Theorieleitfäden Praxis - Kundenanalyse

Waren Sie jemals verwirrt darüber, wie Sie ein bestimmtes Geschäftsproblem analysieren und angehen sollen? Ich glaube, dass dies ein Problem ist, mit dem die meisten Fachleute von Zeit zu Zeit konfrontiert sind, daher wird Ihnen dieser Artikel etwas Inspiration geben.

 

Am 5. März,Hebei CBIES 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. Was ist Kundenanalyse?
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?
Um die Informationen vollständig zu erfassen, treffen Sie ein vernünftiges Urteil, um Einseitigkeit zu vermeiden.-

Kognition führt zu verpassten Geschäftsmöglichkeiten.

3. Wie führt man eine Kundenanalyse durch?
(1) Internetsuche
(2) Porträts alter Kunden
(3) Stellen Sie Fragen und hören Sie zu

 

Manager Xu erklärte die spezifischen Betriebsverfahren der Kundenanalyse im Detail anhand anschaulicher Fallbeispiele.

Then came to the 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?

 

Manager Chen und VP Mr. Yan beantworteten die relevanten Fragen ausführlich.

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 it 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 customers 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.

 

Zusammenfassend lässt sich sagen, dass es keinen Weg gibt, alle Probleme zu lösen, gemäß der Leitideologie, Fall--für--Analyse, eine solche Denkweise kombiniert mit dem Sammeln praktischer Erfahrung zu beherrschen, können wir mit allen möglichen Problemen fertig werden.

 

Der folgende Denkrahmen dient nur als Referenz.