Ukujongana nabathengi akukaze kube lula, ngakumbi kwimeko yeB2B; yiyo loo nto uya kufuna into efanelekileyo I-B2B yokuthengisa iFunnel. Ngokungafaniyo ne-B2C, abathengi zizibheno ezingokweemvakalelo ngakumbi, kwaye iiFunnels zeB2B zokuthengisa zintsonkothe kakhulu, zinokuba nengqiqo ngakumbi kwaye zigxile kwixabiso kunye ne-ROI xa usenza izigqibo zokuthenga.
Njengoko itekhnoloji iguquka, ubudlelwane beB2B buya kuqhubeka bukhula, budala amathuba amatsha oshishino kunye nemingeni. Ukuqonda i-funnel ye-B2B yoThengiso inokuba yeyona ndlela ibalaseleyo yokujolisa kubathengi kunye nokugcina inzuzo yokhuphiswano.
isishwankathelo
| Yintoni ukuthengiswa kwe-B2B? | Ishishini ukuya kwiShishini-Intengiso yoShishino |
| Ngubani owasungula intengiso yeB2B? | NguJohn Deere |
| Yintoni ifilosofi yokuthengiswa kweB2B? | Thengisa ngeemfuno kunenkqubo yokuthengisa yokwenyani |
Isiqulatho
- isishwankathelo
- Yintoni i-funnel ye-B2B yokuthengisa kwaye kutheni ibalulekile?
- Izigaba ezi-6 ze-funnel ye-B2B yokuthengisa kunye nemizekelo
- Iingcebiso zokwenza iFunnel yeNtengiso ye-B2B
- Imibuzo ebuzwa qho
- Okukwintsusa
- Imibuzo ebuzwa qho
Iingcebiso zokuthethana ngcono
Ngaba ufuna isixhobo sokuthengisa ngcono?
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🚀 Bamba Imibuzo Yasimahla☁️
Yintoni i-funnel ye-B2B yokuthengisa kwaye kutheni ibalulekile?
I-B2B yokuthengisa i-funnel yinkqubo-sikhokelo ecwangcisiweyo echaza izigaba ezahlukeneyo umthengi onokuthi adlule kuzo xa ecinga ukuthenga imveliso okanye inkonzo kwimeko ye-B2B (ishishini-kwishishini).
Ngokuphula inkqubo yokuthengisa kwiinqanaba ezahlukeneyo, amashishini anokuqonda ngokupheleleyo inkqubo yokuthenga, eyenza ukuba amashishini alinganise kwaye ahlalutye imizamo yabo yokuthengisa kunye nokuthengisa kunye nokuphucula amava omthengi jikelele.
Ngaphezu koko, i-funnel ye-B2B yokuthengisa inceda amashishini achonge iindawo eziphambili zokuchukumisa kunye nokunxibelelana okwenzeka ngexesha lohambo lokuthenga. Oku kuvumela amashishini ukuba aphuhlise amaqhinga okuthengisa ekujoliswe kuwo kunye namaqhinga okuthengisa kwinqanaba ngalinye le-funnel, ukwandisa amathuba okuguqula abathengi abanokuthi babe ngabathengi abahlawulayo.
Nangona kunjalo, abanye bayaxoxa ukuba le modeli ilula kakhulu kwaye ayibangeli ubunzima beendlela zokuthenga ze-B2B zanamhlanje. Ngenxa yoko, amashishini amaninzi aphuhlise iimodeli ezinobunzima kunye neziguquguqukayo ezithathela ingqalelo iimpawu ezizodwa zeemarike ezijolise kuzo kunye nabathengi.
Izigaba ezi-6 ze-funnel ye-B2B yokuthengisa kunye nemizekelo
Ngaphambi kokuthenga kumxholo we-B2B, umthengi onokubakho unokuhamba ngeendlela ezahlukeneyo ze-6, ezichazwe ngemodeli ye-funnel ye-B2B yokuthengisa ngolu hlobo lulandelayo. Qaphela ukuba inani labathengi abanokwehla njengoko behamba kwinqanaba ngalinye.
Inqanaba 1: Ukwazisa
Injongo yenqanaba loKwazisa kwi-funnel ye-B2B yokuthengisa kukudala ulwazi lophawu kunye nokutsala abathengi abanokuba nomdla kwiimveliso okanye iinkonzo zakho. Kweli nqanaba, abathengi abanokubakho abajongi ngokusebenzayo ukuthenga, kodwa banokuba nengxaki okanye imfuno enokusombulula ishishini lakho.
Oku kunokwenziwa ngeendlela ezahlukeneyo zokuthengisa, ezifana Ukuthengiswa kwe-B2B kwindlu ngendlu, intengiso, izithuba zemidiya yoluntu, iividiyo ze-Youtube, ukuthengiswa komxholo, kunye nobudlelwane boluntu.
Inqanaba 2: Umdla
Inqanaba leNzala kwi-funnel yokuthengisa ye-B2B yinqanaba lesibini kwinkqubo yokuguqula umthengi onokuthi abe ngumthengi ohlawulayo. Okwangoku, umthengi onokubakho uye wayazi inkampani yakho kwaye ubonise umdla kwiimveliso okanye kwiinkonzo zakho.
Cintengiso ye-otent, ii-webinars, okanye iidemo zemveliso inokuba bubuchule bokuthengisa obusebenzayo ukunika abathengi abanokubakho ngolwazi olufanelekileyo noluluncedo olubanceda baqonde inzuzo yeemveliso okanye iinkonzo zakho
Inqanaba 3: Uvandlakanyo
Injongo yenqanaba loVavanyo kukubonelela umthengi onokubakho ngolwazi kunye nezibonelelo abazidingayo ukwenza isigqibo esinolwazi. Oku kunokwenziwa ngokubonelela izifundo, ubungqina, iibheji trust, uphononongo lwabathengi, amaphepha amaxabiso, kunye needemo imveliso ezibonisa ixabiso kunye neenzuzo zeemveliso okanye iinkonzo zakho.
Ngokubonelela ngolwazi oluchanekileyo kunye nokujongana nayo nayiphi na inkxalabo okanye inkcaso umthengi onokuba nayo, unokwandisa ukuzithemba kwabo kwiimveliso okanye iinkonzo zakho kwaye ubasondeze ekwenzeni isigqibo sokuthenga.
Umzekelo, masithi uthengisa iinkonzo ze-B2B. Ngexesha loVavanyo, umthengi onokubakho unokwenza uphando ngababoneleli benkonzo abahlukeneyo abakhoyo kwimarike, ethelekisa iimpawu, ukufunda uphononongo lwabathengi, kunye nokuvavanya ukuba zeziphi iimpawu zenkonzo kunye namaxabiso ahlangabezana neemfuno zabo.
Inqanaba lesi-4: Uthethathethwano
Isigaba sokuBambisana kwi-funnel ye-B2B yokuthengisa yinqanaba elibalulekileyo kwinkqubo yokuguqula umthengi onokuthi abe ngumthengi ohlawulayo ngokubonelela ngenkxaso eqhubekayo yokwandisa ukuthembela kwabo kwishishini.
Ngexesha le-Engagement stage, umthengi onokubakho usebenzisana neshishini lakho ngeendlela ezahlukeneyo, ezifana nokuzalisa a ifomu yoqhagamshelwano, imiboniso zemfundo, ukubhalisa kwincwadana yakho yeendaba, okanye ukuya kwiwebhur. Eli nqanaba ligxile ekwakheni ubudlelwane kunye nomthengi onokubakho kunye nokukhulisa umdla wabo kwiimveliso okanye iinkonzo zakho.
Inqanaba lesi-5: Ukuthenga
Ukuza kwinqanaba lesihlanu, emva kokugqiba iinkcukacha zekhontrakthi kunye nokuphonononga ukhetho lwamaxabiso, umthengi onokuthi enze isigqibo sokugqibela malunga nokuba uthenge okanye ungathengi iimveliso okanye iinkonzo zakho. Iphawula ukuphela kwe-funnel ye-B2B yokuthengisa kunye nokuqala kobudlelwane bomthengi,
Umzekelo, inkampani yesoftware ilandela ngamathemba anomdla abagqibe idemo okanye uvavanyo, ibanike ulwazi lwamaxabiso kunye neengcebiso ezenzelwe umntu. Ukonyusa ixabiso lokuthenga, kwiphepha leNtlawulo, iinkampani zinokusebenzisa iindlela zokuthengisa ngokunqamlezayo kunye nokuthengisa.
Inqanaba lesi-6: Ukunyaniseka
Ekugqibeleni, xa kufikwa kwinqanaba lokunyaniseka, amashishini anokusebenzisa iindlela ezahlukeneyo zokugcina abathengi bebandakanyeka, njengokubonelela ngenkonzo yabathengi ekhethekileyo. Inokuba lunikezelo lwe imivuzo yokuthembeka okanye izaphulelo, Intengiso ye-imeyile ye-B2B, ukulandelwa kwemveliso yokuzibandakanya, kwaye ujonge rhoqo kubathengi ukujongana nayo nayiphi na inkxalabo okanye imiba abanokuba nayo.
Ngokukhuthaza ukunyaniseka kwabathengi, amashishini anokugcina abathengi kwaye avelise ukuhanjiswa kwamagama afanelekileyo kunye neengcebiso, ezinokunceda ukutsala abathengi abatsha kunye nokukhulisa isiseko sabathengi babo.
Iingcebiso zokudala iFunnel ye-B2B yokuthengisa ebandakanyekayo
#1. zobuqu iya ibaluleke kakhulu kwi-funnel ye-B2B yokuthengisa. Ngokwengxelo ye-Salesforce, i-80% yabathengi be-B2B balindele amava omntu xa besebenzisana nabathengisi. Sebenzisa idatha yabathengi ukwenza ii-imeyile, izibonelelo, kunye nomxholo ukwenza abathengi abanokubakho bazive bexatyisiwe kwaye beqondwa.
#2. Ukubandakanya abathengi bakho ngezithuba zemidiya yoluntu, njengaye phila phila nakwi-intanethi Iziganeko zokuthatha izipho kunye AhaSlides Isondo elijikelezayo ngamaxesha oLwesihlanu oMnyama okanye ngeeholide.
ICEBISO: Fumana ulwazi lwabathengi ngokusebenzisa AhaSlides IiQuiz ezonwabileyo kunye neMidlalo!
- ukusebenzisa AhaSlides ukwenza iipoli ezizonwabisayo kunye nokuzibandakanya, uphando okanye imidlalo enxulumene nemveliso okanye inkonzo yakho.
- Yabelana ngemibuzo okanye umdlalo kunye nabaphulaphuli bakho nge-imeyile, imidiya yoluntu, okanye iwebhusayithi yakho. Khuthaza ukuthatha inxaxheba ngokunikezela ngebhaso okanye inkuthazo.
#3. Ukubonelela ngokusebenzayo iintetho ezifundisayo kubathengi, sebenzisa izifundo zevidiyo kunye, blogs, FAQs amaphepha kwiwebhusayithi yakho ukunika izikhokelo ezibanzi kunye nolwazi oluluncedo olufana nokuba lusebenza njani kwaye lunokubanceda.
#4. Dibanisa Ukubiza okubandayo B2B kwifenitshala yakho yokuthengisa. Umzekelo, iqela lokuthengisa lenza uluhlu lwezinto ezinokubakho kwaye liqalise ukufowuna okubandayo ukwazisa inkampani kunye neemveliso okanye iinkonzo zayo.
#5. Yenza amava okuthenga akhethekileyo: I-Leverage Omnichannel ukuthengisa ukunika abathengi ukuthenga okulungileyo nokungenamthungo kwiitshaneli ezininzi kunye neendawo zokuchukumisa, kubandakanya i-intanethi, iselfowuni, kunye neevenkile ezithengisa izitena kunye nodaka.
Imibuzo ebuzwa qho
Yintoni i-B2B yokuthengisa kunye nefenitshala yokuthengisa?
I-funnel ye-B2B yokuthengisa idityaniswe ngokusondeleyo kwi-funnel yentengiso. Ngelixa i-funnel yentengiso igxile ekuveliseni izikhokelo kunye nokwazisa, i-funnel yentengiso igxile ekuguquleni ezo zikhokelo zibe ngabathengi. Ifaneli yokuthengisa eyimpumelelo ye-B2B ifuna iindlela ezisebenzayo zokuthengisa ukutsala kunye nokubandakanya abathengi abanokubakho.
Yintoni umahluko phakathi kwefaneli ye-B2B kunye nefaneli ye-B2C?
Umahluko omkhulu phakathi kwe-B2B kunye ne-B2C funnel ngabaphulaphuli ekujoliswe kubo. Iifuneli zeB2B zijolise ekuthengiseni iimveliso okanye iinkonzo kwamanye amashishini, ngelixa iifuneli zeB2C zijolise ekuthengiseni abathengi ngabanye. Iifanisi ze-B2B zihlala zinemijikelo emide yokuthengisa kwaye zibandakanya abenzi bezigqibo abaninzi, ngelixa iifaneli ze-B2C zihlala zimfutshane kwaye zijolise ngakumbi kwizibheno zeemvakalelo.
Kubiza malini ukwenza i-funnel ye-B2B yokuthengisa?
Iindleko zokudala i-funnel ye-B2B yokuthengisa inokwahluka ngokuxhomekeke kwizinto ezifana nobukhulu beshishini, ubunzima benkqubo yokuthengisa, kunye nezixhobo kunye nezixhobo ezifunekayo ukuphumeza i-funnel. Iindleko zinokubandakanya iindleko zokuthengisa, intengiso, isoftware, kunye nabasebenzi.
Sithini isicwangciso-qhinga esipheleleyo kwi-B2B?
Isicwangciso esipheleleyo se-funnel kwi-B2B sibhekisela kwindlela ebanzi yokuthengisa kunye nenkqubo yokuthengisa ebandakanya zonke izigaba zokuthengisa. Ibandakanya imveliso ekhokelayo, ukongiwa kwesikhokelo, ukuthengiswa kokuthengiswa, kunye nokugcinwa kwabathengi.
Ngowuphi umxholo we-B2B we-top-of-funnel?
Ibhekisa kumxholo olungiselelwe ukutsala kunye nokubandakanya abathengi abanokubakho abakwinqanaba lokuqala lokuthengisa. Oku kunokubandakanya blog izithuba, umxholo weendaba zoluntu, ii-ebooks, ii-webinars, kunye nezinye iintlobo zomxholo obonelela ngexabiso lemfundo okanye ulwazi kubaphulaphuli, ngaphandle kokukhuthaza imveliso ethile okanye inkonzo.
Uthini umxholo we-B2B osezantsi kwe-funnel?
Oku kunokubandakanya izifundo, iidemos zemveliso, iilingo zasimahla, kunye nolunye uhlobo lomxholo onika iinkcukacha ezithile malunga nemveliso okanye inkonzo enikezelwayo.
Zeziphi izinto ezi-4 eziphambili kwifaneli?
Ukwazisa - ukudala ulwazi malunga ne-brand okanye imveliso
Umdla - ukuvelisa umdla kunye nokufundisa abanokuba ngabathengi
Isigqibo - ukunceda abathengi abanokuthi benze isigqibo
Isenzo-ukuguqula abathengi abanokuba ngabathengi.
Ngaba i-fannel yentengiso yiCRM?
I-funnel ye-B2B yokuthengisa kunye ne-CRM (ulawulo lobudlelwane bomthengi) ayikho into efanayo. I-CRM ingasetyenziselwa ukulawula idatha yabathengi kunye nokusebenzisana kuzo zonke izigaba zokuthengisa.
Ngubani ofuna i-funnel ye-B2B yokuthengisa?
Naliphi na ishishini le-B2B elifuna ukutsala, ukubandakanya, kunye nokuguqula abathengi abanokubakho lifuna i-funnel ye-B2B yokuthengisa. Inceda iinkampani ukuba zilungelelanise inkqubo yokuthengisa, ukuphucula imveliso ekhokelayo kunye nokukhulisa, kunye nokwandisa ukusebenza kakuhle kunye nokusebenza kakuhle kwemigudu yokuthengisa kunye nentengiso.
Ngaba i-funnel yi-SaaS?
I-SaaS (iSoftware njengeNkonzo) ibhekisa kwimodeli yokuhanjiswa kwesoftware apho isoftware inelayisensi kwaye ifikeleleke kwi-Intanethi. I-funnel ibhekisela, kwelinye icala, kwinkqubo yokuthengisa ye-b2b eqhelekileyo echaza izigaba umthengi onokuthi adlule kuzo xa esenza isigqibo sokuthenga.
Yintoni umzekelo wefani yentengiso ye-B2B?
Inkampani efanayo yesoftware yenza iphepha elimhlophe okanye i-ebook enikezela ngolwazi olunzulu malunga nendlela imveliso yabo inokusombulula ngayo ingxaki yeshishini elithile. Inkampani ikhuthaza i-ebook ngokusebenzisa iintengiso ezijoliswe kuzo kunye nemikhankaso ye-imeyile.
Ngaba ifaneli yokuthengisa ye-B2B ikwangumbhobho wokuThengisa?
Ifanisi yokuthengisa ye-B2B kunye nombhobho wentengiso uhlala usetyenziswa ngokutshintshanayo ukuchaza ukuguqula ukhokelo lube ngabathengi. Ngelixa umbhobho wokuthengisa ugxile kwinkqubo yangaphakathi yokuvala izivumelwano, i-funnel yokuthengisa iqwalasela lonke uhambo lwabathengi, ukusuka kwisizukulwana esikhokelayo ukuya kwinguquko.
Okukwintsusa
Izinto ezininzi zangaphandle zinokuphembelela i-funnel yokuthengisa ye-B2B, njengoqoqosho, intsingiselo yeshishini, kunye nokhuphiswano. Ke, amashishini kufuneka asebenze kwaye ahlengahlengise iindlela zawo zokuthengisa kunye nentengiso ekuphenduleni olu tshintsho ukuze ahlale ekhuphisana.
Ref: Wisestamp
