After understanding some basic information and needs of the customer, we have not completed all the evaluation work. In fact, we still need to see whether our service capabilities can match the needs of the customer.
The attractiveness of the customer includes the following aspects:
The popularity of the customer and its influence on other customers. The higher the popularity, the greater the attraction.
The size of the customer’s market and its impact on the sales of our company’s products. The larger the purchase volume, the greater the attraction.
The duplication and complementarity between the customer’s market and our existing market. The market that fills the gap is more attractive.
The customer’s requirements for customization. The more standardized the requirements, the greater the attraction.
The payment terms required. The more ordinary the requirements, the greater the attraction.
The price requirements. The higher the profit of our company, the greater the attraction.
The scope of the customer’s purchase. If you purchase multiple varieties of products, the greater the attraction.
Our ability to meet customer needs depends on the following aspects:
Whether the product quality is met
Whether the delivery time is met
Whether the financing ability is met
Whether the quantity is met
Whether the packaging is met
Whether the transportation requirements are met
Whether other service requirements are met
According to different situations, we can come up with the following four situations:
The customer is attractive, and our company has a strong ability to meet customer needs.
The customer is attractive, and our company has a weak ability to meet customer needs.
The customer is attractive, and our company has a strong ability to meet customer needs.
The customer is attractive, and our company has a strong ability to meet customer needs.
The customer is attractive, and our company has a weak ability to meet customer needs.
For these four situations, it is recommended to take the countermeasures written in the above customer evaluation form. In short, correctly understanding the resources and capabilities of our own company at different times, and properly positioning the target customers that are compatible with the stage capabilities and the potential customers that are compatible with the next stage are important links to ensure the healthy development of our company. Never create an inappropriate “marriage” and cause harm to each other.