How to find target customers

Question 1: How to find effective target customers? There are many true and false customers online, but few of them can really become our target customers. . . If you want to find a really effective target customer, you have to know more about the other party, and any method to determine the identity of the other party has to be tried. . Just like customers know your products and your company. . Only when customers know your company thoroughly will they dare to cooperate with you. . On the contrary, we should know him as well as he knows us. Time is limited, so we should devote our real energy to the truly effective target customers. A salesman who has just entered the business must first face the question of where the customers are. Is a salesman who has worked for many years. When he comes across a new product, sometimes he can't tell the industry apart. Customers in the service industry and wholesale industry know very well that they don't need to find them, but salesmen and general agents in manufacturing industry know their industries, but customers are not very clear. Especially for new salesmen, there is no accumulation of customers, so they need to start from scratch and find customers by 1 and online inquiry. We are in the period of rapid development of the Internet, and this tool is essential in sales: information inquiry method is to inquire information on B2B websites. Keyword query method, through the search engine query. Forum query method, through the industry forum query, find the customers in the forum. Blog query method, looking for customers through blog articles. 2, telephone yellow pages, communication yellow pages and industry yearbook query method. Through various yellow pages yearbooks, we can find out the business scope of enterprises and further implement customers. 3. Advertising soft media collection method. This method is more suitable for industries that often advertise. For example, raw material suppliers of health care products and medicines can contact manufacturers of finished health care products and medicines. 4, the industry exhibition collection method. Collect customer information through industry exhibitions. In order to save money, we can send product leaflets to customers. 5. Take the initiative to attack the SMS collection method. This method requires less investment, and customers who are interested can come to you. 6. Peer resource infiltration method. Follow peers to find customers, where there are peers, compete with peers and win customers. 7. Accurate marketing methods for data purchase (such as Baidu searching for the latest owners, the latest owners and other related content). This method requires less investment and accurate data. It can be purchased online, for example, home furnishing enterprises can search and purchase owner information, and insurance can search and purchase owner information. Of course, this time-consuming and laborious work on the Internet may not be a single job after collecting hundreds of users. The problem is inaccurate marketing.

Question 2: How to find the target customers? Enterprise managers have thought of many ways and made great efforts to open up the market and promote sales, but the effect is not ideal. The reason is that I haven't found my target customer yet. With the opening of the market, as long as there is a profitable and promising market, many competitors will participate. Therefore, many enterprises are faced with such a dilemma: they have not only invested a certain amount of fixed assets, but also have certain product production or service capabilities. Although products or services have no outstanding advantages, they can also meet the needs of customers and have a broad application market. However, in order to open up the market and promote sales, enterprise managers have tried many methods and made great efforts, but the effect is not ideal. Based on years of practical experience, the author thinks that this situation is mostly caused by not finding a suitable target customer and wasting a lot of marketing resources. The author summarizes a set of effective market analysis methods, which can help you identify your customers accurately, so as to spend limited marketing expenses on the "cutting edge". 1. Information collection in the information market is the basis of analysis, which requires scientific collection methods, accurate information and as detailed as possible. This paper introduces a basic sorting method: the first step is to sort out customer data and divide them into several customer groups according to their industries, scales and demand characteristics. The second is to collect customer characteristic information, such as demand characteristics and organizational characteristics. , through the marketing staff to fill in the form, held a meeting to discuss, etc. The third step is to select representative customers for investigation and ask some unclear questions. In the collection activities, it should be noted that the information you know must be objective, you can't guess by imagination, you must record and fill it out truthfully. 2. Analysis of data After getting some basic information, we can analyze each customer group from the following six aspects: analysis of customer consumption motivation: Why do customers buy our goods or services? And why don't other customers buy it? We can't simply answer: Is our product or service good? In fact, customers' motives are very complicated, and some of them are not even clear to the customers themselves. A common misunderstanding is that marketers think that "product benefits" in their own eyes are equal to "product benefits" of customers. For example, bottled juice drinks produced by a factory in Zhejiang are very popular in the market. According to the consumption survey, most consumers buy drinks in order to get the actual packaging bottles, rather than the manufacturers think the drinks taste good. Therefore, understand the changes of customers' consumption motives and know what is good about our products or services in the eyes of customers. What is the main motivation for its purchase? Very necessary. On the other hand, customers are all made up of people, and their preferences are changeable, especially daily consumer goods, which are greatly influenced by politics, economy, culture and lifestyle in society. There should be a dynamic concept when analyzing. Analysis of customer consumption choice The competition of products in the non-monopoly market is fierce, and there is a lot of room for customers to choose products. Any product can be substituted. So, in the analysis, you must know who is your main competitor? Understand what other products customers may replace with our products. What other products might customers use instead of ours? Which customers are highly loyal to our products? Which customers have low loyalty to our products? Why? How to improve? Analysis of Customer's Consumption Timing Different products or services have different purchase timing and frequency at different times. Only by understanding their characteristics can we grasp the initiative of promotion. Demand analysis: When will customers buy our products or services? How often do you buy it? What kind of customers spend more at one time? Analyze the customer's consumption place, and the customer has a suitable place to buy and use products or services. It is generally necessary to know where customers are used to buying our products. Where is the best place to sell? Where do customers use our products? Is it possible to expand the use space of our products? From this, we can find out the ideal sales channel and product application scope. Analysis of customer consumption quantity There are many and complicated customers who buy our products. There must be several types of customers who buy a lot, and the consumption characteristics of each customer group are different. Therefore, it is necessary to analyze the consumption of each type of customer base. If the quantity is not enough, it cannot be developed as a market segment alone. Of course, those customers who can't be measured or contacted, those customers who can't fully meet our needs, can't be our main marketing targets. This determines the inclusion and elimination of each customer group, and ultimately determines the target customers of the enterprise. Analysis of the internal role of customers Customers are usually a complex group. According to the role they play in purchasing behavior, their insiders are generally divided into five roles. First, start >>

Question 3: How to find the target customers? Different industries are different. Being a baidu promotion can find the target customers more quickly and accurately.

Question 4: How to find the target customers? Are there any principles for finding potential customers? First of all, you need, or you need such consumption. Not everyone needs your product, but it must be a group with certain characteristics. If some units use boilers, the success rate is relatively low before there is no intention to eliminate them.

The second is affordable. For a potential customer who wants it but can't afford it, such as a customer who has used low-priced wastewater for a long time, no matter how hard you try, you can't finally close the deal. But no matter how clever your skills are, your ending is generally negative, even if there are successful examples, it is not enough to explain the problem.

Finding potential customers is a difficult task, especially when you are just starting to engage in this industry. Your resources are just your knowledge of the product. You will find potential customers in many ways, and you have spent a lot of time on it.

In terms of prolonging the life of enterprises, developing new customers has great influence on the operation, financial resources, management and quality of enterprises.

Customers can influence the operation of enterprises. In order to retain new customers, enterprises must strive to gain the trust of customers.

According to statistics, under the law of market competition, manufacturers will lose at least some old customers every year, but at least they will develop new customers every year. Under the balance of the two, there is little change. If we don't expand in a planned way, it will be difficult for our customers to operate in the future.

Principles of finding potential customers

In the process of looking for potential customers, you can refer to the following principles of "being a man":

M: Money stands for "money". The selected object must have a certain purchasing power.

A: authority stands for the "decision-making power" of procurement. The object has the power to decide, suggest or oppose the purchase behavior.

N: Need stands for "demand". This object has this demand (product, service).

"Potential customers" should have the above characteristics, but they will encounter the following situations in actual operation, and should take specific countermeasures according to the specific situation:

? M+A+N: It is a promising customer and an ideal sales target.

? M+A+n: Contactable, skilled in sales technology and hopeful of success.

? M+a+N: You can contact, and try to find A's people (people with decision-making power).

? M+A+N: You can contact them. You need to investigate their business and credit status and provide financing.

? M+a+N: You can contact, and you should observe and cultivate for a long time to make it have another condition.

? M+A+n: You can contact, and you should observe and cultivate for a long time to make it have another condition.

? M+a+n: You can contact, and you should observe and cultivate for a long time to make it have another condition.

? M+a+n: Non-customer, stop contact.

It can be seen that potential customers sometimes lack certain conditions (such as purchasing power, demand or purchasing power), but they can still be developed. As long as they use appropriate strategies, they can become new customers of the enterprise.

Question 5: How to find potential target customers? There are also local search engines in different countries, just like Baidu in Chinese search engines. You should find as many local search engines in English-speaking countries as possible, and then search with keywords. Looking for the industry network of this industry, almost every industry has an industry website, which can be searched by keywords. For example, a professional network, an industry association (try English keywords as much as possible). If you find it, you will usually see the membership list on these websites. These professional networks and trade association websites also have many related links, which are also very useful. Look for yellow pages and directories); The target country (or the whole world); This is also a lot, and then make good use of them. Find a large company database, such as Thompson Network in America. Looking for a manufacturer on B2B is just like having a supplier in Ali. Check the telephone information desk of the target country (like our114); The website of the Economic Counsellor's Office of the Embassy has many treasures; If you just stay in the original international search engine to search for information or blindly advertise, use yellow pages or collect information everywhere, then you are really behind the times. Here are some simple ways to turn passivity into initiative. 1. Set up your own company homepage and publish your own product information online. And if you can find an international information business platform, you can publish your massive information and wait in the network, so that the probability of finding your potential customers through information is not only high, but also low-cost. 2. Conduct effective publicity. With your own "base", how to let more people know about your products, the role of publicity is obvious. At this time, you can publish your own articles in major forums, of course, it is best to focus on originality, and attract potential customers to your base through signature documents and some allowed hyperlinks; Use groups to connect with others; Share your experience, industry and promotion with you in your blog, let more people know about you and your products. 3. Use of procurement information. On the B2B website, recommend some purchase information according to the keywords you provided. These buyers are good potential customers. Use online trade communication or mobile phone contact to turn these people in need into your real customers as much as possible. At the same time, you can also use the reverse search method, those customers may become your potential customers, find the source information with keywords, and then integrate and summarize, and make targeted contacts.

Question 6: There is no quick way to find the target customer.

You must first be very clear about what your product positioning is.

Then choose what kind of customers will be interested in your products according to the positioning.

Then draw the general characteristics of customers, and then find the target customers in a targeted manner.

Question 7: How to find target customers and catch them in online sales? Know what customers expect 1. No matter the size of your company, you should treat electronic customers in a professional and polite manner. 2. First of all, tell customers that you are a legitimate company and you will always be responsible for the products. If possible, explain your service and product warranty on the home page. Telling your customers that you care about their satisfaction is a sign that you value them. They want to know if you are trustworthy. Show your reliability by communicating with customers. Respond to all customers' e-mail inquiries quickly. 4. They want to know that you are human. When a customer sends an email asking a question, the wording you use in your reply should be as human as possible.

Make it easy for customers to contact you 1. When doing business online, customers will feel welcome to your website 24 hours a day. 2. Quickly process orders. E-customers want orders to be processed quickly. For customers who shop online, the most annoying thing is that inquiries are overwhelming or replies are late. 4. Build customer loyalty through e-mail. Thank you for your concern. E-mail information about sales, special discounts or new products. E-mail repeat customers to let them know how your company is doing recently. However, customers who do not want to receive these emails should be provided with exit methods in emails. When communicating with customers by email, make sure that what you write is exactly what you want to express. Be careful before clicking the "Send" button. Use excellent communication skills. This should start with the title of the email and make sure that the title reflects the content of the email. 6. Make the information look interesting. The information should be as short as possible. Use short sentences and active sentences to express: paragraphs should be short, double-spaced, and there should be room for the main body of information. Whenever possible, use text in the form of a list of items or a title. Proofread all the information carefully. The conclusion is very interesting. Say something specific. This is a good place to join the company's personality. You can add that you attach importance to business. Write down your name and position. 7. Show professionalism. Don't stereotype people, don't condescend to people, and don't guess casually. Respecting others can also show your courtesy and tolerance. Try to reflect professional standards in your reply and give a complete explanation of words or terms that e-customers may not understand.

Question 8: How to find potential target customers? Market positioning and market segmentation strategy analysis of DD adult feed.

Abstract: Everyone who cares about Jin Xin's agricultural products and services meets these questions consciously or unconsciously: What kind of company is Jin Xin Agricultural Company, and how does it compare with my impression? Why should I be interested in it? How long can my interest in it last? Especially those who are selling or planning to sell agricultural brands are eager to know, what can I do to impress you, my potential customer? What can I do to make our marriage as long as possible? In view of these problems, using the general theory of marketing, combined with the practical experience of marketing in Jin Xin Agricultural Company; The concepts of feed market positioning and market segmentation are introduced to guide people to think about these aspects, and some meaningful problems and practical methods are obtained.

Key words: market positioning, market segmentation, target customers, marketing strategy.

I. Description of market segmentation and positioning:

The so-called market segmentation refers to the process of setting some variables (such as scale and demand). ) in a whole market (such as pig feed market), and these variables are analyzed and aggregated to find out the market segment with the highest degree of aggregation (or the most similar). The image of these market segments is that there is a group of buyers with similar outlines. According to their own resources and strategic goals, manufacturers decide which chip or chips to choose as target customers and adopt targeted marketing mix strategies for development. The degree of market segmentation is usually described by levels, which are generally divided into four levels, and each level corresponds to a micro-marketing model: ① segmentation → ② filling vacancies → ③ local → ④ individual level.

There are thousands of methods of market segmentation, depending on the market category, the purpose of segmentation and the types and combinations of various segmentation variables we set. Subdividing the functional attributes of enterprise products is the most fundamental and foundation; Take the preference degree (preference) of end customers for a certain functional attribute as a variable, and then make a summary. The usual method is to divide according to market characteristics: consumer market or industry market.

Whether a market is effectively subdivided can be known by checking its process:

1, investigation stage (setting available variables and collecting feedback).

2. Analysis stage (manual or computer analysis).

3. Segmentation stage (determine the market segment).

In actual marketing work, this process must be repeated regularly. Whether you are a manufacturer or a channel member, it is meaningful to follow these three steps to obtain a market segment. It's just different in scale, complexity and accuracy. For example, channel members may only determine a small regional market based on the existing information, supplemented by a simple variable survey, and get a meaningful market segmentation through their own brain judgment: but this process is much more complicated and difficult for manufacturers.

In marketing practice, in a completely competitive market environment (such as feed market), market segmentation is inseparable from market positioning. Just like the relationship between chicken and egg. When we say market segmentation, we study the characteristics of market customers from a market-oriented perspective to ensure that the company can improve its products or services with higher efficiency and value in a smaller scope and grow stronger. On the other hand, market segmentation will inevitably require the products and services provided by manufacturers to be more distinctive and closer to meeting the differentiated needs of market segments. This is what we usually call market positioning.

Broadly speaking, market positioning refers to the unique image or comprehensive image of products formed in customers' minds, so that they can be clearly distinguished from similar enterprises and products, and they should choose themselves first when they need to buy products or services.

Narrow market positioning refers to the establishment of the priority purchase order of products or services in the minds of market segments.

1, dense single market;

2. Selective specialization;

3. Market specialization;

4. Product specialization;

5. Fully cover the market.

This paper introduces two important marketing concepts: market positioning and market segmentation. Below we try to apply it to the positioning and segmentation strategy of feed market.

Second, farmers' market positioning and market segmentation strategy

In the process of self-growth, Cheng Nong formulated and implemented the brand management strategy from the beginning of 1999. The founder of the company objectively analyzed the internal and external environment in which the company was born, and put forward the product and service management concept of "Dr. Cheng Nong makes it easier for you to raise pigs" according to the characteristics of the products and services that the company can provide. In line with the spirit of conditional doing, not creating conditions, first set up the brand of Chengnong. Now, after just six years, Chengnong brand has initially established its image ...

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