THE
BENEFITS OF UNDERSTANDING YOUR CUSTOMERS
Understanding your customers helps you to sell more. The more
you know about them and their needs, the easier it is to identify opportunities
to sell them new products and target them with appropriate offers.
Profiling existing customers also makes it easier to find new
ones. You can look for similar prospects, and sell to them in a similar way.
However, you must make sure that you comply with data protection
regulations for any personal information on existing and potential customers
that you collect, keep and use. There are specific rules for e-commerce.
You can use the information you have on customers to improve
efficiency. Keeping a central record of customer details and sales reduces
errors and speeds up transactions.
You can also improve customer service. Better access to
information helps you deal with customers more quickly. You can tailor product
offerings and provide personalised treatment. The right information makes it
easier to identify and resolve any problems.
Finally, understanding your customers helps your planning. You
can predict what they will buy, and estimate how much stock you need. Linking
customer management to purchasing can dramatically improve profitability.
LEARN ABOUT YOUR CUSTOMERS
Your customers are a valuable source of information, so you
should aim to collect data that lets you identify your customers and how they
behave. This will vary depending on your customer profile. If you sell to
individual consumers, you might want to know about their age, gender, income
and so on. For businesses, you might want to know what industry they operate in
and their size.
You should also try to find out what they think about you and
your products and services. For example, learn what they like and dislike and
why they choose to use you.
If you have just a few important customers, it's worth getting
detailed feedback from them. Companies that sell to individual consumers
sometimes use customer surveys.
If you sell online, you can use your website to capture some
information automatically.
Of course, as well as collecting the information, you need to
store it. The most effective way is to use a central database.
However, you must make sure that you comply with data protection
regulations for any personal information on existing and potential customers
that you collect, keep and use. There are specific rules for e-commerce.
MAKE CUSTOMER INFORMATION AVAILABLE
Making customer information available to employees can make them
more productive. For example, you could give sales staff access to financial
systems so that they can check orders and payments. You need to decide what
information different employees might need, and how to make it available to
them.
Technology can help. For example, you can share correspondence
and other information on your computer network. Using caller recognition, staff
can view an incoming caller's details and purchasing history before even
answering the phone. Integrated IT systems help different parts of your
business to share what they know.
It's important for information to be accurate. It's a good idea
to update records regularly, taking care to delete duplicate entries. You could
also consider giving customers online access, so that they can update their own
details themselves.
You must ensure that any confidential or important information
is protected against misuse or accidental deletion.
Remember you must also comply with data protection rules for any
personal information on existing and potential customers you collect, keep and
use. This may affect your IT systems and those staff that have access to the
information.
Chris
Wilkinson.
Certified
Business Behaviour & Attitudes Analyst.
Business
Coach.
Tel:
(905) 275-2907 (Mississauga).
E-mail: buspilot@bell.net