The five characteristics of large customers marketing, it is difficult for big customers to make big money!

When it comes to the marketing of big customers, many people think about it, want to find a few big customers, and then grow up in one breath. From then on, they have lived a happy sales day. In this low -growth economic state, in the past horse race circle, it became a dojo in today's snail shell, that is, looking for increments from the stock. Some customers must not only maintain good, but also dig out new sales opportunities. This is sad for those fast -harvesting companies.

The big customers are like the stars of the sky and the water in the water. Seeing that others are eating and spicy, they also want to find a few big customers. How about it? Only by knowing the inherent characteristics and external performance of big customers can we prepare themselves and win the opportunity of big customers, and they will increase accordingly.

It large customer marketing features 1: Large transaction amount. It can be one -time, more of continuous transactions. From the tentative period to the stable period, sporadic purchase upgrades are upgraded to regular large -scale large -amount procurement. At the beginning, the cautious attitude that did not believe and was not used to it would change it, and the trust occurred, and the dependence also appeared. At this time, the marketing of large customers burst into amazing energy. Customers are still the customer, but the transaction volume is much larger. Therefore, big customers make it dynamically, rather than static and waiting.

The dialectical relationship here. The customer size is large and the purchase volume is large, but it does not mean that your sales are large. Why? Your customer share is low, and customers will only give you a few percent of the share, and give you more than 60 % of the share of your largest opponent. Occasion, although you have touched the big customers, but you are just a feet supporting role.

The hidden factor, actual demand and potential demand. Some customers seem to be small, and they can develop rapidly. Inadvertently, they have become the top of the market segment. If you watch it wrong, the service and business do not keep up with the fast pace. Then you have to look at the opponent who has a big customer, hiding on the side and sorrowing, and regret that he has seen it. The actual demand is small, and the potential demand is a big black horse -type customer who must launch an offensive before the opponent.

It large customer marketing features 2: great influence. The large proportion of the company's sales is of great significance to the company's overall strategy. The company's marketing strategy and goal setting, large customers occupy a considerable amount. Looking at the big customers as the pearl on the palm, it means that the high -level questions and support are high -level. If high -level leaders are interested in, there will be inclined resource investment. The promotion and lubrication of large customer relationships will add unlimited kinetic energy. This is joy. However, the high -level perspective is unique and the requirements are very high. There are not a few brushes. It is difficult to fight.

It big customers many times, it is also the industry's leadership. With these hills, industry marketing will be like breaking. At this time, big customers can lose money and make money. The picture is the marketing opportunity to open an industry. After passing through the leader, the brand of its own company will increase a lot. As the saying goes, looking at a person's character, the quality of his circle of friends is enough to prove. The key to the influence of a company is to depend on who his client is, or who the supplier is, the principle of getting the moon in the water tower first, and its own reflection in the commercial war.

The closer to the chocolate is black, and the big customers will also cause an increase in the level of business. The high standards, strict standards, and high quality of large customers will force supplier companies to strengthen their own management. McDonald's, KFC, Carrefour, and Wal -Mart has forced many Chinese suppliers in these years: the cost is constantly decreasing, the operation continues to operate continuously Optimization, the profit of low -price supply is not low, this is the win -win situation of supply and purchase and customers. Following a big customer to do a big influence, it is also a kind of ride effect. Successful customer marketing has formed a big effect of benchmarking marketing in the industry or region.

It large customer marketing feature three: involved large. The transactions between enterprises and enterprises are not as crisp and neat as fast -moving consumer goods. First of all, the participating departments are large, and they will be designed from procurement, technology, production, finance and senior management; second, the positions and excitement points of each department are different. For example, the procurement department pays attention to price and supply capacity; the technical department is concerned about the performance of performance indicators; and production must consider its own production capacity and process level. Finally, the financial department will stare at the payment method. Guan Yu's five levels of the year, and after doing it once, he was famous for his history, while large customer marketing would always be staged. This is stressful for the marketing manager of large customers.

Is we will encounter various problems during the sales process of big customers, but growth will inevitably encounter a blood flow. I have a group, many big customers, friends who sell big projects together Communicate, everyone shares the experience in their work. Learning to each other like this is very good and progress is fast! Lan Xiaoyu Sales Master Exchange Group: 333916667 Verification Code: 48 Everyone can discuss various problems encountered in the workplace together and make progress together!

The larger the customer's contact, the more complicated the relationship between the customer's relationship. What's more, the decision -making cycle of large customers has long decision -making cycles and many considerations, and it is not clear to you. It depends on you to listen to part of it, think of part, and guess a better part. Customers are in the dark, and in Mingli, this needs to procurement decision -making process, method, the right to speak of different roles, and the business style of customer enterprises, such as authorization management, corporate culture and high -level decision -making habits.

It large customer marketing, comprehensive and multi -angle communication mechanism, a team needs to establish and execute. Big customer marketing manager, to be a good director and starring, you also need to mobilize different personnel and departments of your company to participate, perform your role, and form a multi -directional cross -communication with the corresponding customer personnel and departments, so that customers can form a company for their own companies for formation A complete impression and three -dimensional feelings have aroused trust in communication. I am used to a single shot and a single pair with customer personnel. This kind of personal heroism faction, when encountering a large situation involving a large face, will break into a porcelain shop like a bull, and it is very likely to make a mess.

It big customer marketing features: Big thinking, big mind. Putting long -term fishing fish, when the customer does not have an order, it will also actively help customers solve the problem. When the customer is streamlined, it will naturally produce. At this time, they have become accustomed to your help and your products will be your product. A lot with the solution. The most important thing is that you have eaten hardships and fight together. This kind of interaction of the same troubles and the customer relationship of the subsequent is a valuable wealth. It can be surpassed in the short term.

Big thinking, requires large customer marketing personnel to focus on the industry competition pattern and corporate needs, and then we can start with large customer marketing projects. Eager to get business mentality is the easiest to make big customer solutions, feel unsafe, or worry that the service after purchase will procrastinate. And those opportunities of customers' difficulties as their own opportunities, effectively mobilize internal resources to actively solve, and help customers pick the plan and use products to better operate from the customer's business. This is the big thinking of big customers marketing. From business orientation, it really becomes a value -oriented.

behind the big thinking, it is supported by the big mind. What is a big mind? Use the solution to improve the customer's operation and use services to achieve customer profit. These two points have become the demon mirror of the marketing manager of large customers. How many big customer managers, dreaming about planting quickly, saying great value in their mouths, but anxious to get big orders in their hearts. If you do this, the provided solution is good for yourself, and it is not good for big customers. Big customers are not stupid, either sieve off you, or you can't fight the price at the price. The businessman's approach is difficult to win the favor of large customers. Remember, slowly, then fast, first value, then contract, big thinking and big mind, you are qualified to get big orders and make large orders.

It large customer marketing features 5: big strategy, big platform. Great strategies mean consistent goals, teams' intentions, and resources. The goal is the same, that is, in the company's business strategy, big customer marketing must have a significant status. The senior management must be handsome in person. At least they must pay attention to it. , Work hard. The team is one dedicated, the division of labor is clear, the human type, the order of action, the strong leadership, and the distribution of interests to achieve the ancestors and then. Resource intentions, business resources and service resources for large customers must allocate and use it for special use. It is not difficult to do when real sales are smooth. When it comes to difficulties in sales, it is a kind of fixed force to enlarge the water of the customer's marketing resource pool. This is a great strategic competitiveness in the marketing of large customers.

It big platforms, jumping out of the business circle I bought, actively thinking of customers 'customers to see if they can from the ultimate customer needs to help customer companies' market targets. If your customers sell well, you can sell well. This order is often upside down. I always think about their own business, and the customer's business is just saying that this is at most large transactions, which is not a large customer marketing. To achieve customers and achieve yourself, this is not a high attitude, but a way of running and retreating with customers. To open up and downstream platforms, you can go to the water and go to the water.