Guies teòriques Pràctica - Anàlisi de clients.

Have you ever been confused about how to analyze and approach a particular business problem? I believe this is a problem that most professionals face from time to time, so this article will give you some inspiration. 

El 5 de març,Hebei Sinostar held an internal training, the theme is customer analysis. The speaker, Manager Xu, disassembled the steps of customer analysis according to her own business experience, following the thinking logic of "what", "why" and "how". Let's take a look at the details.

1. Què és l'anàlisi de clients?
The so-called customer analysis is to understand customer background through certain means, including but not limited to the customer's enterprise scale, business scope, supply system, enterprise strategy, business process and so on.

2. Why do customer analysis?
Per tal de comprendre completament la informació, feu un judici raonable per evitar-unilaterals

cognició condueix a perdre oportunitats de negoci.

3. Com fer l'anàlisi del client?
(1) Cerca a Internet
(2) Retrats de clients antics
(3) Fes preguntes i escolta

El gerent Xu va explicar detalladament els mètodes d'operació específics d'anàlisi de clients mitjançant casos vívids.

Then came to discussion, and the new colleagues asked questions based on their internship experience. Some people ask: Why do customer analysis? Some people ask: How do you understand customer needs? Others ask: What should I do if customers don't get back to me?

El gerent Chen i el vicepresident, Sr. Yan, van respondre a les preguntes rellevants amb detall.

Let's discuss it from another perspective. Why do new employees not know what to do with some situations? The fundamental problem is the lack of their own guiding ideology to solve problem. So how do you establish your own guiding ideology? We know that individual actions should be within the framework of the company's values, so we can use the company's business strategy as a guide.

Take for example, our business strategy: Focus and differentiation. If we use that as a guide, we can think about focus and differentiation when we encounter practical problems. As the new employee asked: Why do customer analysis? Let's answer the question from the perspective of focus and differentiation.

1. Focus strategy means that we should focus our efforts on key markets and customers. Customer analysis is to confirm whether the customer belongs to our key market, whether they are A class customers. Only with good analysis can we know how much attention we need to devote to the problem.

2. Differentiation strategy is to provide differentiated services for customers and gain differentiated competitive advantages. Only by doing a good job of customer analysis can we judge from which Angle to provide differentiated services for customers.

By the same analogy, any practical problem we encounter can be thought of in terms of business strategy. For example, what if customer don't respond? At this point, we should analyze whether the customer is our A class customer, whether we focus on the key needs of the customer, whether we provide differentiated services? If not, we should continue to explore customer needs to provide differentiated value.

En conclusió, no hi ha una única manera de resoldre tots els problemes, segons la ideologia rector, l'anàlisi cas per cas, dominar aquest mode de pensament combinat amb l'acumulació d'experiència pràctica, podem fer front a tot tipus de problemes.

El següent marc de pensament només és de referència.