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Owning a wine shop in Paris: CLV + CRV

Owning a wine shop in Paris: CLV + CRV. The Customer Lifetime Value: CLV. The Customer Referral Value: CRV. CUSTOMER 1 Radu : Champion. + Purchases + WOM. CUSTOMER 2 Sara: Affluent. + Purchases - WOM. CUSTOMER 3 Diana: Advocate. - Purchases + WOM. CUSTOMER 4 Marig : Miser.

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Owning a wine shop in Paris: CLV + CRV

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  1. Owning a wine shop in Paris: CLV + CRV

  2. The CustomerLifetime Value: CLV The CustomerReferral Value: CRV

  3. CUSTOMER 1Radu:Champion + Purchases + WOM

  4. CUSTOMER 2Sara:Affluent + Purchases - WOM

  5. CUSTOMER 3Diana:Advocate - Purchases + WOM

  6. CUSTOMER 4Marig:Miser - Purchases - WOM

  7. Attracting new customer – 50$/customer Discount for a contract – 200$/year Discount for a friend – 10$/friend Average price of a bottle – 15$ Let’s be critical

  8. Attracting new customer – 50$/customer Discount for a contract – 200$/year Discount for a friend – 10$/friend Average price of a bottle – 15$ Let’s be critical again

  9. 5 TIPS FOR SUCCESSFUL CRV Tip #1: Timing • Relationship • After sales

  10. Tip # 2 Twice the benefit • WINBonuses, incentives • WINNew clients

  11. Tip # 3 Treasures

  12. Tip # 4 Tracking • Asking for a referral • A long process • Get information from new clients

  13. Tip # 5 Thanks

  14. Conclusions 33% 68%

  15. Conclusions COMPETITION ATTACHMENT HARD TO TRACK REFER AGAIN?

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