Kungani Ukumaketha Kwakho Kwe-B2B Kudinga Uhlelo Lwesixwayiso Sokuqala

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Isisho uyasnuza, uyahlulwa kusebenza ngqo kwezentengiso, kepha ngeshwa ababaningi abathengisi ababonakala bekubona lokhu. Imvamisa, balinda kuze kube umzuzu wokugcina ukuze bafunde ngamathemba abalulekile noma ikhasimende elisencubeni ekusukeni, futhi lokhu kubambezeleka kungaba nomthelela omubi enhlanganweni yenhlangano. Wonke umthengisi we-B2B udinga i uhlelo lokuxwayisa kusenesikhathi lokho kusiza ukuguqula imikhondo kube yimiphumela.

Kuncane kakhulu, sekwephuze kakhulu

Abathengisi banamuhla ngokuvamile balinganisa impumelelo yomkhankaso ngamadili avaliwe noma nge-proxy yesikhathi esiseduze, njenge Ukuhola Okufanelekayo (Ama-SQL). Inkinga yalokhu ingamahlandla ama-4. Ukuqala, it ayinaki futhi ayibikeli imibiko yabasebenzisi ababandakanyekile abamane bangafuni ukukhuluma nabathengisi. Lawa ngamathemba akhetha ukuthola imininingwane yawo azenzele yona kunokuba ayiphakelwe ngumthengisi. Ngenxa yengcebo yolwazi oluku-Intanethi, inani lamathemba okuzenzela liyakhula. AbakwaGoogle bakuthole lokho abathengi bebhizinisi abaxhumani nabaphakeli ngqo kuze kuphele amaphesenti ama-57 enqubo yokuthenga. Lawa makhasimende awakwazi ukunakwa. Ukufaka ama-self-server ekuhlaziyweni komkhankaso wakho kuzonikeza isithombe esinembe kakhudlwana sokusebenza komkhankaso.

Okwesibili, ukubuka imikhondo ngokuhamba kwesikhathi emjikelezweni wokuthengisa kwenza ukumaketha kubheke ukwahlulela nokuziphatha kwabathengisi abathengisayo. Umuntu ophindayo angahle angafuni ukuguqula umkhondo uma engaqiniseki ukuthi kuyithemba elishisayo, ngoba isu labo ukwenza lokho gxila ekuthengisweni okuhle kakhulu futhi ugcine amazinga abo okuguqulwa ephezulu. Abanye abaphenduli bangenza okuphambene futhi baguqule imikhondo kalula kakhulu, noma bakwenze ngobuningi, kuphela ngemuva kokubhekana nokumaketha. Ukuguqulwa okuningi kakhulu kungenza ihaba ukusebenza komkhankaso, okuba nomthelela lapho ukumaketha kwabela khona izinsiza zalo zesikhathi esizayo.

Kuzo zombili izimo, ukumaketha kugcina kushaywe ngumjikelezo wokuthengisa. Ukumaketha kusebenza kanzima ukukhiqiza ukuhola, kushaywa indiva ekupheleni kwekota njengoba ukuthengisa kugxile ekuvaleni amadili, futhi ukuhola kuhamba phambili. Leli iphuzu lokunamathela elidume kabi ebudlelwaneni bokuthengisa nokumaketha.

Inkinga yesithathu yokulinganisa impumelelo ngale ndlela ukuthi ukumaketha kuvezwa ekushodweni okungenzeka kube khona kuzinqubo eziningana, kufaka phakathi ukuhola okuphambili, iphimbo le-rep rep yokuthengisa, ukuthumela imiyalezo, njll. Isibonelo, ake sithi ukumaketha kuqhuba umkhankaso omkhulu oholela ekuzibandakanyeni okuqinile nesilingo samahhala. Uma i-rep development development (SDR) ingenzi umsebenzi omuhle ukulandelela (isb. Ukulinda isikhathi eside, ukuthumela ama-imeyili anephutha lesipelingi, noma ukudelela ocingweni, njll.), Noma ingenakho ukubonakala kwemiphumela emihle ye- icala, lapho-ke lingagcina likhanseliwe, ngaphandle kokusebenza okuqinile.

Uma ama-SQL amaningi aholela emazingeni okuguqulwa aphansi, abathengisi badinga ukugxila emizamweni yabo ephansi kufaneli ukuze kuvalwe amadili amaningi. Ekugcineni, izindlela zokuhola amagoli zivame ukwahlulela kakhulu, ngamaphuzu abelwe amathemba okuchofoza ama-imeyili, ukulanda, nokuvakashela amakhasi ewebhu. Esikhundleni sendlela yesayensi, ukuhola amagoli kuvame ukuba yinto yokuqagela kakhulu.

Ukuzikhandla

Indlela enhle kakhulu ukuvumela ukusebenza kwamathemba akho kusebenze njenge- uhlelo lokuxwayisa kusenesikhathi ukukutshela ukuthi imikhankaso yakho isendleleni eya empumelelweni. Lokhu kungalinganiswa ngokuya ngesilingo samahhala noma ababhalisile be-freemium empeleni abasebenzisa umkhiqizo wakho. Vele, usafuna ukukala ukuthi ngabe azophenduka ama-SQL noma amakhasimende akhokhelayo, kepha ukubheka le metric kuveza ukuthi yimaphi amaphesenti amathemba abandakanyeka ngempela kumkhiqizo wakho futhi okungewona. Lokhu kubalulekile, ngoba abathengisi badinga ukwazi ngokushesha ukuthi ngabe umkhankaso uletha uhlobo olufanele lwabantu. Ngaleyo ndlela bangamisa futhi balinganise kabusha umkhankaso ongenzi kahle ngaphambi kokuba kwephuze kakhulu.

Ukuthola ukubonakala kwalolu hlobo, udinga ukufaka umkhiqizo wakho ukurekhoda izenzo zamakhasimende bese ukubopha lokho emkhankasweni abavela kuwo. Preact kwakha lokhu kubonakala ngokuqoqa le datha, bese uyixhuma ne-Salesforce noma ama-automation systems anjengeMarketo kanye I-Hubspot, ngakho-ke abathengisi bangathatha isenzo esihle kakhulu. Lokhu kusho ukuthi akusekho ukulinda kuze kube yilapho sekwephuze kakhulu ukuba ungene.

Ukugcinwa kwamakhasimende yingxenye ebucayi yanoma yiliphi ibhizinisi, kepha izindlela eziningi ezifanayo zingasetshenziswa ukuqinisekisa ukuthi amathemba nawo anokuhlangenwe nakho okuhle kakhulu komkhiqizo wakho. Indlela yethu yokunciphisa i-churn yamakhasimende nayo iyindlela enamandla yokukala kusenesikhathi phakathi nomjikelezo wokuthengisa ukuthi umkhankaso uphumelele yini. Lokhu kunikeza abathengisi ukuqonda okuthe xaxa nge-ROI yemizamo yabo, futhi kubanikeze amandla okusebenza.

Izinhlelo zokuxwayisa zakuqala

Kweminye imikhakha, kusetshenziswa izinhlelo zokuxwayisa kusenesikhathi ukugwema inhlekelele. Babamba izifo ngaphambi kokuba basakaze, baxwayise abantu ngesiphepho esizayo, noma bathole ukukhwabanisa ngaphambi kokuba kudale umonakalo omkhulu. Kodwa-ke izinhlelo zokuxwayisa kusenesikhathi zingasetshenziswa ukuthola onqenqemeni lomncintiswano futhi zilethe i-ROI yangempela. Abathengisi be-B2B akusadingeki bathembele ku-intuition noma balinde kuze kudlule ithuba. Idatha nokuqonda ekuziphatheni kwamakhasimende kunika amandla abathengisi ukuthi basebenze ngokwengeziwe, futhi baqinisekise ukuthi akukho ukuhola okubalulekile okudluliswayo.

UCABANGANI?

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