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Regula 80/20 din vanzari

Tags: marketing, vanzari, regula 80/20, bani, clienti problema

Se stie ca 20% dintre clienti iti aduc 80% din vanzari. Acest principiu de 80/20 se aplica si la managementul de timp, la marketingul pe motorul de cautare si la multe altele. Interesant este insa ca multi antreprenori ignora aceasta regula.
Cu totii suntem tentati sa ne irosim timpul incercand sa le facem tuturor clientilor pe plac, in loc sa ne concentram pe cei lucrativi.
 
Suntem conditionati sa raspundem la stimulii din jurul nostru, asa ca, daca respectam regula 80/20, vom avea senzatia ca ignoram unele lucruri. Ceea ce este adevarat.
 
Va fi iritant la inceput. Dar nu toti clientii sunt egali, caci unii iti aduc multi bani, altii putini bani, iar restul te fac sa pierzi bani. In ceea ce priveste ultimul grup, pierzi bani indiferent de ce le-ai vinde.
 
Scopul tau trebuie sa fie sa te apropii cat mai mult de cele 20 de procente de clienti care sunt esentiali pentru prosperitatea afacerii.
 
Iata cum poti face asta:
 
Uita-te in lista de clienti cu atentie, conform regulei RFB: verifica ce clienti din lista pe care ai cumparat-o cel mai Recent au cumparat cel mai Frecvent si au cheltuit cei mai multi Bani. Iata cele 20 de procente. Trimite-le daruri de Craciun sau o felicitare cand esti in vacanta.
 
Studiaza un pic de geografie. Vezi unde locuiesc clientii care-ti aduc cei mai multi bani. Sunt sanse mari ca acestia sa fie prin apropiere. In orice caz, daca stii exact, vei economisi banii pe care-i dai pe publictatea pe internet si pe alte forme de marketing, limitandu-le la zone specifice.
 
Gaseste nisa clientilor. Clientii care cumpara cele mai scumpe produse si servicii se incadreaza intr-un anumit segment demografic. Sunt diferiti. 
 
Identifica-ti clientii problema. Inevitabil, exista 10-20 de procente dintre clienti care-ti mananca mai mult timp decat lucrativele 20 de procente. Fa un fel de lista neagra a clientilor pe care sa-i ignori sau sa-i blochezi. Fii politicos, pentru ca nu vrei sa priemste o recenzie negativa online.
 
Autor: Alina Negrutiu


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