Analyzing potential customers is the work we need to do before developing customers. By reviewing who is buying our products or services today and who is most interested in them, we can find out the points that need to focus the most and then focus on achieving the best sales performance in the shortest time.
analyzing potential customers, Zhiyuntong CRM suggests answering these 12 questions first:
1. Who is using our products or services today?
2. According to the restricted trend, who will use our products or services in the future?
3. Why should customers buy our products?
4. If customers should buy our products or services, why should they buy from our company rather than other companies?
5. If the customer has decided to buy from our company, why should they buy from us, not from others in our company?
6. Who is our customer? Who is the easiest to buy from us? There are always some people who buy from us easier and faster than others.
7. Why do customers want to purchase our products or services? What benefits can customers get from our products or services?
8. Who are our competitors for this customer? Competitors are alternatives to any product or service in the market, or alternatives to customers who use the money they buy our products and services elsewhere. For example: The one who defeated Master Kong was not other instant noodles, but takeaway.
9. Why do customers want to buy from our competitors? Do you know the reason?
10. What advantages did our customers find when purchasing from our competitors? Did they not find them when considering purchasing from us?
11. What are the shortcomings of our products or services when customers find? This is a good question when we face a potential customer who is reluctant to buy. We can say, “Without any product or service, including ours. What are the shortcomings you see from this product I just showed?” When we ask this question, we will be surprised to see how open our customers will discuss the shortcomings of the product or service to us, and we can think of many ways to solve problems that customers care about.
12. How do we make up for these shortcomings found by customers? Sometimes, we can point out that the shortcomings of a product or service compared to its competitors have less important implications for making a purchase decision. You can point out that the advantages of your product are much more important to customer satisfaction than those small shortcomings.
If you can answer the above 12 questions, then you will have an analysis of the customers and a deep understanding of the customers. When we understand the customers, we will be able to make judgments on the customer’s needs and provide customers with targeted products or services. The transaction probability will be greatly improved, and sales performance will naturally improve.
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(Source: Zhiyuntong CRM)
Keywords Zhiyuntong CRM CRM system Customer management Enterprise big data Digital transformation
