customers whose purchasing power is relatively small

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Evaluation and analysis of databases allows you to get a complete picture of each client: to understand what he likes, how he acts. This approach allows the company to determine the needs of buyers, evaluate their satisfaction with the product and understand what they want, how interested people are in the target action, for example, a purchase.

The analysis also helps to identify possible problem areas of the product that need attention. The results of the analysis will allow you to develop a specific action plan that can increase sales, average check and audience loyalty. Let's consider several of the most common methods of analyzing customer data.

1. RFM analysis
RFM analysis helps to correctly segment customers depending on their purchase amounts and frequency of contact with the company:

R or recency: when the customer last purchased the product;
F or frequency: frequency of purchases;
M or monetary: how much money the customer spends.
If you analyze and divide all clients into groups based on the parameters provided, you will be able to identify the most loyal ones: those who come to your store most often. And also identify the portraits of clients who have not made a transaction for a long time.

Such clients, for example, may go to competitors, if they have not already done so. Thanks to the analysis, you will be able to notice this in time and, for example, create special offers for this specific segment, motivate people to buy.

2. ABC analysis
ABC analysis is aimed at identifying customer groups depending on their contribution to the company's overall profit.


With its help, you can divide clients into three main groups:

A-group - the most important clients, providing the majority of income;
B-group - intermediate clients;
C-group - The more profit a client brings, the more priority group they are in. Such uruguay phone number list loyal clients are the foundation of the company, and it is with them that you need to be in touch and maintain constant relationships on a regular basis.

ABC analysis — will allow you to see the current situation and understand which clients are in a certain group and what actions should be taken towards them. We talked about ABC analysis in more detail in one of our articles.

Let's sum it up
Analyzing, structuring and managing customer data is an important part of any business, which many new entrepreneurs ignore. Maintaining a customer database opens up more opportunities for the company. It becomes more flexible, can quickly adapt to changes in demand and the market as a whole, and a new competitive advantage appears.

Maintaining and properly analyzing your customers’ data helps improve service and increases customer loyalty. This is because you know your audience, understand their desires, needs, and based on this, you can make the right operational decisions that drive sales, revenue, and profit.