PRESENTATION ON SUSPECTING AND PROSPECTING

1. CUSTOMER PROFILING AND
LEAD GENERATION FOR
MARUTI SUZUKI CIAZ
TEAM MEMBERS:
RAHUL KR GUPTA-PGDM-0727
ISHAN GURHANI-PGDM-1981

2. CUSTOMER PROFILING (Suspecting)
 Suspecting is an activity of creating market place for marketing your
specific product.
 It help us to understand why would customers buy the product from us.
 We need suspecting because we need to know the customer before we
know the need.
 It helps in saving resources like time and money.
 Factors:
1. Personal
2. Psychological
3. Social

3. 1.Personal or Demographic
 Gender
 No gender biasing.
 Age
 Customers whose age is between 30-40 years.
 Frequency of purchase is very low ,mostly twice in lifetime.
 The main focus is on urban areas.

4. 2.Psychological
 Ability and knowledge
 Capacity to learn new features and function of new car.
 Personality traits
 The customers should be ambitious to buy the car in this segment.
 The customers should be adaptable to new surroundings.
 Motives
 Safety for family as it provides ABS , ISOfix child seats
 Esteem- self satisfaction for owning a car.

5. Contd..
 Perception
 The way car looks , feel ,smell and touch of the interiors of car.
 Lifestyle and income
 Customers who has moderate to high standard of living.

6. 3.Social Factors
 Opinion Leaders
 Kirti Sambav-NDTV India
 www.autocarindia.com
 www.zigwheels.com
 Household income
 Upper middle class.
 Social class
 They buy the product to showcase themselves to be in different class
that they belong to.

7. LEAD GENERATION (Prospecting)
 It helps in locating and qualifying the individuals or business that
have a potential buy the product or service.
 Prospect is someone who has NEED,BUDGET,AND AUTHORTY.
 The goal is to convert is to create a database for converting the
potential customer to current customer.
 Techniques for prospect:
1. Exhibitions and Demonstration
2. Internal leads
3. Social marketing

8. 1.Exhibitions and Demonstration
 Sponsoring or participating in trade shows or exhibition like:
 Participating in Auto Expo and demonstrating the new features
and functions of car.
 Sponsoring in major Sports tournament.
 Promoting the car and demonstrating the new features and
functions of car in the mall and shopping complexes.

9. 2.Internal Leads
 Leads from the existing employees.
 For example an automobile sales manager can get a list of leads from
the manager of service and spare department.
 Essentially, prospecting allows sales professionals to accurately
distinguish between cold, warm and hot leads, so that the company
can deliver the type and volume of content most appropriate for
each lead.

10. 3.Social Networking
 The main aim is to Create a page on facebook or a twitter to solve
the queries of the customers regarding the price and features of the
car.
 The main focus of creating a social network is to provide better
customer engagement and relationships.
 It provides a platform for the organization to increase the reach and
frequency and sales of the product.

11. FEEDBACK