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Iyo Inofanirwa-Kuva NeRondedzero Yemukati ZVESE B2B Bhizinesi Zvinodiwa Kuti Ufudze Iyo YeMutengi Rwendo

Zviri kundinetsa kuti B2B Vatengesi vanowanzoendesa kuwanda kwemishandirapamwe uye vanogadzira runyararo rusingagumi rwezvinyorwa kana zvemagariro midhiya zvigadziriso pasina chakanyanya kukosha, chakanyatsogadzirwa raibhurari yezvinyorwa kuti tarisiro yega yega iri kutsvaga kana uchitsvaga mumwe wavo anotevera, chigadzirwa, mupi, kana sevhisi. Nheyo yezviri mukati mako inofanirwa kupa zvakananga yako rwendo rwevatengi.

Makore apfuura, munyori wekopi Bob Bly akapa runyorwa rwe zvikonzero nei kushambadzira kune mabhizinesi yakasiyana zvikuru nevatengi:

  1. Mutengi webhizinesi Anoda kutenga.
  2. Bhizinesi mutengi ndiye zvakaoma.
  3. Mutengi webhizinesi achaverenga zvizhinji yekopi.
  4. Bhizinesi mutengi ane multi-nhanho kutenga maitiro.
  5. Bhizinesi mutengi ane zvakawanda kutenga zvinofurira.
  6. Zvigadzirwa zvebhizinesi zvakawanda yakaoma.
  7. Mutengi webhizinesi anotenga kubatsirwa kwekambani yavo naizvozvowo ivo pachavo.

Kana usiri kugadzira zvemukati wako B2B tarisiro… uye vakwikwidzi vako vanoita… ucharasikirwa nemukana wako wekutanga bhizinesi rako semhinduro yakakodzera.

Verenga Zvakawanda Nezve Matanho Eiyo B2B Mutengi Rwendo

Nemutengi wega wega weB2B wandino batsira, ndinogara ndichiona ratidziro yekupinda kwavo kushambadzira kuita kana isu tichipa zvakajeka uye nekupfupikisa aya kiyi zvidimbu zvemukati.

Dambudziko Kuzivikanwa

Vanotarisira vanoda kunzwisisa zviri nani dambudziko ravari kutsvaga mhinduro vasati vambotsvaga mhinduro. Kuzvisimbisa sechiremera chinonyatsonzwisisa dambudziko uye zvarinoita pamutengi zvine simba nzira yekuvaka kuziva kune yako brand padanho rekutanga reB2B Kutenga Rwendo.

  1. Tsanangura dambudziko - Ipa ratidziro yekutanga, maanalogies, madhayagiramu, nezvimwewo zvinobatsira kutsanangura dambudziko iri zvizere.
  2. Simbisa kukosha - Rubatsiro tarisiro yekunzwisisa iyo mutengo yedambudziko iro kubhizinesi ravo pamwe neiyo mukana wemukana kubhizinesi ravo kana dambudziko ragadziriswa.
  3. tsvakurudzo - Pane zviwanikwa zvechipiri zvekutsvagisa zvakanyora zvizere nyaya iyi uye zvakapa huwandu uye tsananguro yedambudziko? Kuwedzera iyi data uye zviwanikwa izvi kunovimbisa angave mutengi kuti iwe uri ruzivo ruzivo. Tsvagiridzo yepuraimari yakanaka zvakare… inowanzogoverwa uye inogona kuvaka ruzivo rwemhando yako apo vatengi vanotsvaga dambudziko.

muenzaniso: Digital Shanduko ndiyo nzira iyo makambani anobatanidza dhijitari mhinduro mune ese maficha ebhizinesi ravo kutora mabhenefiti edhijitari maitiro uye kuramba uri pamberi pevakwikwidzi. Mukati, kune mari inochengetwa mu otomatiki, yakagadziridzwa data yekuita zvirinani uye nekukurumidza kuita sarudzo, kunyatsonzwisisa kwemutengi, kushushikana kwevashandi kunoderedzwa, uye nekunatsiridza mishumo kuti unzwisise kuti chikamu chimwe nechimwe chebhizinesi chiri kukanganisa sei hutano hwese hwebhizinesi. Kunze, kune mukana wekutyaira kuchengetedza, kukosha kwevatengi, uye kutengesa kwakazara nekugona kutsvagisa nekugadzirisa ruzivo rwevatengi munzira nyowani uye itsva. McKinsey yakapa kuongororwa kwakadzama kunonongedza kune makumi maviri neshanu maitiro akanaka pahutungamiriri, kugona kugona, kupa vashandi simba, kusimudzira maturusi, uye kutaurirana kunoitisa shanduko yedigital inobudirira.

Solution Kuongorora

Tarisiro inogona kunge isingazive mhinduro dzese dzinowanikwa kwavari uye inogona kusanzwisisa zvizere kuti nei kudyara muchikuva chekunze kana sevhisi kwaizovabatsira. Rakavimbika, rwakadzama rondedzero yemhinduro rwakakosha kuzivisa vanotarisira vatengi kunyatsonzwisisa zvavanogona uye zvayakanakira, nezvayakaipira, uye mari inodiwa kune yega. Zvekare, izvi zvinokugadzika iwe pakutanga pakuita sarudzo uye zvinobatsira tarisiro kuti uone kuti iwe unonzwisisa zvese sarudzo.

  1. Zviite-Iwe-Iwe - Kujekesa mashandiro anoita mutengi basa pachezvake hakusi kuvasundira kure nemhinduro yako, zvinovapa mufananidzo wakajeka wezve zviwanikwa uye mutsara wenguva wakakosha kuti uite basa ivo pachavo. Inogona kuvabatsira kufumura maburi mune tarenda, zvinotarisirwa, bhajeti, nguva, nezvimwe… uye kubatsira kunyatsovasundira kune chako chigadzirwa kana sevhisi seimwe sarudzo. Sanganisira anovimbika wechitatu-bato zviwanikwa zvinogona kuvabatsira.
  2. Products -Matekinoroji anogona kubatsira sangano uye kuzadzisa zvigadzirwa zvako nemasevhisi anofanirwa kuve akatsanangurwa zvizere. Iwe haufanirwe kuvanongedzera kune anokwikwidza, asi iwe unogona kazhinji kutaura nezve kuti chigadzirwa chega chega chinobatsira sei mukugadzirisa dambudziko rawakatsanangura mune dambudziko rekuzivikanwa zvirimo. Imwe mhedziso pano ndeyekuti iwe unofanirwa kunyatso tsanangura zvakanakira nezvayakaipira zvechigadzirwa chimwe nechimwe, kusanganisira chako. Izvi zvichabatsira tarisiro yako mune inotevera nhanho, zvinodiwa kuvaka.
  3. Services - Kutaura kuti iwe unogona kuita basa hakuna kukwana. Kupa zvakadzama kutarisisa kwemaitiro uye maitiro aunopa ayo anoedzwa nguva uye akazara zvizere inofanirwa.
  4. Kusiyanisa - Ino inguva yakakodzera yekusiyanisa bhizinesi rako kubva kumakwikwi ako! Kana vakwikwidzi vako vaine musiyano wauri kurasikirwa nawo, ino inguva yakanaka yekudzora kukanganisa kweizvozvo mukana wavanogona kuve nawo.
  5. Results - Kupa nyaya dzevashandisi kana nyaya dzenyaya kuti ujekese zvizere maitiro uye budiriro yemhinduro idzi zvakakosha. Ongororo yepuraimari nesekondari pamatanho ekubudirira, mhedzisiro inotarisirwa, uye kudzoka pane kudyara mari zvinobatsira pano.

muenzaniso: Makambani anowanzo gadzirisa mhinduro netarisiro yekushandura manhamba, asi shanduko yedigital inoda simba rakawanda mukati mesangano. Hutungamiri hunofanirwa kuve nechiono chakajeka chekuti kambani yavo ichashanda sei uye kuti vatengi vavo vachakwanisa sei kudyidzana kana kambani yawana danho rekushandurwa kwedigital.

Zvinosuruvarisa, McKinsey inopa data idzo isingasviki 30% yemakambani ese ari kubudirira mukushandura bhizinesi ravo digitally. Kambani yako inogona kubaya tarenda kuti ibatsire mukuita, jekiseni vanopa mazano kuti vabatsire, kana kuvimba pamapuratifomu auri kugadzira. Kujova tarenda kunoda danho rekukura iro mabhizinesi mazhinji anorwira nawo sezvo paine kushorwa kwepanyama kushanduka mukati. Vanachipangamazano vanoramba vachibatsira mabhizinesi mukushandurwa kwavo kwedhijitari vanonyatsonzwisisa njodzi, maitiro ekuvaka kutenga-mukati, maitiro ekufungidzira ramangwana, maitiro ekukurudzira uye kuvaka kugutsikana kwevashandi, uye kuisa pamberi shanduko yedhijitari yekubudirira. Mapuratifomu dzimwe nguva anobatsira, asi hunyanzvi hwavo uye kutarisisa hakuwanzoenderana neindasitiri yako, vashandi vako, kana danho rako rekukura.

Nemakumi emakore echiitiko, edu shanduko yedhijitari maitiro akagadziridzwa nezvikamu zvakasiyana kutungamira shanduko yako yedhijitari - kusanganisira kuwanikwa, zano, kusimudzira kwehunyanzvi, kuita, kutama, kuita, uye kugadzirisa. Nguva pfupi yadarika takachinja sangano rerubatsiro munyika, rakatama zvizere uye rikagadzirisa mhinduro yebhizinesi, vakagadzira vashandi vavo, uye ivo vakakwanisa kufambira mberi pasi pebhajeti uye pamberi pechirongwa, vachinyatsoziva kudzoka kwavo mukudyara.

Sekambani diki, yako kambani ichagara iri pamberi kune vatinoshanda navo. Vatungamiriri vauchasangana navo mukutengesa kutenderera ndivo vanhu vamwe chete vachange vachityaira rako rakabudirira shanduko yedigital.

Zvinodiwa Kuvaka

Kana iwe uchigona kubatsira tarisiro yako uye vatengi kunyora zvavanoda, unogona kuenda kumberi kwemakwikwi ako nekuburitsa simba uye zvimwe zvinobatsira zvekushanda nesangano rako.

  • vanhu - ipa kunzwisiswa kwakajeka kwetarenda, ruzivo, uye / kana hunhu hunodiwa kugadzirisa dambudziko. Kunze kubva ani inodiwa, zvakare sanganisira kuyedza kunodiwa kugadzirisa dambudziko. Makambani haawanzo kudarika vashandi kubata zviitwa, saka kumisikidza tarisiro padanho rekuyedza uye kuti chigadzirwa chako kana sevhisi (s) inogona kudzikisira izvo zvinodiwa pasangano zvinobatsira.
  • urongwa - Famba tarisiro yako kubudikidza nemaitiro awakagadzira muchikamu chemhinduro kuti uve nechokwadi chekuti vanogona kufungidzira nhambo yenguva pamwe chete nevevanhu neetekinoroji zviwanikwa zvinodikanwa mukati mese. Vabatsire ivo kuisa pamberi pekumisikidza kuti vawane kudzoka kukuru pane kudyara kutanga vachiri kufambira mberi kune zvinangwa zvenguva refu zvekugadzirisa dambudziko.
  • Risk - Chibvumirano cheZinga rebasa, kutevedza zviri pamutemo, marezinesi, chengetedzo, kudzosera kumashure, zvirongwa zvekudzikamisa… makambani anowanzovaka zvinodiwa padambudziko asi achifungidzira pamusoro penyaya dzinogona kukanganisa kuedza kwavo mukushandisa mhinduro.
  • Kusiyanisa - Kana iwe uine mukana wakasarudzika kana kukwikwidza nevakwikwidzi vako, zvinofanirwa kuverengerwa mune izvi zvinodiwa kuti zviiswe pamberi netarisiro yako. Makambani anowanzo kurasikirwa kana kuhwina mukana zvichibva nenyaya imwechete.

Mutengesi Sarudzo

Kwese uko vanhu vari kutsvaga mhinduro, bhizinesi rako rinofanirwa kunge riripo. Kana izvo zviri zvekutsvaga zvemamwe mazwi akakosha, iwe unofanirwa kuverengerwa. Kana iwo ari indasitiri zvinyorwa, iwe unofanirwa kuve neiripo. Kana vanhu vakatsvaga uye vakawana mhinduro kuburikidza neanokurudzira, iye anokurudzira anofanirwa kuziva kugona kwako. Uye… kana vanhu vakatsvaga mukurumbira wako pamhepo, panofanirwa kunge paine nzira yemazano, ongororo, uye zviwanikwa zvinopa izvo tarisiro dzekuti ndiwe sarudzo yakanakisa yavanayo.

  • simba - Iwe uripo pane zvese zvakabhadharwa, zvakapihwa, zvakagovaniswa, uye nhepfenyuro? Kungave kutsvaga paYouTube kwedambudziko, muongorori weindasitiri yako, kana ad iri kuburitswa muindasitiri… uripo here?
  • ndangariro -Wakambozivikanwa here nevechitatu mapato kune zvitupa, mibairo, kufunga hutungamiriri zvinyorwa, nezvimwewo? Kuzivikanwa kwese kweindasitiri kunopa vangangove vatengi chivimbo uye kuvimba sezvavanoongorora vatengesi.
  • Mukurumbira -Uri kushingairira kutarisa uye kupindura kumagariro kutaurwa, zviyero, uye wongororo yezvigadzirwa zvako nemasevhisi online? Kana usiri uye vakwikwidzi vako varipo, sangano ravo rinoita serinoteerera… kunyangwe ongororo isiriyo!
  • Personalization - Yakasarudzika uye yakapatsanurwa nyaya dzenyaya uye zvipupuriro zvevatengi zvakakosha pakusarudzwa kwevatengesi. Vatengi veB2B vanoda kunzwa vane chivimbo chekuti wakabatsira vatengi senge ivo - nematambudziko akafanana avanazvo. Zvemukati yakanangwa kune chaiwo manas inoenderana neanogona kutenga.

Verenga Zvakawanda Nezve Hukama hweMunhu neMutengi Nzendo uye Zvekutengesa maFunnel

Hapana muenzaniso wekuratidza pano… uku kuwongorora kwakadzama kwemasvikiro nemachaneli kuti uone kuti unoonekwa sewakanaka. B2B kambani kushanda pamwe.

Kugadziriswa Kwe Solution uye Kubvumirana Kusika

Vatengi veB2B vanowanzo tenderwa nekomiti. Izvo zvakakosha kuti iwe ubatsire kutaura nei iwe uri chaicho chigadzirwa kana sevhisi kupfuura iye munhu ari kutsvagisa muchikwata icho pakupedzisira chinopa danho rekutenga.

  • Kurera - Makambani haagare aine bhajeti kana nguva yekutora mari nekukurumidza muzvigadzirwa kana masevhisi. Uye ivo havadi kugara vachibata yako yekutengesa timu uko kwavano vhura ivo pachavo kune kukumbira. Kupa zvichena, kurodha pasi, maemail, webinars, podcast, kana dzimwe nzira dzekuti tarisiro yako irambe ichiwana kubatwa uye kufuridzirwa pasina kutengeswa kwakakosha sezvo tarisiro ichiramba ichizvitungamira-yavo rwendo rwekutenga.
  • ruyamuro - Makambani haadi kutengeswa, anoda basa. Zvemukati mako zvinoendesa vanhu kutengesa, kana kune sosi inogona kuvabatsira? Mafomu ako, chatbots, kubaya-ku-kufona, kuronga demo, nezvimwe zvese zvinofanirwa kunge zvakagadzirirwa kuvapa rubatsiro rwakakosha… kwete hardcore sales. Bhizinesi rinopa rubatsiro rwakanyanya mukudzidzisa tarisiro kazhinji ndiro bhizinesi rinokunda mukana.
  • Solutions - Unogona here kugadzirisa chigadzirwa chiratidziro chakanangana nesangano rauri kutsvaga kutengesera? Kugadzirisa chimiro kana kuisa chiratidzo chemhinduro kunogona kubatsira timu kuona mhinduro yauri kuunza patafura. Kunyangwe zvirinani, kupa muyedzo kana nhanganyaya inogona kukurumidzira kutorwa kwechigadzirwa chako kana sevhisi.
  • Gadzira Kudzoka pane Investment - Kubatsira yako tarisiro kuti unzwisise kukosha kana uchitsanangura dambudziko, uchivafamba nemhinduro, uye pakupedzisira uchipa chigadzirwa chako kana masevhisi semhinduro yakakodzera izvozvi inoda kuti iwe uvabatsire kuti vanzwisise kudyara nekudzoka kwayo. Izvi zvinogona kusanganisira kugona kumisikidza, mutengo, uye makotesheni munzira yekuzvishandira online.

Panguva ino, zvemukati zvinofanirwa kuzviputira zvese pamwechete uye waunotenga mutengi anofanirwa kunyatsonzwisisa kuti mhinduro yako yakavakodzera here kana kwete. Mabhizinesi anowanzo tya kukanzura chero tarisiro mune tariro yekuti vatengesi vavo vanomuka kuzorova nemutengi. Ndiwo mutoro wakakura uye unofanirwa kudzivirirwa. Chako chiratidzo chichavaka kutendeseka nekunongedza tarisiro kune iyo rudyi mhinduro, kwete nekuyedza kutengesa chako chigadzirwa kana sevhisi kune wese munhu!

Kana iwe uchibatsira vatengi seizvi, unodzikisa mukaha pakati pekushambadzira-vanokwanisa kutungamira (MQLs) uye kutengesa-vanokwanisa vanotungamira (SQLs), kupa boka rako rekutengesa mukana wekuwana iyo rudyi mutengi kuyambuka tambo nekukurumidza.

Douglas Karr

Douglas Karr ndiye CMO OpenINSIGHTS uye muvambi we Martech Zone. Douglas akabatsira akawanda ekubudirira kweMarTech kutanga, akabatsira mukushingairira kweanopfuura madhora mashanu emadhora mukutenga nekudyara kweMartech, uye anoenderera mberi nekubatsira makambani kuita nekuita otomatiki nzira dzawo dzekutengesa nekutengesa. Douglas inyanzvi inozivikanwa pasi rese yedhijitari uye MarTech nyanzvi uye mutauri. Douglas zvakare munyori akaburitswa wegwaro raDummie uye bhuku rehutungamiriri hwebhizinesi.

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