Kuita nevatengi hakusi nyore, kunyanya mumamiriro eB2B; ndosaka iwe uchizoda yakakodzera B2B Sales Funnel. Kusiyana neB2C, vatengi vanonyanya kukwezva manzwiro, uye B2B Kutengesa Funnels yakanyanya kuoma, ingangove ine musoro uye yakatarisana nekukosha uye ROI pakuita sarudzo dzekutenga.
Sezvo tekinoroji inoshanduka, hukama hweB2B hucharamba huchikura, huchigadzira mikana mitsva yebhizinesi nematambudziko. Kunzwisisa iyo B2B Sales funnel inogona kuve yakanakisa nzira yekunongedza vatengi uye kuchengetedza makwikwi mabhenefiti.
tsananguro
Chii chinonzi B2B Sale? | Bhizinesi kune Bhizinesi - Enterprice Kutengesa |
Ndiani akagadzira B2B kutengesa? | John Deere |
Chii chinonzi uzivi hweB2B kutengesa? | Tengesa nezvido pane kuita chaiyo yekutengesa |
Zviri Mukati
- tsananguro
- Chii chinonzi B2B yekutengesa funnel uye nei yakakosha?
- 6 nhanho dzeB2B yekutengesa funnel uye mienzaniso
- Mazano ekugadzira Inopindirana B2B Sales Funnel
- Mibvunzo Inonyanya Kubvunzwa
- Bottom Line
- Mibvunzo Inonyanya Kubvunzwa
Mazano eKuroorana Zvirinani
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Chii chinonzi B2B yekutengesa funnel uye nei yakakosha?
Iyo B2B yekutengesa funnel igadziriro yakarongeka inodonongodza matanho akasiyana anogona kuitwa nemutengi kana achifunga kutenga chigadzirwa kana sevhisi mumamiriro eB2B (bhizinesi-kune-bhizinesi).
Nekuputsa maitiro ekutengesa mumatanho akasiyana, mabhizinesi anogona kunyatsonzwisisa nzira yekutenga, iyo inogonesa mabhizinesi kuyera uye kuongorora kutengesa kwavo uye kushambadzira kuedza uye inovandudza ruzivo rwese rwevatengi.
Uyezve, iyo B2B yekutengesa funnel inobatsira mabhizinesi kuona akakosha ekubata uye kudyidzana kunoitika panguva yerwendo rwekutenga. Izvi zvinobvumira mabhizinesi kugadzira nzira dzekutengesa dzakanangwa uye nzira dzekutengesa kune yega yega nhanho yefaneli, zvichiwedzera mukana wekushandura vangangove vatengi kuita vatengi vanobhadhara.
Nekudaro, vamwe vanopokana kuti modhi iyi yakareruka uye haiverengere kuomarara kwemaitiro emazuva ano ekutenga B2B. Nekuda kweizvozvo, mabhizinesi mazhinji akagadzira mamwe ane nuanced uye anochinjika mamodheru anofunga akasarudzika maitiro emisika yavo yavanoda uye vatengi.
6 nhanho dzeB2B yekutengesa funnel uye mienzaniso
Usati watenga muchimiro cheB2B, mutengi angangove anogona kupfuura nematanho matanhatu, ayo anotsanangurwa kuburikidza neB6B yekutengesa funnel modhi sezvinotevera. Ziva kuti nhamba yevangangove vatengi inogona kudzikira pavanenge vachifamba nechikamu chimwe nechimwe.
Danho 1: Kuziva
Chinangwa chenhanho yeKuzivisa muB2B yekutengesa funnel ndeyekugadzira ruzivo rwemhando uye kukwezva vangangove vatengi vanogona kufarira zvigadzirwa kana masevhisi ako. Panguva ino, vangangove vatengi havasi kushingairira kutsvaga kutenga, asi vanogona kunge vaine dambudziko kana chinodiwa chinogona kugadziriswa nebhizinesi rako.
Izvi zvinogona kuitwa kuburikidza neakasiyana nzira dzekushambadzira, senge pasuo nesuo B2B kutengesa, kushambadzira, masocial media posts, Youtube mavhidhiyo, kushambadzira zvemukati, uye hukama neveruzhinji.
Danho rechipiri: Kufarira
Iyo Kufarira nhanho muB2B yekutengesa funnel ndiyo yechipiri nhanho mukugadzirisa angangove mutengi kuita mutengi anobhadhara. Panguva ino, angangoita mutengi ave kuziva nezvekambani yako uye aratidza kufarira mune zvigadzirwa kana masevhisi ako.
Cotent kushambadzira, webinars, kana zvigadzirwa demos inogona kuva nzira dzekutengesa dzinoshanda dzekupa vangangove vatengi ruzivo rwakakodzera uye runobatsira runovabatsira kunzwisisa mabhenefiti ezvigadzirwa kana masevhisi ako
Danho rechitatu: Ongororo
Chinangwa chechikamu cheKuongorora ndechekupa angave mutengi ruzivo uye zviwanikwa zvavanoda kuita sarudzo ine ruzivo. Izvi zvinogona kuitwa nekupa zvidzidzo zvenyaya, zvipupuriro, mabheji ekuvimba, kuongororwa kwevatengi, mapeji emitengo, uye demos yechigadzirwa izvo zvinoratidza kukosha uye mabhenefiti ezvigadzirwa kana masevhisi ako.
Nekupa ruzivo rwakakwana uye kugadzirisa chero zvinonetsa kana kupokana izvo zvingave mutengi angave nazvo, unogona kuwedzera kuvimba kwavo mune zvigadzirwa kana masevhisi ako uye wovaswededza padyo nekuita sarudzo yekutenga.
Semuenzaniso, ngatiti uri kutengesa B2B masevhisi. Munguva yeKuongorora, mutengi anogona kunge achitsvaga akasiyana masevhisi anowanikwa pamusika, achienzanisa maficha, kuverenga wongororo yevatengi, uye kuongorora kuti ndeapi masevhisi maficha nemitengo inonyatso kuzadzisa zvavanoda.
Danho 4: Kuroorana
Iyo Engagement nhanho muB2B yekutengesa funnel idanho rakakosha mukugadzirisa angangove mutengi kuita mutengi anobhadhara nekupa rutsigiro runoenderera mberi kuti vawedzere kuvimba kwavo mubhizinesi.
Munguva yeEngagement nhanho, angave mutengi ari kutaurirana nebhizinesi rako nenzira dzakasiyana, sekuzadza a fomu rekuonana, zviratidziro zvedzidzo, kunyoresa kutsamba yako, kana kuenda kune webinr. Iyi nhanho yakanangana nekuvaka hukama neanogona mutengi uye nekusimudzira kufarira kwavo zvigadzirwa kana masevhisi.
Danho 5: Kutenga
Kuuya kuchikamu chechishanu, mushure mekupedza ruzivo rwekondirakiti uye kuongorora sarudzo dzemitengo, angangoita mutengi ari kuita sarudzo yekupedzisira nezvekuti ungatenga here zvigadzirwa kana masevhisi ako. Inotaridza kupera kweB2B yekutengesa funnel uye kutanga kwehukama hwevatengi,
Semuenzaniso, kambani yesoftware inotevera nevanofarira tarisiro vakapedza demo kana kuyedza, vachivapa ruzivo rwemitengo uye kurudziro yakasarudzika. Kuti uwedzere kukosha kwekutenga, pane Kubhadhara peji, makambani anogona kushandisa Cross-Selling uye Upselling matekiniki.
Danho 6: Kuvimbika
Chekupedzisira, kana zvasvika padanho reKuvimbika, mabhizinesi anogona kushandisa nzira dzakasiyana siyana kuchengetedza vatengi kubatikana, sekupa yakasarudzika basa revatengi. Inogona kuva chipo che kuvimbika mibairo kana zvideredzwa, B2B Email kushambadzira, chigadzirwa chekubatana kwekutevera, uye kugara uchitarisa nevatengi kugadzirisa chero zvinonetsa kana nyaya dzavangave nadzo.
Nekusimudzira kuvimbika kwevatengi, mabhizinesi anogona kuchengetedza vatengi uye kugadzira yakanaka yeshoko-ye-muromo kutumira uye kurudziro, izvo zvinogona kubatsira kukwezva vatengi vatsva uye kukura vatengi vavo.
Mazano ekugadzira Inofambidzana B2B Sales Funnel
#1. Personalization iri kuwedzera kukosha muB2B yekutengesa funnel. Zvinoenderana neshumo neSalesforce, 80% yevatengi veB2B vanotarisira chiitiko chemunhu pavanenge vachidyidzana nevatengesi. Shandisa data yevatengi kugadzirisa maemail, zvinopihwa, uye zvemukati kuita kuti vangangove vatengi vanzwe kukosheswa uye kunzwisiswa.
#2. Batanidza vatengi vako nemasocial media posts, senge rarama mapopoti uye online zvipo takeaway zviitiko ne AhaSlides Spinner Wheel panguva yeBlack Friday mwaka kana mazororo.
ZANO: Wana ruzivo rwevatengi nekushandisa AhaSlides Inonakidza Quizzes neMitambo!
- Shandisa AhaSlides kugadzira kunakidza uye kuita sarudzo, ongororo kana mitambo ine chekuita nechigadzirwa chako kana sevhisi.
- Govera iyo quiz kana mutambo nevateereri vako kuburikidza neemail, social media, kana webhusaiti yako. Kurudzira kutora chikamu nekupa mubairo kana kurudziro.
#3. Kupa zvinobudirira mharidzo dzedzidzo kune vatengi, shandisa zvidzidzo zvevhidhiyo uye, mablogiki, FAQs mapeji ari pawebhusaiti yako kuti ape akakwana magwara uye ruzivo runobatsira senge kuti inoshanda sei uye inogona kuvabatsira.
#4. Integrate Cold call B2B mune yako yekutengesa funnel. Semuenzaniso, timu yekutengesa inogadzira runyorwa rweanogona kutungamira uye inotanga kutonhora kufona kusuma kambani uye zvigadzirwa zvayo kana masevhisi.
#5. Gadzira yakasarudzika yekutenga chiitiko: Wedzera Omnichannel kutengesa kupa vatengi kutenga kwakanaka uye kusina musono mumatanho akawanda uye ma touchpoints, anosanganisira online, nhare, uye zvidhinha-nedhaka zvitoro.
Mibvunzo Inonyanya Kubvunzwa
Chii chinonzi B2B kutengesa uye kushambadzira funnel?
Ndeupi musiyano uripo pakati peB2B funnel neB2C funnel?
Marii inodhura kugadzira B2B yekutengesa funnel?
Chii chinonzi full-funnel strategy muB2B?
Ndeipi iyo yepamusoro-ye-funnel yemukati B2B?
Chii chiri pasi-pa-funnel yemukati B2B?
Ndezvipi zvinhu zvina zvakakosha mufaniro?
Kuziva - kugadzira ruzivo nezve brand kana chigadzirwa
Kufarira - kuunza kufarira uye kudzidzisa vangangove vatengi
Sarudzo - kubatsira vangangove vatengi kuita sarudzo
Chiito - kushandura vangangove vatengi kuva vatengi.
Mutengesi wekutengesa iCRM here?
Ndiani anoda B2B yekutengesa funnel?
Iyo funnel ndeye SaaS?
Chii chinonzi B2B Sales funnel muenzaniso?
Iyo B2B yekutengesa funnel zvakare pombi yekutengesa?
Bottom Line
Zvizhinji zvekunze zvinhu zvinogona kukanganisa iyo B2B yekutengesa funnel, senge hupfumi, maitiro eindasitiri, uye kukwikwidza. Nekudaro, mabhizinesi anofanirwa kuve akakwenenzverwa uye kugadzirisa maitiro avo ekutengesa uye ekushambadzira mukupindura shanduko idzi kuti arambe achikwikwidza.
Ref: Westamp