Kuchita ndi makasitomala sikophweka, makamaka muzochitika za B2B; chifukwa chake mudzafunika yoyenera B2B Sales Funnel. Mosiyana ndi B2C, makasitomala amakhala okopa kwambiri, ndipo B2B Sale Funnels ndizovuta kwambiri, zomwe zimatha kukhala zomveka komanso zoganizira zamtengo wapatali ndi ROI popanga zisankho zogula.
Pamene ukadaulo ukupita patsogolo, maubale a B2B apitilira kukula, ndikupanga mwayi wamabizinesi atsopano ndi zovuta. Kumvetsetsa mayendedwe a B2B Sales kumatha kukhala njira yabwino kwambiri yolunjika makasitomala ndikusunga zabwino zampikisano.
mwachidule
| Kodi B2B Sale ndi chiyani? | Bizinesi kupita ku Bizinesi - Kugulitsa Mabizinesi |
| Ndani adayambitsa malonda a B2B? | John Deere |
| Kodi filosofi ya malonda a B2B ndi chiyani? | Gulitsani ndi zosowa m'malo mogulitsa zenizeni |
M'ndandanda wazopezekamo
- mwachidule
- Kodi njira yogulitsa B2B ndi chiyani ndipo chifukwa chiyani ili yofunika?
- Magawo 6 a fayilo yogulitsa ya B2B ndi zitsanzo
- Malangizo opangira Funnel Yogulitsa B2B
- Mafunso Ofunsidwa Kawirikawiri
- pansi Line
- Mafunso Ofunsidwa Kawirikawiri
Malangizo Othandizira Kuchita Bwino
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Kodi njira yogulitsa B2B ndi chiyani ndipo chifukwa chiyani ili yofunika?
Malonda a B2B ndi dongosolo losanjikiza lomwe limafotokoza magawo osiyanasiyana omwe kasitomala angadutse akamaganiza zogula chinthu kapena ntchito mu B2B (bizinesi kupita kubizinesi).
Pophwanya njira zogulitsira m'magawo osiyanasiyana, mabizinesi amatha kumvetsetsa bwino momwe amagulira, zomwe zimathandiza mabizinesi kuyeza ndi kusanthula zomwe amagulitsa ndi kutsatsa ndikuwongolera zomwe makasitomala amakumana nazo.
Kuphatikiza apo, njira yogulitsira ya B2B imathandizira mabizinesi kuzindikira zofunikira komanso kulumikizana komwe kumachitika paulendo wogula. Izi zimalola mabizinesi kupanga njira zotsatsira zomwe akutsata komanso njira zogulitsira pagawo lililonse lazitsulo, ndikuwonjezera mwayi wosintha makasitomala omwe angakhale makasitomala olipira.
Komabe, ena amatsutsa kuti chitsanzochi ndi chophweka kwambiri ndipo sichiwerengera zovuta zamakhalidwe amakono ogula B2B. Chotsatira chake, mabizinesi ambiri apanga mitundu yowonjezereka komanso yosinthika yomwe imaganizira mawonekedwe apadera amisika yawo yomwe akufuna komanso makasitomala.
Magawo 6 a fayilo yogulitsa ya B2B ndi zitsanzo
Musanagule mumtundu wa B2B, wogula akhoza kudutsa magawo 6 osiyanasiyana, omwe amafotokozedwa kudzera mumtundu wa B2B wogulitsa motere. Dziwani kuti chiwerengero cha makasitomala omwe angakhalepo chikhoza kuchepa pamene akudutsa gawo lililonse.
Gawo 1: Kudziwitsa
Cholinga cha gawo lachidziwitso munjira yotsatsa ya B2B ndikudziwitsa anthu zamtundu wanu ndikukopa makasitomala omwe angakhale ndi chidwi ndi malonda kapena ntchito zanu. Pakadali pano, omwe angakhale makasitomala sakuyang'ana kuti agule, koma atha kukhala ndi vuto kapena chosowa chomwe bizinesi yanu ingathetse.
Izi zitha kuchitika kudzera munjira zosiyanasiyana zotsatsa, monga kugulitsa khomo ndi khomo B2B, kutsatsa, zolemba zapa social media, makanema a YouTube, kutsatsa kwazinthu, komanso maubale.
Gawo 2: Chidwi
Gawo lachiwongola dzanja pamayendedwe ogulitsa a B2B ndi gawo lachiwiri pakusintha kasitomala kukhala kasitomala wolipira. Pakadali pano, wogulayo akudziwa za kampani yanu ndipo wawonetsa chidwi ndi zinthu kapena ntchito zanu.
Ckutsatsa, ma webinars, kapena ma demo azinthu ikhoza kukhala njira zogulitsira zogulitsira kuti apatse makasitomala omwe angakhale nawo chidziwitso chofunikira komanso chothandiza chomwe chimawathandiza kumvetsetsa phindu la zinthu kapena ntchito zanu
Gawo 3: Kuunika
Cholinga cha Gawo Lowunika ndikupereka kasitomala yemwe angakhale ndi chidziwitso ndi zida zomwe angafunikire kuti apange chisankho mwanzeru. Izi zitha kuchitika popereka maphunziro amilandu, maumboni, mabaji odalirika, ndemanga zamakasitomala, masamba amitengo, ndi ma demo azinthu zomwe zikuwonetsa mtengo ndi maubwino azinthu kapena ntchito zanu.
Popereka zidziwitso zolondola ndikuthana ndi nkhawa zilizonse kapena zotsutsa zomwe kasitomala angakhale nazo, mutha kukulitsa chidaliro chawo pazogulitsa kapena ntchito zanu ndikuwayandikira kuti asankhe kugula.
Mwachitsanzo, tiyerekeze kuti mukugulitsa ntchito za B2B. Panthawi yowunika, kasitomala yemwe angakhale akufufuza zamagulu osiyanasiyana omwe akupezeka pamsika, kufananiza mawonekedwe, kuwerenga ndemanga zamakasitomala, ndikuwunika momwe ntchito zawo zimakhudzira zosowa zawo.
Gawo 4: Chibwenzi
Gawo la Engagement munjira yogulitsira ya B2B ndi gawo lofunikira pakusinthira kasitomala yemwe angakhale kasitomala wolipira popereka chithandizo chopitilira kukulitsa chidaliro chawo mubizinesi.
Pa nthawi ya Chiyanjano, kasitomala yemwe angakhale akulumikizana ndi bizinesi yanu m'njira zosiyanasiyana, monga kudzaza a fomu yolumikizirana, zowonetsera zamaphunziro, kulembetsa ku kalata yanu yamakalata, kapena kupezeka pa intanetir. Gawoli limayang'ana kwambiri pakupanga ubale ndi omwe angakhale kasitomala ndikukulitsa chidwi chawo pazogulitsa kapena ntchito zanu.
Gawo 5: Gulani
Kufika pa gawo lachisanu, mutatha kumaliza zambiri za mgwirizano ndikuwunikanso zosankha zamitengo, kasitomala yemwe angathe kusankha akupanga chisankho chomaliza ngati angagule kapena ayi. Zimawonetsa kutha kwa malonda a B2B ndi chiyambi cha ubale wamakasitomala,
Mwachitsanzo, kampani yamapulogalamu imatsata omwe ali ndi chidwi omwe amaliza chiwonetsero kapena kuyesa, kuwapatsa zambiri zamitengo ndi malingaliro awo. Kuti muwonjezere mtengo wogula, patsamba la Malipiro, makampani atha kugwiritsa ntchito njira zogulitsira ndi Kukweza.
Gawo 6: Kukhulupirika
Pomaliza, zikafika pagawo la Kukhulupirika, mabizinesi amatha kugwiritsa ntchito njira zosiyanasiyana kuti makasitomala azikhala otanganidwa, monga kupereka makasitomala apadera. Kungakhale kupereka kwa kukhulupirika mphotho kapena kuchotsera, B2B Imelo malonda, kutsatira malonda, ndikuyang'ana makasitomala pafupipafupi kuti athetse nkhawa zilizonse zomwe angakhale nazo.
Polimbikitsa kukhulupirika kwamakasitomala, mabizinesi amatha kusunga makasitomala ndikupanga mawu abwino otumizira ndi malingaliro, zomwe zingathandize kukopa makasitomala atsopano ndikukulitsa makasitomala awo.
Malangizo Opangira Funnel Yogulitsa B2B
#1. Personalization ikukhala yofunika kwambiri mumayendedwe ogulitsa B2B. Malinga ndi lipoti la Salesforce, 80% ya ogula B2B amayembekeza zokumana nazo makonda akamacheza ndi ogulitsa. Gwiritsani ntchito deta yamakasitomala kuti musinthe maimelo anu, zotsatsa, ndi zomwe zili kuti mupangitse makasitomala kumva kuti ndi ofunika komanso omvetsetsedwa.
#2. Kuphatikizira makasitomala anu ndi zolemba zapa social media, monga live uchaguzi komanso pa intaneti zochitika zotengera mphatso ndi AhaSlides Wheel ya Spinner nthawi ya Lachisanu Lachisanu kapena tchuthi.
MFUNDO: Pezani zidziwitso zamakasitomala pogwiritsa ntchito AhaSlides Mafunso Osangalatsa ndi Masewera!
- ntchito AhaSlides kuti mupange zisankho zosangalatsa komanso zokopa chidwi, kafukufuku kapena masewera okhudzana ndi malonda kapena ntchito yanu.
- Gawani mafunso kapena masewera ndi omvera anu kudzera pa imelo, malo ochezera a pa Intaneti, kapena tsamba lanu. Limbikitsani kutenga nawo mbali popereka mphotho kapena chilimbikitso.
#3. Kupereka ogwira mtima maphunziro kwa makasitomala, gwiritsani ntchito maphunziro a kanema ndi, blogs, FAQs masamba patsamba lanu kuti apereke maupangiri atsatanetsatane ndi chidziwitso chofunikira monga momwe amagwirira ntchito komanso angapindule nawo.
#4. Gwirizanitsani Kuyimbira anthu osawadziwa B2B mumayendedwe anu ogulitsa. Mwachitsanzo, gulu lamalonda limapanga mndandanda wa omwe angatsogolere ndikuyamba kuyimba foni kuti adziwitse kampaniyo ndi zinthu zake kapena ntchito zake.
#5. Pangani zogulira mwapadera: Leverage Omnichannel kugulitsa kuti apatse makasitomala kugula kwabwino komanso kosasunthika pamakina angapo ndi ma touchpoints, kuphatikiza pa intaneti, mafoni, ndi malo ogulitsa njerwa ndi matope.
Mafunso Ofunsidwa Kawirikawiri
Kodi kugulitsa ndi kutsatsa kwa B2B ndi chiyani?
Njira yogulitsa B2B imalumikizidwa kwambiri ndi njira yotsatsa. Ngakhale njira yotsatsira imayang'ana pakupanga zotsogola ndikudziwitsa anthu, njira yogulitsira imayang'ana pakusintha ma lead kukhala makasitomala. Kutsatsa kopambana kwa B2B kumafunikira njira zotsatsira zotsatsa kuti zikope ndikuphatikiza makasitomala omwe angakhale nawo.
Kodi pali kusiyana kotani pakati pa funnel B2B ndi B2C funnel?
Kusiyana kwakukulu pakati pa B2B ndi B2C funnel ndi omvera omwe akufuna. Mafani a B2B amayang'ana kwambiri kugulitsa zinthu kapena ntchito kumabizinesi ena, pomwe mafani a B2C amayang'ana kwambiri kugulitsa kwa ogula. Mafani a B2B nthawi zambiri amakhala ndi nthawi yayitali yogulitsa ndipo amaphatikiza opanga zisankho angapo, pomwe mafani a B2C nthawi zambiri amakhala aafupi komanso amayang'ana kwambiri zokopa zamalingaliro.
Kodi zimawononga ndalama zingati kuti mupange fayilo yogulitsa ya B2B?
Mtengo wopangira fayilo yogulitsira ya B2B utha kusiyanasiyana kutengera kukula kwa bizinesi, kuvutikira kwa njira yogulitsa, zida ndi zida zofunika kuti agwiritse ntchito fayiloyo. Mitengo ingaphatikizepo ndalama zogulira, kutsatsa, mapulogalamu, ndi antchito.
Kodi njira yathunthu mu B2B ndi iti?
Njira yathunthu mu B2B imatanthawuza njira yokwanira yogulitsa ndi kutsatsa yomwe imakhudza magawo onse ogulitsa. Zimaphatikizapo kupanga kutsogolera, kulera kutsogolera, kugulitsa malonda, ndi kusunga makasitomala.
Kodi zinthu zapamwamba kwambiri za B2B ndi ziti?
Zimatanthawuza za zomwe zapangidwa kuti zikope ndikugwirizanitsa makasitomala omwe ali m'gawo loyambirira la malonda. Izi zingaphatikizepo blog zolemba, zopezeka pazama TV, ma ebook, ma webinars, ndi mitundu ina yazinthu zomwe zimapereka maphunziro kapena chidziwitso kwa omvera, popanda kulimbikitsa malonda kapena ntchito inayake.
Kodi zomwe zili pansi pa fungulo za B2B ndi chiyani?
Izi zitha kuphatikizirapo kafukufuku, ziwonetsero zazinthu, kuyesa kwaulere, ndi mitundu ina yazinthu zomwe zimapereka zambiri za chinthu kapena ntchito yomwe ikuperekedwa.
Ndi zinthu 4 ziti zomwe zili mu faniyo?
Kudziwitsa - kudziwitsa anthu za mtundu kapena malonda
Chidwi - kupanga chidwi ndi kuphunzitsa omwe angakhale makasitomala
Chisankho - kuthandiza makasitomala omwe angakhale nawo kupanga chisankho
Action - kutembenuza makasitomala omwe angakhale makasitomala.
Kodi faneli yogulitsa ndi CRM?
Njira yogulitsa B2B ndi CRM (customer relationship management) sizili zofanana. CRM ingagwiritsidwe ntchito kuyang'anira deta yamakasitomala ndi machitidwe pamagulu onse a malonda.
Ndani amafunikira funeli yogulitsa B2B?
Bizinesi iliyonse ya B2B yomwe ikufuna kukopa, kuchita nawo, ndikusintha makasitomala omwe angakhale nawo ikufunika njira yogulitsira ya B2B. Zimathandizira makampani kuwongolera njira zogulitsa, kukonza zotsogola ndi chisamaliro, ndikuwonjezera magwiridwe antchito ndikuchita bwino kwa malonda ndi malonda.
Kodi funnel ndi SaaS?
SaaS (Mapulogalamu monga Ntchito) amatanthauza njira yobweretsera mapulogalamu momwe mapulogalamuwa ali ndi chilolezo komanso kupezeka pa intaneti. Kumbali inayi, faneli imatanthawuza njira yogulitsa ya b2b yomwe imalongosola magawo omwe kasitomala amadutsa akamasankha kugula.
Kodi chitsanzo cha B2B Sales funnel ndi chiyani?
Kampani yomweyi ya mapulogalamu imapanga pepala loyera kapena ebook yomwe imapereka chidziwitso chakuya momwe mankhwala awo angathetsere vuto linalake la bizinesi. Kampaniyo imalimbikitsa ebook kudzera muzotsatsa zomwe zikufuna komanso makampeni a imelo.
Kodi malo ogulitsa B2B nawonso ndi mapaipi Ogulitsa?
B2B yogulitsa ma fayilo ndi mapaipi ogulitsa nthawi zambiri amagwiritsidwa ntchito mosinthana kufotokoza kusintha kwa makasitomala kukhala makasitomala. Pomwe njira yogulitsira imayang'ana kwambiri njira yamkati yotseka mapangano, njira yogulitsira imaganizira zaulendo wonse wamakasitomala, kuyambira kutsogola kupita kukusintha.
pansi Line
Zinthu zambiri zakunja zitha kukhudza njira yogulitsira ya B2B, monga chuma, machitidwe amakampani, komanso mpikisano. Chifukwa chake, mabizinesi akuyenera kukhala okhwima ndikusintha njira zawo zogulitsa ndi zotsatsa poyankha zosinthazi kuti akhalebe opikisana.
Ref: Wisestamp
