Through the collation of buyer transaction data, it is possible to identify buyers with the potential for continuous transactions and customers with the opportunity to make large orders. Effective management must be carried out for high-quality customers, and high-quality products must be maintained and recommended in a more targeted manner, so that these old customers can continue to place orders stably.
1. Customer information management
Sellers can classify and organize customer orders through Excel. Find key customers based on the purchase amount, procurement cycle length, evaluation, buyer country and other dimensions of each customer. By classifying and managing customers, key customers are captured and the cost of maintaining customers is reduced. Some successful sellers will take the initiative to understand the customer’s background, preferences and purchased product lines during the process of contacting customers. From this, large customers with purchasing potential are identified, laying the foundation for obtaining large orders in the future.
2. Secondary marketing for high-quality customers
After identifying key customers, customer service personnel must better control the purchasing power of key customers. Customer service personnel can conduct secondary marketing for key customers through emails, on-site messages, etc. The timing of secondary marketing can be:
·Promote the latest products every time a new high-quality product is launched.
· When some products are on sale and some promotional activities are being held to give buyers a discount.
· During some important holidays such as Thanksgiving and Christmas, buyers are at peak purchasing.
· For resale buyers, their last resale is estimated to have been completed and they need to make the next purchase.
At these important time points, taking the initiative to launch secondary marketing for buyers can enable companies to obtain a stable transaction volume from old buyers, thereby better increasing transaction volume.