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如何进行消费者分类?

消费者简档是一种分类描述消费者的方式,以便可以将它们分组以用于营销和广告目的。通过针对特定细分市场的目标广告,公司和营销人员可以在销售特定产品和增加利润方面取得更多的成功。作为谈论消费者的简便方式,细分市场通常以消费者档案为代表。

创建理想的消费者档案:类别基础知识

在开始向潜在客户推销产品之前,花时间为您的产品开辟理想的消费者档案非常重要。通过定义理想的客户,您可以开始注意到可能在目标广告中有用的模式。

首先,可以通过许多不同的类别来识别消费者,例如:

  • 偏爱
  • 生活方式
  • 年龄阶段
  • 属性
  • 特征

从分类层表示的方式来考虑消费者可能是有用的。第一层包括用于描述消费者的最常见类别,例如人口统计,社会经济状况和产品使用。第二层扩展了第一层的概念,包括心理特征,地理,地理信息和所寻求的利益。下面提供了这些概念的基本定义:

人口统计:与居住年龄,城市或地区,性别,种族和民族以及家庭组成相关的属性

社会经济:与家庭收入,教育程度,职业,社区和协会成员资格相关的属性

品牌亲和力 /产品使用:基于其行为与产品参与相关的属性

心理学:与生活方式,生活阶段,个性,态度,观点甚至投票行为相关的属性

地理:与消费者居住和工作的地理区域相关的属性

地理信息图:结合了地理和人口统计特征的属性,可以聚类成可识别的群组

寻求的利益与消费者在购买产品和服务时所寻求的利益相关的属性

市场研究人员可能会开发专有的消费者档案,或者他们可能会使用根据其共同属性进行分类的消费者小组。市场研究提供商公司经常将其消费者档案提供给为大型公司的市场研究客户进行的离散市场研究项目。 

市场研究类别的一些例子 

通过从潜在客户那里获取信息,您可以开始清楚地了解喜欢,不喜欢和购买行为。市场研究公司经常使用的一些分类类别的例子包括:

ABC1:市场研究行业的一种常见分组策略是基于个人的专业工作角色,被指定为户主的人,或家庭收入的主要贡献者。这种分组策略通常被称为ABC1,它是分类中前三个社会经济群体的简写。分组如下:

  • A =高级或更高级的管理,行政或专业
  • B =中级管理,行政或专业
  • C1 =监督或文职,初级管理,行政或专业
  • C2 =熟练的体力劳动者
  • D =半熟练和非熟练的体力劳动者
  • E =每个人完全依赖公共支持(慢性病,失业,老年人,残疾人和其他原因)

其他特殊群体:这些群体的例子主要根据专有的消费者研究或基于人口普查的研究进行分类。不同国家将每个生命阶段组的特定百分比联系起来。生命阶段组的标准分类如下所示:

  • 前家庭或无家庭= 45岁以下不是父母的人
  • 家庭=任何年龄的人,至少有一名16岁以下的孩子仍在家中
  • 第三类= 45岁至64岁的人,16岁以下的儿童仍然居住在家中
  • 已退休= 65岁以上未有16岁以下子女的人仍居住在家中

ACORN:市场研究行业也使用称为ACORN的消费者群体分类法。ACORN类别的基础是地理人口分割。主要依靠人口普查数据,分类标准使用住宅区对消费者进行分类。邮政编码(邮政编码)可以与特定的ACORN类别相关联。因为居住在社区中的人倾向于分享许多属性,所以ACORN对消费者进行分类的方法可能比仅基于人口统计,经济或社会经济因素的更通用的分类更强大。

ACORN类别及其相关组件如下所述:

富裕者 – 第1类

  • A =富裕的高管
  • B =富裕
  • C =蓬勃发展的家庭

城市繁荣 – 第2类

  • D =繁荣的专业人士
  • E =受过教育的都市人
  • F =有抱负的单身

中等手段 – 类别4

  • K =亚洲社区
  • L =后工业家庭
  • M =蓝领根

硬压按类别5

  • N =苦苦挣扎的家庭
  • O =负担单打
  • P =高涨困难
  • Q =内城对手

创建人物角色:基础知识

从当前和潜在客户收集上述信息后,创建消费者档案或角色是一项更容易的任务。描述特定细分的个人资料将允许您设想对您的产品感兴趣的人,并让您更好地了解促使他们找到您的业务的因素。开始简单:

  • 使用上面列出的类别描述您的潜在客户并创建一个命名角色
  • 为上面列出的类别中标识的每个客户端组创建特定的配置文件
  • 在创建每个角色时考虑买方行为,偏好和特征

一旦您清楚了解了您的企业应定位的客户类型,您就可以制定营销策略。您理想的客户资料将帮助您确定谁,在哪里以及如何吸引对您的业务感兴趣的潜在消费者。  

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