Czy kiedykolwiek byłeś zdezorientowany, jak analizować i podchodzić do konkretnego problemu biznesowego? Uważam, że jest to problem, z którym od czasu do czasu boryka się większość profesjonalistów, więc ten artykuł da ci trochę inspiracji.
On March 5th, Hebei Homelux 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. Co to jest analityka klienta?
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.dlaczego przeprowadzamy analizę klienta?
Aby w pełni zrozumieć informacje, dokonaj rozsądnego osądu, aby uniknąć -strony
poznanie prowadzi do utraty szans biznesowych.
3. Jak przeprowadzić analizę klienta?
(1) Wyszukiwanie w Internecie
(2) Portrety starych klientów
(3) Zadawaj pytania i słuchaj
Manager Xu szczegółowo wyjaśnił konkretne metody działania analizy klienta w żywych przypadkach.
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?
Menedżer Chen i wiceprezes, pan Yan, szczegółowo odpowiedzieli na odpowiednie pytania.
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.
Podsumowując, nie ma jednego sposobu na rozwiązanie wszystkich problemów, zgodnie z naczelną ideologią, analiza przypadku-po-przypadku, opanowanie takiego sposobu myślenia połączonego z gromadzeniem praktycznych doświadczeń, możemy radzić sobie z wszelkiego rodzaju problemami.
Poniższy schemat myślenia ma jedynie charakter poglądowy.
