Hauv kev xam phaj no peb yuav tham txog kev tsim cov hlau lead hauv IT siv cov txheej txheem tsis yog qauv.
Kuv tus qhua hnub no yog Max Makarenko, tus tsim thiab CEO ntawm Docsify, kev muag khoom & kev lag luam loj hlob hacker. Max tau nyob hauv B2B muag rau ntau tshaj kaum xyoo.
Tom qab plaub xyoos ntawm kev ua haujlwm hauv outsourcing, nws tau tsiv mus rau hauv lub khw muag khoom noj. Tam sim no nws tseem koom nrog kev sib qhia nws cov kev paub nrog cov tuam txhab outsourcing.
Sergey
Max, thov qhia rau kuv, vim li cas koj thiaj li tawm outsourcing rau ib yam khoom? Yog vim li cas? Puas yog outsourcing zoo li ua lag luam zoo thiab?
Max
Zoo, nws tsis yog qhov phem los ntawm qhov pom, tej zaum, ntawm qhov tau txais qee yam ntawm cov nyiaj tau los ruaj khov, tab sis, los ntawm qhov pom ntawm dab tsi ntau dua "rau tus ntsuj plig", tus ntsuj plig tseem nyob hauv qhov kawg ntawm cov saw hlau - muab. tus nqi. Ntawd yog, thaum peb ua haujlwm thiab tsim cov khoom rau ib tus neeg, thiab tom qab ntawd peb saib thiab pom tias lawv tsis tas yuav tshem tawm, thiab feem ntau lawv tsis tshem tawm, nws poob siab heev, vim tias koj muab koj tus ntsuj plig rau hauv nws.
Thiab, raws li, peb tsuas tuaj txog qhov xaus tias, txawm tias nyob rau theem ntawm kev xav sab hauv, peb yeej xav ua peb tus kheej cov khoom thiab kom tsis muaj leej twg tuaj yeem cuam tshuam nws yuav txhim kho li cas, kom peb tus kheej tuaj yeem cuam tshuam nws.
Sergey
Kuv ua raws li koj hauv online thiab pom tias lub ntsiab lus ntawm outsourcing tseem yuav tsis tso koj mus, tom qab tag nrho, outsourcing zaum qhov chaw hauv qhov tob ntawm koj tus ntsuj plig, thiab nruj heev. Vim li cas?
Max
Qhov tseeb yog tias thaum lub sijhawm kuv tau tawm haujlwm, tam sim no kuv nkag siab tias kuv tsis pom tag nrho cov duab. Thaum kuv hloov, yog li hais, mus rau lwm sab, thaum peb pib ua ib qho khoom, ntawm ib sab, peb pib pom tias yog ib yam khoom "rau leej twg yuav muag", thiab peb pheej tau txais qee yam khoom thiab nws. tsuas yog tig mus rau hauv qee yam kev npau taws, cov. Peb txhua tus muaj kev pabcuam outsourcing.
Kuv pom nws los ntawm ib sab txawv me ntsis. Thiab ntawm peb tes, peb muaj ntau tus neeg siv khoom - cov tuam txhab outsourcing, suav nrog tsis tsuas yog, los ntawm txoj kev, nyob rau hauv qhov chaw hais lus Lavxias, muaj ntau tus neeg siv khoom txawv teb chaws uas muab cov kev pabcuam zoo sib xws.
Thiab thaum peb tau koom nrog thiab sim nkag siab txog lawv cov txheej txheem muag khoom, peb pom ntau yam nthuav dav uas tuaj yeem siv tau, thiab yog vim li cas kuv, qhov tseeb, xav qhia rau cov tuam txhab outsourcing yuav ua li cas nws yuav zoo dua li feem ntau ntawm lawv tam sim no rooj plaub.
Sergey
Ntawd yog, feem ntau cov teeb meem ntawm kev lag luam outsourcing tsis pom los ntawm sab hauv, tab sis thaum koj tawm nws thiab saib los ntawm cov khoom muag.
Max
Ib puas feem pua, lawv ua ncaj qha pom. Thaum kuv tab tom ua, tsis muaj kev paub txog ntau yam uas tam sim no kuv nkag siab zoo kawg nkaus.
Rau qee qhov laj thawj, ntau tus tau kho rau qhov tseeb tias kev tawm mus yog qhov yuav tsum tau ua tam sim no, vim tias nws ua haujlwm sai dua, tab sis cov channel inbound yuav tsum tau tsim los ntev heev thiab qhov no yog ib txoj haujlwm ua tsaug. Nyob rau hauv qhov tseeb, qhov no yog ib tug loj misconception, vim hais tias, firstly, qhov no yuav tsum tau tsim nyob rau hauv parallel, thiab qhov thib ob, ntawm no yog ib tug yooj yim piv txwv, thaum ib co lead tuaj rau peb inbound, nws twb muaj ib co hom kev xav tau tsim, txij li thaum nws yog ib tug yooj yim piv txwv. Kuv pom peb lub vev xaib, nkag siab tias peb ua dab tsi, thiab tawm qhov kev thov.
Los ntawm kev tawm mus, feem ntau peb yuav tsum tau sau rau cov thawj coj uas feem ntau tsis muaj qhov xav tau tsim, thiab nws yog qhov tseeb ntawm txoj kev tsim cov kev xav tau uas siv sijhawm ntau heev.
Yog li ntawd, qhov tseeb, kuv tsis pom zoo kom txiav txim siab ua haujlwm nrog ib qho channel; peb ib txwm hais tias qhov no yuav tsum yog qee yam kev sib xyaw ua ke, qhov twg peb tsim ob txoj hauv kev sib luag. Tab sis hnub no peb yuav tham ntxiv txog kev tawm mus thiab cov kev coj ua dab tsi thiab nws ua haujlwm li cas.
Tam sim no muaj ntau qhov kev sib cav txog lub ntsiab lus ntawm outbound lossis inbound. Qhov tseeb, thaum nws los txog rau kev muag khoom, peb tsis tuaj yeem tham txog cov neeg tsim khoom lag luam xwb. Ob qho tib si sab nraud thiab sab hauv tsuas yog ib qho channel uas peb tau txais cov thawj coj tshiab, thiab, raws li, peb tsis tuaj yeem sib cav tias peb tab tom ua outbound lossis tsuas yog inbound.
Qhov no yeej ib txwm muaj qee yam kev sib raug zoo ntawm sab nraud thiab sab hauv, vim tias thaum koj sau ntawv txias rau koj cov neeg siv khoom, koj txawm li cas los xij muab qhov txuas mus rau qhov chaw, tib neeg tuaj, saib thiab pom qee qhov kev ntseeg siab lossis tsis ua. saib, nyob ntawm no, lawv mam li txiav txim siab seb yuav teb rau tsab ntawv los tsis.
Muaj coob tus neeg uas kuv tham nrog yog vim li cas fixated rau qhov tseeb hais tias outbound yog dab tsi yuav tsum tau ua tam sim no, vim hais tias nws ua hauj lwm sai dua, thiab inbound channel yuav tsum tau tsim rau lub sij hawm ntev heev thiab qhov no yog xws li ib tug ua tsaug. Nyob rau hauv qhov tseeb, qhov no yog ib tug loj misconception, vim hais tias, firstly, qhov no yuav tsum tau tsim nyob rau hauv parallel, thiab qhov thib ob, ntawm no yog ib tug yooj yim piv txwv, thaum ib co lead tuaj rau peb inbound, nws twb muaj ib co hom kev xav tau tsim, txij li thaum nws yog ib tug yooj yim piv txwv. Kuv pom peb lub vev xaib, nkag siab tias peb ua dab tsi, thiab tawm qhov kev thov.
Los ntawm kev tawm mus, feem ntau peb yuav tsum tau sau rau cov thawj coj uas feem ntau tsis muaj qhov xav tau tsim, thiab nws yog qhov tseeb ntawm txoj kev tsim cov kev xav tau uas siv sijhawm ntau heev.
Yog li ntawd, qhov tseeb, kuv tsis pom zoo kom txiav txim siab ua haujlwm nrog ib qho channel; peb ib txwm hais tias qhov no yuav tsum yog qee yam kev sib xyaw ua ke, qhov twg peb tsim ob txoj hauv kev sib luag. Tab sis hnub no peb yuav tham ntxiv txog kev tawm mus thiab cov kev coj ua dab tsi thiab nws ua haujlwm li cas.
Tej zaum qhov kev xav tsis zoo thawj zaug uas kuv tuaj hla thaum sib txuas lus nrog tib neeg yog qhov kev tawm sab nraud yuav tsum ib txwm txias mega thiab nws ib txwm zoo li spam, uas yog, yog tias peb sau tsab ntawv txias, ces nws yog spam.
Qhov tseeb, qhov no yog qhov ua tau zoo uas yog qhov qub, uas kuv tau hais txog, thaum peb tsuas yog coj qee tus coj los ntawm cov peev txheej tsis paub lossis txawm tias los ntawm LinkedIn, peb tsuas yog coj qee txhiab tus thawj coj, thaj chaw ntawm Tebchaws Meskas, xws li Peb xa lub luag haujlwm no, txoj hauj lwm no, thiab, ib txwm, nws yuav zoo li spam rau tus neeg txais, thiab kuv tuaj yeem paub tseeb tias koj cov neeg tau txais tau txais ob peb tsab ntawv hauv ib hnub thiab feem ntau lawv tsuas rho tawm lawv yam tsis tau nyeem lawv, tsawg kawg kuv tau ua raws nraim qhov no tsis ntev los no. , vim nws yog outright spam.
Thiab txoj hauv kev uas xav tau yog tias peb yuav tsum tsis txhob, hauv paus ntsiab lus, sau spam rau leej twg, thiab txawm tias peb yuav tsum sau tsab ntawv txias, ces, ntau li ntau tau, peb yuav tsum tau sov so rau tus neeg ua ntej kev sib cuag. Kuv tseem yuav tham txog yuav ua li cas kom sov ua ntej email txias thaum lub sij hawm tus tswv chav kawm no.
pib qhov twg?
Nws tsis muaj teeb meem dab tsi channel koj tab tom tsim, nws yog inbound lossis outbound, nws tsis muaj teeb meem, koj ib txwm yuav tsum pib nrog kev nkag siab, hauv paus ntsiab lus, hom tuam txhab koj yog dab tsi thiab cov kev pabcuam koj muag.
Kuv yuav tsis tau daig rau nws, Kuv xav tias qhov no yog qhov tseeb pom tseeb rau txhua tus, tab sis thaum sib txuas lus nrog ntau lub tuam txhab, tsawg heev tuaj yeem hais qhia tau tias lawv txawv li cas ntawm cov kev pabcuam ntawm cov tuam txhab uas nyob ib pem teb saum toj no lossis ib qho. pem hauv ntej.
Nws pib los rau, "Zoo, peb ua cov haujlwm zoo." Lwm tus kuj hais tias lawv ua haujlwm zoo. "Thiab peb xa cov haujlwm raws sijhawm." Lwm tus kuj hais tias lawv ua raws sijhawm, yog li ntawd, nws yog ib qho tseem ceeb heev, thaum koj pib ua haujlwm ntawm ib qho channel, kom nkag siab tias koj lub tuam txhab yog ib tus kws tshaj lij, koj tuaj yeem sib txawv koj tus kheej li cas ntawm cov neeg sib tw.
Lawm, kev tsim kho ntawm tus nqi tsis yog ib qho kev xaiv, vim hais tias qhov no feature, cia peb hais, twb nyob rau hauv cov teb chaws Es Xias, i.e. lawv twb tau kho zoo nyob rau hauv nqe thiab feem ntau lawv muab kuv 8-10 las los tsim ib yam dab tsi, yog li lub tswv yim yuav tsum muaj kev, nws yuav tsum tau raws li nyob rau hauv ib co kev lag luam domain, los yog nyob rau hauv ib co sib sib zog nqus kev tshwj xeeb, piv txwv li, ib co tshwj xeeb tej yaam num nrog blockchain lossis tshuab kawm.
Thaum koj tsim cov qauv no, nws yuav yooj yim dua rau koj sib txuas lus nrog cov neeg siv khoom, vim tias, dua, yog tias kuv xav tau tus tsim tawm - lub tuam txhab outsourcing, ces kuv ib txwm sib txuas lus nrog ib lossis ob lossis peb thiab ib txwm xaiv ntawm lawv, raws li lawv qhia kuv.
Ntawd yog, nws twb cuam tshuam thaum koj tau ntsib nrog tus neeg siv khoom, thiab koj qhia nws li cas. Tau soj ntsuam txog ib puas tus hu, thawj kev sib cuag nrog cov neeg siv khoom, kuv tuaj yeem hais nrog kev ntseeg siab tias tsis muaj leej twg tuaj yeem teb cov lus nug ntawm vim li cas koj zoo dua, koj yuav txawv li cas hauv kev nthuav dav thiab rau lub ntsiab lus.
Thiab qhov no yog ib qho teeb meem loj heev, thiab ua ntej ntawm tag nrho cov, koj yuav tsum pib nrog dab tsi, koj yuav tsum ua dab tsi, yog tsim koj qhov zoo kom cov neeg siv nkag siab vim li cas lawv yuav tsum xaiv koj. Kuv tuaj yeem muab piv txwv tom qab thaum peb cov chav kawm nce.
Lub ntsiab lus thib ob kuj cuam tshuam nrog outbound thiab inbound, tab sis nyob rau hauv cov ntaub ntawv no peb tham nyob rau hauv cov nqe lus ntawm outbound. Ua ntej koj sau ntawv rau leej twg, koj yuav tsum nkag siab meej meej tias koj cov neeg tuaj saib yog leej twg. Raws li, yog tias koj sau ib txhiab tsab ntawv rau cov tuam txhab, cov neeg uas tsis suav nrog hauv cov profile ntawm koj cov neeg tuaj saib, ces koj tsuas yog tsim spam thiab yuav tsis tau txais cov lus teb.
Feem ntau kuv pom cov xwm txheej uas tus thawj coj ntawm lub tuam txhab tuaj thiab hais tias: "Peb tab tom pib ua outbound, cia sim." Qee qhov kev xa ntawv thawj zaug tau tsim, kev tshaj tawm thib ob, kev sib tw thib peb, thiab vim li ntawd, tom qab qee lub sijhawm, peb tau txais cov lus teb xoom lossis ib qho, qhov twg nws tau sau: "Kuv tsis txaus siab, tshem tawm kuv."
Thiab tom qab ob peb lub hlis tau txiav txim siab tias qhov channel no tsuas yog tsis ua haujlwm thiab "cia peb tsis ua qhov no, nws tsis yog rau peb." Qhov tseeb, yuav luag txhua qhov channel ua haujlwm yog tias koj npaj kom ua haujlwm nrog cov channel no thiab siv ncaj qha rau nws.
Yog li ntawd, tus naj npawb ib, uas yog qhov tseem ceeb heev, yog tsim kom muaj cov ncauj lus kom ntxaws thiaj li hu ua tus neeg yuav khoom, thaum koj nkag siab meej tias cov neeg no muaj teeb meem dab tsi, vim li cas koj tuaj yeem pab lawv daws nws, koj tuaj yeem ua pov thawj nws. Txoj cai tseem ceeb tshaj plaws uas kuv yuav tsim thaum ua haujlwm nrog kev tawm mus yog qhov cuam tshuam.
Yog tias koj muaj feem cuam tshuam rau cov neeg koj sau rau, ces, thawj zaug, koj yuav ib txwm muaj kev teb ntau dua, thiab qhov thib ob, tsis muaj leej twg yuav hu koj spammers, vim tias feem ntau, raws li kuv tau hais, Kuv rov hais dua, nws tsuas yog cov neeg koj. tau sau kom tsis muaj qhov xav tau, thiab qhov no yog qhov tseeb txawm tias los ntawm lawv qhov profile LinkedIn.
Piv txwv li, tib neeg feem ntau sau ntawv rau kuv: "Koj puas tuaj yeem cog lus ua haujlwm rau peb?", txawm hais tias LinkedIn qhia tau hais tias kuv tsis tau koom nrog kev tshaj tawm rau ntau xyoo.
Yog li ntawd, kev kawm ntxaws ntxaws ntawm leej twg koj tab tom sau mus rau tom ntej, cov kauj ruam tom ntej yog segmentation ntawm cov hom phiaj portraits, uas yog, cov neeg no yog leej twg, thiab cov segmentation yuav tsum xaus nrog cov neeg ntawm cov npe mus txog 50 tus neeg. . Koj coj ib co niche, cia peb hais tias mus ncig, koj coj ib co geography, cia peb hais tias lub teb chaws Yelemees.
Koj sau koj cov ntaub ntawv thiab koj tuaj yeem sau lawv tsis yog los ntawm LinkedIn, muaj ntau lwm yam kev pab uas tso cai rau koj mus rau lub hom phiaj, qee qhov ntawm lawv tau teev tseg hauv qab no.
Ntxiv rau, kuj tseem muaj ntau pawg phiaj xwm uas koj cov neeg tuaj saib yuav nyob. Yog li, raws li cov xwm txheej no, koj ua cov npe micro-segmented ntawm koj lub hom phiaj cov neeg tuaj saib, thiab thaum koj muaj ib qho kev sib tw rau 30-40 tus neeg, nws yooj yim dua rau tus kheej tsab ntawv thiab qhia tias koj sau tiag tiag, nkag siab tias koj yog dab tsi. tham txog, rau leej twg koj sau thiab vim li cas.
Muaj cov peev txheej platforms uas tsis nrov heev, cov no yog qee lub hom phiaj nqaim, qhov no yog qhov ua haujlwm zoo heev tam sim no. Cia peb hais tias koj koom nrog hauv kev tuav pov hwm lossis koj muaj qee qhov xwm txheej uas koj tuaj yeem pom hauv qee qhov kev lag luam niche, koj tuaj yeem nrhiav cov hom phiaj zoo li no, lawv feem ntau muaj los ntawm 100 mus rau 1000 tus neeg siab tshaj, tab sis tib lub sijhawm cov no yog cov neeg siab heev. qhov zoo uas yuav zoo tshaj plaws haum koj portrait.
MQL (kev lag luam muaj peev xwm ua tau zoo) yog cov hlau lead uas phim cov duab ntawm cov neeg tuaj saib lub hom phiaj koj tau piav qhia. Yuav ua li cas kom tau lawv? Ua ntej, txiav txim siab cov qauv uas koj tab tom nrhiav rau lawv, los ntawm thaj chaw mus rau qhov chaw koj pom tus neeg.
Yog tias koj pom nws hauv qee pab pawg, tom qab ntawd peb tuaj yeem ua qhov sib txawv thaum lub sijhawm tus kheej tus kheej qhov sib txawv uas peb pom nws hauv pab pawg no hauv Facebook, thiab raws li, qhov no yuav cuam tshuam, cia peb hais, ntau dua tus kheej, tus nqi teb zoo dua.
Muaj pes tsawg tus neeg tam sim no sau cov ntaub ntawv txhawm rau sau cov ntawv txias?
Feem ntau nws zoo li no: muaj LinkedIn, feem ntau yog qee yam kev muag khoom navigator ntawm LinkedIn, thiab muaj qee daim ntawv thov zoo li snov.io, uas tso cai rau koj kom tau txais email los ntawm LinkedIn profile, lossis tau txais cov npe email los ntawm ib tus lis profile.
Peb khaws tag nrho cov no hauv csv cov ntaub ntawv, tom qab ntawd siv qee lub platform, uas peb yuav tham txog tom qab, peb xa cov ntawv. Qhov no yog txoj hauv kev uas txhua tus tab tom ua tam sim no, thiab kuv tuaj yeem hais nrog kev ntseeg siab tias tus kheej, uas ua haujlwm ntawm lub npe - tuam txhab - txoj haujlwm, tsis yog tus kheej, nws twb ua haujlwm tsis zoo, txhua tus kheej li no, yog li cov no. cov ntawv twb dag nyob ib ncig ntawm ntau nyob rau hauv tib neeg lub inboxes, thiab tsis muaj leej twg nyeem lawv ntxiv lawm.
Qhov thib ob txoj hauv kev yog qhov tshwj xeeb dua, uas kuv xav tias tsis yog txhua tus siv, tab sis tib lub sijhawm nws tsis nyuaj heev.
Piv txwv li, yog tias koj lub hom phiaj cov neeg tuaj saib yog startups hauv qee qhov chaw, nws tsis muaj teeb meem, muaj lub platform zoo li angellist.com, qhov twg muaj cov npe ntawm txhua qhov kev pib ua haujlwm thiab ntxiv rau muaj ntau cov ntaub ntawv hais txog cov kev pib no, suav nrog cov peev txheej dab tsi uas lawv nyob hauv, lawv cov tub ua lag luam yog leej twg thiab ntau yam uas tuaj yeem siv los ua qhov hloov pauv rau tus kheej.
Peb siv lub platform no, txuas Cov Ntaub Ntawv Miner, uas tso cai rau koj los sau cov ntaub ntawv tsis tsim nyog ntawm nplooj ntawv web hauv cov qauv tsim thiab, raws li, nrog kev pab ntawm cov cuab yeej no peb txhawb nqa tsis yog ib qho profile, xws li hauv LinkedIn - tuam txhab, txoj haujlwm, npe. thiab qhov ntawd yog nws, peb ntxiv ntau qhov sib txawv uas tso cai rau koj ntxiv tib yam angellist.com lossis crunchbase.com, thiab peb yuav siv cov kev hloov pauv no rau tus kheej yav tom ntej.
Ib yam li ntawd, peb ntxiv e-mail siv tib yam snov.io thiab cov cuab yeej zoo sib xws, peb tau txais cov ntaub ntawv ntau ntxiv nrog cov ntaub ntawv txhuas uas tuaj yeem siv thiab sau cov ntawv tus kheej ntau dua rau cov pab pawg nqaim. Qhov no yog qhov uas tso cai rau koj kom muaj feem cuam tshuam raws li qhov ua tau.
Thiab qhov thib peb mus kom ze, qhov twg muaj txawm tias ib rooj plaub uas peb tau tswj kom tau txais cov lus teb txog li 90%. Nws ua haujlwm li cas? Muaj ntau pawg lossis cov xwm txheej hauv Facebook, qhov twg txhua qhov kev tshwm sim hauv Facebook, txhua pab pawg hauv Facebook muaj cov npe koom nrog.
Nrog kev pab los ntawm qee yam cuab yeej uas tau teev tseg hauv qab no, ib qho ntawm lawv yog hu ua Phantombuster qhov twg koj tuaj yeem sau tag nrho cov tswv cuab ntawm qee pawg lossis kev tshwm sim tau txais.
Thiab tom qab ntawd cia li pom lawv cov profile ntawm LinkedIn thiab siv Dux-Soup yog qhov kev pab cuam uas pab koj xa cov lus caw thiab cov lus, xa tib neeg cov lus tus kheej heev.
Sergey
Koj muaj pes tsawg qhov sib txawv hauv ib tsab ntawv?
Max
Nws nyob ntawm seb hom ntawv twg nws yog, nyob rau theem twg nws yog, tab sis feem ntau rau thawj tsab ntawv kuv yuav siv 4-5 qhov zoo sib xws.
Sergey
Puas yog nws muaj peev xwm los tsim cov lus tawm tswv yim tau txais los ntawm qee qhov kev lag luam raws li cov txiaj ntsig ntawm kev sim kev lag luam, thiab tsis yog ntawm cov neeg siv khoom tau npaj ua ntej?
Max
Yog tias qhov kev tawm tswv yim tsim nyog, ces koj tsuas yog yuav tsum tau kho cov duab raws li qhov kev tawm tswv yim no thiab tom qab ntawd ua haujlwm ntawm portrait lawm, uas yog, cov lus tawm tswv yim yog qhov tso cai rau koj ua kom pom cov duab ntawm cov neeg tuaj saib kom meej ntxiv.
Sergey
Ntawd yog, nyob rau hauv txhua rooj plaub, ua ntej los ntawm portrait raws li ib tug hypothesis, ces tus portrait, polished los ntawm kev xyaum.
Max
Thiab kuv tuaj yeem hais tias kev ua haujlwm nrog portraits yeej tsis nres, uas yog, yog tias peb pib nrog tsawg tus duab portraits, tam sim no peb tau segmented lawv ntau, twb muaj coob tus ntawm lawv, thiab txhua txhua hnub txhua portrait yog refined thiab honed. . Yog li ntawd, tau kawg, qhov no yog ib qho kev ua haujlwm tsis tu ncua uas yuav tso cai rau peb kom meej meej sau peb cov neeg tuaj saib lub sijhawm.
Sergey
Lwm lo lus nug: LinkedIn kev muag khoom navigator ntxiv cov txiaj ntsig rau cov neeg uas tsis tshua muaj kev nthuav dav, tej zaum muaj kab laum, lossis tej zaum cov algorithm yog qhov nyuaj heev thiab nkhaus? Koj puas tau ntsib tej yam zoo li no?
Max
Yog lawm, peb muaj, ntawm chav kawm, thiab qhov no tsis yog tsuas yog tus muag khoom navigator, qhov no yog, hauv paus ntsiab lus, kuj tseem nyob hauv LinkedIn li niaj zaus. Qhov teeb meem yog qhov no: feem ntau qhov no yog vim qhov tseeb tias thaum, piv txwv li, peb sau cov lus tseem ceeb hauv kev tshawb fawb hauv kev muag khoom navigator, LinkedIn zoo heev txiav tawm cov txiaj ntsig. Nws cov algorithms nyob deb ntawm qhov zoo tshaj plaws, thiab kuv pom zoo rau qhov no tsis txhob siv cov lus tseem ceeb ntawm txhua qhov, tab sis ua kev xaiv raws li cov chaw tshwj xeeb thiab tom qab ntawd cov txiaj ntsig yuav zoo dua.
Kuv yuav qhia koj ib qho piv txwv tias, kuv vam tias, yuav qhia tias siv cov cuab yeej no kom raug. Wb coj peb cov khoom. Ib qho ntawm cov duab uas peb tau txheeb xyuas yog cov neeg siv ntawm Pipedrive CRM system, uas yog, cov no yog cov uas tuaj yeem ua tau peb cov neeg siv khoom.
Peb pom ib pab pawg hauv Facebook, nws tau hu ua "Pipedrive cov neeg siv" lossis qee yam zoo li ntawd thiab siv Phantom Buster peb tau sau tag nrho cov tswv cuab ntawm pab pawg no, tom qab ntawd siv tib Phantom Buster peb pom lawv cov profile ntawm LinkedIn tau txais thiab tom qab ntawd siv Dux -Soup. xa cov lus rau LinkedIn uas peb tau sau: "Nyob zoo, Kuv pom koj hauv Facebook hauv cov pab pawg zoo li no, nrog rau qhov no kuv muaj lus nug, koj puas tuaj yeem qhia kuv qee yam ... "
Thiab peb tau teb tus nqi siab heev. Ntawm cov neeg uas txuas nrog raug cai, muaj txog li 90% ntawm cov lus teb, thiab qhov no yog ib rooj plaub uas tsis muaj leej twg yuav tau xav txog hauv lawv lub neej, uas peb automated nws, nws zoo li kuv pom ib tug neeg nyob qhov twg, pom tias nws yog. nyob rau hauv dab tsi pab pawg, pom nws profile ntawm LinkedIn thiab txiav txim siab sau.
Nws zoo li tus kheej heev, yog li muaj tus nqi teb siab heev, ntxiv rau nws tseem ceeb heev, txij li qhov tseeb hauv pab pawg no muaj cov neeg siv CRM uas peb xav tau, thiab lawv tuaj yeem muab peb cov lus teb rau cov lus nug.
Thiab tom qab peb tau nkag mus rau hauv kev sib tham, peb pib nug seb lawv daws li cas thiab cov teeb meem zoo li no, lawv hais tias tsis muaj txoj hauv kev, thiab peb tau muab peb cov cuab yeej ntxiv rau lawv raws li kev xaiv. Yog li ntawd, nrhiav txoj hauv kev zoo li no rau kev tawm mus yog qee yam uas yuav muaj kev txhim kho nyob rau ob peb xyoos tom ntej no, kuv paub tseeb.
Thiab qhov no tsuas yog ib qho kev siv rau tib lub Phantom Buster; nws yog API loj heev rau cov neeg lag luam thiab cov muag khoom uas tuaj yeem siv tau. Ib me ntsis tom qab kuv mam li qhia koj seb lwm qhov xwm txheej nws tuaj yeem npog tau li cas.
Hais txog cov channel, peb txhua tus paub tias muaj e-mail thiab LinkedIn, thiab peb ua haujlwm nrog lawv. Cov lus nug yog tej zaum peb yuav tsum tau hloov txoj hauv kev los ua haujlwm nrog lawv, qhov no yog thawj zaug.
Thiab qhov thib ob, koj tseem yuav tsum tau xyuam xim rau Facebook los ntawm kev sib txuas lus, txawm hais tias muaj ntau tus neeg hais tias FB yog qhov chaw ntawm tus kheej, nws yog qhov zoo dua tsis txhob sau rau qhov ntawd. Tab sis nws nyob ntawm seb koj lub hom phiaj cov neeg tuaj saib yog leej twg.
Kuv tuaj yeem hais tau tiag tiag yog tias koj cov neeg tuaj saib lub hom phiaj yog pib, txawm lawv nyob qhov twg, tsis hais lawv nyob qhov twg, Facebook yog qhov chaw zoo rau kev sib txuas lus.
Thiab yog tias koj, piv txwv li, nrhiav qee pawg FB nqaim, yuav luag txhua thaj chaw muaj nws tus kheej FB pawg, piv txwv li, Berlin startups, London startups, thiab lwm yam, nyob rau hauv ib lub nroog, nyob rau hauv txhua lub teb chaws koj yuav nrhiav tau ib co nqaim zej zog, pab pawg neeg. ntawm cov neeg uas sib txuas lus nrog ib leeg.
Qhov tsuas yog qhov uas koj yuav tsum coj zoo nyob rau ntawd, Kuv feem ntau saib hauv cov pab pawg no thaum qee tus John lossis lwm tus tshwm sim thiab sau tias: βCov txiv neej, tam sim no kuv tab tom txiav txim siab tus neeg cog lus rau kuv tus kheej uas yuav ua rau kuv ua ntej. thiab kuv tab tom nrhiav rau tus tsim tawm. Qhia rau kuv, puas yog $90 ib teev ib tus nqi ib txwm lossis tsis?
Thiab lawv pib sau cov lus teb, ib tug neeg sau tias yog tias qhov no yog ib lub tuam txhab, ces qhov no yog tus nqi zoo, yog tias tus neeg ua haujlwm ywj pheej, ces nws tuaj yeem pheej yig dua me ntsis.
Thiab vim li ntawd, tom qab qee lub sijhawm, Vasya Ivanov tshwm sim, uas tau tawg rau hauv cov ncauj lus no thiab sau: "Thiab ntawm no, hauv paus ntsiab lus, peb tuaj yeem ua 40, yooj yim."
Feem ntau, qhov no yog txoj hauv kev tsis ncaj ncees rau kev muag khoom, nws yog qhov txo qis ntawm cov nqi ntawm txhua lub tuam txhab ua haujlwm nrog rau cov neeg siv khoom, yog li yog tias koj twb nyob hauv cov pab pawg no, ces koj yuav tsum tsawg kawg ua koj cov khoom kom raug.
Raws li, xyuam xim rau Facebook ib yam nkaus, muaj cov thawj coj nyob ntawd, txhua tus neeg muaj hnub nyoog qis dua 40 xyoo yog koj cov neeg tuaj saib, nws yooj yim dua mus cuag lawv hauv Facebook.
Tam sim no cia peb tham txog txhua tus channel sib cais.
Ua ntej, txhua tus paub tias emails tsis tas yuav xa tuaj; cov tuam txhab ua qhov no los ntawm cov cuab yeej sib raug zoo rau kev tshaj tawm email. Kuv xav tias koj tau hnov ββββtxog qee qhov ntawm lawv, tab sis tsis yog lwm tus, Kuv xav tsom mus rau tam sim no ntawm ib lub cuab yeej - lemlist.com .
Dab tsi yog nws qhov kev sib tw sib txawv, hauv kuv lub tswv yim, yog tus sib tw sib txawv uas koj yuav tsum muaj nyob rau hauv pem hauv ntej ntawm koj cov neeg siv khoom. Nrog lemlist, nws yog qhov uas lawv tuaj yeem ua tus kheej, uas yog, ntxig cov hloov pauv tsis yog cov ntawv nyeem nkaus xwb, tab sis kuj yog duab.
Nws ua haujlwm li cas? Cia peb hais tias kuv khaws lub khob dawb, supposedly haus tshuaj yej, thaij duab ntawm kuv tus kheej, thiab tus neeg siv lub logo tau hloov pauv ntawm lub khob dawb no ua qhov sib txawv. Los yog kuv thaij duab tawm tsam keeb kwm yav dhau los ntawm lub rooj tsavxwm khoob, thiab qee cov ntawv tau muab tso rau ntawm lub rooj tsavxwm no, supposedly sau tes, qhov twg kuv sau, piv txwv li, tus neeg lub npe, thiab lwm yam. Qhov no tso cai rau kom muaj qib siab ntawm tus kheej.
Thaum peb hloov mus rau qhov cuab yeej no, kuv tuaj yeem hais tias tom qab AB ntsuas peb cov lus teb rau cov phiaj xwm sib txawv tau nce los ntawm 20 mus rau 100%. Vim li cas qhov no tshwm sim? Vim tias tib neeg feem ntau tsis paub yuav ua li cas qhov no tuaj yeem ua tiav, yog li lawv tau txais kev pom tseeb tias kuv tau ua nws manually, thiab yog tias manually, ces nws tsis spam, thiab yog tias nws tsis spam, ces nws txhais tau tias, hauv paus ntsiab lus, koj tuaj yeem ua tau. xav, saib, tej zaum teb ib yam dab tsi.
Ntau tus neeg sau ncaj qha rau peb: "Cov txiv neej, Kuv tsis tau txais tsab ntawv txias ua ntej," tab sis qhov tseem ceeb tshaj plaws yog peb pib sib txuas lus, yog li kuv qhia koj kom xav txog cov cuab yeej no ua ib qho kev xaiv.
Hais txog cov ntsiab lus tseem ceeb los xav txog thaum koj sau cov ntawv txias thiab tsim cov phiaj xwm email.
Ua ntej, tau kawg, tsis muaj leej twg nyeem ntawv ntev heev. Qee lub sij hawm lawv xa kuv cov npe loj ntawm tag nrho cov thev naus laus zis uas lub tuam txhab muaj, tom qab ntawd lawv sau qee yam ntawm ob nplooj ntawv qhia, nws yooj yim nyeem tsis tau, yog li ntawv koj sau yuav tsum luv thiab cuam tshuam rau tus neeg. Luv luv, qhov no txhais tau hais tias ib tug neeg zoo li yuav nyeem tag nrho, thiab yog tias nws muaj feem cuam tshuam, ces nws yuav teb tau.
Qhov thib ob, tseem ceeb heev, yog sau los ntawm kev lag luam sau npe. Qee zaum kuv ntsib cov tuam txhab uas qhia kuv: "Peb tsim cov ntawv tshwj xeeb gmail thiab sau los ntawm nws." Kuv hais tias: "Vim li cas koj ua li no?" Lawv hais tias: "Yuav ua li cas yog tias peb lub npe xaus li spam." Qhov no yog qhov txawv, i.e. tsis tas yuav koom nrog spam, koj yuav tsum tau ua qhov kev tshaj tawm zoo, cia peb hu nws tias, thiab muaj txiaj ntsig tiag tiag, pab tib neeg nrog tej yam uas yuav pab tau rau lawv.
Yog li ntawd, yog tias koj ua li no, nws yuav tsis muab cov txiaj ntsig txhua, koj tuaj yeem nres thiab ua siab ntev mus rau koj qhov chaw nyob ua lag luam, sau los ntawm nws thiab sau rau hauv txoj hauv kev uas tsis muaj sijhawm uas tib neeg yuav xa tsab ntawv no mus rau spam. .
Txhua tus neeg twb paub lawm tias qhov tsawg kawg nkaus hauv kev sib tw yuav tsum yog 5-7 theem, kuv xav tias qee zaum yuav muaj ntau dua. Muaj cov ntaub ntawv qhib kev txheeb cais txog kev xa email txias, uas tuaj yeem pom hauv Is Taws Nem, tias ntau dua 50% ntawm tag nrho cov lus teb tuaj tom qab tsab ntawv thib plaub hauv cov saw hlau.
Qee lub sij hawm kuv txawm ua ib qho kev sim, thaum lawv pib tshaj tawm kuv thiab sau ntawv rau kuv, kuv saib seb leej twg yuav mus txog theem twg. Thiab qhov tseeb, muaj qhov nruab nrab ntawm 2-3 tsab ntawv, uas yog qhov txaus, tom qab ntawd txhua yam calms down. Yog li ntawd, koj yuav tsum tau sim ua yam tsawg kawg 5-7 theem hauv koj kev xa ntawv.
Sergey
Max, tsuas yog ib lo lus nug txog cov ncauj lus ntawm cov ntawv no. Cov lus nug tam sim ntawd tshwm sim: Kuv yuav tsum sau dab tsi hauv xya tsab ntawv no? Zoo, tsis ua li cas, thawj tsab ntawv: "Nyob zoo, John, txhua yam tsis ua li cas, Kuv pom koj hauv pab pawg," thib ob, nyob ntawd, kuv tuaj nrog lwm yam, los ntawm peb, kuv lub tswv yim qhuav, thiab thib plaub. , nws yog kiag li xoom.
Max
Lub ntsiab lus tseem ceeb heev ntawm no yog saib tib neeg txoj kev koom tes feem ntau, uas yog, nws tsis tas yuav tsum sau tib cov lus uas nyob hauv thawj tsab ntawv. Feem ntau qhov teeb meem no tshwm sim thaum peb sau thawj tsab ntawv nrog cov lus tshwj xeeb lossis cov lus pom zoo thiab tom qab ntawd sim thawb tag nrho xya tsab ntawv nyob rau tib txoj kev.
Koj tsuas yog yuav tsum tau hloov. Cia peb hais tias, raws li peb ua, thawj tsab ntawv yog qhov tseeb, peb feem ntau ua tsab ntawv thib ob hauv txoj kev uas, piv txwv li, peb muab qhov txuas. Feem ntau, lub hom phiaj ntawm email txias yog teeb tsa lub rooj sib tham lossis hu. Thawj tsab ntawv yog tsom rau qhov no, thib ob peb sau: "Thov txim, Kuv tsis nco qab ntxiv qhov txuas rau calendly, xaiv lub sijhawm uas yooj yim rau koj." Tsab ntawv thib peb: "Kuv tau xa ib tsab ntawv rau hnub ntawd thiab hnub ntawd, kuv xav kom paub tseeb tias koj pom nws lossis tsis pom, koj puas tuaj yeem muab qee qhov kev tawm tswv yim?"
Thiab tom qab ntawd peb hloov peb txoj hauv kev. Qhov no yog qhov uas nkag siab txog qhov portrait tseem ceeb heev. Thaum peb sau, piv txwv li, rau qee pab pawg nqaim, peb nkag siab tias pab pawg nqaim no tuaj yeem mob, thiab peb sau: "Los ntawm txoj kev, peb tau sau ib tsab xov xwm ntawm cov ncauj lus no uas yuav muaj txiaj ntsig rau koj, ntawm no yog qhov txuas, saib "
Nyob rau hauv txoj cai, tej zaum, tag nrho cov outbound yog tsim los ntawm thawj muab, thiab ces thov rau ib yam dab tsi, tsis yog li ntawd hais tias peb tam sim ntawd coj thiab nug, tab sis ua ntej peb yuav tsum tau muab ib yam dab tsi.
Yog li ntawd, ntawm no yog qhov tseeb qhov chaw uas inbound thiab outbound sib tshuam nruj heev thiab ib feem ntawm cov ntsiab lus uas peb sau rau inbound, raws li nws yog, peb kuj siv nws nyob rau hauv outbound channel thaum peb sau ntawv thiab xa cov ntsiab lus tshwj xeeb rau cov hom phiaj tshwj xeeb. Peb nkag siab tias nws yuav tsum muaj txiaj ntsig rau lawv. Yog li ntawd, koj yuav tsum tsim cov chains no nyob rau hauv ntau txoj kev, koj yuav tsum tau sim.
Sergey
Thov qhia rau kuv, koj puas tau tswj hwm los tsim cov saw hlau ntawm thawj zaug sim lossis koj puas tau tawm tsam, sim, thiab sim?
Max
Nws tsis yog teeb meem los tsim lawv; lawv yuav tsum ua haujlwm. Peb tau tswj los tsim nws thawj zaug, yog. Cov lus nug yog tias lawv tsis tau nyiaj thawj zaug, tau kawg.
Peb sim ntau heev, peb yuav tsum sim txhua yam. Nws tshwm sim tias koj pom qee txoj hauv kev uas ua haujlwm, nws ua haujlwm rau koj rau ib hlis thiab qhov ntawd yog nws, tom qab ntawd nws tsis ua haujlwm, txawm tias koj tab tom sau rau tib lub hom phiaj.
Yog li, qhov no yog qhov yuav tsum tau: a) hloov tas li; b) raug kuaj tas li, uas yog, tsis muaj kev txwv rau kev ua tiav.
Peb coj thiab pib los ntawm kev noj ob lub ntsiab lus, saib qhov twg qhib tus nqi zoo dua, tom qab ntawd coj cov ncauj lus uas muaj tus nqi qhib zoo dua thiab noj lwm tus, los nrog ib qho, saib nws, thiab tam sim no peb muab piv rau lawv.
Ib yam nrog cov ntawv, peb hloov cov ntawv thiab saib seb qhov qhib tus nqi hloov pauv, peb ua qhov no nrog tus kheej li ntawd, nrog rau tus kheej li ntawd. Uas yog, qhov no yog ib tug loj npaum li cas ntawm cov hauj lwm uas yog ua nyob rau hauv tsis tu ncua.
Kuv tseem tsis tau pom ib rooj plaub uas koj tuaj yeem nrhiav qee qhov kev xaiv uas koj tuaj yeem txuag tau, nyem "siv tas li" thiab nws yuav coj mus tas li.
Txhua yam hloov pauv tas li, tshwj xeeb tshaj yog txij li thaum peb tau txav deb ntawm daim ntawv xa ntawv no, thaum peb xa ntau txhiab emails, thiab tam sim no cov no yog cov pab pawg uas tau tsom mus rau nqaim, yog li cov ntawv rau lawv tau hloov tas li.
Sergey
5-7 theem. Cov theem no yog tsim los rau lub sijhawm twg, kwv yees ntev npaum li cas?
Max
Muaj peev xwm muaj kev cai ncua sij hawm, uas yog, ntawm thawj tsab ntawv muaj 2-3 hnub, ntawm cov uas ze rau qhov kawg yuav muaj ib lub lim tiam sib txawv. Ntawd yog, feem ntau, txog li 1,5 lub hlis rau qhov no tshwm sim. Ib zaug ntxiv, tawm mus yog ib lub ntsiab lus uas nws yuav siv sij hawm los tsim ib qho kev xav tau, txawm tias ib tus neeg tsis muaj tam sim no, yog tias koj muab nws cov ntaub ntawv raug, cov ntsiab lus raug, dhau sijhawm, thaum qhov kev xav tau tshwm sim, nws yuav nco ntsoov. thiab tig.
Sergey
Puas yog kev hloov kho saw hlau ua tiav, raws li kev sib piv, lossis manually?
Max
Peb ua ntau yam sib txawv, thiab cov cuab yeej tib yam no muaj qhov ntsuas A / B, peb tsuas yog qhib qhov kev xeem A / B thiab pom qhov kev hloov kho ua haujlwm zoo dua.
GIFs tuaj yeem siv tau, txawm hais tias lawv yuav tsum tau siv me ntsis, peb tau pom tias cov lus teb nce ntxiv thaum peb siv qee yam GIF uas tuaj yeem txhawb nqa tus neeg. Ntawd yog, nws yog ib qho tseem ceeb uas yuav tsum tau ua haujlwm nrog nws feem ntau zoo li, qhov no yeej tsis yog panacea, cov no yog cov khoom me me uas siv tau.
Lwm qhov tseem ceeb, yog tias koj xa koj cov ntawv los ntawm cov kab ke no, tom qab ntawd rau thawj tsab ntawv, lov tes taw kev taug qab ntawm qhov qhib ntawm tsab ntawv, vim tias kev taug qab pixel, uas yog ntxiv rau kev taug qab, ntxiv html code rau tsab ntawv, thiab yog tias rau thawj zaug ib yam dab tsi zoo li no tuaj txog hauv inbox email, nws yuav xaus rau hauv spam.
Yog li ntawd, kev xa khoom tuaj yeem nce ntxiv yog tias koj tsuas lov tes taw pixel no rau thawj tsab ntawv. Muaj ob peb lub sijhawm ntxiv, piv txwv li, thaum peb sau ntawv, hauv qab peb ua ob peb qhov yuam kev, tsis yog sau ntawv, tab sis typos, uas T9 feem ntau ua, thiab peb ntxiv "xa los ntawm kuv Iphone" hauv qab no.
Qhov no ntxiv xws li tus kheej los ntawm qhov kev xav tias nws zoo li yog tias kuv tsuas yog zaum, ntaus ntawv, thiab ua yuam kev, thiab qhov no nce ntxiv rau qee qhov kev teb tus nqi ib yam.
Kuj tseem muaj ntau cov lus nug uas yuav tsum tau hais rau tus thawj tswj hwm txhawm rau txhawm rau teeb tsa SPF kos npe thiab DKIM kos npe kom raug. DMARC yog dab tsi tiv thaiv emails los ntawm qhov kawg ntawm spam. Thaum lawv hu kuv thiab hais tias: "Peb muaj teeb meem, thaum xub thawj peb tau xa ntawv rau ib hlis, tsis muaj lus teb, ces peb pib tshuaj xyuas, nws tau pom tias lawv tsis tau dhau los." Thiab peb tau saib, thiab cov kos npe no tsuas yog tsis tau teeb tsa thiab txhua yam ua tiav hauv spam los ntawm lub neej ntawd.
Yog tias koj ua haujlwm nrog cov neeg hais lus Askiv ib txwm muaj, piv txwv li Asmeskas lossis UK, nws yog qhov tseem ceeb heev rau kev ua pov thawj koj cov ntawv los ntawm cov kws tshaj lij uas nkag siab txog kev xav thiab tuaj yeem rov hais dua koj tsab ntawv ua lwm yam lus, tawm hauv tib cov lus.
Sergey
Koj cov phiaj xwm txhua lub lim tiam yog dab tsi rau tus lej xa email?
Max
Nws yeej nyob ntawm lub hom phiaj peb xav tau kom ua tiav, lawv tsis nyob mus li. Nws tag nrho yog nyob ntawm lub funnel, muaj ib tug funnel, muaj ib tug CRM system, peb saib ntawm qhov nkag ntawm lub funnel, yog hais tias peb pom hais tias nyob rau hauv cov nqe lus ntawm lead tiam, ib tug poob pib nyob rau hauv thawj theem, ces peb xa ntau. ntawv.
Yog tias peb tsis muaj sijhawm los ua haujlwm rau thawj theem no, ces peb, ntawm qhov tsis sib xws, ncua kev sib tw thiab tos cov thawj coj mus rau hauv qhov funnel, yog li kuv tsis tuaj yeem muab cov lus qhia tshwj xeeb txog pes tsawg email yuav tsum xa. , peb yuav tsum tau tsim rau ntawm qhov xwm txheej tshwj xeeb.
Tam sim no qee qhov nthuav qhia zais cia, tej zaum ib tus neeg yuav siv qee yam, tab sis kuv xav tias nws tseem yuav muaj txiaj ntsig zoo. Muaj cov cuab yeej, lawv tau teev tseg hauv qab no, uas tso cai rau koj kom paub seb lub tuam txhab twg tus neeg tuaj rau koj qhov chaw los ntawm.
Peb siv nws li cas? Peb sau ntawv mus rau cov uas peb tshaj tawm, tab sis peb paub cov tuam txhab uas peb tau sau rau. Thiab peb saib seb leej twg ntawm lawv tau mus xyuas qhov chaw, thiab yog tias peb pom tias peb tau sau, piv txwv li, rau lub tuam txhab Disney thiab ob hnub tom qab peb tau xa tsab ntawv, muaj kev tuaj xyuas peb qhov chaw los ntawm Disney tuam txhab, ces peb nkag siab. uas feem ntau yuav tus neeg no lossis nws cov npoj yaig tuaj rau hauv.
Raws li, peb tuaj yeem ua tus kheej tsab ntawv tom ntej hauv cov saw hlau, thiab yog tias nws nyob hauv nplooj ntawv nrog tus nqi, ces peb sau tias peb tuaj yeem hu rau koj thiab qhia rau koj paub ntau ntxiv tias peb cov nqi ua haujlwm li cas, thiab lwm yam.
Ntawd yog, muaj ntau txoj hauv kev, lawv tej zaum txawv rau txhua lub lag luam, tab sis nws yog ib txwm muaj txiaj ntsig kom paub cov ntaub ntawv no thiab ua qee yam ntawm tus kheej raws li nws.
Qhov thib ob nthuav cuab yeej. Ua ntej koj pib sau ntawv rau koj cov thawj coj, qhia qee yam kev ua hauv kev tes hauj lwm, piv txwv li, nyiam, tawm tswv yim, qhia lawv cov lus thiab nco ntsoov ua qhov no sawv cev ntawm tus neeg uas yuav xa tsab ntawv xov xwm.
Yog li ntawd, ib tug neeg pom tias ib txhia Vanya nyiam nws ib zaug, nyiam nws zaum ob, tawm tswv yim rau ib yam dab tsi, qhia ib yam dab tsi, thiab ces ob hnub tom qab ib tsab ntawv los ntawm nws nrog tib daim duab uas yog nyob rau hauv Facebook, nrog tib lub npe.
Qhov no yog ib qho me me ua kom sov ua ntej peb sau, kom tsab ntawv tsis txias thiab muaj kev xav tias nws twb paub tus neeg no.
Los ntawm txoj kev, ib qho ntawm cov xwm txheej yog li cas koj tuaj yeem siv Phantom Buster thiaj li tsis ua nws tag nrho ntawm tes. Peb tsuas yog tsim cov npe ntawm cov coj, thiab qhov khoom no yeej nyiam, sib koom, ua qee yam uas tuaj yeem kho tau thiab tsis tas yuav ua manually, nws yooj yim heev thiab yog li nce kev hloov pauv rau cov lus teb.
Sergey
Puas yog Facebook tsis pom tias qhov no tsis yog ib tus neeg, tab sis qee qhov kev pab cuam?
Max
Tsis muaj. Cia peb hais tias cov cuab yeej no yog rau "kaw", txhua yam yuav tsum tau ua kom meej meej hauv VPN, ces txhua yam yuav zoo.
Qhov thib peb txoj hauv kev yog tias ua ntej peb nthuav tawm, peb nqa ib daim ntawv teev npe email uas peb npaj yuav nthuav tawm thiab tshaj tawm cov phiaj xwm tshaj tawm rau lawv hauv Facebook, nyob ntawd koj tuaj yeem khiav tawm ntawm cov npe tshwj xeeb ntawm email.
Thiab ua ntej sau ntawv, ib tug neeg pom koj qhov kev tshaj tawm txhua lub sijhawm, tej zaum koj txawm tau thaij koj tus kheej thiab tab tom qhia qee yam.
Nws ua rau nws ntseeg siab heev thaum nws tau txais tsab ntawv, thiab nws txawm zoo siab tias tus neeg nto moo sau ntawv rau nws. Peb kuj tau ntsib qhov no, nws ua haujlwm zoo kom nce tus nqi teb tib yam.
Tag nrho cov no yog tsom rau kev ua kom zoo tshaj plaws ntawm kev tawm sab nraud koj ua.
Tsuas yog ob peb lo lus hais txog LinkedIn. Tsis txhob xa cov ntawv caw, kuv xav tias yog qhov nkag siab. Tib txoj cai siv ntawm no: koj yuav tsum automate txhua yam thiab ua yam tsawg kawg nkaus ntawm tes.
Rau qhov no muaj cov cuab yeej xws li Dux-soup, Linkedhelper. Peb, hauv paus ntsiab lus, siv ob qho tib si, tab sis LinkedIn tseem ceeb heev txog tej yam zoo li no kom qhov tsawg kawg nkaus tuaj yeem siv tau, yog li lawv niaj hnub sim "pinch tus ntiv tes" ntawm cov cuab yeej no, thiab lawv niaj hnub dodging thiab tuaj nrog txoj hauv kev tshiab. .
Yog li ntawd, nws tshwm sim thaum nws tsis ua haujlwm ruaj khov, tab sis tag nrho nws ua haujlwm 90% zoo heev thiab txuag sijhawm ntau rau cov neeg uas ua qhov kev nthuav qhia no.
Tam sim no ob peb lo lus hais txog vim li cas qhov no tshwm sim, uas cov neeg muag khoom feem ntau ua haujlwm tsis zoo, lawv siv sijhawm ntau nkag mus rau qee qhov haujlwm hauv CRM system, hu rau cov thawj coj tsis paub uas tsis tsim nyog, yog li sau cov ntawv taug qab manually, thiab lwm yam.
Ntau lub tuam tsev muag khoom ntsib teeb meem zoo sib xws, thiab lub ntsiab nuance yog tias tsis muaj cov luag haujlwm thiab kev lav phib xaub raug cai hauv chav muag khoom.
Nov yog qhov nws yuav tsum zoo li zoo li:
Muaj ib phau ntawv uas ntau tus neeg yuav tau nyeem, Predictable Revenue, tus sau uas ua haujlwm ntawm Salesforce, thiab nws, qhov tseeb, tsim ib txoj hauv kev tshiab uas nws tau siv hauv Salesforce thiab tam sim no txoj hauv kev no tau nrov heev.
Nws lub ntsiab lus yog tias yog tias peb tsis suav tus thawj coj ntawm kev muag khoom raws li lub luag haujlwm, nyob rau hauv lub chaw muag khoom lag luam, cov luag haujlwm tau muab faib ua cov tshuab hluav taws xob, SDR (tus neeg muag khoom tsim khoom) thiab Tus Thawj Coj Tus Thawj Coj (ze dua).
Vim li cas qhov kev faib tawm ntawm lub luag haujlwm no thiab nws muaj txiaj ntsig zoo li cas?
Ua ntej, KPIs rau txhua lub luag haujlwm no tuaj yeem tsim kom meej meej thiab teeb tsa. Yog tias peb tab tom tham txog Lead Generator, tom qab ntawd nws cov txiaj ntsig yuav tsum yog kev lag luam tsim nyog cov thawj coj thiab, qhov tseeb, thawj cov lus teb tsim los ntawm cov neeg muaj peev xwm txaus siab.
Thiab qhov no yog nws kpi, ob qho tib si quantitatively thiab qualitatively. Yog tias peb tham txog SDR, ces nws cov lus teb yog cov lus teb ntawm cov neeg txaus siab thiab MQL, thiab nws cov txiaj ntsig yuav tsum yog kev muag khoom tsim nyog thiab lawv yuav tsum dhau mus raws li qee yam kev cai.
Thiab Tus Thawj Coj Tus Thawj Coj txoj haujlwm yog coj tus thawj coj uas tsim nyog, leej twg xav tau, thiab ua qhov kev sib tham nrog nws, thiab kos npe rau daim ntawv cog lus.
Xws li ib tug system nyob rau hauv lub chaw muag khoom tso cai rau koj kom txuag tau lub sij hawm rau cov neeg uas yav tas los tsom rau txhua yam thiab siv sij hawm feem ntau koom nyob rau hauv cov kev ua ub uas tsis yog-muag khoom, yog li hais lus.
Yuav ua li cas kom tau txais kev muag khoom tsim nyog cov thawj coj? Muaj ib qho zoo heev BANT lub moj khaum, uas muaj plaub yam, thawj cov txheej txheem yog pob nyiaj siv, uas yog, peb yuav tsum to taub tias ib tug neeg feem ntau to taub dab tsi peb tab tom tham txog, tsis yog hais tias nws twb pom zoo nrog nws, tab sis ntawm tsawg kawg yog nws paub txog cov peev nyiaj no. Qhov thib ob yog qhov kev txiav txim siab.
Peb yuav tsum nkag siab tias peb tsis yog tham nrog ib tus neeg uas tab tom nrhiav rau ib tus neeg, tab sis rau tus neeg uas twb txiav txim siab lawm. Qhov thib peb - ββxav tau - peb nkag siab seb tus neeg puas xav tau kev daws teeb meem uas peb muab los yog tsis.
Thiab lub thib plaub - lub sij hawm - qhov twg peb yeej txiav txim seb nws puas xav tau tam sim no, ceev, los yog nyob rau hauv rau lub hlis los yog tag nrho indefinitely. Yog li, SDR txoj haujlwm yog ua kom tiav qhov kev tsim nyog no thiab hloov mus rau Tus Thawj Coj Tus Thawj Coj tus thawj coj uas ua tau raws li plaub yam no.
Thiab Tus Thawj Coj Tus Thawj Coj, nyob rau hauv lem, tsom mus rau kev ua hauj lwm nrog precisely cov coj, thiab raws li, cov txiaj ntsig ntawm nws txoj hauj lwm kuj txhim kho, vim nws tsis nkim sij hawm rau cov neeg uas tsis dhau qhov kev tsim nyog no.
Los ntawm qhov kuv pom los ntawm kev muag khoom ntawm cov tuam txhab sib txawv, ntau tus thawj coj tsis mus txog theem kev tsim nyog thiab tau ploj mus rau qhov chaw ntawm txoj kev. Vim li cas qhov no tshwm sim?
Feem ntau qhov no tshwm sim vim hais tias, thawj zaug, peb tsis tas yuav ntsuas qhov dav dav thaum peb sau ntawv rau tib neeg, lawv qhib lawv ntau npaum li cas, lawv nyeem ntau npaum li cas.
Thiab qhov thib ob, feem ntau peb tsuas yog tsis nco qab ua raws li. Qhov no yog ib qho tseem ceeb heev, tshwj xeeb tshaj yog thaum nws twb nyob rau hauv lub funnel. Ntawd yog, qhov tseeb, thaum koj ua tiav kev sib txuas lus nrog tus neeg siv khoom, koj yuav tsum tau teeb tsa txoj haujlwm ntawm kev hu nws tom qab qee lub sijhawm, hauv ob lossis peb hnub, raws li tau pom zoo.
Feem ntau kuv pom qhov xwm txheej uas cov neeg siv khoom tsuas yog hnov ββββqab, lossis thaum muaj ntau txoj haujlwm sib sau ua ke thiab ua rau tus neeg tsuas yog tso tseg.
Qhov no yog qhov teeb meem loj, uas feem ntau yog vim qhov kev muag khoom tsis ua haujlwm hauv CRM ib puag ncig. Thaum tus neeg muag khoom qhov chaw ua haujlwm tseem ceeb yog CRM, nws nkag siab meej tias qhov no yog tag nrho cov npe ntawm kuv txoj haujlwm, kuv tsis ua lwm yam, kuv mus txog kuv txoj haujlwm.
Thaum nws tshwm sim tias CRM yog qhov chaw ntawm sab, thiab kuv muaj 80 txoj haujlwm nyob ntawd, tab sis kuv xav tias tam sim no nws tseem ceeb dua ua lwm yam, qhov no yog qhov teeb meem pib. Cov dej num no sib sau ua ke zoo li lub pob zeb daus, thiab qhov no ua rau qhov tseeb tias CRM system zoo li tsis ua haujlwm, tab sis ua haujlwm ntau dua li cov ntaub ntawv sau tseg txog qhov tshwm sim nrog tus neeg siv khoom.
Hais txog yuav ua li cas muab cov lus pom zoo / kwv yees nyob ntawm qhov xwm txheej. Muaj ob peb txoj cai yooj yim ntawm no thiab qhov tseem ceeb tshaj plaws, tej zaum, yog ua kom zoo, cov lus pom zoo / kwv yees. Peb tau ua ib qho kev tshawb fawb me me, kwv yees li 80% ntawm cov neeg uas npaj kev kwv yees tau ua nws yooj yim hauv Google Docs thiab ua ib lub rooj hauv Google uas lawv nkag mus rau cov teev, tus nqi, thiab qhov no, hauv paus ntsiab lus, txaus.
Qhov no yog ib qho teeb meem loj nyob rau hauv dav dav, tej zaum nyob rau hauv IT kev lag luam, thaum peb heev, cia peb hais, sloppy thaum nws los txog rau tsim cov ntaub ntawv. Qhov no yog qhov tus neeg siv pom, raws li qhov nws txiav txim siab, thiab nws feem ntau muab piv nrog lwm cov lus pom zoo / kwv yees uas nws tau txais tib lub sijhawm. Yog li, koj qhov kev xaiv yuav tsum txawv ntawm lwm tus. Kuv pom zoo kom tso tseg qee lub sijhawm thiab txawm tias muaj peev nyiaj ib zaug txhawm rau ua tus qauv zoo heev, zoo tshaj plaws uas tsis tsuas yog ntxiv cov txiaj ntsig kwv yees, tab sis kuj ntxiv qee cov ntsiab lus ntawm kev lag luam thiab kev muag khoom.
Cia peb hais tias yog tias peb xa qhov no mus rau tus neeg siv khoom, lub tuam txhab hauv kev lag luam mus ncig, ces peb qhia txog qhov xwm txheej uas peb muaj, qhov txiaj ntsig ntawm cov tuam txhab mus ncig uas peb tau ua haujlwm nrog ua tiav, peb tau muab dab tsi rau lawv.
Nyob rau theem thaum tus neeg feem ntau pom cov lej, thiab yog tias nws pom tib google doc los ntawm tus neeg muag khoom los ntawm Is Nrias teb, ib txwm, lawv zoo tib yam, tsuas yog tus nqi qis dua peb zaug, thiab nws muaj lus nug vim li cas qhov no yog yog li, nws yuav tsum tau ceev faj heev npaj tswv yim / kwv yees, ntxiv kev ntseeg siab.
Thiab muaj ib lub cuab yeej zoo hu ua Useloom, uas tso cai rau koj mus embed koj cov yeeb yaj duab ncaj qha rau hauv koj tus email thaum koj xa qhov kwv yees. Es tsis txhob sau cov ntawv nrog rau hauv tsab ntawv, koj tsuas xa ib daim vis dis aus, thiab qhov no ua rau muaj kev ntseeg siab heev.
Ib tug neeg tau txais kev kwv yees, nws tau tsim zoo nkauj, txhua yam tau hais meej meej, muaj cov xwm txheej, ntxiv rau tsis yog cov ntawv nyeem xwb, tab sis nrog cov vis dis aus uas qhia tus neeg, qhia cov txiaj ntsig yog dab tsi, koj tam sim nkag siab tias qhov no yog ib qho nyob lub tuam txhab, cov neeg tiag, Lawv hais lus Askiv ib txwm thiab hais txog.
Cov khoom no muaj txiaj ntsig zoo rau tus kheej, ntawm kev kho koj qhov kev thov lawv muab cov txiaj ntsig zoo. Kuv xav kom muab ib yam dab tsi tshaj qhov kev cia siab. Yog tias koj ua qhov kwv yees, ces ua lwm yam uas lwm tus yuav nug txog 100-200 las, qee qhov kev suav ntxiv lossis kev qhia me me, ua dawb, nws ib txwm them. Muab ntau tshaj qhov xav tau ntawm koj, thiab tib neeg yuav ib txwm tuaj thiab rov qab los rau koj.
Qhov twg yuav tau leads los ntawm? Yog hais tias, piv txwv li, koj tsis xav txog cov outbound thiab inbound channel, koj tau sau ib tug xov tooj ntawm cov coj nyob rau hauv koj CRM thaum lub sij hawm koj ua hauj lwm uas koj tsis tau kaw, tab sis lawv yog koj lub hom phiaj cov neeg tuaj saib. Rau qee qhov laj thawj, txhua tus categorically tsis nco qab. txog lawv.
Kuv qhov kev pom zoo yog cov hauv qab no. Ua ntej, rov ua dua tshiab tag nrho cov thawj coj uas koj muaj thiab tsawg kawg ib zaug txhua rau lub hlis nrhiav seb lawv ua li cas, ntxiv rau nws tseem ceeb heev uas yuav tsum tau ua raws li qhov tseeb tias qhov no yog ib qho kev coj ua uas koj muaj ua ntej, thiab nws, Piv txwv li, nws hloov nws txoj haujlwm (koj tuaj yeem taug qab lawv ntawm LinkedIn).
Tej zaum lwm tus tau txais nws qhov chaw, thiab koj tuaj yeem tig mus rau nws thiab hais tias peb tau ua haujlwm nrog tus neeg no ua ntej, thiab peb tuaj yeem txuas lus nrog koj.
Thiab, ntawm qhov tod tes, tus neeg uas tawm mus muaj txoj haujlwm tshiab thiab, tej zaum, muaj qhov xav tau tshiab nyob ntawd thiab qhov no yog qhov laj thawj ntxiv los tiv tauj nws thiab qhia meej.
Koj tuaj yeem taug qab qhov no siv Google ceeb toom, lossis hauv LinkedIn, tab sis feem ntau koj tuaj yeem taug qab cov neeg tshwj xeeb, yog tias muaj qee yam tshwm sim, hnov ββββmob tam sim ntawd thiab ua thawj.
Thawj qhov yuam kev kuv twb tau hais lawm yog tias ntau tus neeg siv CRM system ua cov ntaub ntawv thiab tsis ua haujlwm rau lawv txoj haujlwm txhua txoj kev. Qhov no, ntawm chav kawm, twb zoo, tab sis qhov no tsis yog qhov CRM system tag nrho tau tsim rau.
Hauv kuv qhov kev nkag siab, CRM system yog qhov tso cai rau cov neeg ua haujlwm txiav txim siab ua ntej, nkag siab tias yuav tsum ua haujlwm li cas, thaum twg yuav tsum ua, siv sijhawm ntau npaum li cas rau nws, thiab qee qhov, peb tuaj yeem hais tias CRM system yuav tsum muab cov lus qhia. .
Kev ua thiab teeb tsa tag nrho cov no yog cov txheej txheem nyuaj, uas yuam koj kom ua tib zoo saib cov txheej txheem uas tshwm sim hauv chav muag khoom. Thiab yog hais tias muaj chaos nyob rau hauv cov txheej txheem, ces los ntawm automating lawv, peb yuav tau txais automated chaos.
Raws li, koj yuav tsum xub nkag siab tias cov txheej txheem nws tus kheej ua haujlwm li cas, thiab tsuas yog tom qab ntawd automate nws hauv CRM system. Yuav ua li cas los tsim autotasks hauv CRM systems nyob ntawm seb lub hom phiaj yog dab tsi, theem twg tus neeg siv khoom nyob ntawm, thiab muaj ntau ntau txoj kev xaiv.
Tej zaum koj yuav siv CRM system, email, thiab lwm yam kev pabcuam rau kev muag khoom; nws yog ib qho tseem ceeb heev los txuas lawv rau hauv ib qho kev tsim kho. Tam sim no muaj cov cuab yeej (Zapier, piv txwv li) uas tso cai rau koj los ua ke ntau yam kev pabcuam nrog ib leeg thiab hloov cov ntaub ntawv ntawm lawv.
Kuv tuaj yeem muab piv txwv rau koj li cas peb automate tsim cov haujlwm hauv peb lub cev. Peb muaj ntau hom autotasks.
Ib qho ntawm cov haujlwm yog thaum peb xa cov lus pom zoo rau peb cov neeg siv khoom, sai li sai tau thaum nws qhib nws, peb tam sim ntawd xa tus nuv los ntawm Zapier, thiab hauv CRM ib txoj haujlwm tau muab rau tus thawj coj uas tus neeg siv khoom tau qhib kev lag luam tawm tswv yim, koj tuaj yeem tiv tauj nws.
Vim tias nws tshwm sim ntau zaus uas peb xa cov kev lag luam, tus neeg siv khoom tseem tsis tau qhib nws, thiab ob hnub tom qab peb hu, ceeb, vim li cas tsis muaj lus teb.
Qhov no ua rau txoj haujlwm yooj yim heev thiab, dua, teeb tsa qhov tseem ceeb tshaj plaws. Muaj ntau lub sijhawm zoo rau kev tsim autotasks hauv CRM system, tab sis lawv yuav luag ib txwm txuas nrog lwm cov kev pabcuam. Wb hais tias peb coj tib txoj kev nthuav qhia, xws li teb.
Nyob ntawd, tib txoj kev, CRM system txuas los ntawm Zapier thiab yog tias muaj lus teb los, tus neeg saib xyuas tau raug xa mus rau txoj haujlwm ntawm kev tiv tauj lossis kev sib cog lus, yog tias tsim nyog.
Muaj ntau ntau qhov sib txawv thiab tsis muaj ib qho txaus txaus uas CRM yuav tsum tau ua haujlwm. Qhov no feem ntau nyob ntawm lub tuam txhab, ntawm cov txheej txheem uas muaj nyob hauv lub tuam txhab, ntawm cov hom phiaj uas lub tuam txhab tau teeb tsa rau lub tuam txhab muag, ntawm cov qauv ntawm lub tuam txhab muag, thiab lwm yam.
Yog li ntawd, nws yog ib qho nyuaj heev los hais tias qhov kev sib txuas tshwj xeeb yuav tsum tau siv thiab yuav ua li cas rau automate lawv. Tab sis tam sim no tsuas muaj ntau lub sijhawm rau automation, thiab CRM systems lawv tus kheej ua ntau yam rau qhov no.
Metrics yuav tsum tau taug qab thiaj li muaj peev xwm cuam tshuam lawv thiab ntsuas cov txiaj ntsig ntawm qhov kev cuam tshuam no, txwv tsis pub lawv tsuas yog tsis xav tau. Yuav ua li cas taug qab nrog metrics? Txhawm rau ua qhov no, koj yuav tsum nkag siab qhov tseem ceeb rau koj tam sim no, tab sis feem ntau peb teeb tsa cov ntsuas hauv qab no rau peb tus kheej:
Thiab thaum kawg, peb phau ntawv muaj txiaj ntsig ntawm sab nraud uas kuv pom zoo nyeem, ntawm no lawv yog:
Tau qhov twg los: www.hab.com