What do you mean by potential customers?

Question 1: What do you mean by potential customers of China Mobile's 4g talents? You are a mobile 4G user, and you use a lot of traffic at the same time, or you play more games, play games, listen to music and watch movies with traffic from time to time, so you are a 4G adult, and at the same time you have certain spending power, belonging to potential customers.

Question 2: What do you mean by high-value customers of China Mobile? China Mobile's high-value customers refer to high-end customers and old customers who spend more than 500 yuan every month.

Question 3: What is the customer's value-added potential? Five points for his social circle.

Question 4: What kind of customers are potential customers? Potential customers generally have exact needs (or desires) for products and have the time and ability to consume them.

Question 5: Don't try to please all the customers. Know what concentration means. Not every customer can please you, and not every customer is valuable to you. Choose some potential customers and focus on them, and your future path will be smoother and smoother.

Question 6: customer value differentiation of customer value It is an important premise of customer relationship management for enterprises to implement differentiated management of customers, which is driven by two-way interests: from the perspective of enterprises, customer scale and profit contribution are different, that is, different customers contribute different values to enterprises. For many enterprises, 80% of profits are often provided by 20% of customers. It is necessary for enterprises to classify and treat customers differently, adopt different service policies and management strategies, and optimize the allocation of limited resources to achieve high output. Customer value can be distinguished from the following two dimensions. The first is the value of customers. The second is the strategic matching between customers and enterprises. Customer lifetime value should be the sum of five values: customer purchase, customer reputation, customer information, customer knowledge and customer transaction. The strategic matching between customers and enterprises is the sum of three matching degrees: positioning matching, capability matching and value matching. Customer value can be divided into four categories: strategic customers, profit customers, potential customers and ordinary customers. Strategic customers are a kind of customers with high customer value and high strategic matching. Profit customers are customers with high customer value but low strategic matching. Potential customers are customers with high strategic matching but low customer value. Ordinary customers are a kind of customers with low strategic matching and low customer value.

Question 7: How to judge whether a customer is a potential customer? Not all potential customers are the same. In a sales cycle, different potential customers have different possibilities to turn into real cooperative customers, and at the same time, their time frames for making purchase decisions are also different. Therefore, the evaluation of potential customers must first be classified according to their readiness and purchasing potential. Many times, an active potential customer does not mean that he is an effective customer. Some potential customers will delay placing orders or have no plans to place orders at all. One way to deal with such potential customers is to reduce the follow-up workload and invest your effective time in customers with more potential to place orders. The conversion of potential customers generally conforms to the principle of 8-4-2- 1. In other words, among the eight potential customers, four will enter the product consultation stage, and two of them will enter the substantive quotation stage. In the end, only 1 customers can make a deal. The typical criterion for evaluating a potential customer is to judge how much decision-making power he has on the order and whether his company has enough budget to execute the order. Obviously, the best situation is that the other party is the decision maker, and the most disappointing situation is that the other party has no decision-making power at all. There will also be some compromises, for example, the contact does not have the final decision-making power, but it can influence the final decision. Not all potential customers are ready to place orders. Most potential customers, even high-quality potential customers, are not necessarily ready to place an order right away. Some customers will consult repeatedly but never place an order, and some customers may place an order after half a year or even a year. For our sales staff, a good potential customer is to let you see the dawn, quickly place an order and become a cooperative customer. In fact, for our sales staff, we must know the position of potential customers in the whole sales cycle, so as to tailor the most effective follow-up method for potential customers.

Question 8: What does it mean to record potential customers? When doing business, you don't collect information about your customers, but you may become customers. For example, a couple can become a potential customer of a home appliance salesman as soon as they get married. The husband is under great work pressure, and only one person can become a potential customer of an insurance salesman as the economic pillar. Collect these customer information and make it into tables or other things that are easy to find and sort out.

Frequent contact and facilitation, such as holiday wishes, repeated visits, and frequent small gifts, will eventually make customers recognize and change from potential customers to actual customers.

Question 9: How to tap the "potential stocks" among customers?

Chen Zhigang 2007- 165438

The purpose of establishing a scientific and reasonable retail customer classification system is to find core customers, tap potential customers, allocate resources in a targeted manner and provide personalized services for customers. So, how to tap potential customers? The author believes that the focus should be on how to scientifically formulate service improvement measures and realize the promotion of customer categories. Below, the author combines his own practical work experience and talks about how to carry out this work through a customer example.

I. Basic information and operating conditions of customers

Basic situation

Store Name: Wen Qi Store

Person in charge: Sun Moumou

Business address: Wolong West Road, dagang town, Yandu District, Yancheng City

Business area: 30 square meters

Operation time: 3 years.

Business category: y 221(at the end of the first quarter of 2007), belonging to customers with business potential.

Current situation of cigarette business:

In the first quarter of 2007, the order quantity was 946 units; The number of customers at this level in Yancheng Regional Tobacco Hotel is 271; The minimum sales volume of the top 20% big customers is 1449. Therefore, its customer classification can only be medium-sized customers in tobacco and liquor stores (Y22 1).

This retail customer is located in the market town business district (the intersection of Xinjun Road and Wolong Road in dagang town, east of Wolong Bridge), and there are three licensed business households (all grocery stores, 1 household is a big customer, and 2 households are middle customers) 50 meters east. The surrounding business environment mainly includes industrial parks, hotels, guest houses and residential areas. , with a certain fixed consumer groups and strong business capabilities. During its operation, it was once rated as "civilized model of cigarette retail".

Second, the customer promotion objectives

Comprehensive analysis: According to the above situation, it is considered that this customer has certain space and potential for category promotion and belongs to the key target customer for category promotion.

The promotion target set for it is: at the end of the second quarter, the commercial format category will become the main customers of rural law-abiding tobacco hotels (that is, from Y22 1 to Y 12 1).

Third, the basic working ideas

SWOT analysis is used to analyze the advantages and disadvantages of customers and the opportunities and threats brought by the external environment, find out the weak links of customers' cigarette business, formulate targeted service improvement measures and implement them, and finally realize the promotion of customer categories.

Fourthly, SWOT analysis of cigarette management in Wen Qi store.

(1) S- advantage analysis: From the point of view of the store itself, after several years of development, the store has certain operating strength, reasonable product portfolio width (covering retail price 15 yuan ~ 800 yuan/article), reasonable commodity inventory, rare backlog and shortage, high success rate of ordering on time, able to complete orders on time and accurately, and actively promote the company's cigarette retail. The overall operation ability of the store is relatively ahead of customers of the same category in the same region, and it has been rated as "civilized demonstration household of cigarette retail" and "two-star household" for many times in the course of operation, which has a good reputation among consumers; From the operator's point of view, the shopkeeper attaches great importance to the cigarette business (cigarettes account for more than 60% of his business projects), and can actively cooperate with the company's cigarette sales at ordinary times, and completely purchase goods from tobacco companies, with high loyalty. They can master the knowledge of cigarette products by browsing tobacco websites and other channels, improve their own quality, and are good at constantly summing up and innovating in practice, and have accumulated rich experience in cigarette sales in the course of operation; This shows that customers have certain sales growth potential from both stores and operators.

(2)W- disadvantage analysis: in terms of display facilities, the placement of cigarette retail counters is not eye-catching and prominent enough, which brings inconvenience to consumers; In terms of commodity display, the layout of cigarette single package samples is scattered, the key brands of cigarettes are not prominent enough, the level is not obvious enough, and the area of cigarette samples is insufficient; In terms of recommendation ability, there are not many methods to promote new products, which can not accurately segment consumer groups and fail to adopt effective management methods for different consumer groups; In collecting information, we can't fully and actively grasp the information about cigarette consumption demand around us, and our ability to analyze and use information needs to be improved; In terms of service attitude, the communication with consumers in the business process is not deep enough, lacking initiative, the use of civilized language is not standardized enough, and the degree of patience is slightly lacking.

(C) O- opportunity analysis: From the social environment, dagang town, Yandu District, has a good economic development momentum and a high degree of industrialization in recent years, and is known as the "Hometown of Shoe Machines in China" ...

Question 10: What is a big car customer?