Ukwandisa njani ukuthengisa nge-5%, i-20%, nangaphezulu?
Ukuba ufuna ukwazi indlela yokuthengisa nantoni na, khangela i-12 eyona ndlela yokuthengisa kwiingcali.
Namhlanje abathengi bafuna ngakumbi, kwaye imarike ikhuphisana ngakumbi. Ukuhlala phambili kunye nabakhuphisana nabo, kujoliswe kubathengi abatsha, kwaye ufumane ukufunyanwa kwabathengi ngokufanelekileyo, inkampani nganye kufuneka yahlule iindlela zokuthengisa kwiintlobo ezahlukeneyo zabathengi kunye neemarike. Kweli nqaku, uluhlu lweengcebiso ezixabisekileyo ziya kukunceda ufumane iindlela zokuthengisa ukuthengisa nantoni na oyifunayo.
Isiqulatho
- #1 Ukuthengiswa kweNtlalo
- #2 Omnichannel Ukuthengisa
- #3 Amaxabiso eNtlawulo
- #4 Consultive Ukuthengisa
- #5 Personal Ukuthengisa
- #6 Izidingo-ukwaneliseka ukuthengisa
- #7 Ukuthengisa ngokuthe ngqo
- #8 Ukunyusela
- #9 Cross Ukuthengisa
- #10 Soft Thengisa
- #11 B2B Ukuthengiswa kweFunnel
- #12 Ukuthengiswa kweNtengiselwano
- Amanyathelo a-7 aPhambili eNdlela yokuthengisa nantoni na
- Okukwintsusa
Iingcebiso zokuSebenza ngcono
Ngaba ufuna isixhobo sokuthengisa ngcono?
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#1. Ukuthengiswa kweNtlalo
Indlela yokuthengisa nantoni na kwi-intanethi ngokukhawuleza? Impendulo kukwamkela ukuthengisa kweNtlalo, esebenzisa amaqonga eendaba ezentlalo ukwakha ubudlelwane kunye nabathengi abanokubakho kunye nokuthengisa iimveliso okanye iinkonzo. Thatha indawo yentengiso kaFacebook njengomzekelo. Isiqingatha sabemi ngabasebenzisi beendaba zentlalo, ngoko ke ukuthengiswa kwentlalo yeyona ndawo ilungileyo yokuthengisa nantoni na.
Kodwa ayingawo onke amaqonga eNtlalo asebenzayo kwimpumelelo yakho yokuthengisa. Chonga eyona nto iphambili yakho ukuthengisa kwezentlalo iqonga (LinkedIn, Twitter, Blogs, Instagram, TikTok…) okanye udibanise iiplatifti ezininzi zenethiwekhi yoluntu ukukhuthaza nokuthengisa iimveliso okanye inkonzo yakho. Iintengiso ezihlawulwayo okanye usasazo oluphilayo inokuba licebo elilungileyo lokutsala abathengi abanokubakho.
Ingcebiso ephezulu kukuzama ukubandakanya abathengi abanokubakho ngokusebenzisa imidiya yoluntu ngokusebenzisa live Polls, iziganeko Customer Gift Takeaway. Ukuba unexhala malunga nokuba uzenza njani iiPoll ezibandakanyekayo, jonga ngeAhaSlides.
#2. Omnichannel Ukuthengisa
Imidiya yoluntu ayikuphela kwendawo yokuthengisa iimveliso okanye iinkonzo zakho, kungcono ukudibanisa namanye amajelo ukunika wonke umntu ithuba lokwazi nokuthenga imveliso yakho. Ibizwa ngokuba yi-Omni Channel yokuThengisa, ebonelela ngamava okuthenga angenamthungo kunye adibeneyo kuwo onke amajelo amaninzi, kubandakanya i-intanethi kunye ne-offline, ukubonelela abathengi ngamava angaguqukiyo kunye nobuntu.
Indlela yokuthengisa nantoni na Omnichannel Ukuthengisa?
- Ukubonelela ngolwazi lwemveliso olungaguqukiyo, amaxabiso, kunye nokunyuswa kuwo onke amajelo ukuqinisekisa amava omthengi angenamthungo.
- Ukuphumeza inkqubo yolawulo lwempahla edibeneyo eyenza ukuba abathengi bajonge ukufumaneka kwemveliso kuwo onke amajelo kunye neendawo.
- Ukubonelela ngeendlela ezininzi zokuzalisekisa, ezinje nge-pickup evenkileni, ukuhanjiswa kwekhaya, okanye i-curbside pickup, ukubonelela abathengi ngokuguquguquka kunye nokulula.
#3. Amaxabiso ePremium
Indlela yokuthengisa iimveliso okanye iinkonzo eziphezulu? Amaxabiso ePremium anokuba sisicwangciso esikhulu sokuthengisa njengoko esenza umfanekiso wokuzikhethela kunye nomgangatho obeka iimveliso okanye iinkonzo zenkampani ngaphandle kwezo zikhuphisana nazo. Unokuseta ixabiso lemveliso okanye inkonzo ephezulu kunamaxabiso eemveliso okanye iinkonzo ezikhuphisanayo. Oku kunokusebenza ngokukodwa xa kujoliswe kubathengi abaxabisa umgangatho, isimo, okanye amava awodwa, kwaye bazimisele ukuhlawula ngaphezulu kubo.
#4. Ukuthengisa ngokubonisana
Ukuthengisa njani ukuba ukwishishini lokucebisa? Enye indlela yokuthengisa esisiseko enokunyusa intengiso yakho kukuthengisa ngokuBonelwa. Le ndlela yokuthengisa iyasebenza ngokukodwa kwiimeko apho umthengi efuna isisombululo kwingxaki enzima okanye unesethi ekhethekileyo yeemfuno. Endaweni yokubeka nje imveliso okanye inkonzo, umthengisi uthatha ixesha lokuqonda imeko yomthengi, anike iingcebiso zeengcali, kwaye acebise isisombululo esilungiselelweyo.
#5. Ukuthengisa komntu
Indlela yokuthengisa nantoni na ngokufanelekileyo kwimeko ye-B2B? Ukuthengisa umntu yindlela yokuthengisa ekhethwayo ukuba abathengi bakho ziinkampani. Ihlala iyindlela esebenzayo yokuthengisa iimveliso ezintsonkothileyo okanye iinkonzo ezifuna inqanaba eliphezulu lobuchwephesha kunye nokwenza ngokwezifiso.
Ngokukodwa, i-Strategic-Partner Selling luhlobo lokuthengisa lomntu siqu, olubandakanya ubudlelwane obuthe ngqo, obunye phakathi komthengisi kunye nomthengi, kwaye ijolise ekwakheni ubudlelwane bexesha elide kunye nabathengi ngokubeka umthengisi njengeqabane lobuchule. kunye nomcebisi othembekileyo.
#6. Iimfuno-ukwaneliseka ukuthengisa
Indlela yokuthengisa kubathengi abafuna ngenkani? Indlela yokuthengisa iimfuno-ukwaneliseka inokuba sisisombululo esisebenzayo kwiimeko apho umthengi uneemfuno ezithile okanye imingeni ajonge ukuyilungisa. Kule ndlela, umthengisi uthatha indlela yokubonisana kwinkqubo yokuthengisa, ngokubuza imibuzo, ukuphulaphula iimpendulo zabathengi, aze abonise iimveliso okanye iinkonzo ezinokujongana nezo mfuno kunye neminqweno.
#7. Ukuthengisa ngokuthe ngqo
Ukuthengisa ngokuthe ngqo yindlela yokuthengisa ebandakanya ukuthengisa iimveliso okanye iinkonzo ngokuthe ngqo kubathengi, ngokuqhelekileyo kwimeko yobuso ngobuso okanye ngokusebenzisa iinkcukacha zoqhagamshelwano lomntu ekhaya, kwi-intanethi, okanye kwezinye iindawo ezingezizo ivenkile. Enye yezona zinto ziluncedo ngokuThengisa ngokuthe ngqo kukuba inokuba yindlela yokuthengisa ebhetyebhetye kakhulu. Abathengisi banokusebenza ngesantya sabo kwaye bahlala bekwazi ukusebenzela ekhaya okanye ukuseta iishedyuli zabo. Ukuthengisa ngokuthe ngqo kusenokuba yindlela yokuthengisa enengeniso ephezulu, ngakumbi kwabo bakwaziyo ukwakha inethiwekhi eyomeleleyo yabathengi kunye nokuphuhlisa ukuqonda okunzulu ngeemfuno zabo kunye nezinto abazikhethayo.
#8. Ukunyusa
Indlela yokuthengisa nantoni na nge-Upselling? Ukuthengisa kuyindlela yokuthengisa ebandakanya ukunika abathengi isiphelo esiphezulu okanye inguqulelo ephuculweyo yemveliso okanye inkonzo abasele benomdla ekuyithengeni. Injongo yokuthengisa kukunyusa ixabiso le-odolo eliphakathi kunye nokuvelisa ingeniso eyongezelelweyo kwishishini. Ukunyusa kunokusebenza kakuhle xa kwenziwe ngokuchanekileyo, kodwa kubalulekile ukuba ungajongi njengokutyhala okanye ukukhohlisa.
#9. Ukuthengisa ngomnqamlezo
NjengokuPhakamisa, ukuthengisa ngokunqamlezayo kukwajolise ekunyuseni umyinge wexabiso lomyalelo kunye nokuvelisa ingeniso eyongezelelweyo yeshishini. Nangona kunjalo, umahluko ophambili kukubonelela abathengi ezinxulumene okanye iimveliso ezihambelanayo okanye iinkonzo kwabo sele benomdla ekuzithengeni.
Umzekelo wokuthengisa ngomnqamlezo unokubandakanya umthengi ukuthenga i-smartphone entsha kwaye anikwe ityala lefowuni, umkhuseli wesikrini, kunye netshaja engenazingcingo ukuhamba nayo.
#10. Soft Thengisa
Ukuthengisa okuthambileyo yindlela yokuthengisa ibeka phambili ubuqili kunye nokwakha ubudlelwane ngaphezulu kokuthengisa ngokuthe ngqo. Esikhundleni sokusebenzisa amaqhinga ahlaseleyo ukukholisa abathengi abanokuba ngabaxhamli, iindlela zokuthengisa ezithambileyo zigxininisa ekudaleni indawo enobuhlobo kunye nolwazi oluvumela abathengi ukuba benze izigqibo ezinolwazi.
#11. I-B2B yokuthengisa iFunnel
Indlela yokuthengisa kumashishini? Ukuphumelela kwimakethi ye-B2B, amashishini adinga indlela entsha yokuthengisa. Kunokuba bathembele kubizo olubandayo lwemveli kunye neendlela zokuthengisa ngokuthe ngqo, amashishini kufuneka agxininise ekwakhiweni kobudlelwane kunye nabathengi abanokubakho kunye nokubonelela ngezisombululo zomntu.
#12. Ukuthengisa ngeNtengiselwano
Indlela yokuthengisa nantoni na ngokukhawuleza? Unokufumana i-Transactional Selling iluncedo njengoko ibandakanya ukugxila ekuvaleni intengiso ngokukhawuleza, ngokufuthi ngokusebenzisa izaphulelo okanye ezinye izikhuthazo; umzekelo, banokunikezela ngeemveliso ezongeziweyo okanye iinkonzo, njengetyala elikhuselayo okanye iwaranti eyandisiweyo xa abathengi bethenga iilaptops okanye ii-smartphones evenkileni. Ukuthengiswa kweTransaction kudla ngokusetyenziswa xa imveliso okanye inkonzo ilula, kwaye umthengi ujonge ngokuyintloko ixabiso kunye noncedo.
7 Amanyathelo aPhambili eNdlela yokuthengisa nantoni na
Indlela yokuthengisa nantoni na nakubani na? Kukho imigaqo esisiseko ekufuneka ishishini ngalinye liyilandele ukwandisa isicwangciso sokuthengisa kunye nokwandisa impumelelo yokuthengisa.
#1. Qonda iimveliso okanye iinkonzo zakho
Ukuthengisa njani xa ungalazi ngokwenene ixabiso lakho? Ngaba abantu beza kwiivenkile eziluncedo ngenxa yexabiso labo elifanelekileyo okanye umgangatho weemveliso? Akunjalo ngokwenene, ixabiso labo liphezulu xa kuthelekiswa nabanye abathengisi. Abantu bahlawulela uncedo hayi isivuno. “Abantu abasoze bacele uncedo oluncinci” (UJeff Lenard, i-VP ye-Strategic Industry Initiatives kwi-National Association of Convenience Stores) kwaye sisizathu sokuba inani leevenkile ezithengisayo likhuphuka ngokukhawuleza.
#2. Yazi ukuba ngoobani abathengi bakho
Kwakhona, ukuthengisa njani xa usilela ukwahlula umthengi wakho. Awunako ukuthengisa iimveliso kwabo bangazidingiyo, ke ngoko, ukwazi abathengi bakho kubalulekile ukuba naliphi na ishishini liphumelele. Ukuqonda abathengi bakho, qala ngokwenza abantu bomthengi. Oku kubandakanya ukwenza uphando kubaphulaphuli bakho ekujoliswe kubo kunye nokuchonga abantu babo, iipatheni zokuziphatha, iintlungu kunye neenjongo. Sebenzisa olu lwazi ukwenza umboniso oyintsomi womthengi wakho ofanelekileyo, kubandakanya iimfuno zabo, izinto abazithandayo, kunye nenkqubo yokwenza izigqibo.
#3. Sebenzisa iindlela ezifanelekileyo zokuthengisa
Indlela yokuqonda ubugcisa bokuthengisa nantoni na? Iinkampani kufuneka zicinge ngoluhlu lweendlela zokuthengisa kwiithagethi ezahlukeneyo zabathengi, njengoko i-B2B kunye ne-B2C ziimeko ezahlukileyo. Nganye yeendlela zokuthengisa zineenzuzo zombini kunye nokungonakali, ukusebenzisa ubuchule obunye okanye ezininzi ngexesha elinye lifanelekile ukuqwalaselwa.
#4. Lungelelanisa uqeqesho lweSalesforce
Abathengisi kufuneka bazixhobise ngezakhono ezithambileyo nezobuchwephesha, kungoko kubalulekile ukuba iHR kunye neenkokeli zeqela zinike uqeqesho olusebenzayo ngakumbi.
I-AhaSlides inokusetyenziselwa uqeqesho olukude iiseshini, eziluncedo kakhulu kumaqela asasazeke ngokwejografi. Unokusebenzisa izixhobo zenkomfa yevidiyo, ezinje ngeZoom okanye uGoogle Dibana, ukuququzelela iseshoni yoqeqesho, ngelixa usebenzisa iAhaSlides ukuhambisa umxholo osebenzisanayo. Ukongeza, unokwenza iikhwizi zomntu, iivoti, kunye nezinye izinto ezisebenzisanayo ezilungiselelwe inkqubo yakho yoqeqesho lokuthengisa.
#5. Qasha isayikholoji
Impumelelo yokuthengisa ayinakuswela imiba yezengqondo nentlalo; Isiphumo se-Bandwagon, i-Decoy effect, i-Anchoring, Ukwenza okuthandwa nguwe, kunye nokunye ngamaqhinga asebenzayo. Umzekelo, iinkampani zinokuthatha ithuba loloyiko lokuphoswa ukukhuthaza ukuthandwa kwebrendi. Ngokugxininisa ukufumaneka okulinganiselweyo okanye unikezelo olunexesha elilinganiselweyo, unokwenza imvakalelo yongxamiseko kwaye ukhuthaze abathengi ukuba bathenge ngaphambi kokuba kube kudala kakhulu.
#6. Khangela umthengi wakho
Ukuqokelela rhoqo ingxelo kubathengi bakho ukuze uqonde iimfuno zabo ezikhulayo kunye nezinto abazithandayo. Sebenzisa uphando lwabathengi, uphononongo, kunye nemithombo yeendaba zentlalo ukuqokelela ukuqonda kwaye uhlengahlengise indlela yakho ngokufanelekileyo.
I-AhaSlides ikuvumela ukuba wenze iimvavanyo zesiko enokusetyenziswa ukuqokelela impendulo kubathengi. Ungasebenzisa uluhlu lweentlobo zemibuzo, kubandakanywa ukhetho oluninzi, izikali zokulinganisa, kunye nemibuzo evulekileyo, ukuqokelela ingxelo eneenkcukacha zabathengi.
#7. Zingisa
UJoe Girard, umbhali wencwadi edumileyo "Indlela yokuthengisa nantoni na” incwadi, ekhankanyiweyo, “Tyena ilifti ukuya empumelelweni ayikho lungelelwano. Kuya kufuneka usebenzise izitepsi… inyathelo elinye ngexesha“. Akukho ndlela imfutshane okanye indlela elula yokuba ngumthengisi ophumelelayo, kwaye kufuneka uzimisele ukubeka ixesha eliyimfuneko kunye nomzamo wokufezekisa iinjongo zakho.
Okukwintsusa
Nokuba uneyona mveliso ilungileyo okanye inkonzo kwimarike ngexabiso elikhuphisanayo, akukho siqinisekiso se-100% sokuba awukwazi ukuyithengisa ngonaphakade. Ukuqonda undoqo wendlela yokuthengisa nayiphi na isicwangciso kubalulekile kwisicwangciso sobuchule senkampani kwindawo ehlala itshintsha.
Ref: Forbes | Kanjalo | Ukuntywila kuRhwebo
