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公開日:2017.10.30

顧客ロイヤリティとは?顧客ロイヤリティを高めずに、事業の成功はあり得ない

顧客ロイヤリティと言う言葉は知っているでしょうか。

顧客ロイヤリティとは、顧客が企業の商品やブランドに対して持つ「信頼」や「愛着」「愛情」を指します。

顧客ロイヤリティを高めるためにはやる事がたくさんありますが、実践出来ている企業は少ない様です。企業にとっては新規顧客も勿論大事ですが、既存顧客が離れていくことが1番の損失です。一般的に新規顧客を獲得するコストは、既存顧客を維持するコストよりも大きなコストがかかるからです。それは様々な形で研究がされております。

1:5の法則 ・・・ 新規顧客を獲得するコストは、既存顧客を維持するコストの5倍かかるというもの

5:25の法則 ・・・ 顧客離れを5%改善すれば、利益が25%改善されるというもの。

現代は、お店や各企業のサービスに対する顧客の期待値も上がり、どんなに優れた商品やサービスを提供してもサービスが期待を下回れば、顧客ロイヤリティを失ってしまいます。

商品やサービスに溢れた現代は、品質・コスト・納期を妥協しては、すぐに顧客ロイヤリティが下がりますので、低品質・低コスパのサービスの企業は常に焼畑農業のように新規顧客を探し続けなければいけません。

何が顧客ロイヤリティを失う原因になっているのでしょうか?

インターネット全盛のこの時代に有効な顧客ロイヤリティを高める顧客維持の方法とは何でしょうか。

少し前までは企業と顧客は、電話やメールでの問合せのみで築かれる関係性が多かったのですが、現代では、顧客は電話・メール・公式LINE・Facebook・Twitter・ブログなど、様々なチャネルを通して、企業と接点を持つことが出来るようになりました。出来るだけ多くのチャネルで対応出来ることがそのまま顧客獲得に繋がりますので、企業も様々なチャネルを放置は出来づらい状況です。

「問合せしたのにすぐに返事が来ない」「返品したいのですぐに返金して欲しい」「今から申し込むので、早急対応希望」など、顧客はスピードを求める対応と、要望に対する丁寧な対応を求めます。

こうした要望への対応こそが顧客満足度に繋がり、対応出来なければ顧客ロイヤリティは下がり、顧客は離れていきます。そしてSNSで貴社の悪口を書いた上で、二度と戻ってこないと言うのはよくある話です。

顧客ロイヤリティを失う理由は、顧客の事を理解していないからに他なりません。理解されていないと感じた顧客は憤り、やるせない気持ちをどこかにぶつけなければ収まりがつかないのです。それがSNSや掲示板への悪評へと繋がります。※ただのクレーマーは無視するのみ!と言いたいところですが、出来うる限りの対応をした方がベターでしょう。

上記とは逆に、自分のことを理解してくれたサービスを受けるとSNSや口コミサイトへレビューしてくれるのも現代の消費者。顧客ロイヤリティを失うのも、高めるのも、まずは自社の顧客を再度理解することから、全ては始まります。

 

 既存顧客をロイヤル・カスタマーにするには?

現在の顧客は「自社の売り込みが成功しているから、顧客がいる」と言うのは大きな勘違いであり、あなたの顧客は様々な選択肢の中から「あなたの会社を選んでくれている」だけなのです。

スタンスを間違えるだけで、自分に自惚れるのか、顧客に感謝するのか、の大きな交差点に立たされます。どちらのスタンスの会社が顧客から選ばれ続け、愛され続けるかは一目瞭然です。

ロイヤルカスタマーとは、忠誠度の高い顧客のこと。あなたの会社の事が好きで、他社の会社からではなく、あなたの会社から商品を購入しているのだからこそ、選んで頂いたことに自惚れずに感謝をして欲しい。それこそが顧客ロイヤリティを高める第一歩です。

ロイヤルカスタマーを増やすのは、ファンを増やす活動のこと。闇雲な商品案内や、DMの送付などの告知だけではファンは増えません。

 

One to One施策を取れるかで顧客ロイヤリティは変わる

企業は全員に同じ対応を一斉にしたほうが楽だけど、それでは上位の顧客層であるロイヤルカスタマーには響きません。

例えばリッツ・カールトンホテルでは、宿泊したお客様の接客から得た情報をホテル内で共有しています。再度同じ人が宿泊した際には、愛読の新聞や食事メニュー、枕の種類なども把握している状態なので、顧客のことを理解している状態です。

こういった情報を社内で共有するにはCRMなどの顧客管理システムの導入が不可欠です。しかしCRMを導入せずともマンパワーでも、まずは顧客への気持ちがあれば対応可能です。

例えばクレームが起きた時に、社内でその旨を共有するだけで、その相手から電話が掛かって来ても「この度はご迷惑をお掛け致しております・・」と冒頭に伝えるだけで、その顧客は「会社全体で状況を理解してくれている」と悪い気分はしないでしょう。

まずは顧客の情報を共有し、それぞれの顧客の状況に合わせた対応を取れるかが顧客ロイヤリティを高める最善の方法なのです。

 

専門的にはデータベース・マーケティングと言います

こう言ったOne to Oneマーケティングを出来うる限り細かく行なうためには、データベースを活用します。専門的にはデータベースマーケティングとも言い、弊社でも顧客独自のCRMなどを開発して、データベースマーケティングを支援しています。

既存販売されているCRMよりも、自社独自のCRMを構築することは、自社のオペレーションに合わせた運用を行うことが出来て、社内の人間が使いやすいという特徴があります。

競争過多な現代に置いて、データベースマーケティングへの投資は必須だと理解しておきましょう。

顧客ロイヤリティを高めるために、データベースを活用したマーケティングこそが、あなたのビジネスを最大化する何よりの投資になると思います。

 

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執筆者:藤 勝行 (http://xlab.co.jp)

4年間経営した会社を倒産後、再度起業したインターネット広告代理店(エックスラボ)を3期目で年商約10億円グループにまで成長させる。集客をしたい中小企業の経営者や大手企業の担当者、同業他社までも参加するセミナーを開催する起業家。広告マン兼マーケッター。

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