After mastering accurate customer information, understanding and evaluating customers is what we must do, otherwise we may waste a lot of time on non-target customers. You must know that the most valuable thing for a salesperson is time. In addition, we may fall into a trap of malicious inquiries. Other benefits of evaluating customers include:
Understanding the basic information of customers is used to determine what kind of contact method we use for them.
Evaluating whether the customer is a large customer, a small or medium-sized customer, a smaller wholesaler, or an end user, and using this as a reference for quoting to customers. It is necessary to pay attention to the difference between the quotation and that of large customers to prevent price confusion.
Investigating the strength of the customer and whether it can be developed into a large customer.
The more you know about customers, the more value-added services you may provide, and the easier it is for you to get better prices and payment terms. Therefore, it is best to understand the customer’s main market, product range, and existing problems.
Understanding what marketing activities the customer has, and then inferring the customer’s business status and procurement status.
Considering that it is difficult for us to obtain media information in the client’s location and it is not easy to visit the client’s company, the main ways we evaluate clients are:
Professional corporate credit consulting companies
Research institutions in the client’s location
Sinosure Insurance Company
Internet
Other clients
Professional client credit companies mainly include institutions such as D&B, Coface, and Sinosure Insurance Company. You can learn about their information and services on their websites. Their websites are:
D&B: www.dnb.com;
Coface: www.cofacerating.com;
Sinosure Insurance Company: www.sinosure.com.cn.