What types of information do you have about your customers?

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The first step is to ask yourself what types of information you have about your prospects and customers. By doing so, you can gather this information and then use it to analyze your customer portfolio.

Think in particular…

To data that allows your contacts to be identified (i.e. their contact details)
To the socio-demographic data (gender, age, etc.) that you have on them
To the marketing data (purchasing behavior, solutions purchased, main challenges, etc.) linked to it
Data related to the actions you have taken with these customers : marketing campaigns they have participated in, whether or not they have subscribed to your newsletter, company events they have attended, but also the state of mexico phone number data your customer relationship with them (satisfied customer or not, ambassador or not of your solutions, etc.)
This data collection moment can also become an opportunity to review your customer data collection methods . The idea? To ensure that each point of contact with your customers collects and stores enough information so that you can analyze this portfolio and generate added value with it.

What is the turnover of your clients' companies (or their size)?
The revenue of your contacts' companies, or even their size, can help you sell better on a daily basis. Indeed, you know this well: the sales process is very different between a growing startup and a family-run SME established for decades.

By analyzing the share of VSEs, SMEs, large accounts or others in your customer portfolio, you will easily realize the impact that each of these typologies has on your overall commercial performance, and will be able to adjust your strategy if necessary.

How often do your customers buy your products or services?
Perhaps a portion of your customers are turning to your offerings more regularly? You can find this out by analyzing the portion of your customer portfolio that purchases monthly, quarterly, half-yearly, or annually. You can then decide to dedicate a portion of your sales force to these recurring customers , who will require little negotiation time, but a lot of administrative time.

By the way, if you notice that some of these recurring customers are very satisfied with your business, why not ask them for a customer testimonial for your marketing and communications?