[Workplace] eye-catching to see your customer type

Industry Leader

Such customers have strong channel, terminal, and team advantages. Of course, the products they represent or distribute are also widely used in the industry, they are often involved in exclusive product agents in different fields. As the saying goes: People gather together and group by group. These customers are naturallyMajor enterprises in various industries compete to seize the primary key customer resources. However, this does not rule out that this part of customers fully cooperate with the enterprise manufacturers that match it, those enterprises with rapid development and potential development or competitive and dynamic brands of second-line enterprises are also potential targets of such customer cooperation. After all, compared with products of well-known manufacturers, the prices and policies of second-line brands are relatively not transparent, and there is a large profit margin, market support policies are also used to increase cooperation policy support chips because enterprises pay more attention to such customers. In addition to the second-line manufacturers and above, the third-line manufacturers below is difficult to climb the attached high threshold.

 

Step-by-step development

Compared with industry-leading customers, such customers have a relatively low overall strength, but the development trend is relatively rapid. There is a lot of room to choose from the manufacturer's brand space. For the second and third-tier brands, it is easy to reach a cooperation intention because the two sides are facing development issues, cooperation opportunities and space are huge. At the same time,Such customers are less demanding in terms of manufacturers, lack of Overlord clauses, and focus on long-term development and cooperation.. Manufacturers that attract cooperation with such customers need products with strong vitality, development potential and characteristics, as well as rich market policy support.

 

Moderate security and self-contained

Such customers are limited by factors such as their own channels and imperfect terminal conditions. Most of these customers choose Small and Medium manufacturers. In terms of development ideas and concepts, it is also easy to be bound by its own strengths, concepts, and limitations of consciousness. It is often confined to some regional markets, and development is slow. For this type of customers, manufacturers often use channel and terminal price difference policies in cooperation negotiations to attract them to cooperate and assist in the implementation of new enterprise product intervention and promotion. At the same time,In terms of channel distribution and product agency, most of the low-end and Middle-end products take the second-and third-line markets as the main target of cooperation among small and medium-sized enterprises.

  

 Insight into internal and external experts

Due to years of agency or sales experience, these customers are good at paying attention to the dynamic changes of industry information,Have your own views and opinions, and have a sense of innovation and development.This is one of the factors that attracts many brand manufacturers to compete for cooperation, because with the management and expansion of such customers, enterprise products can quickly achieve distribution and terminal promotion, it caters to the intention of manufacturers to build a market and expand the network market. This type of customers choose to cooperate with the manufacturer. Basically, after the first visit by the marketing staff, they have carried out a comprehensive analysis of the advantages and disadvantages, which has been determined during the second visit by the marketing staff, cooperation or not can quickly respond. If you choose cooperation, such customers will develop a series of sophisticated policies and requirements, demonstrating a professional operation style. Therefore, it is especially important for manufacturers to cooperate in good faith and treat each other honestly. In the communication and negotiation with such customers, we need to assign dedicated and professional senior marketing personnel to communicate with each other, so that they can easily generate a spark of thinking and identify.

 

Nitpicking

The biggest feature of such customers is that, when I first met the marketing staff dispatched by the company's manufacturers, I often lived on my own by virtue of my own strength and well-known enterprise brands. I seem to be proficient in the industry and communicate with each other, the sky is everywhere. In fact, such customers are too savvy and pursuing short-term interests.The most difficult customers for marketers. On the surface, it tells you that you can cooperate at any time. However, if you really work together, you will often be exhausted by marketing staff. What's more, you cannot bear your own losses during the cooperation period, and always want to get more support and return from the manufacturer. After cooperation for a period of time, such customers did not need the most goods, and the payment was not the most refreshing, but the policy application was forced by the manufacturer's key customers. During communication and maintenance with such customers, the manufacturer needs to assign marketing personnel with the same smart, good mediation, and lobby experience to take on the important responsibilities. This is what we call a battle to block and cooperate in real-world scenarios, develop in an unbalanced situation. In the long run, such customers are not the ideal target for cooperation between manufacturers. At least when enterprises successfully enter the market and gain a firm foothold, they need to establish a customer network to cultivate reserve customers so that they can be replaced at any time.

 

Straightforward and bold

This type of customers are proud of their own nature. They like to talk about things and do not like turning around. In the choice of partner manufacturers, too many details are ignored, but one thoughtCooperation is supported as long as it is profitable.And can quickly respond to cooperation or not, which also saves the effort of marketing staff to sharpen their mouths. When selecting marketing personnel to communicate with them and negotiate with them, enterprises must also take into account both. They can choose the best-performing business personnel that they match, even if you choose honest and Honest Marketing personnel with insufficient business experience, cooperation may also be promoted.

 

Look cool

One of the characteristics of such customers is that your marketing staff is still calm, seemingly listening to you, but seem to be absent-minded. This will make marketers feel overwhelmed. In fact, while listening to your ideas, these customers are always playing their own "Small abacus": What are the benefits of cooperation, and what are the advantages and disadvantages of non-cooperative discounts. Once these customers are tempted, the cooperation is basically eye-catching, and there is a great opportunity for successful cooperation, and it is not easy to change the line. On the contrary, if you have a North-South relationship, you will not be able to change your mind.For such customers, it is appropriate to choose to send speeches in a rational and professional manner. In particular, during the negotiation, the pros and cons of cooperation and policy support should be as detailed as possible, to provide decision-making reference for such customers.

 

Love name and badge Model

Although such customers do not have the resource strength to match with industry giants, they are confident that they rely on some of their own channels or terminal resources.Enterprises that love the best brands in the industry. As for other manufacturers in the second and third lines, it is difficult to win their full psychological recognition, so the chance of cooperation is also very slim.

 

Big Brother

Well-known brands of such customers are willing to act as agents, and the potential brands of the second and third lines can also be accepted. Products of other well-known manufacturers can also be accommodated as long as the quality is excellent and the profit margin is huge. ItsThe ultimate goal is to achieve high, medium, and low-end products, expand and contract, and seek multi-party cooperation to achieve multi-point profit growth.

 

Purchasing potential stocks for long term

Before choosing to cooperate with the manufacturer, such customers should consider the problem carefully and comprehensively, just like the Super stockholders in the stock market,Good choice of potential growth stocks with deep brand value, personality, and development potential-new product enterprise cooperationAnd focus on the pursuit and implementation of long-term cooperation and interests. This type of customer is suitable for cooperation with the industry's cutting-edge manufacturers that have low brand awareness and influence but are full of brand connotation, product characteristics, and cater to market needs and trends. This will achieve a win-win situation in the end, it is the necessity and idealized goal for both sides to survive.

 

One-click transaction

Such customers are tooFocus on the reputation and quality of the manufacturers, and be more picky about the requirements of the manufacturers, focusing on achieving their own interests and goalsA slight carelessness in the first cooperation may lead to termination of cooperation between such customers, and it is difficult to facilitate secondary cooperation. This type of customer is the first type to be removed when the manufacturer is based on the market and the market can be neglected.

 

Growth-oriented

In cooperation with customers, the manufacturer also pays attention to the case-by-case relationship. If either party is famous, and the other party is humble, it is very likely to form a phenomenon of store bullying or customer bullying in the development. Under unequal conditions, it is difficult to work together for a long time. In some customers, there are also such a group of customers who prefer to be chicken-headed or not fengwei. instead of choosing to cooperate with well-known manufacturers to withstand the imbalance of store-level bullying, it is better to simply put off the face and follow your own identity.Find a well-known manufacturer with the right door to cooperate happily.

 

Love at first sight loyal

Such customersFocusing on integrity cooperation is an ideal target for enterprises.. Once the other Party selects a manufacturer with strong strength and potential for cooperation, it will not be easily transferred to another place in the short term. It is the business development partner that truly companion the new industrial enterprises in the initial start-up development period.

 

Easy to understand

this type of customer is active, always looking at business opportunities, acting as much as possible or distributing multiple products in the same industry, while choosing to cooperate with new brands, while giving up companies that have already cooperated but are not ideal, they are rarely able to calm down and give themselves and their manufacturers a market cultivation and consumer awareness process and opportunity. Such customers are not ideal partners of the company. The above are the customer types summarized by the author based on his previous customer communication and visiting experiences. to survive and develop an enterprise, customers are also faced with competition, threats, survival, and development. To achieve this, the survival must be supported by profit points.