Stuck on Customer Loyalty? It’s Time to Focus on Something Else
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Transcript of Stuck on Customer Loyalty? It’s Time to Focus on Something Else
loyalty
The Difference Between Loyalty and Stickiness
Do you know
how many of your
customers are loyal?Take a rough guess.
How about what metrics you should use to measure
their loyalty?
Any ideas?
What would you focus on instead?
How about customer stickiness?
Customer stickiness is a dependable metric based on actual customer behaviors
Understanding these behaviors can help you provide the service experiences that keep customers coming back
Your brain sees the easiest option as the best option
—everyone’s does
The Human Mind Works by Association
So make sure the associations you’re creating are positive
Your customer service will trigger associations based on previous experiences
Make Positive Associations1 Make
It Easy2
Be the Smart Option3 Be an
Anchor4
…So making service as easy as possible will
improve stickiness
Noteworthy moments can create a positive anchor in the mind
of your customers
Everyone wants to avoid loss and disappointment
…So by being the dependable and reliable choice actually makes you stickier!
From then on, regular service experiences only strengthen
the relationship
Four Ways to Increase Customer Stickiness—Using Behavioral Psychology
Imagine a world where loyalty doesn’t exist
loyalty & stickiness
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. Oracle and Java are registered trademarks of Oracle and/or its affiliates. Other names may be trademarks of their respective owners. 24236 141216
Created in association with Philip Graves, a consumer behavior consultant, author, speaker, and regular contributor to the media.
Stuck on Customer Loyalty?It’s Time to Focus on Something Else
Learn more about the smartest ways to meet service expectations, and increase customer stickiness Read the new
report now