How to improve the sales of enterprises, first of all, is to increase the number of customers, that is, to clinch a deal with new customers; Secondly, it is to increase the volume of customer orders, that is, to increase the sales of customers who have already completed transactions.
How to manage customers and meet their needs will start from the following three steps.
The first step, sales funnel management
1, customer classification management
1. 1, according to the annual sales volume, the customers who have completed the transaction are classified as Class D with less than 50,000, Class C with more than 50,000 and less than 200,000, Class B with more than 200,000 and less than 500,000, and VIP with more than 500,000.
1.2. Intentional customers are classified into interested customers and paired negotiating customers according to the follow-up stage. During the follow-up process of intended customers, different demand points will definitely appear, and targeted feasible solutions will be provided, and the corresponding forms will be uploaded at the end.
1.3, customer four-quadrant management
The second step, customer relationship management
1, three-degree assessment
1. 1, demand degree
A) At what stage of life, trough, development and success, building a trust foundation, advancing and retreating with customers, and shaping the value of products can bring benefits to customers;
B) Team status, whether there is a clinical team, what status the team members are in, and the stage of contentment, passion and innovation;
C) Distributors or medical institutions whose main business, consumables, medicines and equipment, are well-known in the region and operate relatively well (medical institutions above Grade II and Grade A, or the business volume with our company is not less than 50% of the sales of enterprises every year);
D) Future planning, transformation stage, maintaining the status quo and focusing on market development;
E) Industry background, whether the local market is inviting tenders, whether the charging standard has room for clinical operation, and whether the government supports it.
1.2, awareness
A) Recognition of products, price of products, after-sales service, quality of products and brand of products, starting from the above four aspects,
B) Whether the recognition of the company is in line with the company's values and has the willingness to cooperate with the company for a long time;
1.3, investment
Whether the time cost and money cost of input products and the proportion of product sales to the total sales of customer enterprises are the first varieties of enterprises.
2. Four Forces Assessment
1. 1, fiscal and taxation ability, whether you have professional tax knowledge, whether there are solutions under the new medical policy (two-vote system), whether you have your own enterprise or whether you are affiliated with a commercial company.
1.2. Asset capacity, fixed assets, office buildings, commercial houses, cars and working capital.
1.3, profitability, liquidity of the client enterprise, and whether there is any intention to invest.
1.4, network capability, market operation channel, promotion capability,
Step 3: Product inventory management
1, the basic problems of inventory control
1. 1, how often do you go to the hospital to check the inventory? (demand rate)
1.2. When will each hospital place an order? (time of ordering)
1.3. How much does the hospital sell every month? (Hospital sales)
Summary: The ultimate goal of customer management is to achieve the sales target, and to achieve the established target, persevere and easily complete the sales task.
Schedule 1, registration form of interested customers
Schedule 2, Matching Negotiation Table