Collect and analyze customer data
For group exhibitors, the basic work of customer management is to collect and sort out the actual data of exhibitors, sponsors and professional visitors invited by group exhibitors, as well as other customers within the market development target range of group exhibitors, among which exhibitor data is the most important. Exhibitor data mainly include the nature and scale of exhibitors' enterprises, their participation in previous exhibitions and the transaction amount with group exhibitors.
Exhibitors can divide these data into three levels according to their own needs.
1. Original customer record
The original customer record is the basic information about the customer. Usually, it is the first-hand information obtained by the participating enterprises, including the following contents: customer code, name, country and region, specific address, postal code, contact person, telephone number, bank account number, etc. Generally speaking, these information groups can be purchased from professional business directory providers or obtained from relevant industry associations.
2. Statistical analysis data
Statistical analysis data are mainly second-hand data purchased by exhibitors through customer survey and analysis or from relevant information consulting enterprises. Including customers' attitude and evaluation of the exhibition, customers' contract performance and existing problems, customers' transactions with other competitors, customers' demand characteristics and development potential, etc.
3. Enterprise input records
The record of enterprise investment promotion refers to the time, place, method (such as visiting and calling) and cost of group exhibitors' contact with customers, and what concessions (price, shopping vouchers, etc.) are given. ), products and services provided, cooperation and support behaviors, and other efforts and expenses made to win and maintain each customer.