Ngemva Kwedili: Indlela Yokuphatha Amakhasimende Ngendlela Yempumelelo Yekhasimende

Isu Lempumelelo Yekhasimende

Ungumthengisi, uyathengisa. Wena kukhona ukuthengisa. 

Futhi yilokho nje, ucabanga ukuthi umsebenzi wakho usuqedile bese udlulela kokulandelayo. Abanye abathengisi abazi ukuthi bayeke nini ukuthengisa nokuthi baqale nini ukuphatha ukuthengisa asebekwenzile.

Iqiniso liwukuthi, ubudlelwano bamakhasimende ngemuva kokudayiswa bubaluleke kakhulu njengobudlelwano be-presale. Kukhona izinqubo ezimbalwa ibhizinisi lakho elingakwazi ukuzenza kangcono ubudlelwano balo bangemva kokuthengisa. 

Ndawonye, ​​lezi zinqubo zibizwa ngokuthi Isu Lempumelelo Yekhasimende futhi zenzelwe ukusiza ibhizinisi lakho emikhakheni ehlukene.

  • Buyisela imali (RIO): Ikhasimende ngalinye eligciniwe liyikhasimende elilodwa elincane okudingeka lizuzwe ukuze kuhlangatshezwane nemigomo yemali engenayo.
  • Izibuyekezo ezingcono: Ukuvangela komkhiqizo nokubuyekezwa kumasayithi afana I-Capterra futhi G2 thuthukisa isithombe somkhiqizo futhi ulethe amakhasimende amaningi.
  • Impendulo eyengeziwe: Akufanele kudidaniswe nezibuyekezo, impendulo iwulwazi lwangaphakathi olungasetshenziswa ukuthuthukisa umkhiqizo wakho.

Kuzwakala kukuhle, kodwa sikwenza kanjani?

Uma impendulo emfushane iyisu elenziwe kahle, elihlanganisa konke Impumelelo Yekhasimende, impendulo ende ikulesi sihloko. 

Iveza izinsika ezine Zempumelelo Yekhasimende nokuthi ungazibeka kanjani ngaphambili naphakathi kwezinqubo zebhizinisi lakho.

Iyini Impumelelo Yekhasimende?

Isu Lempumelelo Yekhasimende liyindlela esebenzayo ebudlelwaneni bamakhasimende.

Ukuphathwa Kobudlelwano Bekhasimende kuhilela ukulindela izinkinga ikhasimende elingabhekana nazo ohambweni lwalo ngokwazi nokuqonda ikhasimende, izidingo zalo, kanye nomkhakha walo. Kudingeka ukufundisana kwezici zomkhiqizo nokusetshenziswa, ukuxhumana okungaguquki, kweziteshi eziningi, nokuqondanisa kweqembu kwangaphakathi ukuze kusetshenziswe Impumelelo Yekhasimende.

Ngakho-ke, ungase uzibuze ukuthi lokho kungena kuphi ebhizinisini lakho. 

Ngezinsiza ezanele, amabhizinisi amakhulu ayakwazi ukuqasha kokubili Ukusekela Kwekhasimende kanye namathimba Wempumelelo Yekhasimende. Ngeshwa, akuwona wonke umuntu ongazibiza ngebhizinisi elikhudlwana… okwamanje. 

Amabhizinisi amancane angahlanganisa Amaqembu Okuthengisa Nokweseka njengeqembu elilodwa Lempumelelo Yekhasimende. Lokhu bakwenza ngokunciphisa isidingo sokusekela ngokuzisiza ngokudala izinsiza zemfundo yekhasimende elizisizayo: Isisekelo solwazi, ama-athikili esikhungo sosizo, izifundo zevidiyo, ama-webinars avamile, namaseshini engibuza noma yini.

Lokhu kukhulula isikhathi somenzeli Wempumelelo Yekhasimende ukuze agxile ekwakheni ubudlelwano obungcono bamakhasimende, ukuqonda amabhizinisi amaklayenti kangcono, nokubasiza ukuthi bakhule.

Embonini ye-B2B SaaS ikakhulukazi, impumelelo yebhizinisi lakho incike ngokuphelele empumelelweni yekhasimende lakho. Amakhasimende athenga umkhiqizo noma isevisi yakho ukuze athuthukise awabo. Uma ukuqaliswa kwenkonzo yakho kubaphumelelisa, kungani bengaqhubeki nokubhalisela kuyo? Ukubambisana okuqhubekayo kugcina amathayela akho ekhala futhi ukukhula kukhula. 

Ukuphumelela Kwekhasimende impumelelo yebhizinisi.

Insika Yempumelelo Yekhasimende 1: Ukusebenza

I-Proactivity iyisisekelo sempumelelo yekhasimende. 

Ukusebenza namakhasimende akhona kubalulekile. Ungalindi ukuthi ikhasimende likuthinte ngenkinga. Setha amakholi okuhlola ahlelwe njalo ukuze ubahlole, uzwe ulwazi lwabo ngomkhiqizo wakho, futhi uthole ukuthi uyahlangabezana yini nalokho ababekulindele ekuqaleni. 

Ngaphezu kwalokho, lapho izici ezintsha noma imikhiqizo yengezwa ebangeni lakho, tshela umhlaba. 

Ngokuqondile, tshela amakhasimende okufanele azuze okuningi ezenzweni ezintsha. Bamemele ocingweni lwedemo yomuntu siqu noma bamba iseshini ebukhoma ethi Ask-Me-Anything futhi ubabonise nxazonke.

Eqinisweni, Impumelelo Yekhasimende imatasa kangangokuthi iqala ngisho nangaphambi kokuba ikhasimende libe yikhasimende.

Abahamba phambili abafanelekile ukuthengisa

Abaholi abafanelekayo kwezokuthengisa (Ama-SQL) yilawo anamathuba aphezulu okuguqulwa.

Mhlawumbe sebevele bakhombise intshisekelo ezintweni zokumaketha zomkhiqizo wakho, bathinte ithimba labadayisi, noma babhalisele isivivinyo samahhala. Laba abaholi abashisayo, futhi kubalulekile ukuthi uhlanganyele nabo mathupha ukuze ubafake kabusha ngenkathi besesekulayini. Kunezindlela ongathola ngazo okuningi kulokhu kuhlangana.

  • Yenza kube ngokwakho amakholi edemo. Uma ngabe umholi usevele ubhalisele isistimu futhi waqala ukuyisebenzisa, hlola izici abazihlolile futhi wakhe ikholi yakho yedemo ngokusekelwe kuzo.
  • Yazi abaholayo ngaphambi kwekholi yakho yokuqala. Thola ulwazi oluningi mayelana nenkampani ngangokunokwenzeka: Usayizi, isakhiwo somnyango, imboni, impumelelo yayo yakamuva, kanye nezinkinga zamanje. Hlela idemo ukuze ihambisane nesimo sabo esithile.
  • Buza ngemiphumela abayidingayo kusofthiwe yakho futhi wakhe ukuxhumana kwakho kuzungeze leyo migomo. Okulandelayo, babonise indlela emfushane kakhulu eya kuleyo migomo.
  • Ungabukisi ngakho konke ukusebenza kusukela ekuqaleni; kungenza umthofu ukhungatheke. Qala ngezici ezidingekayo kuphela futhi uchaze okwengeziwe njengoba zikhula zibe umkhiqizo.

Izingcingo ezijwayelekile zokuhlola amakhasimende

Ngokuvamile izingcingo zokuhlola, zalapho amakhasimende do babe amakhasimende, kufanele futhi kube yingxenye yesu lakho Lempumelelo Yekhasimende. 

Cela abaphathi Bempumelelo yekhasimende benze umsebenzi wabo wesikole wasekhaya, babuyekeze ama-akhawunti eklayenti, futhi bahlele ukubonisana nabo njalo ukuze baqonde ukuqhubeka kwabo kokusetshenziswa nokuqhubeka nokusetshenziswa komkhiqizo. Isakhiwo esivamile sezingcingo ezivamile zokuhlola zingabukeka kanje...

  1. Ukuhlolwa kokuqala kwabaphambili abafanelekile, njengoba kuchazwe ngenhla.
  2. Hlola ukuqaliswa kwenyanga eyodwa, uqinisekisa ukuqaliswa okushelelayo.
  3. Isibuyekezo sezinyanga eziyisithupha ukuze uthole isiqondiso mayelana nezici ezithuthuke kakhulu.
  4. Ukubuyekezwa konyaka owodwa ukuze kutholwe noma yiziphi izinguquko ezidingekayo ngaphambi kokubhalisa kabusha.

Isikhathi singahluka kuye ngohlobo lomkhiqizo kanye nemodeli yebhizinisi yenkampani yakho. Noma iyiphi indlela, kubalulekile ukuqinisekisa ukuxhumana njalo nekhasimende.

Ukusebenza Kwempumelelo Yekhasimende kuyiqhathanisa kabili kusukela kumodeli yokwesekwa kwamakhasimende evamile. 

Ngokulindela izinkinga, imibuzo, nezicelo, singaqinisekisa ukuthi akulokothi kube isizathu sokuthi ikhasimende lihambe.

Insika Yempumelelo Yekhasimende 2: Imfundo

Uma ukusebenza kuyisisekelo sempumelelo yekhasimende, imfundo izindonga ezine ezigcina yonke into ingaphakathi.

I-Proactivity yimfundo yabasebenzi bakho mayelana nemboni yekhasimende nokusetshenziswa komkhiqizo. 

Imfundo isho ukunikeza amakhasimende ukuqonda okuqinile kokuthi angawusebenzisa kanjani umkhiqizo kangcono ngokususelwe ezidingweni zawo. Amakhasimende adinga ulwazi lwakamuva, lwesikhathi sangempela mayelana nomkhiqizo ukuze akwazi ukuthuthukisa isu lawo lesikhathi eside futhi alinganise ukukhula kwebhizinisi lawo ngomkhiqizo wakho enhliziyweni yawo. Kuze kube manje, okuqukethwe yinkosi.

Okuqukethwe yinkosi

Ukumaketha kungumshini, okhipha okuqukethwe okubalulekile, okubalulekile kumakhasimende akhona kanye nalabo abazoba khona. 

Ngaphandle kwezincwadi zezindaba kanye nezaziso ezingaphakathi komkhiqizo zezibuyekezo ezibalulekile nokukhishwa, sebenzisa ama-webinars abukhoma nezici zokuhamba ezingeziwe noma ezithuthukisiwe. Gcina ukugeleza okuqhubekayo kokuqukethwe kwezemfundo nokwangaphambi kokugibela kuwebhusayithi yakho, njengemihlahlandlela, ama-eBooks, amaphepha okukopela, nezinhla zokuhlola. Qhubeka nakakhulu... 

  • Ikhasi le-FAQ lihlukaniswe laba izigaba ngokusekelwe ezicini ezihlukene zomkhiqizo.
  • Okuqukethwe komsindo okunjengamaphodikasti kunikeza esinye isiteshi sokuqukethwe ukusebenzelana kwamakhasimende.
  • Izinkomfa kanye nama-workshops ngemikhiqizo.
  • Uhlelo lokuphatha ukufunda (I-LMS) enamavidiyo nezifundo zokufundisa.
  • Izikole nezitifiketi zalabo abafuna ukuba ozakwethu noma abadayisi. 

Ukungazi ukuthi usetshenziswa kanjani umkhiqizo kungesinye sezizathu ezisabalele kakhulu zokuxova kwamakhasimende. Izinto ezifanele zokufundisa amakhasimende ukuqeda lesi sizathu.

Insika Yempumelelo Yekhasimende 3: Ukuxhumana

Impumelelo Yekhasimende noma cha, ibhizinisi lakho kufanele lenze ukuxhumana okuphumelelayo kube yinto ehamba phambili njengoba lilwela ukusungulwa nokukhula.

Umuzwa wokuxoxa wekhasimende (I-CCE) kusho ukuhlinzeka ngosekelo oluqhubekayo nesiqondiso kumakhasimende umuntu ngamunye. Inhloso ye-CCE ukuvula ukuxhumana okubili phakathi kwekhasimende nomkhiqizo, ezingeni lapho amakhasimende eqiniseka ngokwanele ukuza ku-Impumelelo reps neziphakamiso zokuthuthukisa kanye nempendulo ethembekile.

  • Yiba umngane wamakhasimende ngokuthola okwengeziwe ngawo kunomsebenzi, uma efuna ukwabelana.
  • Phumula kalula ku-jargon yobuchwepheshe, khuluma ngolimi oluqondwa ngamakhasimende.
  • Ungabi namahloni okubuza imibuzo eminingi. Zifundise ngebhizinisi labo.
  • Hlala kude nemibhalo; yiba nengxoxo yangempela eholwa isipiliyoni. Njengochwepheshe bemboni, awudingi umbhalo. 
  • Hlangana namakhasimende lapho akhona. Sebenzisa ukubeka endaweni eyodwa ubuchwepheshe njengenkundla yokuphatha ubudlelwano bamakhasimende (CRM) ukugcina wonke umongo wamakhasimende endaweni eyodwa, kungakhathaliseki ukuthi iphuma kusiphi isiteshi.

Umphakathi wamabhizinisi

Ngaphezu kwalokho, ukuxhumana okusebenzayo kusho ukusungula umphakathi ozungeze umkhiqizo wakho.

Umphakathi wamabhizinisi obambekayo iyithuluzi elisebenzayo lokuhlanganisa amakhasimende ukuze aphishekele inhloso eyabiwe ngenkathi usebenzisa umkhiqizo wakho. 

Iqembu elilula lomphakathi - kungaba emkhiqizweni noma ezinkundleni zokuxhumana - lingahamba ibanga elide ekuxhumaniseni abasebenzisi ngemibuzo, izimpendulo, kanye nezixazululo zezici ezithile zomkhiqizo. Ihlinzeka ngamanani amabili kumakhasimende - ithuba lokuxhumana nokuhlangana namakhasimende angaba khona noma ozakwethu.

Ngaphandle komphakathi wamabhizinisi obambekayo, kunezinye izindlela zokwakha izimiso zomphakathi ezizungeze umkhiqizo wakho…

  • Beka amaklayenti akho njengabaholi bemicabango ngokuqukethwe okukhiqizwa umsebenzisi.
  • Qalisa inxusa lomkhiqizo noma uhlelo lozakwethu ukuze ukhuthaze ukuvangela komkhiqizo.
  • Imicimbi eku-inthanethi nengaxhunyiwe ku-inthanethi isiza amaklayenti ukuthi axhumeke nakakhulu.

Ukuxhumana okuhle kuyibhizinisi eliyisisekelo. Ngaleso sikhathi, umphakathi wamabhizinisi unikeza izinzuzo ezimbili zokubhaliselwe kwekhasimende kumkhiqizo wakho. Esinye isizathu sokuthanda ibhizinisi lakho nomkhiqizo.

Insika Yempumelelo Yekhasimende 4: Ukuqondanisa

Ukuxhumana phakathi kwamaqembu ebhizinisi lakho kuyinsika yokugcina yempumelelo yekhasimende. Ngokucacile, Impumelelo Yekhasimende idinga ukuqondanisa Kwamaqembu Omkhiqizo, Ezokumaketha, Nezokuthengisa. 

Nakuba kubalulekile ukuthi umnyango ngamunye ube nemigomo yomuntu ngamunye ongayifinyelela, yonke leyo migomo kufanele ifinyelele kumgomo webhizinisi okwabelwana ngawo. Ukuqondanisa kuyinqubo yokusungula ukuqondana okufanayo ukusiza ukusebenzisana okungcono kuleyo migomo eyabiwe. 

Uma babelana ngemigomo, babelana ngemiphumela, futhi babelane ngezibopho, ekugcineni bazokwabelana ngempumelelo.

Ubuchwepheshe obabiwe buwumgogodla wokuqondisa kahle kweqembu

Ngaphezu kwakho konke, ukuqondanisa kudinga amathuluzi akhona abasebenzi abangabelana ngawo futhi baxhumane ngamazinga ahlukene. 

Njengoba ngisho, imakethe ye-SaaS iyakhula. Kusukela umhlaba wahamba ukude ngo-2020, lawa mathuluzi asetholakala kabanzi, futhi aba banzi kulokho abangakwenza. 

Ubuchwepheshe be-CRM buya kude kakhulu ekuqondiseni amaqembu. Ngokuletha yonke idatha yebhizinisi ngaphansi kwesambulela esifanayo se-CRM, amabhizinisi angayisebenzisa ukuze aqondanise futhi izinqubo ezizenzakalelayo, xhumana nomunye ngokuhlobene namaphoyinti edatha athile, setha imisebenzi ehlobene namarekhodi angawodwana, futhi ubike, wenze i-gamify, futhi ubone ngeso lengqondo amamethrikhi nemigomo ngaphakathi kwedeshibhodi efanayo.

Ukuxhumana okujwayelekile, okujwayelekile phakathi kwamaqembu ukuvala amalophu empendulo

Yiba namaqembu athengisayo namamaketha ahlangane kanye ngeviki ukuze afeze izimpumelelo zawo zeviki eledlule. Chaza imigomo okwabelwana ngayo okufinyelelwe kuyo kanye naleyo okufanele kuhlangatshezwane nayo kokulandelayo. Hlanganyela futhi wabelane ngochwepheshe kuma-akhawunti eklayenti ngalinye ukuze unqobe noma yiziphi izithiyo ezingaba khona zokubhalisa kabusha kwalo.

Ngokufanayo, amaqembu omkhiqizo kufanele abambe idemo yamasonto onke ukuze abuyekeze ukuqhubeka kwawo ngesikhathi sangempela, anikeze abamele Impumelelo Yekhasimende ithuba lokuyishumeka kumakholi wabo wokuhlola namaklayenti.

Dala amagumbi ezingxoxo empendulo yangaphakathi lapho abenzeli bempumelelo bangathumela khona noma yiziphi iziphazamisi noma izincomo ezivela kumakhasimende futhi uMkhiqizo ungazihlelela khona manjalo kumephu yomgwaqo womkhiqizo wabo. Izihibe zempendulo ezivaliwe zibalulekile Empumelelweni Yekhasimende. Imvelo yabo idinga izandla eqenjini ngalinye.

  • Ukuthengisa noma Impumelelo Yekhasimende iqonda amakhasimende ngokuphelele, futhi ithola lokho amakhasimende akudingayo nakufunayo emkhiqizweni. Bakhuluma namakhasimende anikeza impendulo.
  • Ukuthengisa kudala okuqukethwe ukuze kukhangise futhi kufundiswe mayelana nokusetshenziswa kwempendulo. Uma noma yini enkulu ngokwanele ishintsha, ingase idinge owayo umkhankaso.
  • Ithimba loMkhiqizo lenza lezo zinguquko, livale ngokoqobo izihibe zempendulo.

Ukuqondanisa kwethimba kusiza ukuvala impendulo ngokushesha, okusho ukuthi ikhasimende lithola lokho elikufunayo nelikudingayo emkhiqizweni.


Bathi akukapheli kuze kucule lesisidudla.

Hhayi-ke, indaba iwukuthi, usephelelwe izwi. Uhambo lwekhasimende alukapheli uze wehlulekile.

(Ikhasimende) Impumelelo iphambene nokwehluleka.