Hardware salesman gifts to customers: need to understand the customer classification

At the peak of the one-year holiday season, Mid-Autumn Festival, National Day, New Year's Day and Spring Festival will come one after another. During this period, it is also an outbreak period for hardware salesmen to give gifts to customers. However, hardware salesmen who are planning to give gifts to customers must pay attention to it. Giving gifts is a high-risk behavior. Inappropriate delivery will not only fail to reach the purpose of liaison, but it will also destroy the relationship. Therefore, "Gifts will not be disrespectful." Well, before giving gifts, it is necessary to clearly distinguish the level and type of customers, so as to be correct and polite and beneficial gifts.

The so-called customer classification refers to distinguishing customers according to their value to the company and providing high-value users with priority services. Classifying customers helps customers analyze different types of customers, and formulate customer service strategies and gift planning.

Then, what customers are considered to be large customers? How can we create the highest performance at the lowest cost? Hardware sales staff may wish to combine the company's customer statistics to learn which are the big customers who can make more transactions with themselves, and which customers Don't need to spend too much time and energy on your own.

According to the “Pyramid” model proposed by the customer management experts, companies can classify customers into the following types through the situations in which customers have contact with themselves:

Super customers - rank existing customers (which may be defined as customers who have traded with you in a year) according to the amount of income provided to you. The top 1% is super customers.

Big customers - The next 4% of existing customers are big customers.

Chinese customers - The next 15% of existing customers' rankings are Chinese customers.

Small customers - The remaining 80% of existing customers' rankings are small customers.

Non-active customers - These are those who have not purchased you in one year, but they have purchased products or services from you in the past. They may be your future customers.

Potential customers - those customers who have had initial contact with you, even if they have not purchased your product or service, such as customers who ask you for information and request product information.

Concerns - These are individuals or companies that you have not yet been able to contact with, although you have the ability to provide them with products or services.

Others - are individuals or companies that have no need or desire for your product or service forever.

Most companies will set up a special customer management system. Through the relevant data in the management system, hardware sales personnel can fully analyze the customer according to their own needs.