Hukama Pakati Pevanhu, Kufamba Kwevatengi, Uye maFunnel Funels

Mutengi Personas, Nzendo dzevatengi, maFunnel Funels

Yakakwira-performance inbound kushambadzira zvikwata zvinoshandisa buyer personas, nzwisisa kutenga nzendo, uye kunyatsoongorora yavo yekutengesa funnels. Ndiri kubatsira kuendesa chidzidzo chekudzidzisa pamashambadziro edhijitari ekushambadzira uye munhu mutengi nekambani yepasi rose izvozvi uye mumwe munhu akabvunza kujekeswa pane vatatu saka ndinofunga zvakakodzera kukurukura.

Kunangisa Ndiani: Mutengi Munhu

Ini munguva pfupi yapfuura ndakanyora pamunhu mutengi uye nemabatiro avakaita pane ako ekushambadzira edigital. Ivo vanobatsira chikamu uye kunongedzera kutaurirana kwako kunoenderana nejogirafi, indasitiri, firmagraphic (B2B) hunhu, kana huwandu hwevanhu (B2C) hunhu. Firmagraphic zvinangwa zvinogona kusanganisira zvese bhizinesi uye chinzvimbo chebasa chinzvimbo.

Mutengi Personas anobatsira ako tarisiro kana vatengi zvirinani kurondedzera neako chigadzirwa kana sevhisi zvichibva pane zvavanoda uye tsika.

Verenga Zvakawanda Nezve Mutengi Munhu

Targeting Kana: Kutenga Nzendo

Kutenga Nzendo kuongorora kwei siteji yerwendo iyo mutengi kana bhizinesi arimo uye kana kana iwe kana usina iwo matanho akafukidzwa mukuyedza kwako kushambadzira.

Consumer kutenga nzendo kwakanaka zvakapusa:

  1. Mutengi ane dambudziko ivo vari kutsvaga.
  2. Mutengi anoongorora zvakasiyana zvingaitwa yedambudziko ravo.
  3. Mutengi anovaka rondedzero ye zvinodiwa kuti mhinduro yacho inofanira kusangana.
  4. Mutengi anoongorora iyo mabhizinesi uye / kana chigadzirwa kana sevhisi.

Bhizinesi kutenga nzendo dzinogona kuwedzera mamwe matanho akati wandei sezvo zvisarudzo zvekutenga zvinowanzoitwa munzvimbo yechikwata umo muongorori anodikanwa kuti abatanidze ruzivo uye aunze mukati kuti riongororwe kubva kune vamwe vatungamiriri vechikwata vane chekuita uye vanoita sarudzo:

  1. Kugutsikana yedambudziko, mhinduro, uye zvinodiwa.
  2. The kubvumirana yesarudzo yekutenga inoitwa mukati memapoka akanganisa uye vanoita sarudzo.

Vaviri ava vanogona zvakare kudurura musarudzo mutengi futi… funga nezvevaroorani vari kutenga yavo inotevera mota. Iye mukadzi anogona kuunganidza ruzivo rwese, kurukurukura nemhuri yavo, uye vosvika pakubvumirana.

Verenga Zvimwe NezveMutengi Nzendo

Hukama pakati pevatengi manas uye nzendo dzevatengi ndewekuti ndiyo matrix iyo yako department rekushambadzira rinofanirwa kunge uchigadzira zvirimo zvako, kusimudzira, uye nzira dzekutarisa.

Iwe une here inbound uye nzira dzekubuda dzakanangana neumwe neumwe munhu padanho rega rerwendo? Iwe unogona kuwanikwa uko vatengi vari kutsvagisa yega yega danho rerwendo? Izvo zvinoshamisa zvinobatsira kuvaka chaiyo iyi matrix. Zvekushambadzira, ndiwo maratidziro auri kugadzira. Zvekutsvaga uye zvemukati zvekushambadzira nzira, ndeyako raibhurari yezvinyorwa.

Kufanotaurira Revenue: Sales Funnels

Rwendo rwekutenga ndiyo nhanho iyo mutengi wako ari… fanera yekutengesa chiyero chemutengi zvine chekuita nekuti vari padyo nehukama nekutenga. Kufungidzira uku kwakakosha nekuti kunopa vashambadziri uye vanhu vekutengesa vane chitarisiko pakutengesa kwavo uye pombi yekushambadzira… ndiyo huwandu hwese hwetarisiro uye kuti vari kure zvakadii nekutenga.

Chii chinonzi Sales Funnel? Ndeapi matanho ezvitoro zvekutengesa?

Mahedheni ekutengesa ndeaya ekuona anotarisa kubva kusangano kumashure kuburikidza nekutenga maitiro kubva mumaonero eiyo mukana wekuburitsa mari. Kutenga nzendo ndiko kuona kunotarisira kutenga kubva mumaonero eiyo mutengi uye mukana wavo wekutenga.

Nekuda kwemaonero akasiyana eayo ega ega, hapana chikonzero chekuenderana pakati pezviviri. Mimwe mienzaniso:

  • Mutengi ari kutsvaga dambudziko raanaro (Rwendo rwevatengi Stage 1) uye une pepa chena rakazara pamusoro wenyaya unovadzidzisa zvizere, unopa mhinduro, uye unoita chinoshamisa pavari nezvehunyanzvi hwekambani yako. Ivo vanofunga (Kutengesa Furuji Stage D) kutenga chako chigadzirwa sekureba sekunge ongororo yaenda mushe.
  • Mutengi anogona kuva unoziva (Kutengesa Furuji Stage A) yechigadzirwa chako kana sevhisi ku zvingaitwa chikamu (Rwendo rwevatengi Stage 4). Pamwe vakaona dambudziko, vakavaka zvinodiwa, uyezve vakawana muongorori mishumo kana zvinyorwa zvinotaura mhinduro dziri pamusika.
  • Mumwe wechikwata-nhengo anogona vanoongorora mhinduro yako (Chikamu cheFunnel Stage E) wobva wadzokera kuchikwata uye wosakwanisa mhinduro yako (Rwendo rwevatengi Rwendo 6) yekushayikwa chaiwo maficha kana mashandiro.
  • Mutengi-wekutsvaga mutengi ane chinangwa chekutenga (Kutengesa Furuji Stage D), inosimbisa ratidziro yechigadzirwa chako, wongororo, uye mitengo (Rwendo rwevatengi Stage 5) inowedzera chigadzirwa kungoro yavo asi ichisiya. Iwe unovatumira vakasiya ngoro maemail uye kana vaine bhajeti, ivo vanotenga.

Nguva ndiyo imwe nzira yekuti pane kusawirirana pakati pezviviri. Vamwe vatengi vanogona kutora mavhiki maviri kuti vasarudze kutenga. Vamwe vanogona kumirira kwegore vasati vafunga kutenga. Wese munhu arikufamba nerwendo rwevatengi uye yako yekutengesa fanera kumhanya kwakasiyana.

Nekuda kweizvozvo, rako rekushambadzira timu rinogona kubhadhara zvakanyanya kukoshesa danho rega rega rerwendo rwevatengi kusimudzira munhu (pane yavo nhanho) kubva kune imwe nhanho kuenda kune inotevera nhanho. Izvi hazviwanzo kuitika zvine mutsindo… mutengi anogona kufamba achidzoka pakati pematanho erwendo rwevatengi nekufamba kwenguva.

Nekudaro, rako rekutengesa timu riri kunyatsoteerera nguva-yekuvhara uye kudhonza tarisiro kuburikidza neyekutengesa fanera kuti vagone kufanotaura yavo yemari kukura (uye komisheni kugona). Chikwata chako chekushambadzira chakawana tarisiro mukati mehuwandu hwezvibodzwa… izvozvi vari kushandisa kumanikidza uye kupa zviwanikwa kuti vawane chibvumirano munzvimbo yekupedzisira.

Unoona here kuti vaviri vacho havafambirane sei?

Kufungidzira uye kuyera yako fanera yekutengesa kwakakosha kuratidzira yako yepasi pemari uye nekuita kwese kwekushambadzira kwako nekutengesa kwekuedza. Pakazara, iwe unoda kuve nechokwadi chekuti uri zvinofamba mumwe nemumwe anokwanisa kutungamira kubva padanho rimwe rekutengesa faneli kuenda kune inotevera.

Izvi zvinopa ako ekutengesa uye ekushambadzira madhipatimendi nechivimbo kuti mikana yekutyaira mari iri kuwedzera.

Verenga Zvakawanda Nezve Kutengesa Mafoni

Kuda rubatsiro?

Kana iwe uchida rubatsiro nekuongorora rako remaraibhurari uye kuongorora uchipesana neako manas uye matanho, wobva washandisa yekutengesa fanera kuti unyatso kuyera kushambadzira kwako, ndiudze! Kana iwe uchida kutaura neni nezvekuvaka chirongwa chetsika chesangano rako kuti ridzidziswe, ndokumbira undibate. Kune vakawanda vatengi, ini ndinonyatsoita zvese - kubvunza uye kuvabatsira mukuvaka iyo sisitimu pamwe nekudzidzisa vashandi vavo maitiro ekuita, kuyera, uye kugadzirisa ako marongero ekushambadzira.

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