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Finding and Retaining Valuable Customers

Knowing the customers better and classifying them are two most crucial steps in modern business management. Better categorized customers facilitate you to better manage your marketing campaigns and save working cost. With the availability of a number of CRM, ERP and other business management systems, it is easy to get statistics and also results.

• Figure out your buyers’ average purchase amount per year. Then classify your customers in to five groups such as who buys much higher than average, higher than average, average, below average and well below average.
• Now figure out the number of days of customer interactions and classify your customers in to often, average and rarely.
• Classify customers as who demands discounts or offers and who are regular.
• Classify customers as debtors and instant payers.
• Classify customers who require much more service or transporting costs.
• Classify customers as who are pleased with your customer service, are passive and who are complaining of it.
• Classify customers according to their referral power and social status, especially look for those ones who can really boost your business by mouth publicity.
• Classify customers as those increase their average business with your on every interaction and those do the reverse.

You can also give numbers, like 1, 0 and -1, to better understand your customers.

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