Chapter 134 On May 13, the customer and Vanke's development cycle were synchronized

It is very interesting to think about it, because Vanke started to develop real estate in 1988, which has a history of 16 or 17 years. We calculated that the turnover rate for consumers to buy Vanke houses is 7 and a half years, that is to say, 7 and a half years He changed the house, and basically quite a group of people grew up with Vanke, that is, Vanke bought a new house when it built a new house. It is a phenomenon of Vanke, including real estate developers with certain development experience. The customer life cycle refers to the life-like birth, growth, maturity, aging, and death process of a customer for an enterprise.Specific to different industries, there are different detailed definitions for this. For example, in the telecommunications industry, the so-called customer life cycle refers to the time when a telecommunications customer becomes a customer of a telecommunications company and begins to generate business consumption, consumption growth, consumption stability, and consumption. The process of descending and finally off-grid.

According to the experience of Shenzhen developers, "Shenzhen customers will change their houses about every six or seven years."This cycle may not be common throughout the country, but the cascade consumption of real estate is common.With the development of the market, cascade consumption will become more and more obvious.The young man chooses to rent or buy a small-sized apartment when he is first employed, to a three-bedroom apartment where he gets married and has children, to an independent villa that symbolizes his status when he is successful in his career, and to an elderly residence where he lives after retirement.Different stages have different needs, which is what real estate customer management should care about.

Customers in different industries have different "life cycles", so manage the customer life cycle in your own industry well and grasp the value creation link.