to the ability of a company to keep its existing customers and ensure that they stay loyal to the brand or business for a long time. and drive revenue sustainably.


In today's competitive business environment, customer retention has become more important than ever before.

“It’s well known that brand loyalty and corporate profits go hand in hand. In fact, early studies on the topic suggested that increasing customer retention rates by just 5% would increase profits by a minimum of 25%” - Wunderkind and Retail Dive Report

Why is Customer Retention Important in Business?:

Here are 5 major reasons why customer retention matters to a business:


1. Customer Retention is Cost-Effective:

Acquiring new customers is always more expensive than retaining existing ones. It costs five times more to attract a new customer than to keep an existing one.


By focusing on customer retention, you can save a lot of money on marketing and advertising expenses.

Do you know? - “70% of brands find it’s cheaper to retain customers than to acquire new ones” – CM Group

2. Revenue Growth from Customer Retention:

Loyal customers are more likely to make repeat purchases and spend more money on your products or services.


They are also more likely to recommend your business to their friends and family, which can lead to new customers and increased revenue.

“Sharing personas with different teams (such as sales and customer service) can inspire a better understanding of your customers and, thus, better interactions with them. And better interactions can lead to higher customer satisfaction, more sales, and more repeat customers”Search Engine Land

3. Brand Reputation through Customer Retention:

Satisfied customers are the best brand ambassadors. They will spread positive word-of-mouth about your business, which can help you build a strong reputation in the market.

“When brands work towards creating authentic and transparent experiences for their audiences they will start seeing many benefits like increased brand reputation, traffic, and sales” – 2023 Social Trends Report by PLANOLY.

4. Competitive Advantage:

A high customer retention rate can give you a competitive advantage over your competitors. It shows that your customers are happy with your products or services and are likely to choose your brand over others.

“In today’s competitive landscape, it should come as no surprise that top brands consider strong customer care practices non-negotiable” Sprout Social

5. Customer Feedback:

Retained customers are more likely to provide feedback and suggestions for improvement. This can help you identify areas where you need to improve and make changes accordingly.

“63% of consumers say companies need to do a better job of listening to feedback” Qualtrics [Global Consumer Trends 2023, US]

In conclusion, customer retention is important for the long-term success of any business.


By focusing on retaining existing customers, you can save money on marketing expenses, increase revenue, build a strong reputation, gain a competitive advantage, and even get valuable feedback from your loyal customers, which helps you or your business stay ahead.


Here's related information that you may also find helpful – Customer Service Importance in Business [Know several benefits and importance with FAQs]


FAQs:

What is Customer Retention?:

Customer retention refers to the strategies and actions a business takes to keep existing customers engaged and encourage repeat business over time.


Customer Retention Metric:

Customer retention is commonly measured using the retention rate, which calculates the percentage of customers a business retains over a specific period.


What is a Good Customer Retention Rate?:

A good customer retention rate falls within the range of 75% to 95%, but ideal benchmarks vary across industries. In general, at least 60% would be better with serious surveillance.


Average Customer Retention Rate by Industry:

Here are the details on the average customer retention rate by industry:

  1. E-commerce: 30% - 40%

  2. Subscription Services: 70% - 95%

  3. B2B or Software as a Service (SaaS): 80% - 90%

  4. Telecommunications: 75% - 90%

  5. Finance and Banking: 70% - 90%

  6. Retail: 60% - 80%

  7. Travel or Hospitality: 60% - 70%

  8. Healthcare: 50% - 60%

  9. Automotive: 40% - 60%

  10. Gaming: 30% - 50%

These figures may slightly vary based on various factors within each industry, such as competition, policies, marketing strategies, and technologies employed.


E-Commerce Customer Retention:

E-commerce customer retention rates generally range from 30% to 40%.


B2B Customer Retention:

B2B customer retention rates generally vary but commonly fall within the range of 80% to 90%.


Customer Retention Funnel:

The customer retention funnel represents the stages and strategies a business employs to retain and nurture existing customers, often involving post-purchase engagement, loyalty programs, and personalized communication.


Customer Retention Questions:

Here are some popular customer retention questions businesses generally give strong thought to and work on accordingly:

  1. What strategies improve customer retention?

  2. How to calculate the customer retention rate?

  3. Why is customer retention important for businesses?

  4. What are common challenges in customer retention?

  5. Which industries have high customer retention rates?

  6. What role does customer service play in retention?

  7. Can you provide examples of successful customer retention programs?

  8. How to build customer loyalty for long-term retention?

  9. What metrics are used to measure customer retention success?

  10. Are there industry benchmarks for customer retention rates?

  11. How do personalized experiences impact customer retention?

  12. What technologies or tools can enhance customer retention efforts?

  13. How to win back customers after a churn?

  14. What role does communication play in customer retention strategies?

  15. How can businesses prevent customer dissatisfaction and churn?

B2B Customer Retention Statistics:

This blog post on customer retention statistics, might get you some exposure to B2B customer retention statistics. More data will also be added in the future, timely.


What is a Good Customer Retention Rate for E-Commerce?:

A good customer retention rate for e-commerce is generally considered to be more than 40%.


Customer Retention Factors:

Here are the various customer retention factors businesses generally focus on:

  1. Ease of Onboarding: Smooth onboarding experiences improve retention.

  2. Customer Satisfaction: High satisfaction levels lead to loyalty.

  3. Effective Communication: Clear and consistent communication builds trust.

  4. Quality Products or Services: Providing value keeps customers engaged.

  5. Customer Support: Responsive and helpful support fosters loyalty.

  6. Personalization: Tailoring experiences enhance customer connection.

  7. Adaptability to Customer Needs: Adapting products or services to evolving needs retains customers.

  8. Surprise and Delight: Unexpected perks or rewards create positive experiences.

  9. Problem Resolution: Efficient resolution of issues prevents dissatisfaction.

  10. Loyalty Programs: Incentives encourage repeat business.

  11. Brand Reputation: Positive perception contributes to customer loyalty.

  12. Feedback Utilization: Listening and responding to feedback builds trust.

  13. Competitive Pricing: Fair pricing contributes to customer satisfaction.

  14. Consistent Brand Experience: Uniformity in brand representation fosters trust.

  15. Emotional Connection: Building emotional ties enhances customer retention.

  16. Community Engagement: Involving customers in a community strengthens loyalty.

  17. Data Security: Ensuring the security of customer data builds trust.

  18. Social Responsibility: Ethical practices contribute to positive brand perception.

  19. Consistent Value Delivery: Continuous value delivery sustains customer loyalty.

  20. Convenience: Easy transactions and accessibility improve retention.


Customer Loyalty Facts and Figures:

Here are some customer loyalty facts and figures, I would like to share:


“70% of millennials choose to buy from brands that exhibit diversity in their marketing campaigns. It’s about time to recognize and cater to your varied audiences for a positive reputation, increased customer loyalty, and more conversions” Convince and Convert


“A strong community management strategy is essential to driving customer loyalty and delivering on your brand promises” ICUC Social


"Marketing leaders today need to keep a close ear to the ground to capitalize on changing market trends to outsmart competitors and win customer loyalty” Sprout Social


"Because zero-party and first-party data comes directly from consumers, it is more accurate and better reflects present demand. This, in turn, boosts the ability to personalize, creating long-term customer loyalty in the process" - Twilio's The State of Customer Engagement Report 2023


“Cultivating customer relationships can catalyze increased sales, open new opportunities, and eventually, strengthen customer loyalty” MarketingProfs


Here's related information that you also find helpful – What is the difference between customer experience and user experience?


“Businesses can’t rely on just brand or performance marketing; they need both to achieve success. And while they are different practices, when used together they share the same goal: to create individual, tailored experiences that resonate with their target audiences while improving customer loyalty and driving business growth to beat the competition” The 2023 CMO State of the Union Report by Wunderkind


“Building strong connections and delivering exceptional experiences foster customer loyalty and retention” MarketingProfs


"Being open and honest with your audience not only strengthens your brand's image but also leads to long-term customer loyalty” The DailyZoo Newsletter [findings from Influencer Marketing Hub's Affiliate Marketing Report]


“Among surveyed organizations, 77% said sustainability approaches increase customer loyalty, and 63% reported a revenue uptick as a result” – FedEx and Retail Dive Playbook Report


“In a 2022 PwC Customer Loyalty Survey, half of consumers said they were less likely to be loyal to a brand if its online shopping experience wasn’t as easy or enjoyable as in-person shopping” – RETAIL DIVE and FullStory Report


Email marketing is a fundamental element of marketers’ toolkits. New Gartner research shows it as the most effective channel across multiple stages of the buying journey, from demand generation to driving conversions and customer loyalty” MarTech


“By listening to the conversations that reveal your audience’s needs, aspirations and ideas, you create an environment that continually feeds customer loyalty while proactively improving your brand’s reputation” Sprout Social


"Customer satisfaction is worthless. Customer loyalty is priceless" - Jeffrey Gitomer


“Customers love it when you make them feel special. That’s why creating a customer loyalty program is such a great marketing tactic. When customers cross a certain purchase threshold, invite them to enroll in a loyalty program or exclusive club” Klaviyo


Can Customer Retention Rate Be Over 100?:

Yes, a customer retention rate can be over 100%. This indicates that a business has not only retained all existing customers but also expanded its customer base through new acquisitions or upselling to existing customers.


How can Effective Customer Service Influence the Retention of Clientele?:

Effective customer service builds trust, resolves issues promptly, enhances satisfaction, encourages feedback, personalizes interactions, creates positive experiences, demonstrates value, promotes advocacy, reduces churn, and contributes to long-term loyalty.


Here's related information that you may also find helpful – How To Deal With Negative Comments or Brand Reputation Crisis?


P.S: Ready to [unlock the power of digital marketing] and drive [your] business forward? – Access my forum today


P.S.S: Please don’t forget to forward this blog post to your network so they can get the best tips, practices, strategies, education, resources, & tools to help their businesses grow [sharing is caring].

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