Iyini umgodi wokuthengisa - izigaba nezibonelo

Kukhona amathuluzi amaningi ahlukene asetshenziselwa ukwandisa ukuthengisa futhi enze ibhizinisi libe nenzuzo . Phakathi kokufinyeleleka kakhulu futhi kulula ukuyisebenzisa yi-funnel yokudayisa, enezinzuzo eziningana.

Ukuthengiswa kwemishini - kuyini?

Isimiso esibonisa ukusatshalaliswa kwamakhasimende kuzo zonke izigaba ze-negotiation, kusuka ekujwayeleni nasekuqedeni ngokuthenga, kubizwa ngokuthi i-funnel yokuthengisa. Umqondo onjalo wahlongozwa ngo-1898 ngummeli waseMelika, E. Lewis, ukuchaza nokuhlaziya isayensi yezobuchwepheshe. I-funnel yokuthengisa iyithuluzi elingasetshenziswa ezindaweni ezahlukene zokuhweba, kusukela esitolo se-inthanethi kuya kumanethiwekhi amakhulu.

Ukubuyiselwa kwe-Sales Funnel

Ukuze uhlole ukuthengiswa kwe-intanethi ngokushesha futhi ngaphandle kokusebenzisa uhlelo olubi kakhulu lwe-analytics, ungabala idatha edingekayo usebenzisa i-funnel yangemuva. Ngesizo salo, ungaqonda ukuthi konke kusebenza ngendlela evamile noma cha.

  1. Indlela yokuthengisa yokuthengisa iveza ukuthuthukiswa kohlelo lwenyanga (bheka isithombe).
  2. Ukuze ulawule izindawo zethonya, udinga ukuletha eziningi zethrafikhi ekhasini lokufika. Ukuze wenze lokhu, sebenzisa: ukubuyisela kabusha futhi ukubuyisela amathuluzi, ukwandisa isabelomali sokukhangisa kanye nezindleko ngokuchofoza ngokukodwa, ukwandisa izethameli ezihlosiwe futhi ungeze amathuluzi amasha wokukhangisa.
  3. Sibheka umshuwalense wokuthengisa: inani lokuchofoza - 1000, ukuguqulwa - 10%, ukuhola - 100, ukuguqulwa okuholele ekuthengiseni - 5% kanye nenani lokuthengisa - 5. Ngakho singaphetha ngokuthi ukusebenzisa lolu hlelo kuzodinga ukuphinda kabili izinkomba zokuqala.
  4. Indlela elula yokwenza lokhu ukusebenzisa umthetho wezinombolo ezinkulu, ukwandisa izikripthi kanye nemigomo ye-algorithms.
  5. Isinyathelo # 2 - udinga ukwandisa inani lemikhombandlela, futhi izibalo zokuthengisa azikwazi ukwanda. Emva kwalokho, kuphetha ngokuthi inani lokunyuka okukhulayo alanele, kanti ezinye izivakashi ezingu-800 kufanele zengezwe. Umphumela ungabonakala esithombeni - Isinyathelo # 3.

Ukuthengiswa kwemigomo - izigaba

Ekuqaleni, isimiso esinikezwe sasifaka izinyathelo ezine kuphela, kodwa ngokuhamba kwesikhathi umbhobho wandisa. Kufanele kuthiwe ukuthi isimiso nezigaba mayelana nokusebenza komngcwabo wokuthengisa kungahluka kanjani kuye ngokuqondisa nesimo sokwenza ibhizinisi. Noma kunjalo, kubalulekile ukugqamisa inketho evame kakhulu.

  1. Ukudalwa kwe-offer universal offer (UTS) kumakhasimende abathintekayo futhi baphume phakathi kwabancintisana.
  2. I-funnel yokuthengisa ehamba phambili ihlanganisa nokukhangisa, futhi indlela yayo kufanele ikhethwe ngecala elithile.
  3. Ngesikhathi esifanayo, noma esikhundleni sokukhangisa, oxhumana nabo ababandayo bangasetshenziswa, okumelela ukuxhumana okuqala neklayenti elikhona, ukuze esikhathini esizayo abe umthengi.
  4. Kulesi sigaba, izingxoxo zokuqala zenziwa nabantu abaye babonisa isithakazelo ku-USP futhi kubalulekile ukubenza baqiniseke ngesidingo sokuthenga.
  5. Okubaluleke kakhulu isiteji sokudayiswa, futhi inani labantu abaye lafinyelela kuloluphawu oluyinhloko lokuguqulwa kwe-funnel yokudayisa.
  6. Ekugcineni, ukwesekwa okulandela ukudayiswa kunikezwa, ukuze amakhasimende asuka esikhathini esisodwa ahlale unomphela.

Iyini umshini wokuthengisa?

Kunezinzuzo eziningana ezitholakala ngokusebenzisa indlela ekhonjisiwe.

  1. Isiza ukulawula inqubo yokuthengisa esigabeni ngasinye.
  2. Ukuthengiswa okulungile kwe-funnel kunika ithuba lokuhlaziya ukusebenza komphathi.
  3. Inquma ukuthi yisiphi isigaba esidinga ukulungiswa ngenxa yenani elikhulu lamakhasimende ahlwanyelwe.
  4. Ukuze uqonde lokho okushiwo yi-funnel yokuhweba, inzuzo eyodwa ebaluleke kakhulu yalesi simiso kufanele ikhulunywe - iyasiza ukwandisa amakhasimende anakho.
  5. Isiza ukwandisa inzuzo yebhizinisi.

Ukuthengiswa kwemisebenzi - izibonelo

Ukuze uqonde ukuthi isimo esingenhla sisebenza kanjani ekusebenzeni, imfundo elandelayo kufanele icatshangelwe:

  1. Umthengisi uqhuba inkhulumomphendvulwano nomthengi ukuze aqonde lokho akuthandayo nalokho akufunayo. Kubalulekile ukuthola ulwazi oluningi lokukhetha umkhiqizo ofanele.
  2. I-crow yokuthengisa esebenzayo ihilela ukwakhiwa kwesiphakamiso esinenzuzo, ngakho-ke kubalulekile ukuthi umdayisi unolwazi oludingekayo.
  3. Ukusebenzisa amabhonasi ahlukahlukene kanye nezaphulelo, isibonelo, ukulethwa okusheshayo, ukugcinwa mahhala, njll. Kubalulekile ukwethula izipho ezinjengokukhethekile.

Ukuthengiswa kwemishini yokugcina - isitolo se-intanethi

Amabhizinisi amaningi athengisa nge-Internet. Ukuze uthole umkhiqizo okhethiwe, umuntu kufanele ahambe ngezinyathelo eziningana. Okokuqala, umthengi ongenakwenzeka, onentshisekelo esihlokweni sesayithi, angena kuwo, ukhetha umkhiqizo futhi uyanezela ebhasikisini. Kuzodingeka ukuthi ubhalise kuphela, ubeke umyalelo futhi ukhokhele. Umshini wokuthengisa wesitolo se-inthanethi ulungiselelwe ngokuvumelana nalolu hlelo:

  1. Kunciphisa inqubo yokwenza ukuthenga. Kubalulekile ukunciphisa inani lezigaba ukuthi umthengi kufanele adlule ngaphambi kokuqedela ukuthenga, kanye nezinsimu zokugcwaliswa okudingekayo.
  2. Ukuqhuba ukuhlaziywa kwenduduzo yokusebenzisa isayithi.
  3. Umgodi wokuthengisa uthetha ukuthuthukisa ijubane lokulanda isayithi.
  4. Ukwengezwa kwabasebenzisi kuyadingeka ukuze usebenzise okunikezwayo okukhethekile. Isibonelo, abathengi ababhalisiwe bangabona izaphulelo ezengeziwe, futhi abaqalekisi bathola ulwazi mayelana nezinzuzo zezimpahla.
  5. Uhlelo lwamabhonasi ahlukene kanye nezinhlelo zokuqoqa amakhasimende avamile.
  6. Okuqukethwe okulungile kwesayithi kubaluleke kakhulu, ngakho-ke khetha abachwepheshe kulokhu.
  7. Ukusetshenziswa okuphoqelelwe kwempendulo nezincomo ezandisa ukwedluliswa kwekhredithi yokuthenga abathengi bekusasa.

Ukuthengiswa kwemali yokusebenza - izakhamuzi zendawo yokuhlala

Ake sicabangele esinye isibonelo, ukuthi kungenzeka kanjani ukusebenzisa isimiso esinikezwe ekunikezeni izinsiza zangempela. Ukuxhaswa kwempahla yomhlaba kungabandakanya izikhundla eziningana:

  1. Ukubukwa kwezikhangiso ezikhona kanye nenombolo yokuchofoza kanye nezicelo zolwazi.
  2. Kukhona ukuxhumana kokuqala neklayenti nokufunda izidingo zakhe.
  3. Thuthukisa futhi unikeze izixazululo zokuhlangabezana nazo zonke izidingo.
  4. Emva kwalokhu, iklayenti idinga ukunikeza isikhathi sokuhlaziywa kolwazi olutholiwe. Umngcwabo wokuthengisa ubiza lesi sigaba - ukuhlolwa kwezinqumo.
  5. Izingxoxo zokucacisa imininingwane ehlukene: amanani, imigomo, imigomo nokunye.
  6. Lapho konke kucatshangelwa, iklayenti inikeza idiphozi futhi ukuthengiswa kuqala kulungele.
  7. Kubalulekile ukuthi ungakhohlwa mayelana nensizakalo yokulandelela.