| a) |
How many contacts do you have in each of the
following? Fill in the approximate numbers in each of the following. |
|
| Very Active Customers |
(
) |
Inactive Customers |
(
) |
| Potential Custome |
(
) |
Prospects |
(
) |
|
| b) |
Formula: 80% of your business comes from 20 % of your
customers Does this 80%-20% ratio apply in your organization? |
|
If not, what is your ratio? (
%) of your business comes from (
%) |
| c) |
Formula: It costs in excess of 10 times as much to
gain a new customer than keeping one. |
|
What is the ratio that works in your organization? It
cost us (
) times to gain a new customer than keeping one. |
| d) |
Formula: Most businesses lose 20 % of their
existingcustomers each year. |
|
What percentage of your customers do you lose each
year? (
%) |
| e) |
What sales strategy do you budget for…? |
|
|
| f) |
Using 100% for your total advertising budget, what
percentage do you spend on each? |
|
External new sales generation (
%) On keeping existing customers (
%) |
| g) |
As a consumer, the main reasons for going to another
supplier is neglect, and lack of attention, in other words, direct follow-up with each
customer. How much of your time have you scheduled to spend with each of the
following: |
|
| With new customers |
(
%) |
On your best customers |
(
%) |
| Putting out fires |
(
%) |
Looking for new customers |
(
%) |
| With existing customers |
(
%) |
Other: __________________ |
(
%) |
|
| h) |
Formula: "Sometimes unfortunate things happen to
customers". The result of dissatisfied, upset, or neglected customers versus happy
ones is: |
|
1 unhappy customer tells 13 others who then tell 4
others = 52
1 happy customer tells 5 others who then tell 2 others =10
Result: The amount of negativity that can be created |
| i) |
Over the year, how many times do you communicate
directly with your existing customers? |
|
(
) times a year |
|
| j) |
Please identify the communication methods you are
using in your plan. |
|
a)
_________________________________________________________________ b) _________________________________________________________________
c) _________________________________________________________________
|
