How competitive intelligence helps customer retention within your business
You and your competitors need to be agile when introducing a product or service to the market. So you have to be better than them when successfully getting your product to market. You need to know what customers want and why you are the best on the market. However, it doesn’t need to be such a difficult task to undertake. And knowing what your competitors are up to will give you a significant step up. This article explains how competitive intelligence helps customer retention within your business
The winning of a new customer is celebrated. And it takes a lot of effort for the product managers, marketing and sales team to achieve a sale. Retaining the customer is just as hard as winning the work in the first place. Competitive intelligence helps with customer retention.
Competitive intelligence helps customer retention
As you know, competitive intelligence gives you more certainty and competitive advantage in this ever-changing world. So when thinking about the situation, it’s essential to use competitive intelligence.
So, what can competitive intelligence ever do for you?
- Competitive intelligence will improve your certainty and help you make better decisions.
- Help you understand your known and unknown competitors and their offerings.
- Enhance your knowledge of your market positioning and result in more sales.
- Put you in a position where you are more certain about what customers in your market need. Not what you think they want.
Improve customer retention for your business
You have won a piece of business, but it doesn’t mean that your competitors will not be still circling. Perhaps they will be like vultures, waiting for your deal to die. They are then swooping in to save the day and make you a meal for themselves. A multi-year deal will not put them off. They still want a piece of you. It may not happen straight away. But there is no doubt whatsoever that your new customers will be hearing from one of your competitors. They may even conduct a Win-Loss analysis exercise if it’s a savvy competitor. This analysis will ensure they’re better prepared next time. Or when the customer realises they have made a big mistake.
What is competitive intelligence?
Competitive intelligence is the finding, sorting and critical analysis of information. To make sense of what’s happening and why. Predict what’s going to happen and give the options to help you control the outcome. Competitive intelligence offers certainty, competitive advantage, insight, growth & security.
This is why we have used competitive intelligence to win the deal in the first place. Enabling you not to have just sold to them, but developed a good business relationship instead. Your customer services teams need to build on the business development efforts to ensure your customers remain so. Win-Loss analysis again is excellent to understand why you won and to reinforce this in the buyer’s mind. But your customer teams need to be ready when they hear a customer is exploring other options in the market.
Competitive intelligence is critical within these situations. Allowing your customer service teams to have an excellent understanding of their competitive landscape. Well-armed to show their customers that your offering is still the best available option in the market.
Competitive intelligence brings more certainty and insight needed to retain customers. As well as the confidence of knowing you know your competitors. And that yours offering is the best on the market.
How competitive intelligence helps customer retention within your business
Empowering customer services with more certainty and insight will improve their retention rates. Making getting deals across the line so much easier. Competitive intelligence will help your business succeed. This article was called how competitive intelligence helps customer retention within your business. So the message is unequivocal. Make 2022 the year you use competitive intelligence to support customer retention. You’ll not regret it, and your profits should increase.
