Do you have complete data on your clients and potential clients? The time has come to make use of them so that they reveal their secrets...
One way is to
divide your clients into segments, in line with criteria to be defined. This way, the data analysis will enable you to understand the groups or segments into which your clients can be divided, that is coherent groups of people with comparable or similar purchasing behaviour.
Expansion will analyse your data in order to understand who your clients are on the basis of:
- characteristics (e.g. size, location, sector of activity, sales channels, etc.)
- and purchasing behaviour (prospecting, quotations, purchases, recurrence, products purchased, etc).
Once this analysis has been carried out, it is then possible to work on the future process, that is to seek out new potential clients in segments in which your company already enjoys considerable success.
Your prospecting work will be more targeted, more efficient and the return on investment will be all the greater.