What possibilities of the organisation where is possible to find a resource in development of its competitiveness and increase in its profitableness:
1. Work with the client should not be limited to effective sales and active attraction of new clients. To keep the old client for the company is more favourable than to involve the new. Because of bad servicing, their big part (to 70 %) leaves to competitors. Expenses for competently constructed advertising company bring obvious advantage of the company but if this money to spend for improvement of quality of servicing the company profit will be even more. Actual there are the accents placed on the repeated reference of the client and increase of its satisfaction.
Techniques of gathering and the analysis of this statistics can be different, they can be developed, as forces of employees, and the involved experts. The main thing is to define criteria and indicators on which you suggest clients to estimate your goods / service and to define sample of clients about the further contact. The urgency of this procedure is obvious – on the basis of the received data the company can build the optimum strategy focused under inquiry of the clients, and it is essential odds in competitive struggle.
2. Whether the company of the clients knows:
How much money the company spends for maintenance of client base? How much money is spent for each client separately? Who from clients makes for the company the greatest profit? The company spends considerable money for what clients, thus remaining at a loss? How to count up profitableness of the client, how to count up profitableness of each of them?
Whether these calculations are conducted? How much they are correct, to what degree are detailed? By what criteria the personnel in work with clients is guided? On what the company leans, forming offers to the clients? These offers are how much adequate?
In this respect there is a rigid statistics:
- 5 – 15 % of clients bring to 100 % of net profit
- About 50 % of clients yield losses at net profit level
- 25 – 45 % of clients cover only 1 – 5 % of costs, and 25 – 45 % consume the same to one third of all accessible resources.
- The most extreme case (and less typical) when the most non-profitable clients absorb more resources than taken profitable clients all together. Thus sellers spend for these clients too time as for the profitable.
The resulted statistics shows that "the total" approach to the analysis of dynamics of sales and "ignoring" of dynamics of behaviour and preferences of clients can lead the company to pitiable results and, at least, already lead to the missed benefit.
Today it is quite easy to find a good business 2 business connection - this is where a professional appointment setting can help you a lot.
And a final piece of advice - today the Internet technologies give you a truly unique chance to choose exactly what you require at the best terms which are available on the market. For example, search for free insurance quotes. You will be surprised how quick you can find set of products and prices for them. Funny, but most of the people don't use this opportunity. In real life it means that you must use all the tools of today to get the info that you need.
Search Google and other search engines. Visit social networks and have a look on the accounts that are relevant to your topic. Go to the niche forums and join the discussion. All this will help you to build up a true vision of this market. Thus, giving you a real opportunity to make a wise and nicely balanced decision.
P.S. And also sign up to the RSS feed on this blog, because we will everything possible to keep updating this blog with new publications about appointment setting industry.
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