Comment fidéliser ses clients ?

Vous pensiez qu’après une vente, c’était terminé ? En réalité, ce n’est que la première étape du processus de fidélisation. Il est compliqué et difficile de chercher continuellement de nouveaux clients, alors misez sur la fidélisation pour augmenter votre chiffre d’affaires. Un client fidèle à votre entreprise reviendra toujours vers vous s’il a besoin de vos services. Il ne cherchera pas à aller ailleurs, car il a confiance en vous et en votre expertise. Mais comment arriver à cette relation entre vos clients et vous ? Quelques conseils à mettre en pratique pour fidéliser vos clients ! 

Se comporter en expert lors de la vente

Déjà lors de la vente, il faut penser à la fidélisation du client. Il est donc nécessaire de lui fournir le meilleur service possible pour lui donner envie de revenir. Le client doit se sentir parfaitement en confiance avec vous, et ne jamais avoir l’impression de se faire arnaquer. Par exemple, Si vous pratiquez des tarifs élevés, soyez transparents lors de la vente en indiquant pourquoi vous faites payer ce prix là. 

Le client doit également se sentir important en étant mis au centre du processus de vente. Le client est roi, et c’est une réalité, alors faites-le se sentir comme tel. S’il décide de ne pas aller au bout de l’acte d’achat, vous perdrez une vente. Mais s’il décide d’accepter votre service ou votre produit, vous devez faire en sorte qu’il en soit entièrement satisfait (cela passe également par le service après-vente) afin qu’il revienne vers vous. 

Veillez à ce qu’il ne se sente jamais contraint d’acheter, tout en le guidant vers l’acte d’achat. C’est par votre expertise et les qualités de votre produit ou de votre service que vous devez le convaincre. Si le client s’aperçoit plus tard que le service ne correspond pas à ses attentes ou que le produit est de mauvaise qualité, soyez sûrs qu’il ne reviendra pas. Il vaut mieux abandonner une vente si vous voyez que le produit ne conviendra pas au client, plutôt que tout faire pour le vendre et qu’il en soit mécontent. Certes, vous aurez fait une vente, mais vous en perdrez dix à cause du mauvais bouche-à-oreille de ce client. 

Mettre en place les bons outils de communication

Votre client ne doit jamais se sentir délaissé par votre entreprise, d’autant plus si vous souhaitez qu’il revienne. Son expérience d’achat doit être satisfaisante, tout comme le service après-vente et chaque contact que vous pourrez avoir. Pour cela, mettre en place des outils de communication adaptés est indispensable. Grâce à eux, vous entretiendrez une relation privilégiée avec vos clients. Voici quelques outils absolument nécessaires à votre stratégie de fidélisation :

Articles de blog

Publier régulièrement des articles de blog en rapport avec votre métier et vos services affirmeront votre expertise dans votre domaine. Si vos concurrents ne pratiquent pas ce type de communication, vous êtes certains d’être pris plus au sérieux qu’eux. Des articles experts amélioreront votre réputation et votre image auprès de vos clients. Ils ne jureront que par vous ! 

Réseaux sociaux

Être présent sur les réseaux sociaux permet d’être au plus proche de vos clients. Ils veulent pouvoir entrer facilement en contact avec vous, avoir des réponses à leurs questions dans la minute. Il faut être réactif, c’est une tâche chronophage, mais ça paie ! Votre communauté se sentira en confiance avec vous grâce à ce lien privilégié. N’hésitez pas à utiliser les réseaux sociaux tels que Facebook et Twitter comme un SAV. Réparez vos erreurs avec les clients mécontents, et ils deviendront les plus fidèles. 

Newsletters

Rappelez à vos clients que vous existez : envoyez leur une newsletter régulièrement ! Que ce soit une mise à jour de vos services, des nouveautés, une offre promotionnelle ou simplement vos derniers articles de blog, ils pourront se souvenir de vous et potentiellement acheter de nouveau chez vous. Veillez simplement à ce qu’ils aient accepté au préalable de recevoir vos newsletters, pour ne pas être inquiétés. 

Contact téléphonique

Même à l’heure du tout digital, un contact un peu plus humain n’est pas de refus. Selon votre métier, n’hésitez pas à téléphoner à votre client. Si vous êtes une entreprise de BTP, tenez-le au courant de l’avancée des travaux, de la pose de ses fenêtres… Faites-lui sentir qu’il est au cœur du projet et que ses avis sont indispensables. Après la vente, vous pouvez également l’appeler pour savoir si tout s’est bien passé, et quelques mois plus tard pour savoir s’il a besoin d’autres services. 

Questionnaire de satisfaction

N’oubliez pas d’envoyer par e-mail ou par SMS un questionnaire de satisfaction post-vente à votre client. C’est important pour votre entreprise de savoir si la prestation était à la hauteur des attentes du client et si la vente s’est bien déroulée. Vous pourrez toujours améliorer vos processus ! Ne paniquez pas si vous n’obtenez pas de réponse : si le client avait été mécontent, il aurait répondu sans hésitation. Vous pouvez partir du principe qu’il est satisfait s’il ne répond pas 😉

Besoin de vous faire accompagner ? De plus d’informations sur nos prestations ? 

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