Smart home professional marketing - smart home customer classification (on)

The smart home marketing strategy is actually the same as other industries. It is nothing more than different people in the industry. In fact, the most important aspect of marketing is target customers. The classification of customers is also a very important task for all sales companies. The classification of customers is not only for the purpose of uniform classification and identification of customers during the marketing process. It also carries out different management and follow-up marketing for different customers in the follow-up work, and provides corresponding data support and analysis for the customer's service and marketing in the later period, and provides personalized services for professional marketing.

The most common classification method for customer classification is to analyze consumer behavior and consumer psychology. Smart home companies can provide different products for different customers, provide different promotions for different consumer psychology and so on. Mining in the classified customer data is more targeted, and more meaningful results can be obtained.

Below, the intelligent household Xiaobian on the consumer behavior and consumer psychology, the current smart home customers make a simple classification, and after the classification of the customer's coping skills to do a simple analysis, we discuss together and learn to progress together.

First, price-sensitive customers

Price-based customers, also known as price-sensitive customers, are the first to consider whether they can use smart home products or programs. They often use low-priced products to demand branded products. All prices are unacceptable. Deep down, the only factor that determines whether to buy is price.

Such customers from the purchase of the apartment, most of them are suitable for housing, small apartment. Such customers currently account for the majority, and generally have the pressure to buy homes.

The coping skills for such customers mainly include the following aspects:

(1) Pay attention to price reduction strategy:

This kind of customer is most concerned about the price, so they have a clear goal, that is how to buy the product at the lowest price, this type of customer often let different people to bargain. Before deciding whether or not to lower prices, it is crucial for us to know the influence or decision-making power of the internal procurement staff of the customer.

If the role of the purchaser in the procurement process cannot be determined, then the price reduction can only be “not necessarily”. If a general sales person wants to hurry to get the project, he will easily cut the price before the purchaser. The function of the procurement staff is mainly to collect information, and can not play a final determination of the role, so the sales staff is very easy to go through the procurement manager, vice president, and even the final filmmakers these gates were "bargain."

(2) Grasping the timing of price cuts

Prematurely talking about the price is not beneficial to the final transaction. To know that buyers and sellers are constantly testing each other's prices in the course of trading, the bottom line is from the ancient times to the commercial road. Although in the general sense, the trade of the bottom line price is the result of a win-win situation, but who wins a little more, who wins a little less is very different. The direct consequence of prematurely involving the price is to disclose its own price floor and lose the initiative in sales. At the same time, it is impossible for any product to meet the needs of the customer 100%, and these will become the reason for demanding price reduction.

The best time for quoting is after the two parties communicate fully and before the deal is about to be concluded. In this way, once the quotation can be directly transferred to the contract, the factors and time for bargaining are reduced. In addition, in the early communication, the customer's needs were clearly defined. The product's characteristics and uses were also understood by the customer. At this time, these factors no longer constitute a reasonable reason for the price reduction.

(3) Make customers feel satisfied

The client seeks the lowest price negotiations to promote sales. In the process of price cuts, the feeling of satisfying our customers can often make negotiations easier.

(4) Shift of sight

Transfer price reduction negotiations to added value or other aspects of smart products. The customer has other additional requirements. When the demand brings more benefits to the customer than the negotiated price, he is likely to give up, ignore or reduce the price reduction. For example, send some gifts or extend the warranty period.

Second, economic customers

Such customers have a certain degree of economic strength and focus on the concept of price and actual utility, intrinsic quality, etc., such as stability, safety, and ease of use. In addition, we will also pay attention to the product's environmental protection, after-sales service and other aspects.

This type of customer purchase is mainly a commercial house in the city. Most of them are the first set of housing. The area and price are moderate, the work income is considerable, the knowledge level is high, and the age is mainly concentrated in the urban white-collar workers who are around 30 years old.

The response skills for economic customers mainly include the following aspects:

(1) Be good at grasping the customer's psychology

Economic customers are most concerned about the product's cost-effectiveness, that is, the products that are bought with the same amount of money must be their most satisfying, or that the same product has the lowest price when it is traded. They like to pick up prices, like picking faults, and the more problems they pick, the stronger their desire to buy. The salesman grasps this kind of psychology, often can reach the ideal transaction.

(2) Highlight the value of the product

In the sales process, we must clearly tell customers what effect smart home products or services can have on them. What are the most important functions of products or services? What can be done specifically to make customers have a profound value on products and services? The recognition won their recognition of smart home business products and services.

(3) Highlight the advantages of the product

Such customers like to buy desirable products and services. If he can understand the advantages of smart home products or services in detail, the more likely he is to purchase, the stronger the desire to buy. When introducing the advantages of products and services, corporate sales personnel must be good at comparing prices, performance, and quality with similar products or related substitutes so that customers can reach conclusions through their own comparative judgments. In addition, it is best to allow customers to experience the actual use of the actual field effect, this will have a multiplier effect.

(4) Preemption, creating tension

When meeting with economic customers, first of all, it is necessary to gain insights into the customers’ true intentions and purchase motivation. This creates a tense atmosphere during the interview, making the other party think that it is only wise to take the initiative to make a purchase decision. In this way, salespeople can take the initiative in the next negotiation.

(5) Highlight the rationality of prices

When a salesperson introduces a product to a customer, the customer first wants to know the price of the product and then judges its rationality. Therefore, the salesperson must let the customer know in various ways that the price of the product being sold is reasonable in the market. of. For example, a simple comparison of prices and production costs, or comparisons of product prices with the level of consumption of local residents and the average price level, can also be introduced from the aspects of product life, convenience, etc.

(6) Give price reductions at the right time

Economical customers like to pay a lot of price, and often put forward many additional requirements, such as discounts, before they will reach an agreement. Therefore, in the process of bargaining with customers, the sales staff cannot rush to cut prices. Do not reveal all the benefits that can be given to customers early and allow customers to fully bargain prices, and then give appropriate discounts or price reductions to achieve product sales and customer satisfaction. The dual purpose of demand.

(7) Focus on the use of cases

Economic customers are in a rising position in their lives and work, but their economic capabilities are not very plentiful. Therefore, they have the least sense of security. In addition to strengthening the safety of smart home business brands, environmental protection, and after-sales services in sales, they need to use cases. They found the sense of security of the group, such as the neighboring community are installed, and so on, this will make such customers more at ease.

(8) Strengthen after-sales service and maintenance work

After economic customers purchase smart home products, they should strengthen their after-sales service and maintenance work and do a regular return visit so that these customers can deeply enjoy the company's smart home products and services and promote products in their lives. Because in the communities where they live, they often have an intangible role in the purchase of goods, which is conducive to the expansion of sales in the region.

Summary: Smart home customer classification is also the analysis and intelligent management of all sales staff to customers, and make corresponding marketing strategies. Can also do a good job in the marketing data statistics, to achieve more targeted marketing. If you have other marketing methods and experience welcome to leave a message!