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金点子一:你的客户有利可图吗? 服务客户的背后存在着一个现实的问题,如何把客户变成有利可图的客户?管理上常常引用的是80/20原则用于分析客户的规模,常常获得结论是:80%的业绩来自20%的客户,所以很多企业都认为妥善照顾那20%的客户,就可高枕无忧了。但是事实可能更残酷些,企业的获利来源可能是90%的原则,也就是说10%的客户贡献了90%的利润,这种现象说明了一个事实,很多客户虽然有生意的往来但是交易额很低,而对他的服务项目一样不能少,所以虽有生意,但销售成本太高,有些客户虽有交易,但价格太低,几乎接近成本,也一样无利可图:有些客户要求的技术支持耗掉了技术部门的大部分人力,同样地以技术成本来计算这种客户也是无利可图的。
Golden Ideas 1: Is your client profitable? There is a real problem behind serving a customer. How to turn a customer into a profitable customer? Management often refers to the 80/20 principle used to analyze the size of a customer , It is often concluded that 80% of the performance comes from 20% of the customers, and so many businesses think it easy to take proper care of the 20% of their customers. But the truth may be more cruel, the source of corporate profits may be 90% of the principle, that is, 10% of the customers contributed 90% of the profits, a phenomenon that illustrates the fact that many customers, though business dealings but the transaction The amount is very low, but as little as his services, so despite the business, but the cost of sales is too high, although some customers traded, but the price is too low, almost the same cost, the same unprofitable: some customer requirements Of the technical support consumes most of the manpower in the technical department, it is equally unprofitable to calculate such a client at a technical cost.