1. Name and title of the customer;
2. Educational background;
3. standard of living;
4. purchasing power;
5. Have the right to decide;
6. Who are the influential people around you?
7. hobbies;
8. Social groups.
If your marketing target is a group unit, such as a factory or a company, you should pay special attention to collecting some relevant important information besides the personal data of the purchaser:
1. Who is the highest decision maker?
2. Who is the most influential person?
3. Which company will use it?
4. Who has the final decision?
5. Which department is responsible for purchasing?
Accurately grasp this information, you can clearly distinguish and judge the value of customers, so as to avoid casting a big fishing net, and finally you get a small fish with no significant value.
According to the importance of customers to your marketing performance, you can divide them into:
1. Important customers, that is, the former 1% customers with the largest purchase amount in the past specific period;
2. Major customers, that is, customers with the largest consumption amount of 5% in a specific period;
3. Ordinary customers, except important customers and big customers, the top 20% customers with the largest purchase amount;
4. Small customers, customers other than the above three types of customers.
Looking for "noble people" in their careers
There is an unwritten rule in the workplace: "What matters is not what you know, but who you know." In other words, it is not enough to improve work performance and achieve career goals. Instead, we must rely on the 28 th rule to find out the noble people in our careers and seek career development with the help of others.
The number of interpersonal relationships that a person can establish in his life is very limited. All interpersonal relationships are the same, although there are some differences in geographical location, culture and living habits. In our life, it is often a few people who have the greatest influence, and their proportion accounts for about 20% of the total number of interpersonal relationships. However, it is precisely this 20% interpersonal relationship that constitutes 80% of our emotional value.
Anthropologists' research shows that a person's communicative competence, like resources, will be lost or exhausted. For example, salesmen who deal with people every day and people who move frequently have extensive exchanges, but most of them are superficial.
Therefore, people who are familiar with the 28 th Law will carefully choose their friends in order to achieve their goals.
Napoleon Hill believed that in order to improve one's communication efficiency. People in life should "organize". This is not to let us grade our friends, but to decide according to different work needs and severity, so as to ensure that we put our time and energy into high-quality activities.
In general, we exchange more than 100 business cards every month, of which about 20% can be classified as "A", that is to say, in all interpersonal relationships, 20% of friends bring us 80% value.
Hu Xueyan, a great businessman in Qing Dynasty, was known as "Red Top Merchant", and he was a person with a very purposeful communication. Hu Xueyan was famous all over the world before his death, but there were only two people who really influenced him-the magistrate of Hangzhou and the famous Xiang Zuo. It helped him gain a firm foothold, but left helped him make a fortune.
When Hu Xueyan and Wang Youling met, Wang Youling was at a low ebb. At that time, Hu Xueyan was still a person in the bank. He ventured to take out 500 taels of silver from the bank and generously gave it to Wang Youling, helping him get through the link of being an official. After Wang Youling received 500 taels of silver from Hu Xueyan, he found his old classmate He Guiqing. With the help of He Guiqing, he successfully became a ship of Zhejiang Maritime Bureau, which is responsible for transporting grain by sea. This position was a fat job in the late Qing Dynasty. Since then, Wang Youling has made a fortune, and Hu Xueyan has a chance to make a comeback.
Later, with the help of Zuo, Hu Xueyan's career was promoted to a higher level. When they met, Zuo Zheng was busy attacking Hangchow. At that time, the army was in urgent need of food, grass and pay. The officers and men didn't have enough to eat, and they didn't have the strength to fight, and they didn't have the money to pay. Hu Xueyan did not put forward any conditions, and contributed to solve these two problems. From then on, they became friends of life and death.
From this example, we can see that only a few noble people can influence our lives. When we know his importance, we should pay more attention to this key 20% character in our communication, so as to grasp our own life.
You may have had the experience that if you were asked to name your friends, you might say hundreds. However, if we make an evaluation, we will find that the value provided by each friend is very different. Usually five or six people are much more important than others. Therefore, friends are not numbers, but real values. The real relationship between you and every important friend is that they can help you in time and seek common interests. You must trust each other.
Now, you take out paper and pen, write down your most important friend according to your life and work, and then see who is more important. The results of the test may surprise you, but from now on, you can allocate your interpersonal communication reasonably and spend your time and energy on the most important people.
If a person wants to achieve stable and long-term success, he must master 20% of key interpersonal relationships, so that you can master 80% of success.
Many a little makes a mickle. Elliston is a modern American poet, novelist and outstanding pianist. His method and experience of using scattered time can be used for reference. He wrote:
At that time, I was only 14 years old, and I was young and frivolous. I didn't pay attention to a truth that Mr. Edward told me that day, but now it's really wise to look back and benefit a lot from it.
Edward is my piano teacher. One day, when he was teaching me, he suddenly asked me: How much time do I have to practice the piano every day? I said about three or four hours a day.
"Every time you practice, is it long? Is there an hour? "
"I think this is very good."
"No, don't do that!" He said, "When you grow up, you won't have that long leisure every day." You can get into the habit of practicing for a few minutes whenever you have time. For example, before school, after lunch, or after work, practice for 5 minutes, 5 minutes. Spread the small practice time throughout the day, so that playing the piano becomes a part of your daily life. "
When I teach at Columbia University, I want to write at the same time. However, classes, papers, meetings and other things completely occupy my day and night time. I haven't written a word for almost two years. My excuse is that I have no time. Then I remembered what Mr. Edward told me. I will put his words into practice next week. As long as I have about 5 minutes free time, I will sit down and write a hundred words or a few lines.
Unexpectedly, by the end of that week, I had accumulated quite a lot of manuscripts.
Later, I wrote novels in the same way. Although my professor's work is getting heavier every day, he still has a lot of short leisure time to use every day. At the same time, I also practice the piano. I find that a short interval every day is enough for me to write and play the piano at the same time.
There is a trick to using short time: you should work quickly. If you only have five minutes to write for you, you must not spend four minutes biting your pencil tail. Be mentally prepared in advance, and concentrate on your work as soon as the working hours arrive. In fact, it is not as difficult as most people think to concentrate quickly.
Elliston's experience tells us that there are a lot of scattered time to use in life. If you can break it up, your work and life will be easier.
The so-called piecemeal time refers to the spare time that does not constitute continuous time or when one transaction is related to another. Such time is often ignored by people who are not careful. Although the piecemeal time is short, if it is accumulated over time, the sum will be considerable. Anyone who has made achievements in his career is almost always a person who can make effective use of his spare time.
Franklin is a model of effective use of spare time. He once said: "I call the whole time a whole piece of cloth, and the small time a scattered piece of cloth." Just use the whole piece of material to make clothes. If the whole material is not enough, try to use as much as possible. Twenty or thirty minutes a day, together, can be changed from short to long and come in handy. " This is the secret of success and a good way for us to learn from it.
Darwin, a great biologist, once said, "I never think that half an hour is a trivial time." Lehman, the Nobel Prize winner, has a more specific experience. He said, "Don't waste, waste or throw away the rest of the day. Even if it is only five or six minutes, if it is used, it can still achieve great results. " This is one of the secrets that many scientists at home and abroad have made brilliant achievements, and it is also one of the advantages that we should learn from them.