Izibalo nokuhlolaUmcimbi WokumakethaAmathuluzi OkukhangisaUkunika Amandla Ukuthengisa

Ama-MQLs Adlulisiwe - Ingabe Wakha ama-MQM?

I-MQM iwuhlobo lwemali olusha lokumaketha. Imihlangano efanelekile yokuthengisa (MQM) ngamathemba namakhasimende aqhuba umjikelezo wokuthengisa ngokushesha futhi andise ipayipi lemali engenayo kangcono. Uma ungenzi kudijithali imayela lokugcina lemikhankaso yakho yokumaketha eholela ekuwineni kwamakhasimende amaningi, yisikhathi sokucabangela ukuqaliswa kokumaketha kwakamuva. Sesingene kahle obishini olushintsha umdlalo ukusuka emhlabeni wama-MQL ukuya emhlabeni lapho abaphambili abalungele ingxoxo bewuhlobo lwemali oluyinhloko lokumaketha. 

Umdlalo awusekho mayelana nezinombolo kuphela; Isimo sanamuhla sokumaketha simayelana nokubandakanya amakhasimende ngezindlela eziyiqiniso ezakha ukwethembana futhi - ekugcineni - nobudlelwano obuqinile. Lokhu kubaluleke kakhulu manje, futhi ngicabanga ukuthi kuzohlala kunjalo ngemuva kwe-COVID, ngoba ukumaketha kwedijithali kufanele kuhambise ipayipi lokuthengisa, okuyinkomba ehamba phambili yokukhula kwemali engenayo.

Abafundi bale bhulogi bazokwazi kahle ukumaketha nokuthengisa, okuboniswayo kokuxhumana kwanoma yikuphi okulindelekile noma kwekhasimende nebhizinisi lakho. Lubonisa ngokusobala uhambo lokucabanga oluthathwa yithemba elingaziwa ngokungazi lutho ngenkampani ukuba ibe ngomunye wamakhasimende ayo athembekile. Ngokulinganayo, ingalandelela ithuba lokuthengisa noma lokuthengisa nge-akhawunti ekhona yomkhiqizo noma isevisi entsha. Akunandaba ukuthi siphikisana kangakanani nokunemba nokusebenza kwalo faneli, into eyodwa iqinisekile: ilapha ukuhlala!

ifanele yokuthengisa nokumaketha

Ifaneli evamile yokuthengisa ye-B2B yenkampani yebhizinisi enkathini yangaphambi kwe-COVID iboniswa kumdwebo ongenhla. Kusukela phezulu kwefaneli, okungase kube yisimo esijwayelekile lapho unezivakashi eziyizinkulungwane eziyikhulu ezenzakalweni zakho noma iwebhusayithi, kanye namathemba owaqondisayo emikhankasweni yakho yezikhangiso. Lesi yisigaba sokuqwashisa samathuba akho okuhlosiwe. Inkampani ngokuvamile ingalindela izinga lokuguqulwa elilinganiselwa ku-5%, kulesi sibonelo elingaholela ekuholeni okungaba ngu-5,000.

Isinyathelo esilandelayo siwukuthola amaphuzu nokukhulisa le mikhondo futhi siyiguqulele kuma-MQL (ukuhola okufanelekayo ukumaketha) ngokusekelwe ezingeni lentshisekelo ukuhola okubonisiwe kumkhiqizo noma umkhiqizo wethu. Ngokuvamile leli yiphuzu lapho ukuthengiswa kwempahla kwenzeka khona, ngakho ukuthengisa kungafaneleka laba baholayo bese kubaguqulela amathuba njengengxenye yomugqa wokuthengisa. 

Emisebenzini eminingi yokuthengisa ye-B2B nokuthengisa, u-1% wokuhola uguqulelwa ekubeni owinile. Kulesi sibonelo, ukuqala ngomkhondo ongaba ngu-5,000, umuntu uzogcina ezuze cishe ama-50. Qaphela ukuthi le methrikhi ingahluka kakhulu ngokuya ngenani lokuthengisa elimaphakathi, uhlobo lwemboni, nobude bomjikelezo wokuthengisa. 

ICoronavirus Ishintshe Umsebenzi

Isimo esibucayi njengamanje sihlasela zonke izigaba kulo msele. Ingaphezulu le-funnel kungenzeka linciphiswe ngoba ngeke ube nezinkulungwane zezivakashi emicimbini yabantu, imiboniso yomgwaqo, neminye imisebenzi enjalo. Lokhu kunjalo kunciphisa inani lemikhombandlela. 

Eqinisweni, i-COVID-19 ithinta ukuguqulwa kuyo yonke i-funnel. Lokhu kuyiqiniso ikakhulukazi maphakathi nefaneli lapho kuvela khona isandla phakathi kokuhola okufanelekile kwezentengiso ekuholeni okufanelekile ukuthengisa. Lokho kungenxa yokuthi yisiteji lapho inqwaba yethemba nokubandakanyeka kwamakhasimende kwenzeka-ikakhulukazi ebhizinisini le-B2B. Kulapha lapho yonke imicimbi ekhanseliwe nemisebenzi iba nomthelela omkhulu ekuhlanganyeleni okubalulekile ngaphakathi komuntu okudingekayo ukuhambisa ukuhola ngofele wepayipi kuze kube sethubeni lokuthengisa elishisayo. 

Le yinkinga enkulu kithina bakhangisi. Njengoba umdwebo wesibili wefaneli ukhombisa, noma amaphesenti wokuguqulwa ngokusebenzisa ifaneli kuze kube manje abonakala ehle ngokuthobekile, inani labaphumelele liwe ngokukhishwa lisuka ku-50 liye ku-20. Limane liyizibalo ezilula; njengoba uqhubekela phambili ku-funnel, ngisho nokudonswa ngamaphesenti amancane kuzoba nomthelela omkhulu enanini lama-win.

ukuguqula kuhola i-covid 19

Guqula ukuhola okuningi kube Wins, Ngokushesha

Ukuphendula, amaqembu wokumaketha edijithali kumabhizinisi amaningi aphumelele manje ayakhuphuka emdlalweni wawo. Agxile ekukhiqizeni amakhulukhulu noma izinkulungwane zama-MQM: imihlangano efanelekile yokuthengisa. La maqembu aphethe ngokuthi akusenele ukuletha nje i-MLQ. Impela, ama-MQLs asabalulekile, kepha akunakuphikwa ukuthi awunakukwazi ukumisa uhambo lwakho ekukhiqizeni ama-MQL kusuka kumikhombandlela eluhlaza. Okudingakalayo izindawo ezivumela ukuthi ukuxhumana okubaluleke kakhulu nekhasimende okubaluleke kakhulu ukufundisa ikhasimende, ukuphendula imibuzo, ukuphendula ukuphikisa, nokuphatha izingxoxo.

Imicimbi ebonakalayo, ama-webinars, futhi cishe konke imikhankaso yokwenziwa kwesidingo ingashayela amasu okubandakanya amakhasimende ngamathemba afanelekile okuqhubekisela phambili imfundo yawo, ukubheka ukwakheka, futhi ngaleyo ndlela abathuthukise ohambweni lwabo lomthengi. Ngaleso sizathu, ngingasho ukuthi ama-MQM abaluleke kakhulu ama-MQLs esimweni sethu sezulu samanje sokumaketha. 

Ama-MQM nawo ahlukahluka ngokweqile ngoba angachazwa njenge-CTA ebonakalayo (ukubizela esenzweni) kuzo zonke izinhlelo zakho zokumaketha ezidijithali nemicimbi ebonakalayo. Ngabe awukhethi umhlangano wamakhasimende ngaphezu kokuhola kwamakhasimende? 

Imihlangano Yamakhasimende Ebonakalayo Ingathatha Amafomu Ahlukahlukene

Cabanga ngalo mdwebo, okuyi kubonisa izinhlobo ezahlukahlukene zemihlangano yamakhasimende we-B2B manje esingazisingatha cishe. 

izinhlobo zomhlangano ezingokoqobo

Ngakho-ke, uma imihlangano yamakhasimende nochwepheshe nabaphathi ibaluleke kakhulu kunemikhombandlela, singayikhiqiza kanjani eminye yayo? Ezimweni ezijwayelekile, lapho amakhasimende efuna ukubona idemo, angayibona emcimbini noma kumboniso womgwaqo noma kuseshini yokuphumula. Ngekusasa elibonakalayo, le misebenzi izodinga ukubonakala. Ngokufanayo, uma ikhasimende licela umhlangano nomhlangano ophethe omkhulu ngaphambi kokuzibophezela ekuthengeni izigidi zamadola, lokhu kungaphathwa kalula cishe. 

Okufanayo kuya kuma-roundtables nabalingani, abasabalalisi, namakhasimende, nanoma yisiphi isimo lapho abantu abaningi kufanele bahlangane khona ukuxazulula izinkinga futhi baxoxe ngezixazululo. AmaWebinar manje aselinye lamathuluzi anamandla kakhulu okusheshisa lonke uhambo lomthengi, futhi izikhathi nochwepheshe zihlala zibalulekile ukukholisa amakhasimende ukuthi angene kubuchwepheshe obusha noma kwisisombululo esisha. Imihlangano yozakwethu nayo ingukhiye ezinkampanini eziningi ukushayela ibhizinisi lazo. Yonke le mihlangano yamakhasimende e-B2B ingamasu enkampanini yakho futhi ingenziwa ngokuhlanganisa ama-MQM ezinhlelweni zakho zokumaketha ezidijithali. 

Cabanga Ukuthi Inhlangano Yakho Ikhiqiza Kanjani ama-MQM

Nansi iphuzu: uma ufuna ukukhulisa imali yakho engenayo, udinga ukukhulisa ipayipi lakho. Ukuphakama kwenhloso yakho yemali engenayo, kulapho ipayipi olidingayo lisendaweni - ipayipi lakho liyinkomba ehamba phambili yemali engenayo (yona uqobo eyinkomba esalele yempumelelo yakho yezentengiso). 

Indlela eqinisekile yokubikezela ipayipi lakho ukugxila ekwandiseni imihlangano yamakhasimende ehleliwe ye-B2B nokunye ukuxhumana. Ngamanye amagama: ama-MQM aqhuba ipayipi, nawo aqhube imali engenayo.

Uhlelo lwe-MQM oluyimpumelelo luzokhiqiza izicelo eziningi zomhlangano, futhi lezi kufanele zilawulwe eduze futhi zilandelelwe ukuze zisebenze kahle futhi zilandelelwe. Ukumisa umhlangano nomuntu ozothile noma ikhasimende kungadinga ama-imeyili nezingcingo ezingafinyelela kwangu-14 uma zisingathwa ngesandla, ngakho amabhizinisi azimisele ngama-MQM asebenzisa inkundla yokuzenzakalela komhlangano (MAP). 

By ungeza i-MAP kusitaki sakho sobuchwepheshe bokumaketha uzokwazi ukukhuphula ngokuphawulekayo amakhono akho e-MQM ngoba izokwenza ngokuzenzakalelayo izindawo ezintathu eziyizinsika ezinkulu: ukuhlela ngaphambi komhlangano (umhlangano we-orchestrate omiselwe abahambele umcimbi futhi uqinisekise ukuthi ngayinye inolwazi oludingekayo ukuze umhlangano uphumelele); ukuphathwa kokuhamba komsebenzi (ukuhlinzeka abaphathi bomhlangano, noma ithimba le-ops yokumaketha ikhono lokwengamela zonke izicelo zomhlangano neziqinisekiso, ukuqinisekisa ukuthi imininingwane yokuthengisa efanele iyabanjwa, iphathe izinto zomhlangano); kanye nezibalo zangemva komhlangano (amadeshibhodi amamethrikhi emali engenayo athonywayo, ukuphathwa kwezinhlolovo ukuze kuqondwe ukusebenza kanye nenjongo yomthengi).

Imephu yeJifflenow yenzelwe inhloso eyodwa yokwenza ukuhlela ngokuzenzakalela nokuphatha imihlangano ye-B2B ebonakalayo noma yomuntu uqobo. IJifflenow izokusiza ukuthi uguqule ukuhlangana kwakho okubonakalayo namathemba namakhasimende abe imihlangano ezuzisayo, nayo, engasiza ukuqhubekisela phambili ipayipi lokuthengisa futhi inciphise umjikelezo wokuthengisa. 

Funda Kabanzi NgeJifflenow

URavi Chalaka

URavi Chalaka uyi-CMO ye- Jifflenow kanye nochwepheshe Wezokumaketha Nokuthuthukiswa Kwebhizinisi, owenza futhi asebenzise amasu ebhizinisi, akhiqize ukufunwa futhi akhulise ukuqwashisa ngomkhiqizo / komkhiqizo ezimakethe ezincintisanayo. Njenge-VP Yezokumaketha kuzo zombili izinkampani ezinkulu nezincane zobuchwepheshe, uRavi wakha amaqembu nemikhiqizo eqinile futhi wanika amandla ukukhula kwemali engenayo ngokushesha ngezixazululo ezahlukahlukene ezisuselwa kwi-Big Data, SaaS, AI ne-IoT software, HCI, SAN, NAS. URavi uneziqu ze-MBA kwezokuMaketha nezeziMali futhi ungumkhulumeli wemboni ongungoti nomethuli

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