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  • 客户细分【客户细分是什么意思有什么方式】

    分类:德育工作计划 时间:2019-04-07 本文已影响

      客户细分是20世纪50年代中期由美国学者温德尔史密斯提出的,那么你对客户细分了解多少呢?以下是由小编整理关于什么是客户细分的内容,希望大家喜欢!

    什么是客户细分 客户细分的方式

      客户细分的介绍

      客户细分的理论依据在于顾客需求的异质性和企业需要在有限资源的基础上进行有效地市场竞争。是指企业在明确的战略业务模式和特定的市场中,根据客户的属性,行为,需求,偏好以及价值等因素对客户进行分类,并提供有针对性的产品,服务和销售模式。按照客户的外在属性分层,通常这种分层最简单直观,数据也很容易得到、

      客户细分的目的

      从客户需求的角度来看,不同类型的客户需求是不同的,想让不同的客户对同一企业都感到满意,就要求企业提供有针对性的符合客户需求的产品和服务,而为了满足这种多样化的异质性的需求,就需要对客户群体按照不同的标准进行客户细分

      从客户价值的方面来看,不同的客户能够 为企业提供的价值是不同的,企业要想知道哪些是企业最有价值的客户,哪些是企业的忠诚客户,哪些是企业的潜在客户,哪些客户的成长性最好,哪些客户最容易流失,企业就必须对自己的客户进行细分、

      从企业的资源和能力的角度来看,如何对不同的客户进行有限资源的优化应用是每个企业都必须考虑的,所以在对客户管理时非常有必要对客户进行统计、分析和细分。只有这样,企业才能根据客户的不同特点进行有针对性的营销,赢得、扩大和保持高价值的客户群,吸引和培养潜力较大的客户群。客户细分能使企业所拥有的高价值的客户资源显性化,并能够就相应的客户关系对企业未来盈利的影响进行量化分析,为企业决策提供依据。

      客户细分的依据

      (1)按照客户的外在属性分层,通常这种分层最简单直观,数据也很容易得到、

      (2)根据客户内在因素决定的属性分层,如:性别/年龄/信仰/爱好/收入等,这些经常用来作为分层的依据、

      (3)根据客户的消费行为分层,可以从三方面考虑即:最近购买情况/购买频率和购买金额、

      客户细分的方式

      一般来说,细分可以根据三个方面的考虑来进行:

      1、外在属性

      如客户的地域分布,客户的产品拥有,客户的组织归属——企业用户、个人用户、政府用户等。通常,这种分层最简单、直观,数据也很容易得到。但这种分类比较粗放,我们依然不知道在每一个客户层面,谁是“好”客户,谁是“差”客户。我们能知道的只是某一类客户(如大企业客户) 较之另一类客户(如政府客户) 可能消费能力更强。

      2、内在属性

      内在属性行为客户的内在因素所决定的属性,比如性别、年龄、信仰、爱好、收入、家庭成员数、信用度、性格、价值取向等。

      3、消费行为分类

      在不少行业对消费行为的分析主要从三个方面考虑,即所谓RFM:最近消费、消费频率与消费额、 这些指标都需要在账务系统中得到。但并不是每个行业都能适用。在通信行业,比如说,对客户分类主要依据这样一些变量:话费量、使用行为特征、付款记录, 信用记录、维护行为、注册行为等。

      按照消费行为来分类通常只能适用于现有客户,对于潜在客户,由于消费行为还没有开始,当然分层无从谈起。即使对于现有客户,消费行为分类也只能满足企业客户分层的特定目的。如奖励贡献多的客户。至于找出客户中的特点为市场营销活动找到确定对策,则要做更多的数据分析工作


    看过“客户细分的方式”的人还看了:

    1.商业模式六要素

    2.建立稳定客户关系的方法

    3.什么是精准营销

    4.顺丰快递商业模式

    5.寻找团购客户的方法有哪些

    相关热词搜索:百科知识 客户细分是什么意思有什么方式 客户细分是什么意思 客户细分案例

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