Who are we talking about? A VIP client is a customer who is of particular importance to the company. This category includes media personalities, major businessmen, officials – in general, people who bring the business the bulk of its income and fame.
What to pay attention to? VIP clients require a personal approach in financial terms: discounts, deferred payments, and in personal terms – more attention, gifts from the company, personal service.
The article explains:
Who are VIP clients?
Types of VIP clients
Ways to Attract VIP Clients
Conducting negotiations chinese overseas australia data package with VIP clients
Rules for working with VIP clients
Requirements for a manager for VIP clients
An example of working with VIP clients in a bank
Working with VIP clients in the hotel business
VIP customer service in the luxury goods industry
"Pitfalls" in working with VIP clients
Frequently asked questions about VIP clients
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Who are VIP clients?
Every manager feels which clients will bring the most benefit to his company. This is especially important for small organizations. Almost all regular clients of small and medium-sized enterprises can be classified as the most important, they need to be loved and pampered within reasonable limits.
As for large companies, they need to create a database of all their clients, arrange them in descending order of the amount of orders for the past period and pay special attention to the first 20%. It is the clients from this category that will be the most important for your business. Such clients usually adhere to the payment schedule, constantly make orders, and also allow you to stand out from the competition, putting your company in a special position.
VIP clients
Source: shutterstock.com
The main requirements that such clients make are:
big discounts;
individual payment schedule;
convenient installment plan (by terms and amounts);
individual support;
the possibility of obtaining a loan for goods;
flexible approach (sometimes contrary to company rules).
It may happen that all these requirements make the benefits of working with such clients insignificant, so you cannot rush to extremes in the desire to satisfy all the VIPa's requests, you need to maintain a reasonable balance. This will be good not only for you, but also for the client, and for the market as a whole (in the long term).
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Types of VIP clients
There are many rich people in Russia – these are owners of large businesses, officials, young people who managed to become millionaires. It is clear that it is unlikely that you will be able to attract oligarchs to your site, but successful wealthy entrepreneurs – why not.
All VIP clients can be divided into three groups:
The Old Guard
These are people who began their path to wealth back in Soviet times. Business as we understand it today did not exist back then, all resources were state-owned, and underground millionaires were vigorously fought. But many of today's wealthy people came from the party's active members, they began their careers in manufacturing or opened businesses after perestroika.
In the nineties, it was quite difficult to survive, not everyone could get on their feet, but these people did it, which characterizes them as strong personalities. They clearly know what they want and how to achieve it, they immediately sense a lie, so it will not be possible to deceive them. These people can be called workaholics, they are used to working all the time, and even now they cannot sit idle, although they have the opportunity to rest. The most important thing is that they know how to count money, which is why they have achieved high results. Their purchases are always practical and are a means to an end.
Such people do not throw money around, they carefully think over and choose a purchase. At the same time, they do not have much time to sit on websites. It is difficult to catch them on emotions, slogans like "You deserve the best!" do not work in their case (they are already sure that all the best is theirs). They need clear conditions and quality guarantees.
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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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