Prioritize your time
What is better from your point of view: per week 20 visits and 19 of them a lucrative conclusion hinbekommen? Or 50 make visits and only achieve ten of these significant sales?
So! If the answer is as clear to you as for me, you need to prioritize your tour planning and at all times your time use:
- You devote time and attention to A customers and always make them individual offers according to their needs.
- But B2 customers should be even more important to you than the A customers. So those customers who might not make any sales at the moment - if they are new customers, you probably do not deserve anything with you - but they have a huge growth potential. For these customers it is necessary to develop a tailor-made offer to exploit their potential as far as possible.
- This is followed by the B1 customers, who make a lot of sales, but hardly have any additional potential. This is only to secure by submitting a selection from your standard offer.
- And most importantly, with your new priorities list: Do not waste time with C customers anymore! It is best to get rid of them. You may leave them in your catalog, but you do not dedicate any personal time to them.
Release poor customers
Is this customer classification too final? Of course, you do not have to give up your C customers without replacement, just stop spending too much time - time you have left over for customers who bring you more revenue per time spent. So invest that time in your existing A and B2 customers - or to gain new B2 customers.
Is there not the chance that a C customer will increase their sales if you only pay attention and make a good offer? The simple answer: If a customer really has the potential to become an A customer, then he is not a C customer. But a classic B2 customer. And well worth attention.
If your customers do not change ...
And the "real" C customers? To be honest, if you have been visiting a customer every two weeks for years and pimped him back and forth, but his sales have still not increased, what makes you think that will ever change?
My experience in over 20 years of sales is: This kind of customer will never change. You can safely delete it from your list. You have my permission. Sorry, but you just have to be consistent. You do not run a pastoral facility, but you want to complete business for mutual benefit. If that's not the case, let it stay.
Not only you, but also your customer, can make more sense of spending more than half an hour drinking and chatting with you, although only a tiny part of your offer is interesting to him at all. It might be an advantage for both parties to let go of this business relationship. Both of them do not come up with the idea, or do not bring it over their hearts.
The example of the monkey and the nuts
In my lectures I like to tell you how the Bushmen catch monkeys: They are looking for a tree with a narrow branch hole. In this hole they place a few nuts or a stone. And so that a monkey watches them. Monkeys are terribly curious. As soon as man has withdrawn from the tree, the monkey wipes, grabs the hole, and discovers what is in it. But to watch it properly, he has to get it out. So he clenches his fist around the stone or the nuts - only that is too big to pull them out of the hole again. Now man can walk comfortably and throw a net into the monkey. The monkey sees that there is danger; he tugged at his arm, shrieked and squirmed. But he does not come free.
The reaction of the participants is unanimous: "Whoa, that's stupid! He would only have to let go, then he would be free! "Yes, exactly. The trick is that even we humans often can not handle it. I experience this every day in sales when dealing with C customers. So let go!
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