4 Most Profitable Types Of Customers Identify Them!

Do you know how to recognize your best customers and what to do with them? We give you a guide that will help you better plan your strategies

If you are working on the strategic plan of your business for 2018, you will surely be analyzing what you can do to increase sales and market share. Of course, winning new customers is important. But are you also thinking about which the accounts that generate the most income are, and which have the greatest impact in terms of profitability?

Here is a great opportunity that we often miss and the first step to exploit it is to perform an analysis that identifies those consumers and the potential for us to buy even more. There is a rule that says that 80% of revenues generally come from 20% of customers, and surely your company will not be the exception.

Keep in mind that, in every business, there are four types of customers:

Diamond Client

He is the most faithful, the one who buys us regularly and the least demanding. Also, do not hesitate to recommend our products or services with your nearest circle or through social networks.

Gold Client

It is a recurring consumer, although less common than the Diamond. It requires more personalized attention, and is less enthusiastic when making a recommendation.

Iron Client

It is a type of consumer that we cannot let go, but that buys us more sporadically and that is less loyal to the brand. In addition, he is very demanding, prone to complaint, and there is always the danger of sharing a bad experience with his contacts.

Brass Client

We will always have to convince you that we are the best option, and most likely you will buy us only once and only if we offer you a lower price. In general, it is impossible to satisfy, since you will always be ready to change brands despite the effort and time we dedicate.

With this data, you will have already realized that your strategy should focus on Diamond and Gold customers. To identify them, it is best to put together a table where you can include the following information:

  • Data of the company and the person in charge of the purchases (name, phone, e-mail and who is your assistant)
  • How much you buy (in units, in money)
  • What is your payment policy (in a single exhibition, 30 days, 90 days, etc.)
  • How often do you buy (per day, per week, per month, every three months, etc.)
  • What is your purchase process (through the company's e-commerce site, through a sales representative, through a distributor, etc.).
  • How the customer got to the company (by an advertisement in a media outlet, by Internet, by a personal reference, etc.)
  • How much that client cost us (advertising, representation, commission fees, etc.)
  • What new products or services that customer is willing to buy (what are their needs, what comments do you have about our offer, what do you buy from the competition)

With all this information at hand, you will be clear about the clients that offer the greatest opportunities. You still have time to do this analysis before the end of the year, so get to work!