What is Customer Acquisition and it's Process

January 7, 2016 Written By Yogesh Trivedi

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Ever after the launch of the eCommerce Store, identifying the important factors like which market and customers to focus is not the end. To initiate sales generation, organizing sales and marketing team is the next step. But, now what? Unless both the teams defined a common vision, the target is yet far. An important consideration which is yet to make is who would be the targeted customers and how to achieve them.

The whole propaganda depends on a common Customer Acquisition Process where both the teams will work on a common goal, by identifying, enlisting, gaining and converting the target into potential customers.

The process is not easy for the organization, therefore we have created this blog to make them aware of what Customer Acquisition process can be followed to attract your prospect customers.

Let us start with an introduction of Customer Acquisition

Customer Acquisition means gaining new customers or existing prospects to become new customers for your business. The targeted customers are one who are not aware about your products and services or they have bought from your competitors. Business should be ready to prepare high budget for acquisition as well as customer retention as both are important for business. Commonly, cost of the Customer Acquisition process measures how much value customer is bringing to your businesses.

The Customer Acquisition process depends on the strategies that involve systems and methodologies to manage customer inquiries. Few strategies are customer loyalty programs, customer referrals and so on.

Is your eCommerce Store Ready for Customer Acquisition?

When thinking about considering Customer Acquisition process, there’s a lot to consider beforehand. You have spent long time to develop an online store and products it showcases. Therefore, your strategy to execute the acquisition process should hold high importance.

Before proceeding ahead, first answer yourself few questions:

  • Whether your product is ready for some or all customers?
  • Will customer get good experience or still few bugs are uncovered?
  • Is your store server ready to take on high traffic?
  • Is your product reliable for targeted customers?
  • Is your support team ready to respond customer inquiry?

A little hitch may hamper your business identity, invest little extra time and effort to build a flawless online store catering featured products.

Why you Need a Defined Customer Acquisition Process?

Although we know it’s not possible to create a linear process to acquire customers, however, we cannot deny fact planning ahead is useful and necessary. It’s a best away to execute every step carefully, and even any glitch can be solved if arrived in a process without beginning from initial stage.

Customer Acquisition Process required strategies to build up that prove to be effective. First prepare a plan and implement later.

Customer Acquisition Process

Define the Target Prospects

Your acquisition process begins with identifying who are the potential or targeted customers for your business success. Find out who are they, how to gain them, how you can talk with them or how you can sell your products to them. Finding right customers for your products will help in knowing which individuals are interested in buying your products or using the same type of products from your competition.

How to Reach Targets?

After deciding who the target is, find ways how to contact them. Do research, survey, call, email or use analytics tools to find right customers for your products. If you are able to acquire the new customers, then chances are turning them into potential buyers.

Hire Right Staff

Customer Acquisition process requires hard work and dedication. Therefore, hire right people who understand the process correctly and implement it. Your employees should wear the hat of their defined responsibility to work accordingly. Suppose, a salesperson should always be ready to identify what a customer wants by collecting data from their ongoing conversations or interaction with other ways. They should be able to understand what a customer wants and offers a relative product that customer find valuable.

Even if we talk about support, development team should be ready to tackle any unexpected error in your store. Moreover, the support team should respond customer query immediately to serve flawless experience.

Define Customer Acquisition Cost

Before on-boarding the Customer Acquisition Process, determine the cost you will have to bear to implement the process. Remember, companies have to spend more without assuming customer spend like. Commonly, cost is calculated as total cost spend on acquisition process (sales and marketing cost) divided by total new customers acquired in the given time frame.

This cost holds important consideration to define customer value. Companies expect return on investment with this acquisition process. The ultimate goal is to gain high ROI value to customer acquisition cost radio.

Create your Product Demand

Though you know the fact, big brands already have large number of customers who are aware of their brand. Acquiring new customers won’t be a big challenge for established organization. However, bigger challenge bombards for the startups or small brands where they require to inform customers about their existence, be with them throughout the process, tell them how much you care or how effectively your product meets their demands.

Why Customer Acquisition is Important?

If using the Customer Acquisition right way, it would be easier for the companies to gain potential customers for their business. Specially, the startups or new companies require focusing on the acquisition concept to deal with the new customers ideally. Remember, Customer Acquisition cost is higher, therefore prepare a separate budget for it.

Want to know the tactics for customer acquisition? Contact to our eCommerce consultant to discuss today!

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  1. Being an entrepreneur I strongly believe that I would definitely be able to earn value from my existing customers. Whatever way you have explained in this blog, I have found it to be useful for my business. Earlier I was stuck from where I should start. Now I have got fair idea about the basics. Thanks.

  2. 1. Great list. I have added this to my reference. Every steps are explained in detail. This is an important post for me.

    2. This is an informative article on Customer Acquisition. It is easily understood by beginners. Every important information is put well together.

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