Kuyini upselling and cross selling? Zicabange uyikhasimende futhi uthenga umkhiqizo noma isevisi esitolo. Umthengisi angase afinyelele kuwe futhi akunikeze amathani ezinto ezengeziwe. Ingabe uzozizwa ucindezelekile noma ucasukile futhi wenqaba ukuthenga?
Izimo ezingokoqobo ezifana nalezi zivame ukubonakala namuhla, okubonisa ukuthi azisebenzi ukuthengisa nokudayisa.
Ngakho-ke Yini i-Upselling and Cross Selling, futhi ungayikhulisa kanjani inzuzo ngaphandle kokuvala amakhasimende? Bheka lesi sihloko ngokushesha.
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Amathiphu Okuhlanganyela Okungcono
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I-Upselling and Cross Selling: Uyini Umehluko?
I-Upselling and Cross Selling womabili amasu okuthengisa asetshenziselwa ukukhulisa imali engenayo kanye nenzuzo, kodwa ayahluka endleleni yawo kanye nokugxila kwawo. Amabhizinisi kufanele ahlukanise ukuthi asetshenziswa kanjani futhi nini i-Upselling and Cross Selling kumakhasimende ahlukene.
Incazelo yokuthengisa ngokuphambana
Ukuthengisa ngokuphambana isu lokuthengisa lapho inkampani iphromotha imikhiqizo eyengeziwe noma amasevisi kumakhasimende akhona, ngokuvamile phakathi noma ngemva kokuthenga. Kugxilwe ekuphakamiseni izinto ezengeziwe ikhasimende elingase lizithole ziwusizo noma zikhanga ngokusekelwe ekuthengeni kwamanje.
Isibonelo, ikhasimende elithenga ikhompuyutha ephathekayo lingase lithengise ngokuphambanayo ikesi eliphethe, igundane, noma ezinye izisetshenziswa.
Upselling definition
I-Upselling iyindlela yokuthengisa lapho inkampani ikhuthaza amakhasimende ukuthi athenge inguqulo ebiza kakhulu noma ebiza kakhulu yomkhiqizo noma isevisi noma engeze izici ezengeziwe noma ukuthuthukiswa. Umgomo uwukukhulisa inani lokuthenga kwekhasimende kunokumane unezele kwezinye izinto.
Isibonelo, ikhasimende elicabangela inguqulo eyisisekelo yohlelo lokusebenza lwesofthiwe lingase lithengiswe enguqulweni ye-premium enikeza izici ezengeziwe nokusebenza.
Izibonelo Zokuthengisa Nokuthengisa Okuphambanayo
Izibonelo Zokuthengisa Eziphambanayo
Amabhizinisi angahlola amathuba ahlukahlukene athengiswayo ukuze andise imali engenayo kanye nokuzibandakanya kwamakhasimende. Nazi ezinye izindlela ezisebenzayo zokuthengisa ngokuphambanayo zereferensi yakho kanjena:
Ukugoqa imikhiqizo: Nikeza amakhasimende isaphulelo uma ethenga inqwaba yemikhiqizo ehlobene. Isibonelo, indawo yokudlela inganikeza idili lokudla elihlanganisa isidlo esikhulu, isidlo sakusihlwa, nesiphuzo.
Ukuthengisa okuyela ngasocansini: Qeqesha abasebenzi bokuthengisa ukuthi baphakamise imikhiqizo eyengeziwe noma amasevisi ahambisana nokuthenga kwekhasimende. Isibonelo, osebenzisana naye wesitolo sezingubo angaphakamisa isikhafu esifanayo noma izicathulo ezihambisana nempahla yekhasimende.
Izinhlelo zokwethembeka: Nikeza imiklomelo namabhonasi kumakhasimende avame ukuthenga ebhizinisini lakho. Isibonelo, isitolo sekhofi singanikeza isiphuzo samahhala kumakhasimende athenga iziphuzo ezimbalwa.
Izincomo ezenziwe zaba ngezakho: Sebenzisa ukumbiwa kwedatha yekhasimende ukuphakamisa imikhiqizo noma amasevisi afana nezinto abazithakaselayo kanye nomlando wokuthenga. Isibonelo, umthengisi we-inthanethi angaphakamisa imikhiqizo ehlobene ngokusekelwe kumlando wokuphequlula nokuthenga wekhasimende.
Ukuxhumana kokulandelela: Xhumana namakhasimende ukuze uphakamise imikhiqizo ehlobene noma amasevisi ngemva kokuthenga. Isibonelo, indawo edayisa izimoto ingahlinzeka ngamasevisi okunakekela imoto kumakhasimende asanda kuthenga imoto entsha.
Upselling Izibonelo
Ukumaketha kwe-Upsell kuyadingeka ukunikeza amakhasimende isevisi enhle kakhulu, ukuwahlinzeka ngemikhiqizo ebaluleke kakhulu noma amasevisi ahlangabezana nezidingo zawo. Ungathola izibonelo ezingezansi zamaqhinga okuthengisa e-upsell asebenzayo.
Ukuthuthukiswa komkhiqizo noma kwesevisi: Nikeza amakhasimende inguqulo ethuthuke kakhulu noma enothile ngesici yomkhiqizo noma isevisi asebevele beyisebenzisa. Isibonelo, ibhange lingase lithengisele ikhasimende ku-akhawunti yokuhlola i-premium enikeza amanani enzalo aphezulu noma izinzuzo ezengeziwe njengezinkokhelo ze-ATM eziyekiwe noma amasheke amahhala.
Izengezo nezithuthukisi: Nikeza amakhasimende izici ezengeziwe noma izengezo ukuze uthuthukise umuzwa wawo. Isibonelo, ihhotela linganikeza amakhasimende inketho yokuthuthukela egumbini elinokubuka noma i-premium suite.
Amanani entengo: Amazinga entengo ahlukene asetshenziswa kakhulu ukukhuthaza amazinga esevisi ahlukahlukene noma izici. Isibonelo, isevisi esuselwe kokubhaliselwe inganikeza uhlelo oluyisisekelo olunezici ezikhawulelwe kanye nohlelo lweprimiyamu olunezici ezengeziwe.
Imititilizo yesikhathi esikhawulelwe: Zama ukudala umuzwa wokuphuthuma ngokunikeza okunikezwayo kwesikhathi esilinganiselwe noma amaphromoshini ukuze ukhuthaze amakhasimende ukuthi athuthukise noma athenge inguqulo ebiza kakhulu yomkhiqizo noma isevisi.
Izinhlelo zokudluliselwa: Ababaningi abantu abanqaba ithuba lokonga imali yabo. Nikeza izikhuthazo kumakhasimende adlulisela ibhizinisi elisha enkampanini. Lokhu kungafaka izaphulelo, imikhiqizo yamahhala noma amasevisi, noma eminye imiklomelo. Kungaba futhi isu elihle lokuthengisa le-B2B.
Isu Lokuwina Lokukhuphula Nokuthengisa Okuphambanayo
Kwenyuka kanjani futhi kudayise kanjani ngempumelelo? Uma ufuna ukwanelisa ikhasimende lakho ngenkathi ukhuphula inzuzo nokuduma kwenkampani, ungalandela lawa macebiso awusizo.
#1. Iphothifoliyo Yekhasimende
Ukwazi izidingo zamakhasimende akho nokuncamelayo kuyisinyathelo esibalulekile ukuze wenze izincomo ezifanele nezibalulekile. Ebhizinisini elikhulu, ukusebenzisa ukuphathwa kwephothifoliyo Yekhasimende kungasiza ukukhulisa isu lokumaketha le-B2B.
#2. I-Upsell Pop-up
Shopify izinhlelo zokusebenza ezifana nokuthi "Izipesheli Zokugcina" zivumela amabhizinisi ukuthi abonise izigelekeqe ezinikeza amakhasimende ukuthengisa noma ukuthuthukisa ekuphumeni. Isibonelo, ikhasimende elengeze ikhompuyutha ephathekayo eyisisekelo ekalishini lalo linganikezwa ukuthuthukela kukhompuyutha ephathekayo esezingeni eliphezulu enezici ezengeziwe.
#3. I-imeyili yokwenziwe
Ama-imeyili okwenziwayo ama-imeyili azenzakalelayo athunyelwa kumakhasimende ngemva kwesenzo esithile noma umsebenzi, njengokuthenga noma ukubhaliswa.
I-imeyili yokuqinisekisa i-oda: Ngemva kokuba ikhasimende lithengile, amabhizinisi angafaka amathuba okuthengisa okuhlukahlukene ku-imeyili yokuqinisekisa i-oda. Isibonelo, umthengisi wezingubo angancoma imikhiqizo ehlobene noma izisetshenziswa ezihambisana nokuthenga kwekhasimende.
I-imeyili yenqola elahliwe: Amabhizinisi angathumela i-imeyili yokulandelela ehlanganisa amathuba okuthengisa ngemikhiqizo ehlobene noma amasevisi uma ikhasimende lishiya inqola yalo.
#4. Lungiselela Iwebhusayithi Yebhizinisi
Ukuze unxuse amakhasimende amaningi ukuthi athenge imikhiqizo noma amasevisi anconyiwe, kubalulekile ukuthuthukisa iwebhusayithi yakho ngendlela evelele nebukekayo. Lokhu kungasiza amakhasimende ukuthola imikhiqizo emisha namasevisi okungenzeka ukuthi awazange awacabangele ngenye indlela.
#5. Nikeza Ubufakazi Bomphakathi
Bonisa ikhasimende lakho mayelana nokubuyekezwa kwekhasimende labanye nezilinganiso, umbukiso ongcono kakhulu wevelu yemikhiqizo eyengeziwe noma amasevisi. Lokhu kungasiza ukwakha ukwethenjwa kwamakhasimende futhi kwandise amathuba okuthi enze ukuthenga okwengeziwe.
#6. Competitor Analysis
Ngokuhlaziya izimbangi zakho, ungathola imininingwane ebalulekile ngemikhiqizo yabo, amanani, namasu okumaketha. Lokhu kungakusiza ukuthi ubone izikhala emakethe ongazigcwalisa ngemikhiqizo noma amasevisi akho, kanye nezindawo ongazihlukanisa kuzo nezimbangi zakho.
Isibonelo, uma ubona ukuthi izimbangi zakho zihlinzeka ngemikhiqizo ethile ehambisanayo noma amasevisi kumakhasimende abo, ungase uthande ukucabangela ukunikeza lokhu nakwakho amakhasimende.
#7. Yenza izinhlolovo zeKhasimende
Yenza izinhlolovo ukuze uqoqe impendulo kumakhasimende mayelana nezinto abazithandayo nezidingo zabo. Buza imibuzo mayelana nokuziphatha kwabo kokuthenga, yimiphi imikhiqizo noma amasevisi ababonise intshisekelo kuwo, nokuthi yimiphi imikhiqizo noma amasevisi abangaba nentshisekelo yokuwathenga ngokuzayo.
I-AhaSlides inikezela ngezifanekiso zenhlolovo yamakhasimende ezahlukahlukene ongayenza ngokwezifiso ngokushesha.
#8. Gada Ukusebenzisana Kwekhasimende
Gada ukusebenzelana kwamakhasimende kuzo zonke izindawo zokuthinta eziningi ezifana nenkundla yezokuxhumana, i-imeyili, nefoni ukuze uhlonze amakhasimende angase amukele imizamo yokuthengisa izinto ezihlukahlukene. Thatha i-Facebook ethengisa kakhulu njengesibonelo.
#9. I-Salesforce eqeqeshiwe
Qeqesha abasebenzi bakho ukuthi benze izincomo ezifanele ngokusekelwe ezidingweni zamakhasimende kanye nalokho abakuthandayo. Bafundise ukuba nobungane futhi babe nolwazi kunokuba baphoqe noma babe nolaka. I-AhaSlides iyithuluzi elisungulayo nelisebenzisanayo labaqeqeshi.
Related:
imibuzo ejwayelekile ukubuzwa
Kuyini ukuthengisa ngokuphambanayo vs upselling vs bundling?
Ngenkathi ukuthengisa nokuthengisa kugxile ekwandiseni inani lomsebenzi owodwa, ukuhlanganisa kugxile ekuhlanganiseni imikhiqizo noma amasevisi amabili noma ngaphezulu ndawonye futhi uwanikeze njengenkontileka yephakheji. Isibonelo, indawo yokudlela ethengisa ukudla okusheshayo ingase inikeze ukudla kwenani elihlanganisa ibhega, okuthosiwe, nesiphuzo ngentengo ephansi kunokuthenga into ngayinye ngokuhlukana.
Liyini isu lokuthengisa nokudayisa?
Isu lokuthengisa kanye nokudayisa okuphambene lihlanganisa ukuqonda amakhasimende akho, ukunikeza imikhiqizo efanelekile nebalulekile noma amasevisi, ukuchaza izinzuzo, ukuhlinzeka ngokukhuthaza, kanye nokuletha isevisi yamakhasimende enhle kakhulu.
Kungani kufanele sidayise futhi sidayise?
I-Upselling and Cross selling ingakhuphula imali engenayo, ithuthukise ukwaneliseka kwamakhasimende, futhi yakhe ukwethembeka kwamakhasimende. Ngokuhlinzeka ngemikhiqizo eyengeziwe noma amasevisi ahlangabezana nezidingo zamakhasimende noma ukuthuthukisa ulwazi lwabo, amabhizinisi angakhuphula inani lomsebenzi ngamunye futhi akhe ubudlelwano obuqinile namakhasimende awo. Kuyisimo sokuwina lapho amakhasimende ethola inani elithe xaxa futhi izinkampani zenyusa imali engenayo.
Uthengisa kanjani ngaphandle kokuvala amakhasimende?
Isikhathi siyisihluthulelo: Ungaphushi i-upsell kusenesikhathi ngenqubo yokuthengisa; ingavala ikhasimende. Linda kuze kube yilapho ikhasimende selinqume ngokuthenga kwalo kwangempela bese uphakamisa ukuthengisa njengenketho.
Uwabona kanjani amakhasimende ozowathengisa?
Indlela elula yokukhomba ukuthi ubani ongase athenge iphakheji ethengiswa kakhulu ukubheka imininingo egciniwe yekhasimende lakho ukuze ubone amaphethini namathrendi ekuthengeni ukuziphatha.
Uyini Umthetho Wokuthathu Ekuphakameni?
Ngokwethula amakhasimende ngezinketho ezintathu, amabhizinisi angahlinzeka ngohlu olulinganiselayo lwemikhiqizo noma amasevisi abhekelela izidingo zamakhasimende nezabelomali ezahlukene. Umthetho Wesithathu ungasetshenziselwa kokubili ukuthengisa nokuthengisa okuphambene.
Siyini Isibonelo se-Woocommerce Upsell kanye ne-Cross-sell?
I-Upsell ekhasini lomkhiqizo, ukuthengisa ngokuphambana ekhasini lenqola, nokuthengisa phezulu ekhasini lokuphuma ngamanye amasu e-Woocommerce okukhuthaza ukuthengisa nokudayisa ngqo kumakhasimende.
Kuyini ukuthengisa ngokuphambanayo ku-B2?
Ukuthengisa ngokuphambanayo ku-B2B (ibhizinisi-kuya-ibhizinisi) kusho umkhuba wokunikeza imikhiqizo eyengeziwe noma amasevisi ekhasimendeni lebhizinisi eselivele lithenga kuwe.
Yibuphi Ububi Bokudayisa Ngokuphambana?
Amakhasimende angase azizwe ecindezelwa ukuthi athenge imikhiqizo eyengeziwe noma amasevisi angawadingi ngempela noma awafuni, okuholela ekunganeliseki futhi kulimaze ubudlelwano.
Umugqa Ongezansi
Amabhizinisi adinga ukusebenzisa amasu okuthengisa kanye nokuthengisa ngokuphambanayo ngokucophelela nangendlela enezela inani langempela kokuhlangenwe nakho kwekhasimende kunokumane azame ukukhulisa ukuthengisa.
Yenza ucwaningo lwakho lokwaneliseka kwekhasimende ngokushesha nge I-AhaSlides ukwazi ukuthi yini amakhasimende akho ayidinga kakhulu.
Futhi ungakhohlwa ukusebenzisana ne-AhaSlides ukwenza ukuqeqeshwa kwabasebenzi okuku-inthanethi nokungaxhunyiwe ku-inthanethi okusebenzayo.
Ref: Forbes
