What to Know & Tips on how to Rent a Nice One

A buyer onboarding specialist is just like the instruction handbook on your model new piece of IKEA furnishings. I do know, simply hear me out.

Let’s say you’ve been strolling by the winding aisles of IKEA for hours. You lastly set your sights on the right sofa. The sofa is sturdy and comfy. Plus, it’s the best colour: orange. Effectively, for HubSpot, anyway.

→ Download Now: 8 Free Customer Onboarding Templates [Free Kit]

In true IKEA trend, your sofa leaves with you an identical day. You get residence, desperate to set it up, and … there’s no instruction booklet. Plus, one of many legs is lacking.

You could begin to really feel annoyed and confused. Or, chances are you’ll determine to desert the venture altogether.

Many shoppers have comparable emotions after shopping for a product. Particularly, after they don’t have the instruments or steering to finish their first job.

Enter: the shopper onboarding specialist.

Buyer Onboarding Specialist Duties

After a buyer indicators up along with your firm, they’re doubtless asking themselves: OK, what’s subsequent?

Buyer onboarding specialists assist prospects navigate previous the purpose of sale and achieve their first purpose.

Duties embrace:

  • Offering detailed path on how you can get began with product implementation
  • Consulting with prospects to resolve product points through the introductory part
  • Facilitating a clean transition from onboarding to buyer success administration

Onboarding Specialist vs. Buyer Success

Customer onboarding specialists are a part of your buyer success group. Consider them as the primary line of protection.

The onboarding specialist steps in early to coach prospects on how you can use the product. In addition they be certain that prospects full their first job with minimal friction.

At that time, the onboarding course of ends. Now, the shopper is handed off to a customer success manager for continued assist.

Buyer success managers:

  • Domesticate relationships with prospects (and assist hold them comfortable)
  • Bridge the hole between prospects and your assist group
  • Talk widespread buyer behaviors to gross sales, advertising, and product groups
  • Advise prospects on future shopping for choices along with your firm

Why is it essential to have a buyer onboarding specialist?

Do not forget that IKEA sofa we purchased? Effectively, we want onboarding specialists for a similar causes we want that instruction booklet (and that further leg).

Set Clients Up for Success

According to Wyzowl, 55% of individuals say they’ve returned a product as a result of they did not perceive how you can use it.

Buyer onboarding specialists assist resolve this downside. They be certain that folks really feel comfy utilizing your product. Onboarding specialists additionally give prospects the boldness to finish duties from the beginning.

Plus, good onboarding doesn’t solely profit the shopper. It makes issues simpler on your buyer success and assist groups, too.

Cut back Buyer Churn

Gaining a brand new buyer is nice. However, maintaining that buyer is even higher. Actually, Invesp found that buying new prospects is between 5 and 25 instances costlier than retaining present ones.

With out the steering of an onboarding specialist, customers are more likely to churn.

Widespread Causes Clients Churn

  • They haven’t had plenty of engagement along with your product.
  • There are too many product points or “bugs” (learn: dangerous user experience).
  • There’s a scarcity of proactive buyer assist.

Buyer onboarding specialists step in instantly after the sale. They provide prospects the instruments —and motivation — to stay round.

Help Firm Progress

“If development or scale is in your firm roadmap, you should have buyer onboarding specialists.” Caleb King, inbound advisor at HubSpot

Relating to future development, onboarding program is important. As gross sales improve, your onboarding capability ought to do the identical.


King says it finest: “With out correct onboarding, gross sales gained’t make the identical impression as a result of churn will improve, too.”

Which abilities do buyer onboarding specialists have to be profitable?

Listening Comprehension

It might appear easy, but it surely’s essential for onboarding specialists to hearken to their prospects.

They need to have the ability to:

  • Acknowledge buyer wants
  • Perceive their ache factors
  • Draw good conclusions from their conversations

Give your prospects the chance to let you know precisely how you can make (and hold) them comfortable.


Efficient communication is essential. New prospects are attending to know your product. So, buyer onboarding specialists have to share correct details about your options. They need to have the ability to present clear and concise solutions to steadily requested questions.

Good onboarding specialists talk with empathy and persistence, too.

Studying one thing new — like constructing a sofa for the primary time — might be irritating. Put your self of their sneakers. Present your prospects you care.

Undertaking Administration

Buyer onboarding specialists ought to be venture administration gurus. Good group and time administration abilities are non-negotiable.

Onboarding specialists are sometimes working with a couple of buyer at a time. They have to be comfy leaping throughout tasks based mostly on buyer wants.

Product Data and Enterprise Acumen

New prospects are going to have questions throughout onboarding. Your group must be well-versed in your online business and the way your merchandise work.

They don’t have to know every part. However, onboarding specialists ought to have a strong basis of information to drag from. And, after they don’t know the reply, they need to have the ability to level prospects to somebody who does.

What does a day-in-the-life of a buyer onboarding specialist seem like?

To reply this query, we reached out to HubSpot Buyer Onboarding Specialist Katie Cort. Right here’s a glimpse into her typical day.

“I attempt to block off an hour firstly of the day to reply to emails. I spend the remainder of the day on buyer consulting calls. Logging notes and follow-up motion objects for myself throughout calls is essential. Particularly if I am unable to get to one thing proper after the decision.”

Cort additionally gave us perception into HubSpot’s buyer onboarding course of:

  1. It often begins with a discovery name to grasp the shopper’s targets and challenges. This helps us work out the place the shopper is right now vs. the place they wish to be.
  2. Then, we wish to get an concept of what technology stack the shopper has. Do they should do any software program migrations? What sources do they want?
  3. From there, we arrange common check-ins with the shopper. Within the background, we’re assigning duties and sharing sources with the shopper to verify they’re heading in the right direction.
  4. Lastly, we conclude onboarding and ensure the shopper is monitoring their key performance indicators or KPIs. We additionally assist them determine their subsequent areas for development.

Listed here are a couple of extra new customer onboarding best practices to remember.

How do I rent an important buyer onboarding specialist?

Nice onboarding is essential relating to buyer success. For those who’re interested by hiring a buyer onboarding specialist, ensure you’re:

  • Providing aggressive pay
  • Clear about your expectations for the function
  • Screening for the appropriate {qualifications}

Buyer Onboarding Specialist Wage

According to Glassdoor, the median buyer onboarding specialist wage in the USA is $57,749. The complete vary is from $22,000 to $183,000.

Specialists on the upper finish of the wage vary sometimes have extra years of schooling or expertise within the subject. The typical pay additionally varies by job location.

Buyer Onboarding Specialist Job Description

A very good buyer onboarding specialist job description supplies clear and correct particulars in regards to the function, and tells candidates what their common duties will probably be.

Take a look at the instance under.

As a buyer onboarding specialist, you’re the first ingredient in our recipe for buyer success. You can be chargeable for:

  • Educating new prospects about our enterprise and their product suite
  • Serving to new prospects with account setup and implementation
  • Conducting new buyer check-in calls on a day by day, weekly, or biweekly foundation
  • Resolving technical issues to create a buyer expertise with minimal friction
  • Responding to new buyer requests and inquiries by way of chat, e-mail, and telephone
  • Sustaining new buyer relationships from product set-up to implementation

Pattern Buyer Onboarding Specialist Interview Questions

Select a set of interview questions that display screen for vital abilities and traits — like communication and coachability.

For instance:

  • What does buyer delight seem like to you?
  • How do you stability competing priorities from a number of prospects?
  • Present an instance of the way you’ve dealt with a buyer criticism or sad buyer.
  • How do you outline empathy?
  • Inform me a couple of time you needed to go above and past for a buyer.
  • Describe a time whenever you could not resolve the shopper’s downside. What was the result?

Excellent news. We discovered the instruction booklet for the model new sofa on the IKEA web site. And, the lacking leg wasn’t lacking in any case. It was simply hidden underneath one of many cushions.

Appears to be like like we’re all set to construct this sofa. Superior. Subsequent up: a espresso desk.

In different phrases, your buyer has the instruments they should efficiently use your product. They’re excited to get began — and so they can’t wait to proceed working with you.

Kudos to your buyer onboarding specialist for the assist.

customer onboarding templates

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