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Sending an immediate automated response after customers completed the survey did not provide any value to the firm. "Delaying the acknowledgement is critical to ensure it comes across as being more personal and sincere," says Clay Voorhees.(Credit: xelipe/Flickr)

consumers

Sincere ‘thanks’ can clinch loyal customers

Customer satisfaction surveys are common, but companies rarely acknowledge the people who fill them out. A sincere, well-timed “thank you” can reap huge rewards, however.

According to a new study, which focused on an upscale sit-down restaurant, satisfied customers who received an acknowledgement of their comments from the company president increased patronage to the business by more than 50 percent.

The simple gesture of thanking customers was just as effective—and less damaging to the company’s bottom line—as acknowledgements that included rewards in the form of gift cards and guaranteed reservations.

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“Sweetening the pot with rewards really didn’t matter,” says lead author Clay Voorhees, associate professor of marketing at Michigan State University. “These findings suggest that simple, sincere gestures are enough to drive feelings of gratitude among consumers.”

Voorhees and his fellow researchers tracked patrons’ attitudes and behaviors for a year after they gave the eatery high marks.

Within a week of completing the online satisfaction survey customers were sent a thank-you email from the company president. During the next 12 months, the number of repeat visits increased 50 percent for men and 57 percent for women.

“In the restaurant industry, where 5 percent is a big deal, 50 percent blew our minds,” Voorhees says.

In addition, the average size of the customers’ party increased significantly. “So it wasn’t just that they came back,” he says, “but that they came back and brought more people with them.” The increase in party size was particularly striking among women, jumping a whopping 79 percent (compared to a 42 percent increase among men).

The study also found that sending an immediate automated response after customers completed the survey did not provide any value to the firm. “Delaying the acknowledgement is critical to ensure it comes across as being more personal and sincere,” says Voorhees.

The study is available online through the Marketing Science Institute. Coauthors include Paul Fombelle of Northeastern University, Alexis Allen of the University of Kentucky, Sterling Bone of Utah State University, and Joel Aach of Consumer Insights & Brand Strategy Consulting.

Source: Michigan State University

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