Can it be a bit more?
For the B2 and A customers it is easy. You already know that they still have a lot of potential. You just have to figure out how you lift it.
So make a plan that should answer the following questions:
- What are the needs of the customer that I can meet?
- Which products are useful for him?
- What service does it need?
- What problem can I solve for him?
- What advantages can I offer him?
What are the advantages of your customer?
The advantages do not always have to be in the product. It can also be that you make the order as simple and efficient as possible and thus optimize the time that the customer needs for the procurement.
This will lower your procurement costs indirectly - and are cheaper for you, even if your competition offers the same product at a cheaper price, but you have to telephonize it seventeen times because something has always worked out of the order.
Ask your customers
You can do this on your own. You can also arrange an appointment with the customer and tell him:
"Our business relationship is important to me, I want to strengthen it. Therefore, please tell me: what can I do for you, how can I best tailor my offer to your needs? Where do you come from, where do you want to go, what is important to you, what are you worried about? "
When is the effort worthwhile?
Such a basic conversation is an important basis for fully exploiting the potential of your best customers in the coming years. So it is well spent time.
And with which customers is this effort worthwhile? Sure: those with potential. So the A and B customers. I hope you have done the classification correctly! Hopefully you will not be mistaken: all customers who buy little are C customers.
A question of need
This observation is true only sometimes. Namely, if the customer really has only a small need.
However, there are enough customers who actually have a greater need than the one they cover with your offer. They only shop predominantly elsewhere. They only refer to certain products. Or only if you have a special offer. Or, or, or ...
Kiss your customers
Such customers look like C customers, but in reality are slumber customers. You just have to kiss them - with the right offer. Then they have the potential to become a gigantic B2 customer.
If you have exhausted the potential of existing customers, turn to former customers who have jumped for some reason.
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