M'mafunsowa tikambirana za m'badwo wotsogola mu IT pogwiritsa ntchito njira zosagwirizana.
Mlendo wanga lero ndi Max Makarenko, woyambitsa ndi CEO ku Docsify, wogulitsa & kukula kwa malonda owononga. Max wakhala akugulitsa B2B kwa zaka zoposa khumi.
Atatha zaka zinayi akugwira ntchito yogulitsa kunja, adasamukira ku bizinesi ya golosale. Tsopano akugwiranso ntchito pogawana zomwe adakumana nazo ndi makampani opanga ntchito kunja.
Sergey
Max, chonde ndiuzeni, chifukwa chiyani mwasiya kugulitsa malonda? Chifukwa chake chinali chiyani? Kodi kugulitsa kunja kukuwoneka ngati bizinesi yabwino?
Max
Chabwino, sizoipa pakuwona, mwina, kulandira mtundu wina wa ndalama zokhazikika, koma, kuchokera pamalingaliro a zomwe zili "za moyo", moyo udakali pomwe unyolo wotsiriza uli - kupereka. mtengo. Ndiko kuti, tikamagwira ntchito ndikupanga zinthu kwa wina, ndiyeno timayang'ana ndikuwona momwe samachoka nthawi zonse, ndipo nthawi zambiri samachotsa, zimakhumudwitsa kwambiri, chifukwa mumayika moyo wanu wonse.
Ndipo, molingana ndi izi, tinangofika pozindikira kuti, ngakhale pamlingo wa zomverera zamkati, tinkafunadi kupanga zopangira zathu komanso kuti palibe amene angakhudze momwe zingakulire, kotero kuti ife tokha titha kuzikhudza.
Sergey
Ndimakutsatani pa intaneti ndikuwona kuti mutu wa kutulutsa ntchito sikukulolani kuti mupite, pambuyo pake, kutulutsa kunja kumakhala kwinakwake mukuya kwa moyo wanu, komanso molimba kwambiri. Chifukwa chiyani?
Max
Chowonadi ndi chakuti panthawi yomwe ndinali kutumiza kunja, tsopano ndikumvetsa kuti sindinawone chithunzi chonse. Nditasintha, kunena kwake, kumbali ina, titayamba kupanga chinthu, mbali imodzi, tinayamba kuwoneka ngati chinthu "yemwe tingamugulitse", ndipo nthawi zonse timalandira mtundu wina wa zopereka ndi izo. anangosanduka misala yamtundu wina, amenewo. Tonse timapereka ntchito zakunja.
Ndinaziwona kuchokera mbali yosiyana pang'ono. Ndipo kumbali yachitatu, tili ndi makasitomala ambiri - makampani otumizira kunja, kuphatikizapo osati, mwa njira, mu malo olankhula Chirasha, pali makasitomala ambiri akunja omwe amapereka ntchito zofanana.
Ndipo tikatenga nawo mbali ndikuyesera kumvetsetsa njira zawo zogulitsira, timawona zinthu zambiri zosangalatsa zomwe zingagwiritsidwe ntchito, ndichifukwa chake ine, kwenikweni, ndikufuna kugawana ndi makampani otumizira kunja momwe zingakhalire bwino kuposa ambiri aiwo tsopano. milandu.
Sergey
Ndiko kuti, nthawi zambiri mavuto a bizinesi yogulitsa kunja amawonekera osati mkati, koma mukachoka ndikuyang'ana kuchokera kuzinthu zogulitsa.
Max
Pa zana pa zana, iwo amakhala molunjika. Pamene ndinali kuchita, panalibe kuzindikira kwa chiwerengero chachikulu cha zinthu zomwe tsopano ndikuzimvetsa bwino bwino.
Pazifukwa zina, ambiri amakonzedwa kuti zotuluka ndi zomwe ziyenera kuchitidwa pakali pano, chifukwa zimagwira ntchito mwachangu, koma njira yolowera imayenera kupangidwa kwa nthawi yayitali ndipo iyi ndi ntchito yosayamika. M'malo mwake, ichi ndi cholakwika chachikulu, chifukwa, choyamba, izi ziyenera kupangidwa mofanana, ndipo kachiwiri, apa pali chitsanzo chosavuta, pamene chitsogozo china chimabwera kwa ife mu inbound, iye ali kale ndi mtundu wina wa zosowa zomwe zinapangidwa, popeza iye ali ndi vuto linalake. Ndinaona webusaiti yathu, ndinamvetsa zimene timachita, ndipo ndinasiya pempho.
Potuluka, nthawi zambiri timayenera kulembera otsogolera omwe nthawi zambiri alibe chosowa chopangidwa, ndipo ndi njira iyi yopangira chosowa yomwe imatenga nthawi yochuluka.
Chifukwa chake, ine, kwenikweni, sindimalimbikitsa kulingalira kugwira ntchito ndi njira iliyonse; timanena nthawi zonse kuti izi ziyenera kukhala zophatikizira, pomwe timapanga njira zonse ziwiri zofanana. Koma lero tikambirana zambiri za kunja ndi machitidwe omwe alipo komanso momwe zimagwirira ntchito nthawi zonse.
Tsopano pali mikangano yambiri pamutu wotuluka kapena wotuluka. M'malo mwake, zikafika pakugulitsa, sitingathe kungolankhula za njira yotsogola. Zonse zotuluka ndi zolowera ndi njira yokhayo yomwe timalandirira njira zatsopano, ndipo, motero, sitingatsutse kuti tikuchita zotuluka kapena zongobwera.
Izi nthawi zonse zimakhala zamtundu wina wa ubale pakati pa otuluka ndi olowera, chifukwa mukalemba makalata ozizira kwa makasitomala anu, mulimonse mumapereka ulalo kutsambali, anthu amabwera, kuyang'ana ndipo pamenepo amawona zinthu zina zokhulupirira kapena ayi. onani, kudalira Kuchokera pa izi, iwo ndiye amapanga chisankho cha kuyankha kalatayo kapena ayi.
Anthu ambiri omwe ndimalankhula nawo pazifukwa zina amakhazikika pa mfundo yakuti kutuluka ndi komwe kumayenera kuchitidwa pakali pano, chifukwa imagwira ntchito mofulumira, ndipo njira yolowera imayenera kupangidwa kwa nthawi yaitali ndipo iyi ndi ntchito yosayamika. M'malo mwake, ichi ndi cholakwika chachikulu, chifukwa, choyamba, izi ziyenera kupangidwa mofanana, ndipo kachiwiri, apa pali chitsanzo chosavuta, pamene chitsogozo china chimabwera kwa ife mu inbound, iye ali kale ndi mtundu wina wa zosowa zomwe zinapangidwa, popeza iye ali ndi vuto linalake. Ndinaona webusaiti yathu, ndinamvetsa zimene timachita, ndipo ndinasiya pempho.
Potuluka, nthawi zambiri timayenera kulembera otsogolera omwe nthawi zambiri alibe chosowa chopangidwa, ndipo ndi njira iyi yopangira chosowa yomwe imatenga nthawi yochuluka.
Chifukwa chake, ine, kwenikweni, sindimalimbikitsa kulingalira kugwira ntchito ndi njira iliyonse; timanena nthawi zonse kuti izi ziyenera kukhala zophatikizira, pomwe timapanga njira zonse ziwiri zofanana. Koma lero tikambirana zambiri za kunja ndi machitidwe omwe alipo komanso momwe zimagwirira ntchito nthawi zonse.
Mwina lingaliro lolakwika loyamba lomwe ndimakumana nalo polankhulana ndi anthu ndikuti zotuluka ziyenera kukhala zozizira kwambiri ndipo nthawi zonse zimawoneka ngati sipamu, ndiye kuti, ngati tilemba kalata yozizira, ndiye kuti nthawi zonse imakhala sipamu.
M'malo mwake, iyi ndi njira yomwe yachikale, yomwe ndidalankhulapo, tikangotenga zitsogozo kuchokera kuzinthu zosadziwika kapena kuchokera ku LinkedIn, timangotenga zitsogozo zikwizikwi, madera aku USA, monga Timatumiza ntchitoyi, izi, ndipo, mwachibadwa, zidzawoneka ngati sipamu kwa wolandira, ndipo ndikutsimikizirani kuti olandira anu amalandira makalata angapo patsiku ndipo nthawi zambiri amangowachotsa popanda kuwawerenga, osachepera ndakhala ndikuchita izi posachedwapa. , chifukwa ndi spam.
Ndipo njira yabwino ndi yakuti sitiyenera, makamaka, kulemba spam kwa aliyense, ndipo ngakhale tifunika kulemba kalata yozizira, ndiye kuti, momwe tingathere, tiyenera kutenthetsa munthuyo asanakumane. Ndilankhulanso za momwe mungatenthetsere imelo yoziziritsa mukalasi ili.
Kuti tiyambire?
Zilibe kanthu kuti mukupanga njira yanji, ndi yolowera kapena yotuluka, zilibe kanthu, nthawi zonse muyenera kuyamba ndikumvetsetsa, makamaka, ndi kampani yanji komanso ntchito zomwe mumagulitsa.
Sindingagwirizane nazo, ndikuganiza kuti ichi ndi chodziwikiratu kwa aliyense, koma polankhulana ndi makampani ambiri, ndi ochepa kwambiri omwe angathe kufotokoza momwe amasiyanirana ndi ntchito zamakampani omwe ali pansi pamwamba kapena pamwamba. pansi pansi.
Zimabwera ku, "Chabwino, timachita ntchito zabwino." Ena amanenanso kuti amagwira ntchito yabwino. "Ndipo timapereka ma projekiti munthawi yake." Ena amanenanso kuti amazichita pa nthawi yake, choncho, ndizofunikira kwambiri, pamene muyamba kugwira ntchito pa njira iliyonse, kuti mumvetse zomwe kampani yanu ili ndi akatswiri, momwe mungasiyanitsire nokha ndi ochita mpikisano.
Mwachibadwa, kumanganso pamtengo sikungatheke, chifukwa mbaliyi, tiyeni tinene, yakhala kale ndi mayiko a ku Asia, i.e. adasinthidwa kale pamtengo ndipo nthawi zambiri amandipatsa madola 8-10 kuti ndipange china chake, ndiye kuti njirayo iyenera kukhala yokwanira, iyenera kukhazikitsidwa pazantchito zina zamabizinesi, kapena ukadaulo wakuya, mwachitsanzo, ntchito ndi blockchain kapena kuphunzira makina.
Mukapanga izi, zidzakhala zosavuta kuti muzilankhulana ndi makasitomala, chifukwa, kachiwiri, ngati ine, mwachitsanzo, ndikusowa wopanga - kampani yotumiza kunja, ndiye nthawi zonse ndimayankhulana ndi mmodzi kapena awiri kapena atatu ndipo nthawi zonse ndimasankha pakati pawo. iwo monga momwe amandiuza ine.
Ndiko kuti, zimakhudza kale pamene mudalumikizana ndi kasitomala, ndi zomwe mumamuuza. Nditasanthula pafupifupi mafoni oterowo, kulumikizana koyamba ndi makasitomala, nditha kunena motsimikiza kuti palibe amene angayankhe funso loti chifukwa chiyani muli bwino, momwe mumasiyana mwatsatanetsatane komanso mpaka.
Ndipo ili ndi vuto lalikulu kwambiri, ndipo choyamba, zomwe muyenera kuyamba nazo, zomwe muyenera kuchita, ndikupanga zabwino zanu kuti makasitomala amvetsetse chifukwa chake akuyenera kukusankhani. Ndikhoza kupereka zitsanzo pambuyo pake pamene kalasi yathu ikupita patsogolo.
Mfundo yachiwiri imakhudzanso zotuluka ndi zotuluka, koma pamenepa tikukamba za kutuluka. Musanalembere aliyense, muyenera kumvetsetsa bwino lomwe omvera omwe mukufuna. Chifukwa chake, ngati mulemba makalata chikwi kwa makampani, anthu omwe sanaphatikizidwe mu mbiri ya omvera anu, ndiye kuti mungopanga sipamu ndipo simudzalandira mayankho.
Nthawi zambiri ndimawona zochitika zomwe mkulu wa kampani amabwera ndikuti: "Tayamba kuchita zambiri, tiyeni tiyese." Maimelo ena oyamba amapangidwa, kampeni yachiwiri, kampeni yachitatu, ndipo chifukwa chake, pakapita nthawi, timalandila ziro kapena imodzi, pomwe kwalembedwa kuti: "Sindikufuna, ndisiyeni."
Ndipo patatha miyezi ingapo chigamulo chapangidwa kuti njira iyi sigwira ntchito ndipo "tisachite izi, si zathu." M'malo mwake, pafupifupi njira iliyonse imagwira ntchito ngati mukonzekera bwino kugwira ntchito ndi njira iyi ndikuyigwiritsa ntchito mwachindunji.
Chifukwa chake, mfundo yoyamba, yomwe ndi yofunika kwambiri, ikupanga mwatsatanetsatane zomwe zimatchedwa wogula, mukamvetsetsa bwino mavuto omwe anthuwa ali nawo, chifukwa chake mungawathandize kuthana nawo, mutha kulungamitsa. Lamulo lofunika kwambiri lomwe ndingapange pogwira ntchito ndi outbound ndiloyenera.
Ngati muli okhudzana ndi anthu omwe mumawalembera, ndiye, choyamba, mudzakhala ndi mayankho apamwamba nthawi zonse, ndipo kachiwiri, palibe amene angakutchuleni kuti ndi spammers, chifukwa nthawi zambiri, monga ndanenera kale, ndikubwereza, ndi anthu omwe mumawalembera. akulemba kuti asasoweke konse, ndipo izi zikuwonekeratu ngakhale pa mbiri yawo ya LinkedIn.
Mwachitsanzo, anthu nthawi zambiri amandilembera kuti: "Kodi mungatipangire ma projekiti?", Ngakhale kuti LinkedIn ikuwonetsa kuti sindinachite nawo ntchito yogulitsa ntchito kwa zaka zingapo.
Chifukwa chake, kafukufuku watsatanetsatane wa omwe mukulembera pambuyo pake, gawo lotsatira ndikugawika kwazithunzi zomwe mukufuna, ndiye kuti, anthu awa ndi ndani, ndipo gawolo liyenera kutha ndi kuchuluka kwa anthu omwe ali pamndandandawo mpaka anthu 50. . Mudatenga kagawo kakang'ono, tinene kuti kuyenda, mwatenga malo, tinene Germany.
Mumasonkhanitsa mbiri yanu ndipo mutha kuzisonkhanitsa osati kuchokera ku LinkedIn kokha, pali zinthu zina zambiri zomwe zimakulolani kuti muzitha kutsata, zina mwazo zalembedwa pansipa.
Kuphatikiza apo palinso magulu ambiri omwe akuwunikiridwa kwambiri komwe omvera anu angakhalemo. Chifukwa chake, kutengera izi, mumapanga mindandanda yaying'ono ya omvera anu, ndipo mukakhala ndi kampeni imodzi ya anthu 30-40, ndizosavuta kusintha kalatayo ndikuwonetsa kuti mukulemba, kumvetsetsa zomwe muli. kunena za, amene mumalembera ndi chifukwa chake.
Pali mapulatifomu omwe sali otchuka kwambiri, awa ndi madera ena ocheperako, izi ndizomwe zimagwira ntchito bwino kwambiri tsopano. Tiyerekeze kuti mukuchita nawo inshuwaransi kapena muli ndi milandu yomwe mungawonetse mu bizinesi ina, mutha kuyang'ana magulu omwe akuwafunira, nthawi zambiri amakhala ndi anthu 100 mpaka 1000, koma nthawi yomweyo awa ndi anthu apamwamba kwambiri. makhalidwe omwe angagwirizane bwino ndi chithunzi chanu.
MQL (kutsatsa koyenera kutsogola) ndiye chitsogozo chomwe chimagwirizana ndi chithunzi cha omwe mukufuna kuwafotokozera. Kodi mungawapeze bwanji? Choyamba, dziwani njira zomwe mukuzifuna, kuchokera ku geography kupita komwe mwapeza munthuyo.
Ngati mwamupeza m'gulu lina, ndiye kuti titha kupanga zosinthika panthawi yosintha makonda zomwe tidamupeza pagululi pa Facebook, ndipo chifukwa chake, izi zikhudza, tinene kuti, makonda ambiri, kuyankha bwinoko.
Kodi anthu ambiri amasonkhanitsa bwanji deta kuti alembe makalata ozizira?
Nthawi zambiri zikuwoneka ngati izi: pali LinkedIn, nthawi zambiri mtundu wina wa oyendetsa malonda pa LinkedIn, ndipo pali mapulogalamu ena monga snov.io, omwe amakulolani kuti mupeze imelo kuchokera ku mbiri ya LinkedIn, kapena kupeza mndandanda wa maimelo kuchokera kwa a. mndandanda wa mbiri.
Timasunga zonsezi mu fayilo ya csv, kenako pogwiritsa ntchito nsanja, zomwe tidzakambirana pambuyo pake, timatumiza makalata. Iyi ndi njira yomwe aliyense akuchita tsopano, ndipo ndikhoza kunena ndi chidaliro chachikulu kuti umunthu, womwe umagwira ntchito pamlingo wa dzina - kampani - udindo, sulinso umunthu, umagwira kale ntchito molakwika kwambiri, aliyense amadzikonda motere, kotero awa makalata ali kale mochuluka m'ma inbox a anthu, ndipo palibe amene amawerenganso.
Njira yachiwiri ndi yapadera kwambiri, yomwe ndikuganiza kuti si onse omwe amagwiritsa ntchito, koma nthawi yomweyo sizovuta kwambiri.
Mwachitsanzo, ngati omvera anu ndi oyambira m'gawo lina, zilibe kanthu, pali nsanja ngati angellist.com, pomwe pali mndandanda wazoyambira zonse ndipo kuphatikiza apo pali zambiri zambiri pazoyambira izi, kuphatikizapo ndalama zozungulira zomwe iwo alimo, omwe amawagulitsa ndi zinthu zambiri zomwe zingagwiritsidwe ntchito ngati zosintha makonda.
Timatenga nsanja iyi, gwirizanitsani Data Miner, yomwe imakulolani kuti mutengere deta yosasinthika pa tsamba la webusaiti mu mawonekedwe okonzedwa ndipo, moyenerera, mothandizidwa ndi chida ichi timalemeretsa osati mbiri chabe, monga LinkedIn - kampani, udindo, dzina. ndipo ndizomwezo, tikuwonjezera zosintha zambiri zomwe zimakulolani kuti muwonjezere zomwezo angellist.com kapena crunchbase.com, ndipo tidzagwiritsa ntchito zosinthazi pakusintha kwanu mtsogolo.
Momwemonso, timawonjezera ma e-mail pogwiritsa ntchito snov.io yomweyo ndi zida zofanana, timapeza fayilo yowonjezera kwambiri yokhala ndi deta yotsogolera yomwe ingagwiritsidwe ntchito ndikulemba makalata aumwini kumagulu ochepetsetsa. Izi ndizomwe zimakulolani kuti mukhale oyenera momwe mungathere.
Ndipo njira yachitatu, pomwe pali vuto lomwe tidakwanitsa kupeza mayankho pafupifupi 90%. Zimagwira ntchito bwanji? Pali magulu ambiri kapena zochitika pa Facebook, pomwe chochitika chilichonse pa Facebook, gulu lililonse pa Facebook lili ndi mndandanda wa omwe atenga nawo mbali.
Mothandizidwa ndi zida zina zomwe zalembedwa pansipa, imodzi mwazo imatchedwa Phantombuster komwe mutha kusonkhanitsa mamembala onse a gulu lina kapena zochitika zokha.
Ndipo kenako kupeza mbiri yawo pa LinkedIn ndikugwiritsa ntchito Dux-Soup ndi pulogalamu yomwe imakuthandizani kutumiza maitanidwe ndi mauthenga, kutumiza anthu uthenga wowakonda kwambiri.
Sergey
Kodi muli ndi zosintha zingati mu chilembo chimodzi?
Max
Zimadalira kwambiri kuti ndi chilembo chotani, pamlingo wotani, koma kawirikawiri pa chilembo choyamba ndingatenge 4-5 zosintha zabwino.
Sergey
Kodi ndizotheka kumanga pamawu omwe alandilidwa kuchokera kumagulu ena amsika kutengera zotsatira za kampeni yotsatsa malonda, osati pa chithunzi cha kasitomala chomwe chidakonzedweratu?
Max
Ngati ndemangayo ili yoyenera, ndiye kuti mumangofunika kusintha chithunzicho potengera ndemangayi ndikugwiranso ntchito pa chithunzicho, ndiye kuti, ndemanga ndizomwe zimakulolani kuti muwongolere chithunzi cha omverawo mwatsatanetsatane.
Sergey
Ndiko kuti, mulimonse, choyamba chimabwera chithunzicho ngati lingaliro, ndiye chithunzicho, chopukutidwa ndi machitidwe.
Max
Ndipo nditha kunena kuti ntchito yokhala ndi zithunzi sizimayima, ndiye kuti, ngati tidayamba ndi zithunzi zochepa, tazigawa kwambiri, zilipo kale zambiri, ndipo tsiku lililonse chithunzi chilichonse chimayengedwa ndikukulitsidwa. . Choncho, ndithudi, iyi ndi ntchito yopitilira yomwe idzatilole kuti tithe kusonkhanitsa bwino omvera athu pa nthawi.
Sergey
Funso lina: LinkedIn sales navigator amawonjezera zotsatira kwa iwo omwe sali okondweretsa kutali, mwinamwake panali cholakwika, kapena mwinamwake ndondomekoyi ndi yovuta kwambiri komanso yokhotakhota? Kodi mwakumanapo ndi zinthu zotere?
Max
Inde, tili ndi, ndithudi, ndipo uyu si woyendetsa malonda okha, izi ziri, makamaka, komanso mu LinkedIn nthawi zonse. Vuto ndi ili: nthawi zambiri izi zimachitika chifukwa chakuti, mwachitsanzo, tikalowetsa mawu osakira pakusaka kwa navigator yogulitsa, LinkedIn imadula kwambiri zotsatira. Ma aligorivimu ake sali angwiro, ndipo ndikupangira kuti musagwiritse ntchito mawu aliwonse osafunikira konse, koma kusankha potengera magawo enaake ndipo zotsatira zake zidzakhala zabwinoko.
Ndikuuzani chitsanzo chomwe, ndikuyembekeza, chidzawonetsa momwe mungagwiritsire ntchito chida ichi molondola. Tiyeni titenge mankhwala athu. Chimodzi mwazithunzi zomwe tazizindikira ndi ogwiritsa ntchito Pipedrive CRM system, ndiko kuti, awa ndi omwe angakhale makasitomala athu.
Tidapeza gulu pa Facebook, lomwe limatchedwa "ogwiritsa ntchito a Pipedrive" kapena china chonga chimenecho ndikugwiritsa ntchito Phantom Buster tidasonkhanitsa mamembala onse a gululi, kenako pogwiritsa ntchito Phantom Buster yemweyo tidapeza mbiri yawo pa LinkedIn zokha kenako ndikugwiritsa ntchito Dux -Soup. tidatumiza mauthenga ku LinkedIn komwe tidalemba kuti: "Moni, ndakupezani pa Facebook mugulu lakuti, mokhudzana ndi izi ndinali ndi funso, mungandiuzepo kanthu ..."
Ndipo tinali ndi mayankho okwera kwambiri. Mwa iwo omwe adalumikizana movomerezeka, panali pafupifupi 90% ya mayankho, ndipo iyi ndi nkhani yomwe palibe amene akanaganizapo m'moyo wawo, kuti tidazipanga zokha, zikuwoneka ngati ndapeza munthu kwinakwake, adawona kuti anali. m'gulu liti, adapeza mbiri yake pa LinkedIn ndipo adaganiza zolemba.
Zinkawoneka zaumwini, kotero panali kuyankha kwakukulu kwambiri, kuphatikizapo kunali koyenera, popeza mu gulu ili munali ogwiritsa ntchito makina a CRM omwe timawafuna, ndipo amatha kutipatsa mayankho a mafunso.
Ndipo titalowa kale mu zokambirana, tidayamba kufunsa momwe amathetsera vuto ili ndi loti, adati palibe njira, ndipo tidawapatsanso zida zathu ngati zosankha. Chifukwa chake, kupeza njira zotere zotuluka ndi chinthu chomwe chidzakhazikika pazaka zingapo zikubwerazi, ndikutsimikiza.
Ndipo iyi ndi imodzi mwazomwe zimagwiritsidwa ntchito pa Phantom Buster yomweyo; ndi API yayikulu kwambiri kwa ogulitsa ndi ogulitsa omwe angagwiritsidwe ntchito. Posachedwa ndikuuzani milandu ina yomwe ingakhudze.
Ponena za mayendedwe, tonse tikudziwa kuti pali imelo ndi LinkedIn, ndipo timagwira nawo ntchito. Funso ndiloti tiyenera kusintha njira zogwirira ntchito nawo, ichi ndi chinthu choyamba.
Ndipo kachiwiri, mukufunikirabe kumvetsera Facebook monga gwero la kulankhulana, ngakhale kuti ambiri amanena kuti FB ndi malo aumwini, ndi bwino kuti musalembepo ntchito. Koma zimatengera omwe mukufuna omvera anu.
Nditha kunena kuti ngati omvera anu ali oyambira, ziribe kanthu zomwe ali, ziribe kanthu komwe ali, ndiye kuti Facebook ndi malo abwino kwambiri olumikizirana.
Ndipo ngati inu, mwachitsanzo, mukuyang'ana magulu ang'onoang'ono a FB, pafupifupi malo aliwonse ali ndi gulu lake la FB, mwachitsanzo, oyambira ku Berlin, oyambira ku London, ndi zina zotere, mumzinda uliwonse, m'dziko lililonse mungapezeko dera lopapatiza, magulu. za anthu amene amalankhulana wina ndi mzake.
Chokhacho n’chakuti uyenera kuchita zinthu mosamala kwambiri kumeneko, nthaŵi zambiri ndimaona m’magulu oterowo pamene John wina kapena munthu wina akuwonekera ndikulemba kuti: “Anyamata, tsopano ndikulingalira ndekha kontrakitala amene adzandichitira tsogolo langa. ndipo ndikuyang'ana woyambitsa. Ndiuzeni, kodi $90 pa ola ndi mtengo wamba kapena ayi?
Ndipo amayamba kulemba mayankho, wina akulemba kuti ngati iyi ndi kampani, ndiye kuti iyi ndi mtengo wabwino, ngati freelancer, ndiye kuti ikhoza kukhala yotsika mtengo.
Chotsatira chake, patapita nthawi, Vasya Ivanov akuwonekera, yemwe adayambitsa mutu uwu ndikulemba kuti: "Ndipo apa, kwenikweni, tikhoza kuchita 40 mosavuta."
Kawirikawiri, iyi ndi njira yolakwika yogulitsira malonda, ndikuchepetsanso mtengo wa zomwe makampani onse amachita pokhudzana ndi makasitomala, kotero ngati muli kale m'magulu awa, ndiye kuti muyenera kupanga zopereka zanu molondola.
Chifukwa chake, tcherani khutu ku Facebook nawonso, palinso otsogolera kumeneko, anthu onse osakwana zaka 40 ndi omvera anu, ndikosavuta kuwafikira pa Facebook.
Tsopano tiyeni tikambirane za tchanelo chilichonse padera.
Choyamba, aliyense amadziwa kuti maimelo safunikira kutumizidwa pamanja; makampani amachita izi kudzera pazida zamagulu zotumizira maimelo. Ndikuganiza kuti mudamvapo za ena, koma osati ena, ndikufuna kuyang'ana kwambiri chida chimodzi - lemlist.com.
Kodi kusiyanitsa kwake kopikisana ndi chiyani, mwa lingaliro langa, ndiko kusiyanitsa komwe muyenera kukhala nako pamaso pa makasitomala anu. Ndi lemlist, ndikuti amatha kusintha makonda, ndiye kuti, amayika zosintha monga zolemba, komanso ngati chithunzi.
Zimagwira ntchito bwanji? Tiyerekeze kuti nditenga kapu yoyera, ndikumamwa tiyi, ndikujambula ndekha, ndipo chizindikiro cha kasitomala chimalowetsedwa m'malo mwa kapu yoyera iyi ngati chosinthira. Kapena ndimajambula chithunzi chakumbuyo kwa bolodi lopanda kanthu, ndipo mawu ena amangoyikidwa pa bolodi, akuti ndi olembedwa pamanja, pomwe ndimalemba, mwachitsanzo, dzina la munthuyo, ndi zina. Izi zimalola kuti pakhale makonda apamwamba kwambiri.
Titasinthira ku chida ichi, nditha kunena kuti AB atayesa kuyankha kwathu pamakampeni osiyanasiyana adakwera kuchokera 20 mpaka 100%. N’chifukwa chiyani zimenezi zikuchitika? Chifukwa anthu nthawi zambiri sadziwa momwe izi zingachitikire zokha, kotero amawona bwino kuti ndidachita pamanja, ndipo ngati pamanja, ndiye kuti si spam, ndipo ngati si spam, ndiye kuti, kwenikweni, mutha. ganizani, yang'anani, mwina yankhani chinachake.
Anthu ambiri amatilembera mwachindunji kuti: "Anyamata, sindinayambe ndalandirapo kalata yozizira yotere," koma chinthu chachikulu ndi chakuti tinayamba kulankhulana, kotero ndikukulangizani kuti muganizire chida ichi ngati chosankha.
Ponena za mfundo zazikulu zomwe muyenera kuziganizira mukalemba makalata ozizira ndikupanga kampeni ya imelo.
Choyamba, ndithudi, palibe amene amawerenga zilembo zazitali kwambiri. Nthawi zina amanditumizira mndandanda waukulu wa matekinoloje onse omwe kampani ili nawo, kenako amalemba mawu oyamba amasamba awiri, osawerengeka, kotero kuti chilembo chilichonse chomwe mungalembe chiyenera kukhala chachifupi komanso chofunikira kwa munthuyo. Mwachidule, izi zikutanthauza kuti munthu angawerenge zonse, ndipo ngati zili zoyenera, ndiye kuti akhoza kuyankha.
Chinthu chachiwiri, chofunikira kwambiri, ndikulemba kuchokera ku bizinesi. Nthawi zina ndimakumana ndi makampani omwe amandiuza kuti: "Timapanga makalata apadera a gmail ndikulemba kuchokera pamenepo." Ine ndinati: “N’chifukwa chiyani mukuchita izi?” Amati: "Bwanji ngati dera lathu likhala ngati sipamu." Izi ndizosiyana kwenikweni, i.e. palibe chifukwa chochita nawo sipamu, muyenera kuchita zofalitsa zapamwamba, tiyeni titchule zimenezo, ndipo zikhale zofunikira, thandizani anthu ndi zinthu zomwe zingakhale zothandiza kwa iwo.
Chifukwa chake, ngati muchita izi, sizipereka zotsatira konse, mutha kungoyima ndikupita modekha ku adilesi yanu yabizinesi, lembani kuchokera pamenepo ndikulemba m'njira yoti palibe mwayi woti anthu atumize kalatayi ku sipamu. .
Aliyense akudziwa kale kuti osachepera mu kampeni ayenera kukhala 5-7 magawo, ine ndikuganiza kuti nthawi zina pakhoza kukhala zambiri. Pali ziwerengero zotseguka zokhudza kutumiza maimelo ozizira, omwe angapezeke pa intaneti, kuti kuposa 50% ya mayankho onse amabwera pambuyo pa chilembo chachinayi mu unyolo.
Nthawi ina ndidachita zoyeserera, pomwe adayamba kundifikira ndikundilembera makalata, ndidayang'ana kuti ndiwone yemwe angafikire gawo liti. Ndipo kwenikweni, panali pafupifupi zilembo 2-3, ndizokwanira, pambuyo pake zonse zimakhazikika. Chifukwa chake, muyenera kuyesa kuchita magawo 5-7 pamakalata anu.
Sergey
Max, funso chabe lokhudza mitu yamakalatawa. Funso limadza nthawi yomweyo: Kodi ndilembe chiyani m'makalata asanu ndi awiriwa? Chabwino, chabwino, kalata yoyamba: "Moni, John, zonse zili bwino, ndakupeza mu gulu," yachiwiri, kumeneko, ndinabwera ndi china, chachitatu, malingaliro anga atha, ndipo pofika chachinayi. , ndi ziro kwathunthu.
Max
Mfundo yofunika kwambiri apa ndikuyang'ana kukhudzidwa kwa anthu onse, ndiko kuti, sikoyenera kulemba uthenga womwewo womwe unali m'kalata yoyamba. Nthawi zambiri vutoli limabwera pamene tidalemba kalata yoyamba ndi uthenga kapena malingaliro ena ndikuyesa kukankhira zilembo zonse zisanu ndi ziwiri mbali imodzi.
Mukungofunika kusintha. Tinene, monga momwe timachitira, kalata yoyamba imamveka bwino, nthawi zambiri timachita chilembo chachiwiri m'njira yoti, mwachitsanzo, timaponya ulalo. Nthawi zambiri, cholinga cha imelo yozizira ndikukhazikitsa msonkhano kapena kuyimba foni. Kalata yoyamba imayang'ana pa izi, yachiwiri timalemba kuti: "Pepani, ndaiwala kuwonjezera ulalo wa calendly, sankhani nthawi yomwe ili yoyenera kwa inu." Kalata yachitatu: "Ndinatumiza kalata pa tsiku lakuti ndi lakuti, ndikufuna kutsimikizira ngati munaliwona kapena ayi, kodi mungathe kupereka ndemanga?"
Ndiyeno ife kusintha njira yathu. Apa ndi pamene kumvetsetsa chithunzi ndikofunika kwambiri. Tikalemba, mwachitsanzo, ku gulu lopapatiza, timamvetsetsa kuti gulu lopapatizali likhoza kudwala, ndipo timalemba kuti: "Mwa njira, tinalemba nkhani pamutuwu yomwe ingakhale yothandiza kwa inu, nayi ulalo. yang'anani "
Kwenikweni, mwina, zotuluka zonse zimamangidwa pakupereka koyamba, ndiyeno kupempha chinachake, osati kuti titenge nthawi yomweyo ndikufunsa, koma choyamba tiyenera kupereka chinachake.
Chifukwa chake, apa ndi pomwe malo omwe olowera ndi otuluka amadutsana kwambiri komanso pang'ono zomwe timalemba zomwe timalemba kuti tilowe, titero, timagwiritsanso ntchito panjira yotuluka tikamalemba makalata ndikutumiza zomwe zili kumagulu enaake omwe tikuyembekezera. Ife tikudziwa kuti ziyenera kukhala zothandiza kwa iwo. Choncho, muyenera kumanga maunyolowa m'njira zosiyanasiyana, muyenera kuyesa.
Sergey
Chonde ndiuzeni, kodi munakwanitsa kupanga maunyolo awa poyesa koyamba kapena munavutika, kuyesa, ndikuyesa?
Max
Si vuto kuwalenga; ayenera kugwira ntchito. Tinakwanitsa kupanga nthawi yoyamba, inde. Funso ndiloti sanapeze ndalama nthawi yoyamba, ndithudi.
Tinayesetsa kwambiri, tiyenera kuyesa chirichonse. Zimachitika kuti mumapeza njira yomwe imagwira ntchito, idakugwirani ntchito kwa mwezi umodzi ndipo ndizomwezo, pambuyo pake sizikugwiranso ntchito, ngakhale mukulembera omvera omwewo.
Choncho, ichi ndi chinthu chomwe chiyenera: a) kusintha nthawi zonse; b) kuyesedwa kosalekeza, ndiko kuti, palibe malire a ungwiro.
Timatenga ndikuyamba kutenga mitu iwiri, kuyang'ana kumene mlingo wotseguka uli bwino, ndiyeno kutenga mutu womwe uli ndi mlingo wotseguka bwino ndikutenga wina, kubwera ndi imodzi, kuyang'ana, ndipo tsopano tikufanizira iwo.
Zomwezo ndi zilembo, timasintha zilembo ndikuwona ngati mtengo wotseguka ukusintha, timachita izi ndi makonda otere, ndi makonda otere. Ndiko kuti, iyi ndi ntchito yaikulu kwambiri yomwe ikuchitika mosalekeza.
Sindinawonepo mlandu umodzi womwe mungapeze njira yomwe mungasungire, dinani "gwiritsani ntchito nthawi zonse" ndipo idzabweretsa zotsogolera nthawi zonse.
Chilichonse chikusintha nthawi zonse, makamaka popeza tachoka pamndandanda wamakalata awa, tikatumiza maimelo masauzande ambiri, ndipo tsopano awa ndi magulu omwe amayang'aniridwa pang'ono, kotero kuti zolemba zawo zikusintha nthawi zonse.
Sergey
5-7 magawo. Kodi magawowa amapangidwira nthawi yanji?
Max
Pakhoza kukhala chizolowezi intervals, ndiko kuti, pakati pa zilembo zoyambirira pali masiku 2-3, pakati pa oyandikira mapeto pakhoza kukhala sabata kusiyana. Izi zikutanthauza kuti, nthawi zambiri, mpaka miyezi 1,5 kuti izi zichitike. Apanso, kutuluka kunja ndi nkhani yomwe imatenga nthawi kuti ipange chosowa, ngakhale munthu alibe tsopano, ngati mutamupatsa chidziwitso choyenera, zomwe zili zoyenera, ndiye pakapita nthawi, pamene chosowachi chikuwonekera, adzakumbukira. ndi kutembenuka.
Sergey
Kodi kusintha kwa unyolo kumangochitika zokha, kutengera kuyerekeza, kapena pamanja?
Max
Timapanga mitundu ingapo, ndipo zida zomwezi zili ndi ntchito yoyesera ya A/B, timangoyatsa mayeso a A/B ndikuwona kusinthidwa komwe kumagwira ntchito bwino.
Ma GIF atha kugwiritsidwa ntchito, ngakhale akuyenera kugwiritsidwa ntchito pang'onopang'ono, tawona kuti kuchuluka kwa mayankho kumawonjezeka tikamagwiritsa ntchito ma GIF omwe amatha kusangalatsa munthu. Ndiko kuti, ndikofunikira kugwira ntchito ndi momwe zimawonekera, izi sizowopsa, izi ndizinthu zazing'ono zomwe zingagwiritsidwe ntchito.
Mfundo ina yofunika, ngati mutumiza makalata anu kudzera m'makina otere, ndiye kuti chilembo choyamba, zimitsani kutsata kutsegulidwa kwa kalatayo, chifukwa pixel yotsatila, yomwe imawonjezedwa kuti ifufuze, imawonjezera nambala ya html ku chilembocho, ndipo ngati nthawi yoyamba ngati izi zikafika mu imelo, zitha kukhala mu sipamu.
Chifukwa chake, kubweretsa kumawonjezeka kwambiri ngati mungoletsa pixel iyi chilembo choyamba. Pali mphindi zochepa, mwachitsanzo, tikalemba kalata, pansi timapanga zolakwika zingapo, osati galamala, koma typos, zomwe T9 nthawi zambiri imapanga, ndipo timawonjezera "kutumizidwa kuchokera ku Iphone yanga" pansipa.
Izi zimawonjezera makonda monga momwe amawonera kuti zimakhala ngati ndikukhala, ndikulemba, ndikulakwitsa, ndipo izi zimawonjezeranso kumlingo wina woyankha.
Palinso mafunso angapo aukadaulo omwe amayenera kutumizidwa kwa woyang'anira madambwe kuti akonze siginecha ya SPF ndi siginecha ya DKIM molondola. DMARC ndi yomwe imalepheretsa maimelo kuti asakhale ndi sipamu. Nthaŵi ina anandiimbira foni ndi kunena kuti: “Tili ndi vuto, poyamba tinkatumiza makalata kwa mwezi umodzi, panalibe mayankho nkomwe, ndiyeno tinayamba kusanthula, kunapezeka kuti sakutha.” Ndipo tidayang'ana, ndipo siginecha izi sizinakhazikitsidwe ndipo zonse zidatha mu spam mwachisawawa.
Ngati mumagwira ntchito ndi olankhula Chingerezi, mwachitsanzo ku USA kapena UK, ndiye kuti ndikofunikira kuti muwerengenso makalata anu kuchokera kwa a profrider omwe amamvetsetsa malingaliro awo ndipo amatha kubwereza kalata yanu m'mawu ena, kusiya uthenga womwewo.
Sergey
Kodi mapulani anu a sabata ndi otani pa kuchuluka kwa maimelo omwe amatumizidwa?
Max
Zimatengera cholinga chomwe tiyenera kukwaniritsa, sizokhazikika. Zonse zimadalira funnel, pali funnel, pali dongosolo la CRM, timayang'ana pakhomo la funnel, ngati tiwona kuti ponena za mbadwo wotsogolera, kuchepa kwayamba mu magawo oyambirira, ndiye timatumiza zambiri. makalata.
Ngati tilibe nthawi yokonzekera magawo oyambawa, ndiye ife, m'malo mwake, timayimitsa kampeni ndikudikirira kuti otsogolera adutse, kotero sindingathe kupereka malingaliro enieni oti maimelo angati atumizidwe. , tifunika kumangirira pazochitika zenizeni.
Tsopano zinthu zosangalatsa zachinsinsi, mwinamwake wina adzagwiritsa ntchito zina, koma ndikuganiza kuti zidzakhala zothandiza kwambiri. Pali zida, zomwe zalembedwa pansipa, zomwe zimakulolani kuti mudziwe kuti ndi kampani iti yomwe munthu adabwera patsamba lanu.
Kodi timachigwiritsa ntchito bwanji? Timalemba makalata kwa omwe timawafikira, koma tikudziwa makampani omwe timawalembera. Ndipo timayang'ana omwe adayendera malowa, ndipo ngati tiwona kuti tidalemba, mwachitsanzo, ku kampani ya Disney ndipo patadutsa masiku awiri titatumiza kalatayo, panali ulendo wopita ku malo athu kuchokera ku kampani ya Disney, ndiye kuti timamvetsetsa. kuti mwina munthuyu kapena anzake adalowamo.
Chifukwa chake, titha kusintha kalata yotsatira mu unyolo, ndipo ngati idali patsamba ndi mitengo, ndiye timalemba kuti titha kukuyimbirani ndikukuuzani mwatsatanetsatane momwe mitengo yathu imagwirira ntchito, ndi zina zambiri.
Ndiko kuti, pali njira zambiri, mwina ndizosiyana pabizinesi iliyonse, koma nthawi zonse zimakhala zothandiza kudziwa izi ndikupanga mtundu wina wamunthu potengera izo.
Chachiwiri chidwi chida. Musanayambe kulembera otsogolera anu, onetsani zochitika pa malo ochezera a pa Intaneti, mwachitsanzo, monga, ndemanga, kugawana zolemba zawo ndipo onetsetsani kuti mukuchita izi m'malo mwa munthu amene kalatayo idzatumizidwa.
Choncho, munthu amawona kuti Vanya wina adamukonda kamodzi, adamukonda kachiwiri, adayankhapo kanthu, adagawana chinachake, ndiyeno patapita masiku awiri kalata imachokera kwa iye ndi chithunzi chomwe chili pa Facebook, ndi dzina lomwelo .
Uku ndi kutenthetsa pang'ono tisanalembe, kotero kuti kalatayo siizizira kwambiri ndipo pali kumverera kuti amadziwa kale munthu uyu.
Mwa njira, imodzi mwazochitikazo ndi momwe mungagwiritsire ntchito Phantom Buster kuti musachite zonse ndi dzanja. Timangopanga mndandanda wazomwe zimatsogolera, ndipo chinthu ichi chimakonda, kugawana, kuchita zinthu zina zomwe zimasinthidwa mwamakonda ndipo siziyenera kuchitidwa pamanja, ndizosavuta ndipo motero zimawonjezera kutembenuka ku mayankho.
Sergey
Kodi Facebook sazindikira kuti uyu si munthu, koma pulogalamu yamtundu wina?
Max
Ayi. Tiyeni tingonena kuti chida ichi ndi "chothandiza", chirichonse chiyenera kuchitidwa momveka bwino pansi pa VPN, ndiye zonse zikhala bwino.
Njira yachitatu ndiyoti tisanafikire, timatenga mndandanda wa maimelo omwe tikukonzekera kuwafikira ndikuyambitsa kampeni yotsatsa pa Facebook, pamenepo mutha kuyendetsa zotsatsa pamndandanda wina wa maimelo.
Ndipo musanalembe, munthu amaona malonda anu nthawi zonse, mwina munajambula nokha ndi kunena zinazake.
Kumakulitsa chidaliro chake pamene alandira kalata, ndipo amakondwera ngakhale kuti munthu wotchuka woteroyo anamlembera. Tinakumananso ndi izi, zimagwira ntchito bwino kuti tiwonjezere kuyankha komweko.
Zinthu zonsezi ndi cholinga chokulitsa kukhathamiritsa kwa zomwe mumachita.
Mawu ochepa chabe za LinkedIn. Osatumiza oitanira anthu wamba, ndikuganiza kuti ndizomveka. Malamulo omwewo amagwiranso ntchito pano: muyenera kusinthiratu chilichonse ndikuchitapo kanthu pamanja.
Pa izi pali zida monga Dux-supu, Linkedhelper. Ife, kwenikweni, timagwiritsa ntchito zonse ziwiri, koma LinkedIn ndizovuta kwambiri pazinthu zotere kotero kuti zochepa zimatha kukhala zokha, kotero iwo nthawi zonse akuyesera "kutsina zala" za zida izi, ndipo nthawi zonse amazemba ndikubwera ndi njira zatsopano. .
Chifukwa chake, zimachitika ngati sizigwira ntchito mokhazikika, koma zonse zimagwira ntchito bwino 90% ndikupulumutsa nthawi yochuluka kwa iwo omwe amachita izi.
Tsopano mawu ochepa okhudza chifukwa chake izi zimachitika, kuti anthu ogulitsa nthawi zambiri amagwira ntchito mopanda phindu, amathera nthawi yochuluka akulowetsa ntchito zina mu dongosolo la CRM, kulumikizana ndi otsogolera osadziwika omwe sanayenerere, kuti alembe zotsatila pamanja, ndi zina zotero.
Madipatimenti ambiri ogulitsa amakumana ndi vuto lofananalo, ndipo lingaliro lalikulu ndikuti palibe maudindo ndi maudindo omwe amagawidwa moyenera mkati mwa dipatimenti yogulitsa.
Izi ndi zomwe ziyenera kuwoneka bwino:
Pali buku lomwe anthu ambiri mwina adawerengapo, Predictable Revenue, wolemba yemwe adagwira ntchito ku Salesforce, ndipo adapanga njira yatsopano yomwe adagwiritsa ntchito ku Salesforce ndipo tsopano njira iyi yatchuka kwambiri.
Zofunikira zake ndikuti ngati sitipatula mutu wamalonda ngati gawo, mkati mwa dipatimenti yogulitsa ntchito maudindo amagawidwa kukhala jenereta wotsogolera, SDR (woyimira chitukuko cha malonda) ndi Account Executive (pafupi).
N'chifukwa chiyani kugawa maudindowa ndi kothandiza bwanji?
Choyamba, ndizomveka kupanga ndi kukhazikitsa kpi pa ntchito iliyonseyi. Ngati tikukamba za Jenereta Yotsogolera, ndiye kuti zotuluka zake ziyenera kukhala zotsogola zotsatsa, ndipo, mayankho oyamba opangidwa kuchokera kwa makasitomala omwe angakhale ndi chidwi.
Ndipo iyi ndi kpi yake, mochulukira komanso moyenera. Ngati tilankhula za SDR, ndiye kuti pazothandizira zake pali mayankho ochokera kwa anthu omwe ali ndi chidwi ndi ma MQL, ndipo pazotulutsa ayenera kukhala ndi zowongolera zogulitsa ndipo ayenera kudutsa kale malinga ndi njira zina.
Ndipo ntchito ya Account Executive ndikutenga mtsogoleri yemwe ali woyenerera, yemwe ali ndi chosowa, ndikuchita naye zokambirana zoyenera, ndikusayina mgwirizano.
Dongosolo loterolo mkati mwa dipatimenti yogulitsa malonda limakupatsani mwayi wosunga nthawi kwa iwo omwe adangoyang'ana pa chilichonse ndipo amathera nthawi yambiri akuchita zinthu zosagulitsa, kunena kwake.
Momwe mungapezere otsogolera oyenerera ogulitsa? Pali dongosolo labwino kwambiri la BANT, lomwe lili ndi mfundo zinayi, chiyeso choyamba ndi bajeti, ndiko kuti, tiyenera kumvetsetsa kuti munthu amamvetsetsa bwino mtundu wa bajeti yomwe tikukamba, osati kuti akugwirizana nayo kale, koma pa osachepera akudziwa za bajeti iyi. Mulingo wachiwiri ndi wopanga zisankho.
Tiyenera kumvetsetsa kuti sitikulankhula ndi munthu amene akufufuza za winawake, koma ndi munthu amene wapanga kale chosankha. Chachitatu - zosowa - timamvetsetsa ngati munthu ali ndi kufunikira kwa yankho lomwe timapereka kapena ayi.
Ndipo chachinayi - nthawi - pomwe timazindikira ngati akufunikira tsopano, mwachangu, kapena m'miyezi isanu ndi umodzi kapena mpaka kalekale. Chifukwa chake, ntchito ya SDR ndikukwaniritsa ziyeneretsozi ndikusamutsira ku Account Executive chitsogozo chomwe chimakwaniritsa njira zinayi izi.
Ndipo Woyang'anira Akaunti, nayenso, amayang'ana kwambiri kugwira ntchito ndi zitsogozo izi, ndipo molingana ndi izi, zotsatira za ntchito yake zimasinthanso, chifukwa samawononga nthawi kwa iwo omwe sapambana izi.
Kuchokera kuzomwe ndikuwona kuchokera kuzinthu zogulitsa zamakampani osiyanasiyana, zotsogola zambiri sizifika pamlingo woyenerera ndipo zimatayika kwinakwake panjira. N’chifukwa chiyani zimenezi zikuchitika?
Nthawi zambiri izi zimachitika chifukwa, choyamba, sitimayesa nthawi zonse polemba makalata kwa anthu, kuchuluka kwa momwe amatsegula, momwe amawerengera.
Ndipo chachiwiri, nthawi zambiri timangoiwala kutsatira. Iyi ndi mfundo yofunika kwambiri, makamaka pamene ili kale mkati mwa fupa. Izi zikutanthauza kuti, mukamaliza kulankhulana ndi kasitomala, muyenera kukhazikitsa nthawi yomweyo ntchito yomuyitana pakapita nthawi, m'masiku awiri kapena atatu, monga momwe anavomerezera.
Nthawi zambiri ndimawona nthawi yomwe makasitomala amangoyiwala, kapena ntchito zambiri zikachulukana ndipo chifukwa chake munthu amangosiya.
Ili ndi vuto lalikulu, lomwe makamaka chifukwa chakuti malonda sagwira ntchito mu CRM chilengedwe. Pamene malo akuluakulu ogulitsa ntchito ndi CRM, amamvetsetsa bwino kuti iyi ndi mndandanda wonse wa ntchito zanga, sindichita china chilichonse, ndimachita ntchito zanga.
Zikachitika kuti CRM ili kwinakwake kumbali, ndipo ndili ndi ntchito za 80 kumeneko, koma ndikuganiza kuti tsopano ndizofunikira kwambiri kuchita chinthu china, apa ndi pamene vuto limayambira. Ntchitozi zimawunjikana ngati chipale chofewa, ndipo izi zimapangitsa kuti dongosolo la CRM likhale losagwira ntchito, koma limagwira ntchito ngati database yojambulira zomwe zikuchitika ndi kasitomala.
Zokhudza momwe mungapangire malingaliro / kuyerekezera kutengera momwe zinthu ziliri. Pali malamulo ochepa osavuta pano ndipo chofunika kwambiri, mwinamwake, ndi kupanga malingaliro abwino, apamwamba / kuyerekezera. Tidachita kafukufuku pang'ono, pafupifupi 80% ya anthu omwe adakonza zowerengera adangochita mu Google Docs ndikupanga tebulo la Google pomwe adalowa maola angapo, kuchuluka kwake, ndipo izi, kwenikweni, ndizokwanira.
Ili ndi vuto lalikulu kwambiri, mwina mumakampani a IT, tikakhala kwambiri, tinene kuti, osasamala pankhani yopanga zolemba zotere. Izi ndi zomwe kasitomala amawona, pamaziko omwe amapanga chisankho, ndipo nthawi zambiri amafanizira ndi malingaliro / malingaliro ena omwe amalandira panthawi yomweyo. Chifukwa chake, zomwe mungasankhe ziyenera kukhala zosiyana kwambiri ndi zina. Ndimalimbikitsa kwambiri kupatula nthawi komanso ngakhale bajeti kamodzi kuti mupange template yabwino kwambiri, yapamwamba kwambiri yomwe sikuti imangowonjezera zotsatira zoyerekeza, komanso imawonjezera zinthu zina zamalonda ndi malonda.
Tinene kuti ngati titumiza izi kwa kasitomala, kampani yogulitsa maulendo, ndiye tikuwonetsa milandu yoyenera yomwe tili nayo, zotsatira zake zomwe makampani oyendayenda omwe tidagwira nawo ntchito adapeza, zomwe tidawapatsa.
Pa siteji pamene munthu nthawi zambiri amawona manambala, ndipo ngati akuwona google doc yemweyo kuchokera kwa wogulitsa kuchokera ku India, mwachibadwa, amawoneka mofanana, mtengo wokhawo ulipo katatu wotsika, ndipo ali ndi funso chifukwa chake chifukwa chake, ayenera kusamala kwambiri pokonzekera malingaliro / kuyerekezera, kuwonjezera chikhulupiriro.
Ndipo pali chida chabwino chotchedwa Uselom, chomwe chimakulolani kuti muyike kanema wanu mwachindunji mu imelo yanu mukatumiza kuyerekezera. M'malo molemba mawu otsagana nawo m'kalatayo, mumangoyika kanema, ndipo izi zimakulitsa chidaliro.
Munthu amalandira chiŵerengero, chopangidwa mwaluso, chirichonse chikuwonekera momveka bwino, pali zochitika, kuphatikizapo palibe malemba okha, koma kanema wotsatizana nawo yemwe amamuwonetsa munthuyo, amauza ubwino wake, nthawi yomweyo mumamvetsa kuti izi ndi kampani moyo, anthu enieni, iwo Amalankhula English bwinobwino ndi zina zotero.
Zinthu izi zimakhala ndi zotsatira zabwino pakusintha makonda anu, posintha zomwe mwapereka zimapereka zotsatira zabwino. Ndikupangira kupereka china chake kuposa momwe ndimayembekezera. Ngati muyerekeza, ndiye chitani china chake chomwe ena angapemphe madola 100-200, mawerengedwe ena owonjezera kapena chidziwitso chaching'ono chaukadaulo, chitani kwaulere, nthawi zonse chimalipira. Perekani zochuluka kuposa zimene zikuyembekezeredwa kwa inu, ndipo anthu azidzabwera kwa inu nthawi zonse.
Kodi otsogolera angapeze kuti? Ngati, mwachitsanzo, simuganizira zamayendedwe otuluka ndi olowera, mwasonkhanitsa mayendedwe angapo mu CRM yanu panthawi yantchito yomwe simunatseke, koma ndi omvera anu. za iwo.
Malingaliro anga ndi awa. Choyamba, sinthaninso zitsogozo zonse zomwe muli nazo ndipo kamodzi pa miyezi isanu ndi umodzi iliyonse, dziwani momwe zikuyendera, komanso ndikofunikira kuti muzindikire kuti ngati uku ndi kutsogola komwe mudakhala nako kale, ndiye kuti, mwachitsanzo, adasintha ntchito yake (mutha kuwatsata pa LinkedIn).
Mwinamwake wina watenga malo ake, ndipo mukhoza kutembenukira kwa iye ndi kunena kuti tinagwirapo ntchito ndi munthu uyu kale, ndipo tikhoza kupitiriza kulankhulana nanu.
Ndipo, kumbali ina, munthu amene adachoka ali ndi ntchito yatsopano ndipo, mwinamwake, pali chosowa chatsopano kumeneko ndipo ichi ndi chifukwa china cholumikizirana naye ndikumufotokozera.
Mutha kutsatira izi pogwiritsa ntchito zidziwitso za Google, kapena pa LinkedIn, koma nthawi zambiri mutha kutsatira anthu ena, ngati china chake chichitika, chitanipo kanthu ndikukhala woyamba.
Cholakwika choyamba chomwe ndatchula kale ndichakuti anthu ambiri amagwiritsa ntchito kachitidwe ka CRM ngati nkhokwe ndipo sasintha ntchito yawo mwanjira iliyonse. Izi, ndithudi, ndizabwino kale, koma izi sizomwe dongosolo la CRM lonse linapangidwira.
Pakumvetsetsa kwanga, dongosolo la CRM ndi lomwe limalola ogwira ntchito kudziwa zofunikira kwambiri, kumvetsetsa ntchito zoyenera kuchita, nthawi yoti azichita, nthawi yochuluka yoti azigwiritsa ntchito, komanso pamlingo wina, tinganene kuti dongosolo la CRM liyenera kupereka malangizo. .
Kukhazikitsa ndikukhazikitsa zonsezi ndizovuta kwambiri, zomwe zimakupangitsani kuyang'ana mozama njira zomwe zimachitika mkati mwa dipatimenti yogulitsa. Ndipo ngati pali chipwirikiti m'njira, ndiye pozipanga zokha, tidzakhala ndi chisokonezo.
Chifukwa chake, muyenera kumvetsetsa kaye momwe ndondomekoyi imagwirira ntchito, kenako ndikuisintha mu CRM system. Momwe mungapangire ma autotask mu machitidwe a CRM zimatengera cholinga chake, gawo lomwe kasitomala ali, ndipo pali zosankha zambiri.
Mwina mumagwiritsa ntchito makina a CRM, imelo, ndi ntchito zina zogulitsa; ndikofunikira kwambiri kuwalumikiza kukhala gawo limodzi. Tsopano pali zida (Zapier, mwachitsanzo) zomwe zimakulolani kuti muphatikize mautumiki osiyanasiyana wina ndi mzake ndikusamutsa deta pakati pawo.
Nditha kukupatsirani chitsanzo cha momwe timasinthira kupanga ntchito mudongosolo lathu. Tili ndi mitundu ingapo yama autotask.
Imodzi mwa mitundu ya ntchito ndi pamene titumiza pempho kwa kasitomala wathu, atangotsegula, nthawi yomweyo timatumiza mbedza kudzera mu Zapier, ndipo mu CRM ntchito imaperekedwa kwa woyang'anira kuti kasitomala watsegula malonda, mukhoza kulankhula naye.
Chifukwa nthawi zambiri zimachitika kuti timatumiza malonda, kasitomala sanatsegulebe, ndipo patatha masiku awiri timayitana, kuchita mantha, chifukwa chake palibe yankho.
Izi zimapangitsa kuti ntchitoyo ikhale yosavuta komanso, ndikuyikanso zofunika kwambiri. Pali mwayi wambiri wotere wopanga ma autotask mu CRM system, koma nthawi zonse amakhala olumikizidwa ndi mautumiki ena. Tinene kuti timatenga njira zomwezo zofikira anthu, monga kuyankha.
Kumeneko, mofananamo, dongosolo la CRM limagwirizanitsa kudzera mu Zapier ndipo ngati yankho likubwera, munthu yemwe ali ndi udindo amapatsidwa ntchito yolumikizana kapena mgwirizano umapangidwa, ngati kuli kofunikira.
Pali milandu yambiri yosiyanasiyana ndipo palibe njira yolondola yomwe CRM imayenera kukhala yokha. Izi zimadalira kwambiri kampaniyo, panjira zomwe zilipo mkati mwa kampaniyo, pazifukwa zomwe kampaniyo imayika ku dipatimenti yogulitsa, kapangidwe ka dipatimenti yogulitsa, ndi zina zambiri.
Chifukwa chake, ndizovuta kunena kuti ndi maulumikizi ati omwe akuyenera kugwiritsidwa ntchito komanso momwe angawapangire. Koma tsopano pali mipata yambiri yopangira zokha, ndipo makina a CRM nawonso amachita zambiri pa izi.
Ma metrics amayenera kutsatiridwa kuti athe kuwakopa ndikuyesa zotsatira za chikoka ichi, apo ayi sizofunikira. Chotsatira ndi ma metrics? Kuti muchite izi, muyenera kumvetsetsa zomwe zili zofunika kwa inu pakadali pano, koma nthawi zambiri timadzipangira tokha ma metric awa:
Ndipo pamapeto pake, mabuku atatu othandiza otuluka omwe ndimalimbikitsa kuwerenga, awa:
Source: www.habr.com