Generally speaking, what are the main factors that enterprises consider when choosing large customer

In terms of construction, high-rise buildings in general.

They are all steel frame structures, because there are several very strong columns in the steel frame structure, these simple columns can make the building more stable, and small fluctuations basically cannot help the stability of the building. The same is true in an enterprise, enterprises that can develop stably for a long time have some large customers, and the large customers who work closely with them are very important backbones of the enterprise, and the successful matching sales of large customers is an important means for the development of enterprises, if these pillars have problems, the stability of the enterprise will be seriously damaged.

<> first of all, customer loyalty, whether we are stabilizing large customers, tapping large customers or using strategies to sell face-to-face with customers, in the end, we must let customers have a certain degree of loyalty to our products or services, which is a marketing strategy with long-term development.

Some salespeople put customer satisfaction.

It's a misconception to think of customer loyalty. Customer satisfaction is a kind of psychological satisfaction, which can be said to be a short-term psychological performance. It is a kind of appreciation for our products after customers use them.

Customer loyalty is a continuous transaction behavior, a strategy for continuous transactions with customers, and the effect that every salesperson and even a company is willing to see. Therefore, if we can exert such a long-term effect in our marketing strategy, we will have a decisive advantage for future development.

Second, emotional maintenance. In fact, emotional maintenance is a strategy to strengthen the loyalty of key customers. Humans are higher animals.

There are abundant feelings. If emotions are not reflected in the strategy developed, then communication with each other is like a machine without lubrication, which seems a little dry. For example, we can make a basic understanding of the personality, interests, styles, and shopping habits of large customers, and then develop a marketing strategy to integrate these factors into the marketing strategy.

Nowadays, many salespeople use holiday gifts to invite large customers to participate in social gatherings, which are a strategy for emotional maintenance and development.

Benefit factors, corporate culture factors, and risk-taking factors are generally related to whether the cooperation between the two units in the future is smooth and whether it can be fully promoted.

Consider whether the performance of large customers is good. Orders from large customers are a bit more complex, with a lot of variables and uncertainties. If there is a problem with the customer's performance, then after signing the contract, there will be endless troubles, and it is not certain whether the final project can make money.

Then it's time to consider the cash flow of the big customers. In business operations, it is often found that many enterprises carry out high-debt operations, and seemingly large-scale companies are actually frighteningly high-debted, and there is no surplus capital in hand. If you give such a large customer ** product, there is a certain risk that the payment will not be recovered.

1.Marketers need to be clear about who are the influencers of the purchase, that is, the decision-makers of the customer's business to make the purchase, and what are the characteristics of these people. 2.

Be clear about your strengths in marketing. When selling, always be aware of possible problems. Once a problem is found, it is necessary to first identify the problem and then use your own strengths to solve the problem, so as to ensure the success of marketing.

Briefly describe how the business should choose its customers, explain why and give examples.

Enterprises choose customers, mainly to choose the same as the company's positioning, ideal, potential and loyal customers. Enterprises should proceed from reality when selecting relationship customers, and should choose business objects according to the company's own positioning and goals, so as to select relationship customers that are consistent with the positioning of the enterprise. How to make an effective choice?

1.Collect data. Enterprises should pay more attention to consumers' original data such as product classification attributes and purchase records, and find consumers' shopping preferences through data analysis, so as to form consumer portraits, so as to carry out product display and pricing well.

For example, the current big data kills ripeness. 2.Formation of market segments.

Once the data is collected, customers can be segmented using correlation analysis or other multivariate statistical analysis. Various market segments can be described based on demographics, geography, psychology, buying habits, size, and more. 3.

Identify target market segments. Determine the market segment based on the share, size, and growth rate of the target market. Then the customers are screened through the best strategy, publicity strategy, etc.

Hello, dear, with the increasingly fierce competition between enterprises, consumers or users have greater freedom of choice. Consumer demand is also diversifying, complex, and personalized. Enterprises can no longer "eat" all customers, enterprises must segment customer groups, and then select target customers, why enterprises should make choices about customers, there are roughly the following reasons:

Clause. First, not all customers are the target customers of the enterprise, each customer will have different needs, the products or services that the enterprise can provide can not solve the needs of all people, it is precisely because of the infinite nature of this demand and the limited nature of the enterprise, resulting in the enterprise must make a choice, through limited output, to serve a specific customer group, in order to achieve the long-term development of the enterprise. Clause.

Second, not all customers can bring benefits to the enterprise, although the customer is very important to the enterprise, but the cost of each customer development is different, and the benefits created for the enterprise are different, so the enterprise is required to screen the customer. For customers with high development costs and maintenance costs, when it is difficult for enterprises to obtain positive benefits, enterprises can only choose to give up. Invest limited resources in high-quality customers or potential customers, block customer screening, and choose the right customers to increase the efficiency of the enterprise.

Clause. Third, the correct selection of customers is the premise of successful customer development, enterprise resources are limited is an objective reality, each enterprise service customer ability and quantity is also limited, even if the non-customer group spends more manpower and material resources, it is difficult to complete the transformation from non-customers to real customers. Only by correctly identifying potential customers, targeted, and through scientific marketing means, can potential customers become real customers. Tapping into real customers in non-customer groups is twice the effort, and tapping real customers in potential customer groups is twice the result with half the effort.

Clause. Fourth, the selection of target customers helps the enterprise to accurately position. The so-called positioning is to let the brand occupy the most advantageous position in the customer's mental ladder, so that the brand becomes a representative brand of a certain category or a certain characteristic. As the saying goes, Baimentong is not as good as a fine, and the same is true in the positioning of the enterprise, which must be accurate.

A company with a vague positioning will inevitably lead to confusion in the impression of customers, and it will also be difficult to establish its own advantages. Choosing customers is a manifestation of corporate positioning, and it is a way of thinking that turns passive into active. It is a strategy for enterprises to take the initiative in dealing with customer relationships, which not only reflects the personality of the enterprise, but also reflects the dignity of the enterprise, and determines the fate of an enterprise.

Businesses need to proactively select customers for the following reasons:

Enterprises strive to do one thing every day, that is, to create a "product" (core competency) that someone appreciates, not only to appreciate, but also to pay an additional price for this product (core price and value), so that customers can be regarded as "target customers". If the customer will only negotiate with you, then your value is "low price", and the result of such a customer is a low gross margin revenue.

If the enterprise wants to work hard to develop very good products, we must find customers who are willing to pay for the product, with profits, the company can continue to invest in research and development, the "barrier" of the product continues to improve, the product slowly becomes a really good product, and the target customer base is also expanding, which is the process of becoming stronger first and then bigger.

But if the selected customers don't appreciate your current product very much, then your product can be improved with little room for improvement, so blindly pursuing performance without screening customers, it is easy to make all the products out and let other products replace them.

First, each customer has different needs, and the personalization of needs determines that different customers buy different products. The limited resources of an enterprise determine that an enterprise cannot do everything, and the existence of competition determines that it is impossible for any enterprise to take all.

Taking the initiative to choose customers is the manifestation of enterprise positioning, and it is a way of thinking that turns passive into active, which reflects the personality of the enterprise and the dignity of the enterprise.

What kind of customer is a good customer.

Strong desire to buy and high purchasing power (especially for the large number of high-profit products purchased by the enterprise); Able to ensure the profitability of the enterprise, low sensitivity to the first, timely payment, and good reputation; The cost of the service is low, and there is not much need for the service or the requirement for the service; Small business risk and good development prospects; Hope to grow with you and be willing to build long-term partnerships.

Hello, the factors that affect the choice of customer information by enterprises are as follows:1Reach.

To put it simply, it's the number of customers or followers, and the bigger the number, the better. Figuring out how to grow your customer base is a must-have for salespeople. 2.

**Rate. This is the so-called frequency contact frequency, without considering efficiency, what kind of frequency are you exposed to? The frequency is appropriate.

There are too many appearances, and it is annoying. There are so few appearances that customers tend to forget. 3.

Expressions. The content of the communication is very important, and everyone's time is valuable. How to express what you say clearly and accurately in a shorter time.

Therefore, it is very important to practice deliberately before the visit. We need to be proficient in product information, which can be delivered anytime, anywhere, and need to adapt to different scenarios. 4.

Trust. Trust is the foundation of a partnership. And trust is often the initiative of one party and ultimately trusts each other.

In particular, the initiative of the salesperson is more important. Trust as we understand it is a dynamic process that needs to be maintained at all times. 5.

Resonance. How to arouse the interest of customers, arouse empathy and even empathy. Resonance is actually a high-level realm of sales.

In this process, we need to collect more customer information, and then make accurate analysis, and give appropriate matching and contrast. Finally, and most importantly, contrast. The so-called contrast is unexpected, unexpected, reasonable, and unclear feelings.

The company I chose to analyze was Alibaba Group. According to the characteristics of its business and customer group, the following types of customers can be analyzed:

1.Non-Customer: refers to an individual or enterprise that has not used Alibaba's business platforms and may not have needs, trust, or understanding of Alibaba's products and services.

For such customers, Alibaba needs to increase brand awareness and influence through marketing, publicity and marketing, attract them to Alibaba's ecosystem, and expand the potential customer base.

2.Prospects: Refers to customers who are willing and have certain purchasing power, but have not yet become official customers of Alibaba.

Most of these customers already know Alibaba's products and services, and have a certain degree of trust and recognition for them, but they also need to consider other factors, such as quality, service, etc. For such customers, Alibaba needs to strengthen communication and interaction with them, provide better products and services, increase their satisfaction and loyalty, and motivate them to become Alibaba's official customers.

3.Formal Customers: Individuals or enterprises who have already used Alibaba's business platforms, and who usually become customers of Alibaba through registration, transactions, etc., and enjoy the services and products provided by the platforms.

For such customers, Alibaba needs to pay attention to their needs and feedback, strengthen communication and cooperation with them, improve their experience and sense of value, and further enhance their loyalty and anticipation.

The above is a customer segmentation analysis for Alibaba Group. Different types of customers need to adopt different marketing strategies and management methods in order to better meet their needs and expectations, and improve the company's competitiveness and market share.

Hello dear dear, your consultation questions are as follows: Type 1: Sand monk type customers Sand monk type customers are generally more introverted, taciturn, do not like to talk, hesitate to do things, and can't make up their minds.

The sand monk type customer needs someone to help him make decisions, and he needs the impetus of the salesperson. The second type: Pig Bajie type customersZhu Bajie type customers are more extroverted, like to behave, do not know how to pretend to understand, and are self-righteous.

As long as you can make the Zhubajie customer Qifeng recognize you as a person, the product is not important, the brand is not important, and there will be impulsive purchases, and how to create a relaxed and pleasant shopping atmosphere is more important. The third type: Monkey King type customers Sun Wukong type customers are more decisive, capable, self-centered, have purchasing power, arbitrary, when making decisions, more believe in their own decisions, do not buy the right only buy expensive, as long as they recognize, they are willing to make decisions.

1. Emotional but purchasing power customers; But they buy things by feeling. 2. Rational and purchasing power customers; They buy things with reason3, and shoot customers who are filial and emotional, but have no purchasing power; 4. Rational and non-purchasing customers. Here, whether it is emotional or rational, and the customer sincerely hopes to help you with this kind of product, I wish you a happy life!

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