Tidasiyira Gawo 1 kukambirana za misampha yomwe makampani omwe amakumana nawo akufunika otsogolera ochulukirapo kapena kufuna kugulitsa zambiri. Ndipo filosofi ku Concept ndikuti mabizinesi opambana amayenera kutsogolera kulera ndikukhala ndi njira zonse zogulitsa kuti akule bwino.
Magawo Osiyanasiyana a Funnel Yogulitsa
Nthawi zambiri mumamva aliyense akulankhula za otsogolera apamwamba kwambiri. Top-of-funnel imatanthawuza mwayi wodziwa kapena kuyanjana ndi bizinesi yanu mwanjira ina. Zoyembekeza zapamwamba nthawi zambiri sizimadziwa kampani yanu, malonda, kapena ntchito yanu. Komabe, muli ndi nthawi yochepa yoti muwonekere koyamba, kupanga chidwi chambiri, mwinanso kuwapititsa patsogolo.
Kuyimba kwakunja, kusaka kolipira, kutsatsa maimelo, SEO, ndi kudzaza mafomu kumatulutsa zotsogola zamitundu yonse ndi mtundu. Mumalamulira mtundu ndi mtundu wa otsogolera omwe mukufuna. Ngati wina akwaniritsa zomwe mukufuna koma osakonzeka kugula lero, ndioyenera kukhala patsogolo. Ngati akwaniritsa zomwe mukufuna, ndiye kuti amagula ndikugwiritsa ntchito chinthu kapena / kapena ntchito ngati yanu. Mukungoyenera kukhala patsogolo pawo akakonzeka kugula. Ichi ndichifukwa chake otsogolera oyenerera ndi ofunikira kwambiri ndikuwasuntha kudzera munjira yogulitsa. Kugwiritsa ntchito chitsanzo chowongolera chomwe chikuwonetsa kuchuluka kwa zochita kapena zomwe zimatengera kugulitsa kumachokera ku chidziwitso-woyenerera (IQL) kupita ku lead-qualified sales funnels & lead (MQL).
Mwawononga kale nthawi, mphamvu, ndi madola kuti muzindikire munthu amene akugula malonda kapena ntchito yanu. Kodi simukufuna kukhala ndi nkhokwe yonse yamakampani omwe amagwiritsa ntchito zinthu ndi ntchito ngati zanu? Ngati munatero, zikutanthauza kuti kuyimba kulikonse komwe mumapanga, imelo iliyonse yomwe mumatumiza, ndi kanema kapena bulogu iliyonse yomwe mumayika, imayikidwa pamaso pa anthu omwe amagula malonda kapena ntchito yanu.
Pakati ndi Pansi-pa-Funnel Zotsogolera
Kulera kutsogolera kumatenga zitsogozo zogulitsira malonda (MQLs) ndikuwatembenuza kukhala otsogolera oyenerera malonda (SQLs) – kapena kuwasuntha kuchokera pamwamba pa fupa mpaka pakati ndi pansi pa funnel. Nthawi yofunikira kuchita izi ndi yosiyana pa chiyembekezo chilichonse. Kusamalira bwino kutsogolera kumawonjezera mwayi wathu wokhala pamalo oyenera panthawi yoyenera ndipo ndichinthu chofunikira kwambiri pakupanga malonda amphamvu ndi injini yogulitsa.
Kupititsa patsogolo kumatsimikiziridwa ndi umboni ndi malipoti, osati ndi ndemanga za wogulitsa malonda. Nthawi zambiri, atsogoleri amalonda amazindikira mtundu wa omwe amatsogolera komanso kutsogolera kwawo gulani mndandanda wa nambala zamafoni motengera zomwe amagulitsa ogulitsa. Njira zotsatirira ndi zochita ziyenera kulembedwa mu CRM ndi ogulitsa ogulitsa. Oyang’anira malonda ayenera kufotokoza mwatsatanetsatane zomwe adachita potsatira kutsogolera, zokambirana za foni zomwe anali nazo ndi chiyembekezo, kutumiza maimelo, zolemba zomwe zatumizidwa, ndi zina zotero. kukulitsa kutsogolera mpaka kutayidwa kapena kukwezedwa kukhala wokonzeka kugula.
Mtundu uwu wamalonda womwe umawonjezera mwayi wokhala pamalo oyenera panthawi yoyenera. Ndi mtundu uwu wa malonda omwe amawongolera njira yanu yogulitsa. Uwu wa malonda omwe amachepetsa kukwera ndi kutsika kwa malonda. Ndipo potsiriza, ndi mtundu uwu wa malonda omwe amachulukitsa malonda onse.
Mafunso Ena Ogulitsa Oyenera Kukumbukira
Kulera kutsogolera kudzakhala ndi zotsatira zabwino pa malonda onse. Kupititsa patsogolo kasamalidwe ka kutsogolera kophatikizana Ntchito Data ndi chisamaliro chotukuka cha sales funnels & lead kumapangitsa malonda. Komabe, awa si madera okhawo omwe tiyenera kuthana nawo. Pali madera ena oti tiyankhe ndi mafunso omwe tiyenera kufunsa. Madera ena ndi mafunso oti muganizire chifukwa chake bizinesi yanu ikufunika kugulitsa zambiri zili pansipa. Mafunso awa akungoyang’ana pamwamba – pakadali pano.
Kodi ma reps anga ogulitsa amagwira ntchito potsatira chiwongolero choyambirira ndikulankhula ndi chiyembekezo? Musanayankhe funso ili, kumbukirani, funso silikufunsa ngati wogulitsa wanu ali woyenerera, wodziwa zambiri, wanthawi yake, waukadaulo, komanso wodalirika. Funso ndilakuti, kodi iwo ali ndi mphamvu zambiri zaku taiwan pakutsata chitsogozo ndikulankhula ndi chiyembekezo?
Zimagwira ntchito pokhazikitsa malonda / ntchito zakampani yanu ngati njira yabwino yopezera chiyembekezo?
Kodi angakhazikitse chidaliro ndi ngongole mwachangu patsogolo pa chiyembekezo?
Kodi mungagule kuchokera kwa ogulitsa anu onse?
Kumbukirani, ziribe kanthu momwe katundu wanu kapena ntchito yanu ilili yabwino, ngati wogulitsa wanu sakuthandiza kulankhulana, kuyimba foni, kukhazikitsa ngongole ndi kukhulupilira, ndikudzipatula kuzinthu zina zonse zomwe mukuyembekeza kulandira, simungapeze. mwayi wokhala pamalo oyenera pa nthawi yoyenera, pamene chiyembekezo chakonzeka kugula.
Kodi ndikugawa bajeti yanga yogulitsa ndi malonda m’njira yothandiza kwambiri yomwe ndingathe?
Kodi ndikuyika patsogolo ndikugawa madola kuzinthu zonse zofunika pakugulitsa kuphatikiza kutsatsa, kupanga kutsogolera, kutsata kutsogolera, ndi kutseka malonda? Zindikirani kuti sindinaphatikizepo kasamalidwe ka akaunti pamndandandawu. Sindiphatikiza kasamalidwe ka akaunti ngati gawo lazogulitsa. Ndidzapulumutsa maganizo angapamutuwu pabulogu ina.
Sindikunena kuti muyenera kugwiritsa ntchito ndalama zambiri, koma ndikungoyang’ana momwe mukugwiritsira ntchito bajeti yanu yamakono.
Kodi ndili ndi munthu woyenera kuwongolera zoyesayesa zanga zamalonda?
Kodi ndi zaposachedwa komanso zachangu?
Amamvetsetsa CRM ndikuigwiritsa ntchito mwachangu?
Ali ndi luso loyang’anira, anthu, zomwe zili, mauthenga, ndi zina?
CRM ikugwiritsidwa ntchito m’bungwe lanu?
Mukugwiritsa ntchito CRM pazinthu zake zonse ndi zabwino zake?
Ogulitsa anu akugwiritsa ntchito CRM molingana ndi machitidwe abwino?
Makampani ambiri akuyembekeza kuti atha kukhazikitsa pulogalamu yotsogola yomwe imatha kupanga zotsogola zogulitsa zomwe zimasandulika kukhala mabizinesi otsekedwa. Ndikuganiza kuti iyi ndi njira yomwe makampani ambiri amapita chifukwa ndi njira yochepetsera kukana komanso njira yosavuta kutsatira. Kuyankhulana ndi madera ena ogulitsa ndi injini yogulitsa kuti muwonjezere malonda kumafuna kukangana, khama, luso, ndi kusintha. Nthawi zambiri timayembekezera, kufuna, ndi kudzipusitsa tokha kuti pali njira yosavuta. Tikukhulupirira kuti njira yosavuta ndikutumiza zotsogola ku gulu lathu lazogulitsa.
Kodi CRM ikugwira ntchito kwa inu?
Nthawi ina tikadzati, “tikufuna otsogolera ambiri”, imani kwa kamphindi ndikuti, “tikufuna malonda ambiri.” Kunena kuti “tikufuna kugulitsa zambiri” kumabweretsa njira yosiyana kuposa kunena kuti “tikufuna zitsogozo zambiri.” Mawu omwe mupanga adzakuuzani komwe mukupita. Mawu omwe mupanga adzakuuzani ngati malonda akuwonjezeka kapena ayi. Mosasamala kanthu za zomwe munganene, kutsogola ndi kutsata kutsogolera ziyenera kukhala mbali yake. Komabe, zomwe zikubwera pambuyo pake ndizosiyana.
Monga cheke chachangu chaumoyo, perekani kafukufuku wachidule wotsatirawu kwa Utsogoleri Wanu Waukulu, Kutsatsa, Chitukuko Chogulitsa, Utsogoleri Wogulitsa, sales funnels & lead ndi Oyang’anira Malonda kuti muwone kutsata kotsatira:
Kodi njira zathu zotsogola zotani?
Kodi ndi njira yotani yotsatirira yotsatiridwa ndi Malonda pambuyo potembenuzidwa ku Malonda?
Ndi zidziwitso ziti zomwe ziyenera kulowetsedwa ku CRM mukamatsatira chitsogozo?
Ndani ali ndi udindo wolera otsogolera omwe samabweretsa kugulitsa mwamsanga?
Kodi njira yathu yotsatirira zotsogola zomwe sizimapangitsa kuti malonda agulidwe mwachangu ndi chiyani?
“Ndikufuna otsogolera ambiri.” “Tikungofunika otsogolera ambiri.” “Ngati mutha kungoyika ogulitsa anga patsogolo pa omwe ali oyenerera, atseka.