MindMap Gallery Digital grid marketing management professional market and industry customer development mind map
Digital grid marketing management professional market and industry customer development mind map, mainly including background meaning, Implementation process, etc.
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[Zootopia Character Relationship Chart] The idealistic rabbit police officer Judy and the cynical fox conman Nick form a charmingly contrasting duo, rising from street hustlers to become Zootopia police officers!
Avatar 3 centers on the Sully family, showcasing the internal rift caused by the sacrifice of their eldest son, and their alliance with other tribes on Pandora against the external conflict of the Ashbringers, who adhere to the philosophy of fire and are allied with humans. It explores the grand themes of family, faith, and survival.
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Digital grid marketing management Professional market and industry customer development
background meaning
market situation
The economic environment has changed The value model has changed Customer perception has changed Product pricing has changed The competitive situation has changed The needs of the times have changed
internal analysis
1. Inaccurate customer group marketing 2. Unreasonable marketing nodes 3. Marketing tactics are not upgraded 4. Product packaging is not strong enough 5. Insufficient publicity and momentum 6. Employees are not motivated
Transformation direction
Definition: A model that conducts in-depth operations on core and important professional markets and industry cluster customers within the jurisdiction based on a grid.
Features
Continuity of efficient and high-quality development
1. It’s not just a one-time thing, but a long-term approach and a good strategic layout.
2. Three major stages: pull-net type, tracking type, and after-sales type (special node-pinch type)
The inheritance of value data information
1. Principle: A strong account manager with strong network sales—avoiding relationship losses caused by job rotation
2. Tools: One table, one picture, one account (in the future---digital software support)
Matching of customer depth marketing
From matching products with people to matching products with people, that is, customers, cross-marketing, and improvement of product and service coverage
Normalization of market brand promotion
1. Normalized customer contact and establishment of customer relationship stickiness
2. Normalized online brand promotion---Gaoping case
Implementation process
Unify ideas and concepts
1. Leaders pay attention and work together
2. Change thinking and deepen customer cultivation
Find customers around products, shift to configuring products around customers
3. Data inheritance and long-term validity
The account manager of the iron-clad branch office
Market industry lock-in
Have requests
How many existing customers does our bank have? Number of loan customers from other banks?
High inventory? Is there an account period for repayment? Payment time point? What is the market prospect?
There is space
Number of customer groups in the market industry
Estimated production capacity of market industry
Determine the input-output ratio
Have geographical advantage
from near to far
long term investment
Have resources
Start from easy to difficult
Start with a good relationship
Start with regular customers
Development process model
Determine the person
One responsible person for one major
Delineate responsible persons according to quantity (300 households/person)
Assist staff with AB corner matching
Avoid eating from one big pot and delineate areas accurately for everyone
Determine liability
Before development
Get the list as much as possible
Existing customer list
Loans, deposits, acquiring accounts, public accounts, etc.
Non-existing customer list
Tools: filing form electronic map
Customer analysis in advance
Easy first, then difficult---Existing customer list
Be familiar first, then be unfamiliar - sorting out the relationship between account managers
Competitors understand
Only when you know yourself and the enemy can you be at ease
Tool: "Competitive Analysis Comparison Table of Other Banks"
Target the intended target
Customer development quantity target
Customer development time cycle nodes
Pull-net type
Tracking
after-sales
Clear action plan
Monthly, weekly, and daily visit plans and goals
Tools: "Electronic Map" "Document Form"
Materials are ready
In development
Developing existing existing customers and bringing in new customers
Speech manual
Key people lead customer development
Key person customer education and trust enhancement
Precise development of list-based customers
telemarketing script
One-to-many activity batch development
bill of materials
Division of labor
Activity process
Visiting strangers for customer development
The next best thing
Phrases for visiting strangers
Brand Promotion
After development
Summary and refining of interviews and reviews
There must be a review if there is a visit
Review: Turn failure into wealth and success into ability
Data information is improved and updated
subtopic
Management control
Regularly track and supervise the review of "Electronic Map" and "File Form"
Regular review
Summarize experience and lessons
Regularly track results data
WeChat addition number, profile creation rate, credit granting rate, credit utilization rate and other performance indicators
Setting up key positions in the organization
Responsible
Shock/Discipline
major