The cost of developing a new customer is how much it costs to maintain an existing customer

The cost is different for every company, but it is better to develop ten new customers than to maintain one old customer.

The cost of maintaining an existing customer is 2 to 1 compared to developing a new customer. The ratio of e-commerce has reached 3 to 1.

I will definitely do a job of maintaining old customers. One reason to maintain old customers is because of cost, and one purpose to maintain old customers is to make multiple transactions.

From the perspective of doing business, to maintain old customers, not because old customers can bring us more business, but we must refer to a cost problem when doing business. From a business point of view, any business has a cost, and a qualified businessman will definitely calculate the cost.

Maintaining an existing customer is more important than developing a new one, because the cost of developing a new customer is 6 times the cost of maintaining an old one.

As a result, some salesmen are confused: which is more important, maintaining old customers or developing old customers?

While there are a lot of people who think that customer maintenance is more important than customer development, I don't think so.

Which one is more important?Mine is: it depends.

The first one is the number of regular customers you have.

The second is the growth of the business of existing customers.

If you have a certain number of old customers, simple old customer maintenance, in fact, is not very meaningful;It's like you want to build a house with a lot of bricks, but you only have a few bricks in your hand, how do you build a house?

When your old customers reach a certain amount in your hands, the customer maintenance effect will be highlighted, one is because the existing stock can be maintained, to ensure the best business, the other is in the customer maintenance process, through customer referral and other methods to bring new increments, the third is the new increment brought by the natural growth of the old customer business, at this time, the role of customer maintenance is greater than customer expansion.

However, even if you have a large group of regular customers, but it is not growing slowly, the role of customer maintenance will be reduced again;For example, for example, your company's existing customers are distributed in the three industries of tea, ceramics and clothing, when the three industries are growing, you can maintain business growth as long as you maintain customers, but if you say, the business of the tea industry began to decline sharply, although the two industries of ceramics and clothing are still growing, but the two growth is difficult to resist a decline, even if you maintain the old customers can not get the increment, at this time, you must rely on customer development to save the business volume;

Hello. I work in the ** department, and as a rule of thumb, the cost of developing a new customer is five to ten times more than the cost of maintaining an old one, you say it makes a good deal :)

This 27 is just an imaginary number. Because the cost of developing new customers is high, but the cost of maintaining old customers is low. No matter from which point of view, it is beneficial to maintain old customers.

You know, regular customers bring in far more business than you think. Maintaining a good relationship with the customers who have already closed the deal pays off handsomely. In fact, it is very simple to do, as long as you seriously help him pack up, and then bring a sincere goodbye, if you are not very busy, you can even send him to the elevator.

Sometimes, it is a trivial gesture that will move a customer a lot.

The benefits of maintaining an old customer: the cost of developing a new customer is 3-10 times that of retaining an old customer, the loyalty of old customers decreases by 5%, the profit margin of the enterprise decreases by 25%, the success rate of marketing to new customers is only 15%, and the success rate of marketing to old customers is 50%, if the annual customer retention rate is increased by 5%, the profit will reach 25%-85%, 60% of new customers come from the introduction or influence of old customers, and 20% of old customers bring 80% of profits.

Extended Materials] When you don't understand the real needs of customers, try to let customers speak.

Ask more questions, with a curious mentality, and give full play to the spirit of getting to the bottom of things, so that customers can complain more, ask more questions, and understand the real needs of customers.

When the customer finishes speaking, don't ask a direct question, but agree with some of the customer's feelings, which can reduce the customer's vigilance and make the customer feel that you are on the same front as him. "Retelling"Take a look at the customer's specific objections, understand the customer's needs in detail, and let the customer explain the reasons in as much detail as possible on the key issues.

What you have to do is repeat what you hear, understand and follow what the client agrees with each other, and this is the final closing point. Doing so will give you an idea of whether the customer has some understanding of the product, which will set you up for the ultimate success in guiding the customer.

When the customer understands that the real motive of the objection is for the customer's own sake, the estrangement between them will be eliminated, and a real relationship of mutual trust can be established with the customer.

27 times is also an imaginary number, which means a lot more. It's easy to understand, it's like if you drill a new well and the cost is very different from using the old well for some simple maintenance.

Because there are habits of acquaintance, it takes a lot of cooperation to accept new things. In the same way, old customers also have habits, and maintaining habits generally does not require much investment.

The cost of labor and transportation is best understood.

Public relations costs: meals, promotional materials, inviting the other party to visit the project, experiencing the product, but also take the initiative to bear part of the costs and risks paid in advance due to ignorance, such as advance funds and other unequal terms.

In fact, 6 times is not too accurate, it also depends on which industry you are, for example, FMCG will not be, the engineering industry must be six times or even more than six times, because the development of new customers also needs to consider various factors such as the brand effect of Wu Mu to your enterprise itself.

To develop new customers, someone needs to develop first, and secondly, the development of new customers takes time. The cost calculation depends on whether you calculate the stool by the hour, and the liquid is calculated by the day. It also depends on some of the perks you need to woo the relationship.

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