一对一营销新范式(国外英语资料).docVIP

一对一营销新范式(国外英语资料) As much as possible products to sell may buy any new business object; and the origin will try from existing customers for stable one-to-one marketing, one is sold to a customer of the product as much as possible, the whole period until the patronage of the business. Market share can not be lost, but customer share is more important. Customer share is the share of the company in which all the business is done by the customer. The major differences between the market share approach and the customer share model can be illustrated by the following example: The customer is not a dry cleaners dry cleaning to find the city as much as possible, but to get more business from every customer in the existing, ensure that customers of each individual forever to do all the cleaning, washing and other services, modify the characteristics, at the same time to win the business of direct recommendation. 2 work with your customers. Pay attention to the quality of products and services, take care of every customer for a long time, treat customer complaints as additional opportunities, and create opportunities to cooperate with customers. 3 differentiate customers, not just products. Man is much more complicated than product. Identify the best customers and reward them with the best service possible. 4, economies of depth, not economies of scale. Economies of scale lead to diminishing marginal returns as output increases, and information about each customers depth economy leads to increasing marginal revenue as output increases. 5 manage your customers, not just your products. A customer manager position has been established and is directly responsible for certain customers. The brand manager shifts from responsibility for selling more products and increasing market share to supporting customer managers and developing products that help increase customer share. 6 let your customers participate in the dialogue. Engage in indirect and interesting conversations with indivi