Как эффективно работать с клиентской базой?
Вы можете сказать, сколько контактов числится в вашей клиентской базе? Попробуйте назвать хотя бы примерную цифру. Сразу, не заглядывая в 1С или CRM. Вы владеете этой информацией? Если нет, попробуйте заглянуть в 1С. Сколько контрагентов-клиентов у вас там числится? Много? Шокированы?
А теперь посчитайте, сколько в активной работе ежемесячно у вас находится клиентов? Тоже шокированы? Зачастую – это не более 10%. Компании используют свой ресурс «клиентская база» на 10%
Почему?
Чаще всего происходит так: продавцы требуют новых клиентов. Компания настраивает рекламу, покупает базы. Клиент раз купит и всё. Сам он больше не инициирует закупку, а продавцы не перезванивают. Или если даже и делают повторные звонки, то раз-два и бессистемно: не согласовывая даты повторных звонков, и потому все время попадают на ситуацию «только вчера закупился, перезвони через месяц». В итоге продавец отбрасывает этого клиента, как бесперспективного и требует новых клиентов, ПЕРСПЕКТИВНЫХ.
Но дело не в клиентах. Дело в продавцах. Точнее в их методах работы с базой. Когда нет системы, они всё время попадают к клиенту «не вовремя». И как результат низкие продажи и малая активная база при наличии в компании ресурса, который, в десятки, а иногда и сотни раз превышает количество активных клиентов, которые закупаются ежемесячно.
Поэтому первое, что мы делаем, когда заходим в проект, просим выгрузить контрагентов из 1С с привязкой к продавцу (ассортимент, объемы).
Этот список раздаем продавцам и просим проанализировать каждого клиента:
- выделить из них «живых» — те компании, которые еще существуют;
- указать причину, по которой прекратилось сотрудничество с каждым контрагентом, с которым не работаем сейчас;
- указать их потенциал – какой объем и ассортимент можем отгружать на них;
- и что необходимо сделать, чтобы вернуть эти компании «на нашу орбиту».
- А также предлагаем оставить за собой тех, с кем он точно будет работать.
Сразу же, конечно, продавцы отвечают: «я буду работать СО ВСЕМИ, кто за мной закреплен». А их может быть по 300-400 клиентов.
Тогда мы говорим: «ок, со всеми, так со всеми. Но учти, на всю эту базу тебе будет выставлен план уже со следующего месяца. И к этому плану будет привязана твоя заработная плата».
И тогда пыл продавцов спадает. Они спрашивают: «сколько можно оставить?». Мы называем количество 50-60 клиентов – они в это количество и вкладываются. При этом уже вдвое повышая свою эффективность, потому что до этого момента обслуживали только 25-30 клиентов ежемесячно. Пока клиенты просто значатся в базе – они не вызывают желания у продавцов их прозванивать. Идут входящие заказы от 25-30 клиентов, и хорошо. На них держатся месячные продажи.
Когда же продавцу говорят: «я заберу у тебя лишние контакты и передам другому продавцу» – срабатывает жадность! «Как это заберу? Я же с ними работал! Я же их разрабатывал!!! А теперь другой будет на них зарабатывать???»
И на такой вот мотивации «от плохого» удается уже в первый месяц значительно увеличить продажи. Мы даем срок 1 месяц. В течение которого они могут за собой оставить контакты из старой базы. Если за месяц не будет ни одной сделки –передаем старые контакты новым продавцам.
С первого месяца проекта мы всегда открываем вакансию. Даже если бизнес не планирует расширять отдел продаж – мы все равно вакансию открываем. Потому что никогда не известно, сколько продавцов доживет до конца первого месяца проекта. Потому что далеко не все готовы принять новые методы работы. Даже если они вам клянутся «в любви и вечной преданности» все-равно по итогу оказывается, что по факту не все люди готовы перейти на активные методы работы. Поэтому вакансия от имени компании всегда с первого месяца проекта появляется на сайтах по трудоустройству. И продавцы охотно верят, что скоро в компании появятся новые продавцы и им могут быть переданы их старые клиенты.
«Клиенты, на которых я жизнь положил!!!! А эти придут и сходу начнут на них зарабатывать!!?? Нетушки! Сам буду!» — чаще всего так решают действующие продавцы и потому довольно быстро расширяют свою клиентскую базу за счет тех клиентов, которые раньше просто жили в вашей клиентской базе, но не обслуживались ежемесячно. Продавцы начинают активно прозванивать своих прошлых клиентов и рассказывать им: «если мы в этом месяце не сделаем с вами хоть одну сделку – вас у меня отберут. А я так хочу с вами работать!!!». И не поверите, это довольно-таки веский мотив оказывается. Клиенты же тоже люди. Они входят в положение продавцов. Делают первую закупку. Потом вторую и тд.
Мы ведь не только раз заставляем клиента «поднять». Мы устанавливаем правило: если клиент не делает закупку 2 месяца – он становится холодным и подлежит перераспределению. Зная это, продавцы обслуживают клиентов, которых за собой оставили, регулярно.
Кто-то может сказать, что это «грязные, манипулятивные» методы. Друзья, но управление – это и есть манипуляция. В конечном итоге, наши манипуляции приводят к тому, что продавцы начинают больше продавать и больше зарабатывать. С новыми заработками открывают новые возможности для своих семей, которые 10 лет их не видели. Это разве плохо?
Мотивацией «от хорошего» мотивировали до нас. И планы амбициозные ставили, и проценты высокие обещали, и клиентов старых просили прозванивать. Но продавцы этого не делали. Потому что человека, к сожалению, мотивирует только риск потерять то, что было раньше. А к лучшему и большему тянется очень небольшой процент людей.
Поэтому помните главное: в то время, как вы «сливаете» большой бюджет на рекламу или покупку баз, потому что продавцы постоянно требуют: «дайте новые контакты» – вы сидите на «золотой жиле»!
Я имею ввиду ваш УЖЕ имеющийся ресурс в виде старой клиентской базы. Даже если вы всего пару лет на рынке, у вас уже имеются утерянные клиенты. В первую очередь вам необходимо восстанавливать отношения с ними. Потому что возобновить отношения с теми, кто уже знает вас и ваш продукт, всегда проще и дешевле, чем нарабатывать новых клиентов.
Поэтому прежде, чем тратить деньги на новые контакты – по максимуму отработайте тот ресурс, который УЖЕ есть в вашем распоряжении.
Для этого предлагаю следующий алгоритм:
- Дайте задачу главному бухгалтеру выгрузить ВСЮ базу клиентов из 1С в привязке к продавцам, продуктам, объемам.
Лучше базу выгружать по годам и месяцам, чтобы вы могли проанализировать, в каком году, в каком месяце клиенты уходили от вас. А также чтобы увидеть их динамику (сокращение/увеличение продаж).
- Дайте задачу РОПу и продавцам проработать списки клиентов:
- выделить из них «живых» — те компании, которые еще существуют;
- указать причину, по которой прекратилось сотрудничество с каждым контрагентом, с которым не работаем сейчас;
- указать их потенциал – какой объем и ассортимент можем отгружать на них;
- что необходимо сделать, чтобы вернуть эти компании к нам на обслуживание (условия работы/оплаты/доставки и тд).
- Дайте задачу продавцам отобрать тех клиентов, с которыми они будут выполнять планы
Укомплектуйте продавцов 50-60 клиентами. Рекомендую не выше 70. Иначе пострадает качество обслуживания.
Остальных клиентов передавайте на разработку/восстановление отношений новым продавцам.
- Предлагаю открыть вакансию, даже если сейчас у вас нет свободных мест в отделе продаж
Вы можете брать продавцов для работы на удалении. При правильной мотивации, «продавец» — это та штатная единица, которую вы можете увеличить неограниченно.
Потому что это зарабатывающая единица. Для этого уже в первый месяц продавец должен иметь план продаж.
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Kind Regards,
Megan
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