What are the purchasing characteristics of purchasing customers and how to classify them?

Big customers: first, a wide range of customers, including dealers, distributors, wholesalers and agents of enterprises; Secondly, the value of customers is great, and the contribution of different customers to the profits of enterprises is very different. 20% of the big customers contribute 80% of the profits of enterprises; Third, it means that customers have a great influence on the marketing strategy of enterprises. Key account marketing strategy directly determines the success of the overall marketing strategy of the enterprise, and even determines the long-term and stability of the marketing strategy of the enterprise. The purchasing characteristics of purchasing customers are outstanding, which are divided into four categories, with their own unique purchasing characteristics and different ways to break through. These four types of big customers are: 1, and economical big customers: products are used in large quantities, used frequently and purchased in large quantities. They provide a steady stream of funds for enterprises. What he cares most about is your products, so that your products will always suit his taste. 2. Important big customers: meet the customers of the party, government, military, public security, culture, education and health, news country and other important departments. They have a special status and are widely concerned by people. When they become your customers, you must provide them well. In the face of important customers, we must pay attention to the ways and means we use, and always believe that we are God in God. 3. Large group customers: customers who have close ties in the industrial chain or value chain and use their products. He won't provide you with endless funds like an economic customer, nor will he have such a great influence on you like an important customer, but he can be a good chess for your success, put him in an irreplaceable position, think about him all the time, and make him feel closer and closer to you, so that rich water will definitely flow to you. 4. Strategic key customers: After market research, prediction and analysis, customers with development potential will become the breakthrough targets of competitors. If he does well, he will stab you in the back. It's a bit exaggerated, but have you ever thought about how terrible it is for a strategic partner who is advancing and retreating with you to suddenly unite with your competitors? Case: Differentiated strategy to treat customers. A steel manufacturing company has made a differentiation strategy for different big customers. Three different customers learned about the company's products respectively. A customer: from a manufacturing enterprise in this province. Our company needs to buy a batch of products with specifications of * * *. The number of products is 50000. At present, two domestic enterprises and one multinational enterprise have made quotations. Because I want to get more choices, I consult your lowest quotation. Our company will make the final purchase decision within one week. B customer: from a manufacturing group. The procurement cycle is usually 5-8 months. Our company needs to consult information about * * * products, and wants to know the service and guidance during its installation and use. I hope some enterprises can have a set of services on how to choose, use and maintain their equipment. C customer: from a large automobile manufacturing enterprise. Our company needs to outsource some parts to focus on the production of core technologies and equipment to improve product quality and output. I hope that the products can complement each other, and it is best to reach coordination between the top management, and so on. Case study: when the sales department of an enterprise receives these three different customer inquiries, how to effectively respond to their needs and strive to promote sales? Guest A: Just ask for the lowest price. Obviously, they belong to big economic customers. They are most concerned about the price of the product, so they must find a competitive quotation as soon as possible, and then give him a satisfactory price according to their own situation. Customer B: Show concern for products, services and related guidance. Customers have more requirements for your sales. Behind these requirements, it must be that he really wants to cooperate with you, perhaps just starting from the initial small order. However, as long as your strategy is appropriate, meet all his needs, gradually build trust and form a strategic partnership, then you have completed a perfect strategic alliance. Client C: Obviously, it shows the intention of cooperation, and the demand seems to be more obvious. It is a strategic customer. He hopes that you can cooperate together and enjoy the resources of your. In the face of such an opportunity, you must examine it carefully and prepare for every step.