Customer vaifarira nzira: chinangwa uye chirongwa kurovedzwa

Wakambonzwa nezvokudengenyeka okudhindira uye kudzidzira, dingindira iri nemhosva vaifarira nzira bhizimisi? Ngationei kuti tiri makirasi aya uye sei vanogona kubatsira kwauri kana vashandi venyu.

Zvinorevei "bhizimisi, mutengi vaifarira"?

Musimboti wacho yeGmail.END_STRONG vaifarira kusvika ndechokuti vashandi pfungwa nzeve inoendeswa zvikurukuru mutengi. Anokosha basa ose nhengo chikwata - kuita zvose kune rinopedzisa chekambani mari, kufanana ramangwana harisati nguva kuti adzokere.

kutevera nhungamiro mutengi vaifarira kusvika vari:

1. kunzwisisa zvakadzama uye kuriritira mutengi kana mutengi.
2. Implementation mishonga uye mabasa, unhu iyo rinoita zvomurayiro mutengi kana akapfuudza kwavari.
3. Zvinobudirira kusakarongeka pamwe vatengi, kwakavakirwa kuremekedzwa.
4. Kuda mamaneja chero pamwero kuvhura kutaurirana.
5. Mukana wokushandiswa of sangano panyaya kuchinja mutengi uye vatengi zvikumbiro.
6. Kutanga yeGmail.END_STRONG hwomutambarakede mupfungwa mhepo.
7. Chido kubatsira mutengi kutora chikamu mune matambudziko aro.
8. Kuramba basa uvandudze basa yepamusoro.
9. Planning zviito zvainanga kukwezva uye ukaramba vatengi.

Sezvaunoziva, iyo zimbabwe nzira bhizimisi hunosanganisira mawa nokushanda 4 zvinhu yokutengesa: chigadzirwa, mutengo, nzvimbo, kukwidziridzwa. Scheme 4P (chigadzirwa, mutengo, nzvimbo, kusimudzirwa) chinorondedzerwa zvizere muna anozivikanwa mubhuku naF Kotler, "kunyatsogona yokutengesa".

Sei prioritization zvemabhizimisi, zvokurimisa mutengi vaifarira nzira? Marketing dzidziso mazhinji, kukosha kwavo kuramba. Asi mutsva mhando kuvaka ukama vatengi uye vatengi, kambani chinotarisa chigadzirwa uye kwete mutengo. Chinonyanya kukosha basa mukuru utariri uye nevamwe vashandi - kwepamusoro pamwe vatengi.

Benefits mutengi vaifarira nzira ndeinotevera:

1. Wakadenha zvakanaka mukurifarira mumusika.
2. Akaumba denderedzwa vakavimbika vatengi, nguva achiudza pamwe keshiya.
3. Kune zvakawanda vatengi zvitsva uye vatengi vachitsvaka boka rako kuti dzinoenda shamwari.
4. Customer vaifarira nzira unosimudzira rokutengesa uye kwakawedzera zvebhizimisi mavhoriyamu.
5. kushambadza mari vari kuderedzwa uye kuva rikurumidze.

Ndezvipi misangano uye kudzidzira pamusoro mutengi ndechei?

Hapana chakavanzika pakatanga mutengi vaifarira nzira zvishoma nezvishoma. Pakutanga, boka anofanira kuongorora vatengi ayo uye vatengi, kunzwisisa uye kutarisira zvavanoda. Kuti aite izvi, vashandi vanofanira mupfungwa kutora nzvimbo vatengi, kunzwisisa:

• zvavanoda, kana akatendeuka musangano renyu;
• pachena zvinhu uye mabasa unodiwa vatengi uye vatengi;
• kuti chinhu chakakwana basa kubva maonero avo;
• matambudziko anotarisana nevanhu vatengi vanenge kutenga chigadzirwa yako kana basa, nokuda izvo vanogona kugarwa;
• mutengi kana mutengi anotarisira kugamuchira nokushanda nemi kana kuita chinhu zvakawanda kwaari;
• chinogona kukonzera nemanzwiro akanaka ari yeGmail.END_STRONG sei kambani wako anogona kuunza mufaro mutengi.

Zvakakosha kudzidza mumwe pfungwa kunyorerana mutengi: kushambadza zvinhu, runhare, kupaka nzvimbo pahofisi yako kana chitoro, basa rikurumidze.

Mumwe yakanakisisa kutsanangura sei kushandisa mutengi-centric yokusvika rokutengesa, achipa Dzhon Shoul. US nyanzvi unhu basa kupa pfungwa iri kunyatsoteerera vatengi, akaramba andobata mazano avo uye zvichemo. Kugamuchira inofambiswa kubva vatengi muchimiro ichizadza Profiles basa sezvo shoul zvaaitaura. Havasi vatengi zvose vanoda zadza nemibvunzo, uye vaya vanobvuma, vanowanzoona kuti Gloss pamusoro chokwadi. Zvikuru mashoko vashandi kubva vatengi kwacho. Anoritsanangura, kambani anogona yekudyidzana kuvandudza basa. Somuenzaniso, kana vatengi vanoda kuzokudana usiku, zvakakosha dzinovapa akadaro mukana. Zvikasadaro, kambani, zvikurukuru, acharasikirwa mukana wokushanda vatengi vanogara imwe hafu yacho yose.

Implementation kuti vatengi vaifarira nzira dzika kukundikana kana kwete zvakanaka kudzidzisa uzivi chitsva bhizimisi musangano. Dambudziko iri ndechokuti uri kutaurirana pamwechete vatengi uye vatengi hazvigoni Kutamiswa mu dzidziso. Asi, zviri akarerwa ari mukuru kuitika kambani. chekambani vekambani uye pakati mamaneja pachavo vanofanira kugadza muenzaniso yeGmail.END_STRONG vaifarira maitiro.

Tingatii pamusoro zvinyorwa wedare chirongwa vatengi uye vatengi? Customer vaifarira nzira achange chinozoiswa muna zvebhizimisi, kana isu vanamatai pachedu kuti kuunza mirayiridzo revashandi, sei kuti pave sero. Zvakakodzera kuva netsika inoshanda basa pamwe vatengi uye vatengi.

Zvinangwa Kudzidziswa yeGmail.END_STRONG vaifarira

Customer vaifarira nzira dzinofanira kukurudzirwa mune vashandi vose. Uye nhengo dzose chikwata pakarepo foromani vanofanira kugara kukurukura mamiriro ezvinhu umo mushandi akakanganisa kana kuwadzana vatengi.

At inogadzirwa Misangano matambudziko ezvinhu nani kwete kureva. Nokuti vakawanda kukurukurirana yamunenge kushandisa mutambo sokudzidzisa.

Dyidzana Zvirongwa pamwe kugadzirisa dambudziko "dzidzo" vashandi, kunyange haatsivi nezuva yokukurukura mamaneja pamwe pasi.

Kazhinji dzinounzwa nokuti zvinangwa mutengi kurovedza kwakadaro:

1. Kudzidzisa pamusoro mudonzvo kuti mafungiro hubudirire uye maitiro.
2. Kuvandudza pfungwa pamwero nhengo chikwata.
3. Kukura kwepamusoro unyanzvi.
4. Kumutsa pachako kukura revashandi.

Sales mamaneja pashure achirapwa kudzidzisa nomufaro tsika mutengi vaifarira kusvika. Training purogiramu muchikwata ichi revashandi anowanzopa nemigumisiro yakanaka.

Ndezvipi Inyaya zvinokosha kuratidza patinenge

Customer vaifarira kusvika presupposes kuti vashandi vanoverengeka ruzivo nyanzvi uye unyanzvi. Naizvozvo, kudzidzira ano pamusoro penyaya, sezvo mutemo, ine zvinotevera zvinogumbura:

1. Nhamba nyaya zvidzidzo, chinangwa iyo - kuumba vechikamu kunzwisisa sei zvinokosha nehanya mutengi. Yokuzvifungidzira kunze zvikonzero nei siya vatengi uye vatengi. Vaigadzirira chiito ronga sei kuchengeta mutengi.
2. Games uye kurovedza kukudziridza mano mamaneja kukwira kunzvimbo vatengi uye vatengi, kunzwisisa zvavanoda.
3. Kukurukurwa Customer Kuvimbika maitikiro (kwagara mutengi - mutengi vakavimbika - mutengi-muteveri).
4. Kudzidza peculiarities ose nevatengi maitiro, zvinoita kuti chokuita sarudzo pamusoro kutengeserana.
5. Familiarization pamwe nenyanzvi basa nevashanyi. Job unyanzvi Kurovedza pamwe makasitoma akawanda. Kwacho pamwe nenyanzvi vanoshingaira yokuteerera.
6. Unit yakatsaurirwa kuna kuwadzana vatengi akaoma. Nhamba nyaya zveBhaibheri Kuongororwa hwokuramba. The kudzidza misimboti yokubata nayo zvichemo.
7. Vanyatsoziva mamaneja vane unyanzvi kunakidzwa basa. Kudzidza kuzvidzora uye kuzvipira sangano unyanzvi. Vadzidze nzira dzokushanda mupfungwa uye kubvisa kuneta.

Ngatikurukurei mamwe mabasa dzinoshanda kurovedza pamusoro vatengi dzidziso.

Pakuverenga mari kurasikirwa mutengi

Batsirwa uye upfumi tibatsirwe, iyo inopa yeGmail.END_STRONG vaifarira nzira inogona zvinoratidzwa nezvakaitika svomhu dambudziko, ane mhinduro isimba kunyange mwana wechikoro.

Ngatitii kuti mutengi kutenga zvinhu uye mabasa kubva boka renyu uwandu 10 zviuru. Kwiza nechekuzasi. pagore. Gore negore, mari iyi yakawedzera 2 zviuru. Kwiza nechekuzasi. ucharega kambani vanorasikirwa rokutengesa kana mutengi kana mutengi haangatenderi kuti iwe vatenge pamusoro anotevera 5 years? Change uwandu ramangwana yakarasika purofiti. In muenzaniso wedu zvichava:

10 + 12 + 14 + 16 + 18 = 70 zviuru. Kuzora.

Ndizvo mutengo munhu akarasika mutengi. Automatic kukarukureta pamusoro indekisi ichi zvinobatsira akamisa CRM purogiramu, kana ichi rinoshandiswa kambani.

Kuziva anofungidzirwa profitability wekambani, zvingadarowo kuverenga huwandu vakarasika purofiti. Somuenzaniso, kana ari mambure mari mugumisiro yaiva 20% wokutengesa nekuti 5 years, kambani acharasikirwa 14 zviuru. Kuzora.

Mukuita kugadzirisa dambudziko iri kudzidzisa, vanofanira kunzwisisa kuti kudhura kurasikirwa nomumwe yeGmail.END_STRONG kambani. Zvakakosha kusimbisa kuti kutsvaka uye kukwezva vachiri mutengi mutsva kana mutengi zvinodhura.

Zvikonzero izvo mutengi zvinotora

Muchikamu chinotevera Danho basa zvakakosha kunzwisisa zvikonzero iyo mutengi kana mutengi kazhinji asisiri anoshanda boka rako, zvinhu uye mabasa ayo Zvaaimbova.

Nokuti chinangwa ichi, vanofanira kukumbira imwe neimwe yeboka kuti kuyeuka zvakaitika kudzidziswa upenyu, kana kwazvo havaratidzi vakashanda chitoro, ipapo kushanyira chitoro nzira yokubudisa akarwara. Zvakakosha kuti vadzidzi kupindura mibvunzo inotevera:

1. Chii mudhu vaiva vashandi vari kukurukura newe?
2. Sei vaiita?
3. Chii chaizvo haana mukaguta muushumiri?
4. Apo kunetsana yakatanga? Chii chakaita iwe akatsamwa kana kumugumbura?
5. Ndezvipi nemanzwiro iwe wakanzwa panguva uye mushure kushanya zvomutengesi?
6. Wati akaramba tenga panguva ino kuchitoro pashure chiitiko changa?
7. With sei vanhu vazhinji imi akagoverana risingafadzi nyaya?

Pataikurukura, mazita zvikonzero nei vatengi kana vatengi vasisiri kushandisa kuminamato makambani. Zvinonzi zvakare ndaizvipira kuyeuka zviitiko zvebhizimisi kana vatengi siya.

nhanho dzebasa

Hapana chakavanzika mumwe munhu anonzwisisa chii chinofanira kuva mubasa kambani yavo. Kushandisa mari, tinotarisira kugamuchira pamwero nyaradzo uye kuwana nemanzwiro akanaka (kana kuita pasina zvakaipa).

Customer vaifarira mharidzo utariri ano zvinoda zivo 3 siyana basa kuti anogona kuonekwa masangano akasiyana-siyana:

1. Low. mutengi netarisiro hadzina anoruramiswa. Anoomesa zvishoma pane zvaaitarisira, iri kusangana rekusuwa.
2. Standard. vatengi zvinotarisirwa kuzadziswa. Anoomesa chaizvo vachiverenga. The yeGmail.END_STRONG haana akadzikama.
3. WOW-basa. Mutengi anowana zvinopfuura kutarisirwa. Anonzwa manzwiro akanaka, anofunga chido kudzokera kambani kuti kutenga zvitsva.

Kudzidza yakasiyana siyana yokurovedza basa, vadzidzi vari muzvikamu 3 zvikwata. chikwata chimwe nechimwe zvishoma nguva (maminitsi 10) vanofanira kuuya uye kuita kunze pachiitiko shopu pachitoro:

- yakaderera chechetere basa;

- aine mwero chechetere basa;

- pamwe WOW basa.

Chiitiko chimwe nechimwe pamberi kurovedzwa, vatori kuridza nemhosva vanofanira kuudza vateereri, iro sangano riri, kuti akaronga kutenga, chii tarisiro mhando ane kutenga rikurumidze.

Mushure kutaura, inzwi mutengi, chii manzwiro akawana uye chii pfungwa vakanga kugadzira ari musoro wake. Vakwikwidzi Rinotiudzawo sei Anoongorora ake chido kuuya kamwe zvakare kuti kunotenga ari kambani tega.

The mutambo "Oh, uye"

An chinokosha pakuderedza ane yeGmail.END_STRONG vaifarira basa boka - ndiwo mano vashandi vayo kubvumirana mutengi uye mutengi, kuti vave naye rimwe divi. Emerging nyaya panyaya dzinokosha kutaura nenzira yakadaro kuti vaviri vari takunda. Kuti aite izvi, mamaneja zvakakosha kudzidzisa yeGmail.END_STRONG kunzwisisa kwete somuvengi asi seshamwari, pamwe yaunogona taurirana nguva dzose nomutsa.

Hapana chakavanzika chimwe chezvinhu zvinokosha nemitemo inoshanda kusakarongeka ane nomumwe - kwete kumuudza kuti ndakanganisa. Zvakakosha kugamuchira uye pakarepo kuita pakaunda kupa, sei kuita nani ichi ezvinhu.

The kudzidzira pamwe nechinangwa kushandiswa unyanzvi ichi zvinokosha iri kwaiwanzoitwa munhu kunonakidza mutambo, izvo maererano nemirau? Vatori regai kupinda nharo, asi chete kubvuma uye kubvumirana nevamwe. Anokumbira vatori vechikamu kuti ive vaviri vaviri. Partners vanofanira kuzviisa pasi mutambo kuti kwangopera kuziva mumwe uye vaiva pamwe chete mumamiriro ezvinhu kujairika: chavasina erifiti, kurasika musango, uye vakanga nechikepe pachitsuwa mugwenga, vakava hostages zviri makororo. Vanofanira kubvumirana pane zvokuita inotevera. Vatambi majana vachitora mazano avo. Maererano mitemo mutambo nguva dzose unofanira kubvumirana pfungwa imwe komuredhi (kureva: "Ehe ...") uye kuwedzera wake pfungwa ( "... uye ...").

Zvinoguma hilarious nhaurirano mitsetse:

- Buy nehomo yewaini.

- Oh, uye keke.

- Hongu, uye zvichakufambirai imomo musango.

- Oh, uye kugoverana pamwe squirrels ...

Play mberi kwemaminitsi 3-5.

Maererano migumisiro basa vatori ichakurukura manzwiro vainzwa panguva mutambo, chii pfungwa vakayambukira pfungwa dzavo kuti zvaiita zvakaoma, uye mune dzimwe nguva zvakanga nyore chaizvo.

Exercise nokuti kukura kukwanisa kuchengeta kukurukurirana vachienda

The chikanganiso vashandi vazhinji, nekuti icho kakawanda dzika mutengi vaifarira nzira mubasa sangano, ndiye kusada kutaura mutengi chero nyaya asina chokuita kushanda. Zvichakadai, vatengi vazhinji vanosarudza kubata vanotengesa naye ivo vaiva noukama hwakanaka.

Saka, nokudzidza Nzira yokurovedza mutengi "hurukuro diki." Vatori vechikamu vanokurudzirwa kutanga kutaura pamusoro pezvinhu Abstract misoro, uchishandisa zvinotevera nzira:

1. Kutaura chii kunobva akati kamwe.
2. Kuti ape unoshanda ruzivo kuti nemudiwa.
3. Udza munhu nyaya dzinonakidza.
4. Ndatenda.
5. Akaita anokutenda.
6. Taura zvakanaka statement.

Exercise "Glossary"

Uyu okusika basa kunobatsira mamaneja kudzidza kutaura mutauro mutengi wacho. Kurovedza vatori vechikamu rakakamurwa zvikwata. chikwata chimwe nechimwe ari kutungamirira Anorayira anyore chinyorwa mharidzo kwenhumbi uye mabasa eungano, dzakashandisa mumiriri mumwe yebasa (the programmer, chiremba, asi mutyairi, wenhau). Kufunga anopiwa maminitsi 5-10. Promotional chinyorwa rinyorwe nokushandiswa jargon uye mazwi izvo zvinowanzoshandiswa mutengi haisi ezvinhu.

Exercise "Unozivei zvaasingadi"

Mumwe vechikamu kurovedzwa anoratidza vasingagutsikani mutengi; mutengi asarudza haichagona vamboshanda kambani, asi haadi zvakananga kuzivisa asiyira chikonzero. Chikonzero chinorondedzerwa pachine pamusoro jira mutobvu. Nhengo yeGmail.END_STRONG anogona kurega chero mhinduro kana kutaura chero manzwiro, asi asingaiti nekutaura dambudziko. Basa rechipiri mukwikwidzi - kunzwisisa chii chaizvo nemhosva iri kugutsikana.

Pakupedzisira, mufambisi ipfupiso results: Ko maneja akawana mhaka mutengi kusagutsikana, pane chikonzero zvinogona uye vanofanira kuziva rive mutengi shandisweyi panguva dambudziko.

Rovedza "tsanangura kuti munhu asinganzwisisi"

Kurovedza vechikamu vari, zvavari kutengesa muzvitoro kazhinji, asi kwete nyore chigadzirwa, akadai nokupenya nemotokari kana akaundi kadhi. The yeGmail.END_STRONG - mano vanhu (mwana muduku, mukadzi, haana pfungwa magadzirirwo, kuyaruka, matsi uye mbeveve, kupenga). Basa mutengesi - kutsanangura nomutsa, mutauro svikika mutengi chaizvo zvaari kutengesa uye nei chinhu ichi chinodiwa mutengi.

Zvakakurukurwa Kurovedza mubhangi

Customer vaifarira nzira mubhangi ezvidzidzo kuoma kukunda nemugwagwa sangano. The mabasa vashandi ose tsika zvemari hakusi chete vatengi, asiwo kuomerera dzinoverengeka pamutemo dzemunharaunda, maitirwo ezvinhu uye mirayiridzo. Panyaya iyi, mumwe womubhengi anofanira kuisa mberi anoverengeka zvinodiwa kuti nemhosva panyaya urongwa zvakafanira magwaro, mashoko akakodzera mashoko.

Training mu yeGmail.END_STRONG vaifarira nzira nokuda vashandi kuti tsika zvemari vanofanira anosanganisira nokungwarira akarigadzirira misa Zvinotaurwa uye zvaaitaura. Bank vashandi inokosha iri mubishi zvidzidzo kunatsiridza unyanzvi kurwisana utariri nyoro.

Achingwarira akateya-mutambo mabasa kubatsira kosi Vatori kudzidza kushumira vatengi panguva soro yakati sandara, panguva iyoyowo kuomerera pamusoro Implementation zvaidiwa musangano.

Kurovedzwa purogiramu kubhengi vashandi inofanira kusanganisira hombe block nguva Kutarisira uye kuzvidzora sangano. Operating vashandi, chikwereti navatariri, okutengesa mudonzvo achishanda pasi zvakasimba nguva nevamwe. Vari hakugumiri panguva zvokutengeserana zuva, uye panguva imwe chete kazhinji kugadzirisa pamwe nekurutsa vashanyi nhingi-pfungwa. Constant kushushikana kunokanganisa hunhu kubata pamwe vatengi.

Coaching unyanzvi kuti varambe vari kushanda ezvinhu anofanira kuva mumwe mukuru misoro mukirasi pamwe kumahombekombe vashandi.

Training vashandi dzidzo

Nokuti kuti kuwedzera nhamba zvose chesekondari uye dzidzo nemasangano kuva zvakazara zvokutenga, mafungiro kune vadzidzi uye vadzidzi. Customer vaifarira nzira iri dzidzo iri kuwedzera pasi. Saka vadzidzisi vanowira chaizvo quandary. Kudivi rimwe, vanofanira chinangwa kuongorora ruzivo vavanodzidza nokufumura yakaderera hwakawanda kana zvakakodzera. Kune vamwe - kunyange neprilezhny mudzidzi zvino nemhosva. kusagutsikana yake sangano yedzidzo angaguma nokurasikirwa mari chikamu chikoro kana kuyunivhesiti.

Saka, kudzidziswa rokudzidzisa kunofanira kusanganisira apiwa enactment uye kuongorora zvose dambudziko panomuka mukirasi, mharidzo, misangano. Vadzidzisi zvakakosha kudzidza kusimuka panzvimbo vadzidzi uye kunzwisisa zvavanoda.

Uyewo kuti vadzidzisi zvakakosha nounyanzvi kuti kudzidzira kufuridzira vadzidzi, kumutsa mavari chido chakasimba kuva zvakadzama nenyaya.

Zvinoumba kudzidzisa vashandi kuti ushanyi

Customer vaifarira kusvika muna toerisme indasitiri kunonyanya kukosha. Mubhizimisi, vanhu kuona matambudziko mazhinji zvidiki uye kusiyana chinyararire, akavamirira. Kupindana pazororo Zvisinei, kunyange chisingaperi workaholics havadi kubata nezvinetso uye matambudziko. Makambani chokuita yokufaranuka indasitiri, tourism, varaidzo, anofanira kunyanya dzakateerera vatengi.

Munguva kurovedza, zvakakosha kubhadhara ngwariro chaiyo basa mafungiro akanaka zvevanhu. Vashandi vemahotera, varaidzo zvivako, maresitorendi, masangano zvinokosha kufamba kuti tichiratidza simba rugare uye mufaro. Nokutenga tikiti kunze kana tikiti kuchovha, kuti nemhosva anofanira kunzwa kuti akanga achizorora.

mhedziso

Customer vaifarira nzira iri dambudziko harimiri kuva akakodzera. Munguva austerity nemasangano akawanda vakabudirira chinozoiswa pfungwa yokurega kwete kuti tichengetedze vatengi uye vatengi.

Saka kuti makasitoma kuramba akavimbika, makambani akawanda kuitisa segmentation dzavo uye zvikuru kwazvo kuziva zvinodiwa. Munguva dzenhamo, makasimba makwikwi. Vakuru yemakambani vari kunetseka kuti vatengi vanoda, chii mari vachida kupedza, izvo zvinhu unogona kuita kana kutenga zvikuru avo enguva vatengi.

Kunenge kuti mari dambudziko achatambanudza kunyanya mutengi vaifarira nzira iri diki uye svikiro kadikidiki bhizimisi. Seminars uye okudhindira yakatsaurirwa nyaya iyi zvichida kuramba kwenguva refu aida nguva.