Detailed analysis of customer types in the security industry

In the security industry, how to develop customers and maintain customers is a big headache for salesmen. There are various types of customers, and if they can't be treated differently, they may be counterproductive. This article is a type of corporate and institutional client that has been continuously analyzed and summarized by the author from the foreign capital to the civil servant to the private company. It is for the majority of marketing staff or people who are ready to join the marketing team.

The first type: rational customer characteristics: these types of customers do things more rational, principled, and regular, these customers will not choose suppliers because of the relationship between the good and bad, but also will not choose the object because of personal emotional color, Most of these clients are more attentive and responsible. They will make appropriate psychological assessments before selecting suppliers, and they will be able to make rational choices.

Corresponding method: For such customers, it is not possible to force public relations, giving gifts, flattering and other public relations; the best and most effective way is to be candid and straightforward, not exaggerating, and how to do it, and to put your own abilities The advantages and disadvantages of the product, specialty, and product are intuitively presented to each other. The commitment to such customers must be done. It must be promised that this is the best way of public relations.

The second type: task-type customer characteristics: This type of customer is generally not in the company's position as a shareholder, they are only accepting the tasks given by superiors, and this task is not within the scope of their own job responsibilities, so this Generally speaking, the customer only has the effect of completing the task less than the more than enough, it will not be too much demand, there will not be too much hope.

Corresponding method: For this type of customer, to be thoughtful about the service, we must take the initiative to analyze for the customer, we must be absolutely committed to the commitment and give the other party a peace of mind. This kind of customer is not a complete key public relations target, because such a customer is always our immediate customer. After a service is completed, there may be no business opportunity to deal with him. Therefore, the fees and services should not be too favorable. It is particularly important to visit such customers first impressions. With a good first impression, we must follow up, convince, give a certain quality, service, and time commitment.

The third type: greedy customers characteristics: This type of customer is generally more complex in their own company's relationship, the purpose of doing things is relatively strong, the price is more severe pressure on the quality and service requirements are relatively high, but this type of customer It is easy to be stable, and as long as the relationship with the other party develops to a certain extent, it will be easy to place the other party’s needs. Such customers often also actively request and accept bribes.

Correspondence: For such customers, they should maintain mental communication in their relations, and they should not make a big effort to create a sense of security and confidentiality. In addition, there must be certain protection in quality, price and service. Such customers should take the initiative to give gifts and give kickbacks. However, it is not possible for such customers to completely satisfy the other party. How much rebate will be given in the operation, and the additional tax must be added. Satisfying the other party blindly will lead to a very passive operation, because the other party's greed is endless.

The fourth type: The characteristics of the master customer: Most of the customers of this type are the bosses of the company, or the employees who are very positive. Such customers only care about the best combination of pursuing price, quality, and service, especially the price is the most concern. Such customers must first give appropriate satisfaction in prices, and then follow the strategy of quality to pick up prices. To make the other person feel that what you do is the cheapest and best quality. For such customers can play some hidden tricks properly.

Correspondence: Services such as customers from the price as a breakthrough, in the price to the customer a good image, in terms of quality can be based on the customer's awareness of positioning, after the preparatory road is to pay regular visits, regular exchanges, Regular communication greetings pull relations. Such customers can continue their long-term service as long as the price can properly meet the other party and the relationship can maintain good communication.

Type 5: rush-feature customer characteristics: This type of customer is generally not a big leader of the company, nor does it have great rights. However, such customers have potential and their status is generally on the rise. Such customers focus on quality. The price can be as long as it is appropriate. Such customers sometimes have their own money to do things for the company. In order to perform, the company often suffers from itself.

Corresponding method: For such customers must stand at the customer's point of view, do not hurt their self-esteem, must be managed in the quality, such customers do not need to maintain too tight a link, as long as in the daily work We can do what we can do with the right power to do what our customers can do in their own company's development. Give appropriate greetings during your vacation time, and keep in touch with them because such customers are likely to develop into potential customers of the future.