{"id":18297,"date":"2018-08-27T10:30:55","date_gmt":"2018-08-27T08:30:55","guid":{"rendered":"https:\/\/blog.wildix.com\/?p=18297"},"modified":"2018-09-04T14:44:41","modified_gmt":"2018-09-04T12:44:41","slug":"tu-les-clients-que-tu-merites","status":"publish","type":"post","link":"https:\/\/blog.wildix.com\/fr\/tu-les-clients-que-tu-merites\/","title":{"rendered":"Tu as les clients que tu m\u00e9rites"},"content":{"rendered":"<p class=\"p1\"><span class=\"s1\"><img fetchpriority=\"high\" decoding=\"async\" class=\"alignleft size-full wp-image-18300\" src=\"https:\/\/blog.wildix.com\/wp-content\/uploads\/2018\/08\/rentabilite-creperie.jpe\" alt=\"\" width=\"392\" height=\"294\" srcset=\"https:\/\/blog.wildix.com\/wp-content\/uploads\/2018\/08\/rentabilite-creperie.jpe 392w, https:\/\/blog.wildix.com\/wp-content\/uploads\/2018\/08\/rentabilite-creperie-300x225.jpe 300w\" sizes=\"(max-width: 392px) 100vw, 392px\" \/>Si je te disais que tu perdais de l\u2019argent \u00e0 chaque fois que tu r\u00e9alises une vente \u00e0 tes clients, continuerais-tu \u00e0 perdre de l\u2019argent sans rien faire ou cesserais-tu de vendre \u00e0 ces clients ?<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Et si je te disais qu\u2019\u00e0 l\u2019inverse tu as des clients qui g\u00e9n\u00e8rent deux fois plus de profits pour ton entreprise sans pour autant n\u00e9cessiter plus d\u2019investissements que les premiers, ne mettrais-tu pas tout en oeuvre pour reproduire ces ventes bien plus lucratives ?<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Les chiffres ne mentent pas. Alors commence \u00e0 raisonner profitabilit\u00e9 et porte-feuille clients en cr\u00e9ant un tableau de bord mensuel que tu analyseras tous les mois.<\/span><\/p>\n<p><!--more--><\/p>\n<p class=\"p1\"><span class=\"s1\">Commence par des choses simples. Segmente ton porte-feuille clients en regroupant tes clients par cat\u00e9gorie, c\u2019est-\u00e0-dire en rassemblant sous une m\u00eame cat\u00e9gorie ceux qui ont les m\u00eames besoins, ont la m\u00eame fa\u00e7on de penser, de d\u00e9cider, d\u2019agir. Pour chacune de ces cat\u00e9gories, commence \u00e0 mesurer la marge moyenne op\u00e9rationnelle, mois par mois. Fais de m\u00eame sur le chiffre d\u2019affaire moyen.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Fixe-toi une limite de marge op\u00e9rationnelle et une limite de chiffre d\u2019affaire par client en-dessous desquelles tu ne dois pas descendre.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Tu r\u00e9aliseras alors que certains clients de ton porte-feuille courent \u00e0 ta perte, ne font que te disperser sur des marges faibles, voire n\u00e9gatives et te d\u00e9tournent de tes clients qui sont les poumons de ton entreprise. Tu dois te concentrer sur les cat\u00e9gories pour lesquelles tes marges sont les plus hautes et les clients nombreux et \u00e0 ta port\u00e9e. Sur ces cat\u00e9gories-l\u00e0 tu augmenteras ton investissement pour d\u00e9velopper le niveau d\u2019expertise de toute l\u2019organisation et tu mettras en oeuvre un plan pour r\u00e9pliquer ces ventes.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Mais surtout, tu oseras envoyer un recommand\u00e9 \u00e0 ceux qui te font perdre de l\u2019argent, qui diluent ton expertise, ton \u00e9nergie en leur disant que tu cesses d\u2019\u00eatre leur fournisseur et tu refuseras de vendre \u00e0 tous ceux qui rentrent dans cette m\u00eame cat\u00e9gorie et qui te g\u00e9n\u00e8rent un chiffre d\u2019affaire toxique pour ton entreprise.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Il y a des relations \u00e0 cesser, des relations \u00e0 maintenir et d\u2019autres \u00e0 d\u00e9velopper dans ton portefeuille clients. A toi de les identifier, chiffres \u00e0 l\u2019appuie.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Dan Kennedy te dirait \u00ab\u00a0Tu as les clients que tu m\u00e9rites.\u00a0\u00bb<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">#Unicomm<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Si je te disais que tu perdais de l\u2019argent \u00e0 chaque fois que tu r\u00e9alises une vente \u00e0 tes clients, continuerais-tu \u00e0 perdre de l\u2019argent sans rien faire ou cesserais-tu de vendre \u00e0 ces clients ? Et si je te disais qu\u2019\u00e0 l\u2019inverse tu as des clients qui g\u00e9n\u00e8rent deux fois plus de profits pour &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/blog.wildix.com\/fr\/tu-les-clients-que-tu-merites\/\" class=\"more-link\">Continuer la lecture<span class=\"screen-reader-text\"> de &laquo;&nbsp;Tu as les clients que tu m\u00e9rites&nbsp;&raquo;<\/span><\/a><\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[53],"tags":[],"class_list":["post-18297","post","type-post","status-publish","format-standard","hentry","category-blog-fr"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Tu as les clients que tu m\u00e9rites | Wildix<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blog.wildix.com\/fr\/tu-les-clients-que-tu-merites\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Tu as les clients que tu m\u00e9rites | Wildix\" \/>\n<meta property=\"og:description\" content=\"Si je te disais que tu perdais de l\u2019argent \u00e0 chaque fois que tu r\u00e9alises une vente \u00e0 tes clients, continuerais-tu \u00e0 perdre de l\u2019argent sans rien faire ou cesserais-tu de vendre \u00e0 ces clients ? Et si je te disais qu\u2019\u00e0 l\u2019inverse tu as des clients qui g\u00e9n\u00e8rent deux fois plus de profits pour &hellip; Continuer la lecture de &laquo;&nbsp;Tu as les clients que tu m\u00e9rites&nbsp;&raquo;\" \/>\n<meta property=\"og:url\" content=\"https:\/\/blog.wildix.com\/fr\/tu-les-clients-que-tu-merites\/\" \/>\n<meta property=\"og:site_name\" content=\"Wildix Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/wildix.pbx\" \/>\n<meta property=\"article:published_time\" content=\"2018-08-27T08:30:55+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2018-09-04T12:44:41+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/blog.wildix.com\/wp-content\/uploads\/2018\/08\/rentabilite-creperie.jpe\" \/>\n<meta name=\"author\" content=\"Ivan Michelazzi\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@WildixSrl\" \/>\n<meta name=\"twitter:site\" 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