- 它使你瞄准并只为那些能为企业带来增值的顾客服务
Selecting your customers is an important part of building a successful business
- It allows you to target and serve only those customers that actually add value to your business
“增加顾客的数量（最理想的客户类型！）” “Increasing the number of customers
(the ideal type!)” ➢ 这是“4个发展你的企业的方法”中的4条原则之一
This is one of the 4 key principles of ‘The 4 Ways To Grow Your Business’
举例… Example…
总销售收入 Total Sales Revenue 乘以毛利率% Multiplied by GP% 等于总毛利 Equals Total Gross Profit
IFC-CPDF
5.3 Customer Selection Criteria
Business Performance Improvement Program
概述… Overview…
➢ 为什么企业要选择他们的顾客？ Why should a business select their customers?
➢ 结论 Conclusion
IFC-CPDF
5.3 Customer Selection Criteria
Business Performance Improvement Program
为什么要选择你的顾客？ Why Select Your Customers?
➢ 选择你的顾客是构建一个成功企业的重要部分
你的现状 Your Present Position
100
5 5
100
乘以他们的购买频率 Multiplied by Their Purchase Frequency
12
等于销售次数 Equals The Number of Sales
1200
乘以平均销售值 Multiplied by the Average Sale Value 等于总销售收入 Equals Total Sales Revenue
➢ 记住数量≠质量
- 帕累托原则－－二/八原则
Remember Quantity ≠ Quality
- The Pareto Principle - 80 / 20 rule
IFC-CPDF
5.3 Customer Selection Criteria
Business Performance Improvement Program
profitability
5.3 Customer Selection Criteria
Business Performance Improvement Program
举例… Example…
期初的顾客数 Starting Number of Customers 减去离开的数量 Less Number Who Leave 加上新顾客数量 Add New Customers 等于你的顾客数量 Equals Your Number of Customers
➢ “增加顾客的数量（最理想的客户类型！）” 会帮助你 发展你的企业和增强其盈利能力。
IFC-CPDF
Increasing the number of customers (the ideal type!) will
assist you to grow your business and increase its
- 你能通过改善你的客户来改善你的业务； You will improve your business by improving your clientele;
- 员工的工作满意度会得以增加； Team members will have increased job satisfaction;
- 拥有更多时间改进你的企业服务水平； More time to improve your business service levels; and
➢ 谁是“A”级顾客？ Who are “A” class customers?
➢ 谁是“D”级顾客？ Who are “D” class customers?
➢ 制定顾客选择标准 Developing customer selection criteria
➢ 改善你的顾客基础 Improving your customer base
顾客选择标准 我们的“A”级顾客 Customer Selection Criteria Our “A” Class Customers
[企业名称] [Business Name]
欢迎辞… Welcome…
➢ 导言 Introductions
➢ 注意事项 Housekeeping
➢ 会议目的 Purpose of Session
- 盈利能力得以增加。 Increased profitability.
IFC-CPDF
5.3 Customer Selection Criteria
Business Performance Improvement Program
为什么要选择你的顾客？ Why Select Your Customers?
为什么要选择你的顾客？
Why Select Your Customers?
➢ 你能从制定并实施顾客选择标准中获得以下益处： There are many benefits that you will gain from developing and implementing customer selection criteria:
100 120,0 Selection Criteria
你可能的状况 Your Possible Position
100
_
2
+
10
=
108
x
12
=
1296
x
100
=
129,600
Business Performance Improvement Program