Kolu dliwano-ndlebe siza kuthetha ngesizukulwana esikhokelayo kwi-IT sisebenzisa iindlela ezingekho mgangathweni.
Undwendwe lwam namhlanje nguMax Makarenko, umseki kunye ne-CEO kwi-Docsify, intengiso kunye ne-hacker yokukhula kwentengiso. UMax ukwintengiso yeB2B ngaphezulu kweminyaka elishumi.
Emva kweminyaka emine esebenza kwishishini langaphandle, wafudukela kwishishini legrosari. Ngoku ukwabandakanyeka ekwabelaneni ngamava akhe kunye neenkampani ezinikezela ngeenkonzo zangaphandle.
USergey
Max, nceda undixelele, kutheni uyekele ukuthengisela imveliso yangaphandle? Sasiyintoni isizathu? Ngaba ukuthengisa ngaphandle kubonakala kulishishini elilungileyo nako?
UMax
Ewe, akulunganga ukusuka kwinqanaba lokujonga, mhlawumbi, ukufumana uhlobo oluthile lwengeniso ezinzileyo, kodwa, ngokombono wento engaphezulu "ngomphefumlo", umphefumlo usalele apho umxokelelwane wokugqibela - ukubonelela. ixabiso. Okokuthi, xa sisebenza kwaye senza iimveliso zomntu, kwaye emva koko sijonge kwaye sibone indlela abasoloko bekhupha ngayo, kwaye ngokuphindaphindiweyo abayikhuphi, kuyadanisa kakhulu, kuba ubeka umphefumlo wakho wonke kuyo.
Kwaye, ngokufanelekileyo, sifikelele kwisigqibo sokuba, nakwinqanaba leemvakalelo zangaphakathi, sifuna ngokwenene ukwenza imveliso yethu kwaye kungabikho mntu unokuphembelela indlela eya kukhula ngayo, ukuze thina ngokwethu siyiphembelele.
USergey
Ndiyakulandela kwi-intanethi kwaye ndiyabona ukuba isihloko sokukhutshwa ngaphandle asiyi kukuvumela ukuba uhambe, emva kwayo yonke into, ukukhupha ngaphandle kuhlala kwindawo ethile ekujuleni komphefumlo wakho, kwaye uqine kakhulu. Ngoba?
UMax
Inyani yeyokuba ngeli xesha bendikhuphela ngaphandle, ndiyaqonda ngoku ukuba andizange ndiwubone wonke umfanekiso. Xa ndatshintshela, ngoko kuthetha, kwelinye icala, xa saqala ukwenza imveliso, kwelinye icala, saqala ukubonwa njengento "ukuba sithengise kuye", kwaye sihlala sifumana uhlobo oluthile lokunikezelwa kwaye zivele zajika zaba kuhlobo oluthile lwempambano, ezo. Sonke sinikezela ngeenkonzo zokuthumela ngaphandle.
Ndiyibone kwicala elahluke kancinane. Kwaye kwicala lesithathu, sinabathengi abaninzi - iinkampani ezikhupha ngaphandle, kubandakanywa kungekhona kuphela, ngendlela, kwindawo yokuthetha isiRashiya, kukho abathengi abaninzi bangaphandle ababonelela ngeenkonzo ezifanayo.
Kwaye xa sibandakanyeka kwaye sizama ukuqonda iinkqubo zabo zokuthengisa, sibona izinto ezininzi ezinomdla ezinokuthi zisebenze, kwaye kungenxa yoko mna, ngokwenene, ndifuna ukwabelana ngeenkampani zangaphandle ngendlela enokuba ngcono ngayo kunokuba uninzi lwazo ngoku. iimeko.
USergey
Okokuthi, kaninzi iingxaki zeshishini lokukhuphela ngaphandle zibonakala zingekho ngaphakathi, kodwa xa ushiya kwaye ujonge ukusuka kwindawo yokujonga imveliso.
UMax
Ikhulu leepesenti, zibonakala ngokuthe ngqo. Xa ndandiyenza, kwakungekho lwazi lwenani elikhulu lezinto ngoku endiziqonda kakuhle.
Ngesizathu esithile, abaninzi balungiswa kwinto yokuba ukuphuma yinto ekufuneka yenziwe ngoku, kuba isebenza ngokukhawuleza, kodwa umjelo ongenayo kufuneka uphuhliswe ixesha elide kwaye lo ngumsebenzi ongenambulelo. Enyanisweni, oku kukungaqondi kakuhle okukhulu, kuba, okokuqala, oku kufuneka kuphuhliswe ngokufanayo, kwaye okwesibini, nantsi umzekelo olula, xa ukhokelo oluthile lufika kuthi ngokungenayo, sele sele enohlobo oluthile lweemfuno ezenziweyo, ekubeni yena. Ndabona iwebhusayithi yethu, ndayiqonda into esiyenzayo, kwaye ndashiya isicelo.
Ngokuphuma ngaphandle, amaxesha amaninzi kufuneka sibhalele abo bakhokelayo abadla ngokungafunekiyo, kwaye yile nkqubo kanye yokwenza imfuno ethatha ixesha elininzi.
Ke ngoko, mna, eneneni, andicebisi ukucinga ngokusebenza nangaliphi na ijelo elinye; sihlala sisithi oku kufuneka kube luhlobo oluthile lokudibanisa, apho siphuhlisa omabini amajelo ngokufanayo. Kodwa namhlanje siza kuthetha ngakumbi malunga nokuphumayo kwaye zeziphi izenzo ezikhoyo kunye nendlela esebenza ngayo ngokubanzi.
Ngoku kukho iingxoxo ezininzi ngesihloko sokuphuma okanye ukungena ngaphakathi. Enyanisweni, xa kuziwa ekuthengiseni, asikwazi ukuthetha nje ngejelo lesizukulwana esikhokelayo. Zombini eziphumayo nezingenayo zingumjelo nje apho sifumana khona izikhokelo ezintsha, kwaye, ngokufanelekileyo, asinakuphikisa ukuba senza ngaphandle okanye ngaphakathi kuphela.
Oku kuhlala kukho uhlobo oluthile lobudlelwane phakathi kokuphuma kunye nokungena, kuba xa ubhala iileta ezibandayo kubathengi bakho, nakweyiphi na imeko unika ikhonkco kwisiza, abantu beza, jonga kwaye kukho nokuba babone ezinye izinto zokuthembela okanye musa. bona, ngokuxhomekeke Kule, ke benza isigqibo malunga nokuba baphendule kwileta okanye hayi.
Abantu abaninzi endithetha nabo ngenxa yesizathu esithile balungiswe kwinto yokuba ukuphuma yinto ekufuneka yenziwe ngoku, kuba isebenza ngokukhawuleza, kwaye umjelo ongenayo kufuneka uphuhliswe ixesha elide kwaye lo ngumsebenzi ongenambulelo. Enyanisweni, oku kukungaqondi kakuhle okukhulu, kuba, okokuqala, oku kufuneka kuphuhliswe ngokufanayo, kwaye okwesibini, nantsi umzekelo olula, xa ukhokelo oluthile lufika kuthi ngokungenayo, sele sele enohlobo oluthile lweemfuno ezenziweyo, ekubeni yena. Ndabona iwebhusayithi yethu, ndayiqonda into esiyenzayo, kwaye ndashiya isicelo.
Ngokuphuma ngaphandle, amaxesha amaninzi kufuneka sibhalele abo bakhokelayo abadla ngokungafunekiyo, kwaye yile nkqubo kanye yokwenza imfuno ethatha ixesha elininzi.
Ke ngoko, mna, eneneni, andicebisi ukucinga ngokusebenza nangaliphi na ijelo elinye; sihlala sisithi oku kufuneka kube luhlobo oluthile lokudibanisa, apho siphuhlisa omabini amajelo ngokufanayo. Kodwa namhlanje siza kuthetha ngakumbi malunga nokuphumayo kwaye zeziphi izenzo ezikhoyo kunye nendlela esebenza ngayo ngokubanzi.
Mhlawumbi ingcamango yokuqala ephosakeleyo endidibana nayo xa ndinxibelelana nabantu kukuba i-outbound kufuneka ihlale i-mega-cold kwaye ihlala ibonakala ngathi i-spam, oko kukuthi, ukuba sibhala ileta ebandayo, isoloko i-spam.
Ngapha koko, le yeyona ndlela iphelelwe lixesha, endithethe ngayo, xa sithatha ngokulula isikhokelo kwimithombo engaziwayo okanye nakwi-LinkedIn, sithatha nje iwaka elikhokelayo, ijografi yase-USA, Sithumela le ndima, Esi sikhundla, kwaye, ngokwendalo, siya kujongeka njengogaxekile kumamkeli, kwaye ndiyakuqinisekisa ukuba abamkeli bakho bafumana oonobumba abaninzi ngosuku kwaye kaninzi bayazicima ngaphandle kokuzifunda, noko bendisenza kanye oku mva nje. , kuba ngugaxekile othe ngqo.
Kwaye indlela ecetyiswayo kukuba akufanele, ngokomgaqo, sibhale u-spam nakubani na, kwaye nokuba kufuneka sibhale ileta ebandayo, ngoko, kangangoko kunokwenzeka, kufuneka sifudumale umntu ngaphambi kokuba siqhagamshelane. Ndiza kuthetha malunga nendlela yokufudumala phambi kwe-imeyile ebandayo ngexesha leklasi yenkosi.
Ndiqale ngaphi?
Akunandaba nokuba yiyiphi ishaneli oyiphuhlisayo, ingena ngaphakathi okanye iphuma ngaphandle, akunandaba, kufuneka uhlale uqala ngokuqonda, ngokomgaqo, uluhlobo luni lwenkampani kunye neziphi iinkonzo ozithengisayo.
Andizukuxhonywa kuyo, ndicinga ukuba le yinyani ecacileyo kuye wonke umntu, kodwa xa unxibelelana neenkampani ezininzi, bambalwa kakhulu abanokwazi ukuchaza ukuba zahluke njani kwiinkonzo zeenkampani ezikumgangatho omnye ngasentla okanye omnye. umgangatho ongezantsi.
Ngokwesiseko yehla, "Ewe, senza iiprojekthi ezisemgangathweni." Abanye bakwathi benza umsebenzi osemgangathweni. "Kwaye sihambisa iiprojekthi ngexesha." Abanye bathi bayenza ngexesha, ngoko ke, kubaluleke kakhulu, xa uqala ukusebenza kuyo nayiphi na ishaneli, ukuqonda ukuba yiyiphi inkampani yakho eyingcali, indlela onokuzihlukanisa ngayo nabakhuphisana nabo.
Ngokwemvelo, ukwakhiwa kwakhona kwixabiso akusiyo inketho, kuba lo mboniso, masithi, sele uthathwe ngamazwe ase-Asia, okt. sele zilungelelaniswe kakuhle kwixabiso kwaye kaninzi bandinika i-8-10 yeedola ukuphuhlisa into, ngoko ke isicwangciso kufuneka sibe sibanzi, kufuneka sisekelwe kwindawo ethile yoshishino, okanye kubuchwephesha obunzulu, umzekelo, iiprojekthi ezine-blockchain okanye ukufunda ngomatshini.
Xa uqulunqa le migaqo, kuya kuba lula kuwe ukuba unxibelelane nabathengi, kuba, kwakhona, ukuba mna, umzekelo, ndifuna umphuhlisi - inkampani yokukhupha, ngoko ndihlala ndinxibelelana nomnye okanye ezimbini okanye ezintathu kwaye ndihlala ndikhetha phakathi bona, njengoko bandixelela ngako.
Oko kukuthi, sele ichaphazela xa uthe waqhagamshelana nomxhasi, kunye nento omxelela yona. Emva kokuhlalutya malunga nekhulu leefowuni ezinjalo, uqhagamshelwano lokuqala kunye nabaxhasi, ndiyakwazi ukuthetha ngokuzithemba ukuba akukho mntu unokuphendula umbuzo wokuba kutheni ungcono, uhluke njani ngokweenkcukacha kwaye kwinqanaba.
Kwaye le yingxaki enkulu kakhulu, kwaye okokuqala, into ekufuneka uqale ngayo, into ekufuneka uyenzile, kukuqulunqa iingenelo zakho ukuze abathengi baqonde ukuba kutheni kufuneka bakukhethe. Ndinganika imizekelo kamva njengoko iklasi yethu iqhubela phambili.
Inqaku lesibini likwajongene nokuphuma kunye nokungena, kodwa kule meko sithetha ngokuphuma ngaphandle. Ngaphambi kokuba ubhalele nabani na, kuya kufuneka uqonde ngokucacileyo ukuba ngoobani abaphulaphuli bakho. Ngokufanelekileyo, ukuba ubhala iileta eziliwaka kwiinkampani, abantu abangabandakanywanga kwiiprofayili zabaphulaphuli ojoliswe kubo, ngoko uya kudala ugaxekile kwaye awuyi kufumana naziphi na iimpendulo.
Ndihlala ndibona iimeko apho intloko yenkampani ifika ithi: "Siqala ukwenza ngaphandle, masizame." Ezinye ii-imeyile zokuqala zenziwe, iphulo lesibini, iphulo lesithathu, kwaye ngenxa yoko, emva kwexesha elithile, sifumana iimpendulo zero okanye enye, apho kubhaliwe kwathiwa: "Andinamdla, ungandibhalisi."
Kwaye emva kweenyanga ezimbalwa isigqibo senziwe sokuba eli jelo alisebenzi kwaye "masingayenzi le nto, ayisiyoyethu." Enyanisweni, phantse naliphi na ishaneli lisebenza ukuba ulungiselela ngokufanelekileyo ukusebenza ngeli jelo kwaye uphumeze ngokuthe ngqo.
Ke ngoko, inqaku lokuqala, elibaluleke kakhulu, lidala into ebizwa ngokuba yi-buer persona eneenkcukacha, xa uqonda ngokucacileyo ukuba zeziphi iingxaki abanazo aba bantu, kutheni unokubanceda ukuzisombulula, unokuthethelela. Owona mgaqo ubalulekileyo endiya kuwuqulunqa xa ndisebenza nabaphumayo kukuba ufanelekile.
Ukuba ufanelekile kubantu obabhalelayo, ke, okokuqala, uya kuhlala unempendulo ephezulu, kwaye okwesibini, akukho mntu uya kukubiza ngokuba ngu-spammers, kuba rhoqo, njengoko besenditshilo, ndiyaphinda, ngabantu obathandayo. babhala ukuba akukho mfuneko kwaphela, kwaye oku kucacile nakwiprofayile yabo ye-LinkedIn.
Ngokomzekelo, abantu bahlala bebhalela kum: "Ngaba ungasifaka iiprojekthi zekhontrakthi?", Nangona i-LinkedIn ibonisa ukuba andizange ndibandakanyeke ekukhupheleni ngaphandle iminyaka emininzi.
Ke ngoko, uphononongo oluneenkcukacha malunga nokuba ubhalela bani ngokulandelayo, inyathelo elilandelayo kukukwahlulwa kwale mizobo ekujoliswe kuyo, oko kukuthi, ngoobani aba bantu, kwaye ulwahlulo kufuneka luphele ngenani labantu abakuluhlu ukuya kuthi ga kwi-50 yabantu. . Uthathe i-niche, masithi uhambe, uthathe ijografi, masithi iJamani.
Uqokelela iiprofayili zakho kwaye ungaziqokelelela kuphela kwi-LinkedIn, kukho ezinye izibonelelo ezininzi ezikuvumela ukuba ujolise, ezinye zazo zidweliswe ngezantsi.
Kwaye kukho amaqela amaninzi ekujoliswe kuwo apho abaphulaphuli bakho abanokuthi bahlale khona. Ke ngoko, ngokusekwe kwezi zinto, wenza uluhlu olunamacandelo amancinci abaphulaphuli bakho ojolise kubo, kwaye xa unephulo elinye labantu abangama-30-40, kulula kakhulu ukwenza unobumba kwaye ubonise ukuba ubhala ngokwenene, uyayiqonda into oyiyo. uthetha ngaye, ubhalela bani kwaye kutheni.
Kukho iiplatifti zemithombo ezingaziwayo kakhulu, ezi ziindawo ekujoliswe kuzo ezimxinwa, yile nto isebenza kakuhle ngoku. Masithi ubandakanyeka kwi-inshurensi okanye unamatyala athile onokuthi uwabonise kwi-niche yeshishini elithile, unokukhangela amaqela ekujoliswe kuwo, ahlala equlathe ukusuka kwi-100 ukuya kwi-1000 abantu abaninzi, kodwa kwangaxeshanye aba ngabantu abaphezulu kakhulu. iimpawu eziza kulungela umfanekiso wakho.
I-MQL (i-marketing qualified lead) yinkokeli ehambelana ne-portrait yabaphulaphuli ekujoliswe kubo obachazile. Zifumaneka njani? Okokuqala, misela iindlela ozijonga ngayo, ukusuka kwijografi ukuya apho umfumene khona umntu.
Ukuba umfumene kwiqela elithile, ke sinokwenza uguquko ngexesha lokwenziwa komntu ukuguquguquka esimfumene kweli qela kuFacebook, kwaye ngokufanelekileyo, oku kuya kuchaphazela, masithi, ukwenziwa komntu okukhulu, izinga lokuphendula elingcono.
Abantu abaninzi ngoku baqokelela njani idatha ukuze babhale iileta ezibandayo?
Ngokuqhelekileyo kubonakala ngathi: kukho i-LinkedIn, ngokuphindaphindiweyo uhlobo oluthile lwe-navigator yokuthengisa kwi-LinkedIn, kwaye kukho isicelo esifana ne-snov.io, ekuvumela ukuba ufumane i-imeyile kwiprofayili ye-LinkedIn, okanye ufumane uluhlu lwee-imeyile ezivela uluhlu lweeprofayile.
Sigcina konke oku kwifayile ye-csv, emva koko sisebenzisa amanye amaqonga, esiya kuthetha ngawo kamva, sithumela iileta. Le yindlela wonke umntu ayenzayo ngoku, kwaye ndingatsho ngokuzithemba okukhulu ukuba ubuntu, obusebenza kwinqanaba legama-inkampani-isikhundla, ayisenamntu, sele isebenza kakubi kakhulu, wonke umntu uzenzele ngale ndlela, ngoko ke ezi iileta sele zithe saa ngobuninzi kwii-inbox zabantu, kwaye akusekho mntu uzifundayo.
Indlela yesibini iyingqayizivele, endicinga ukuba ayinguye wonke umntu oyisebenzisayo, kodwa kwangaxeshanye ayinzima kakhulu.
Umzekelo, ukuba abaphulaphuli ojolise kubo baqala kwindawo ethile, akunamsebenzi, kukho iqonga elinje nge-angellist.com, apho kukho uluhlu lwazo zonke iziqalo kwaye ukongezelela kukho idatha eninzi malunga noku kuqaliswa, kubandakanywa utyalo-mali olujikelezayo abakulo, ngoobani abatyali-mali babo kunye nezinto ezininzi ezinokuthi zisetyenziswe njengezinto eziguquguqukayo zobuntu.
Sithatha eli qonga, qhagamshela i-Data Miner, ekuvumela ukuba uqokelele idatha engacwangciswanga kwiphepha lewebhu kwifom ecwangcisiweyo kwaye, ngokufanelekileyo, ngoncedo lwesi sixhobo sityebisa kungekhona nje iphrofayili, njengakwi-LinkedIn - inkampani, isikhundla, igama. kwaye yiloo nto, songeza izinto ezininzi eziguquguqukayo ezikuvumela ukuba udibanise i-angellist.com enye okanye i-crunchbase.com, kwaye siya kusebenzisa ezi ziguquguquko ukwenza umntu kwixesha elizayo.
Ngendlela efanayo, songeza i-imeyile usebenzisa i-snov.io efanayo kunye nezixhobo ezifanayo, sifumana ifayile ephuculweyo kunye nedatha ehamba phambili enokuthi isetyenziswe kwaye ibhale iileta ezingaphezulu zomntu kumaqela amancinci. Yiloo nto kanye ekuvumela ukuba ube ngofanelekileyo kangangoko.
Kwaye indlela yesithathu, apho kukho nemeko apho sikwazile ukufumana ireyithi yokuphendula malunga ne-90%. Ingaba isebenza kanjani? Kukho amaqela amaninzi okanye iziganeko kwi-Facebook, apho isiganeko ngasinye ku-Facebook, iqela ngalinye ku-Facebook linoluhlu lwabathathi-nxaxheba.
Ngoncedo lwezixhobo ezithile ezidweliswe ngezantsi, enye yazo ibizwa ngokuba yi-Phantombuster apho unokuqokelela onke amalungu eqela elithile okanye isiganeko ngokuzenzekelayo.
Kwaye emva koko bazifumanele iinkangeleko zabo kwi-LinkedIn kunye nokusebenzisa i-Dux-Soup yinkqubo ekunceda ukuba uthumele izimemo kunye nemiyalezo ngokuzenzekelayo, uthumele abantu umyalezo obhalwe kakhulu.
USergey
Zingaphi iinguqu onazo kwileta enye?
UMax
Kuxhomekeke kakhulu ukuba luhlobo luni loonobumba, kwinqanaba elingakanani, kodwa ngokubanzi kunobumba wokuqala ndiza kuthatha i-4-5 eguquguqukayo esemgangathweni.
USergey
Ngaba kunokwenzeka ukwakha kwiingxelo ezifunyenwe kumacandelo athile emarike ngokusekelwe kwiziphumo zomkhankaso wokuthengisa wokuvavanya, kwaye kungekhona kwi-portrait yomxhasi ocwangcisiweyo ekuqaleni?
UMax
Ukuba impendulo ifanelekile, ngoko kufuneka ulungelelanise umzobo ngokusekelwe kule ngxelo kwaye emva koko usebenze kwi-portrait, oko kukuthi, impendulo yinto evumela ukuba uphucule umfanekiso wabaphulaphuli ekujoliswe kubo ngokubanzi.
USergey
Oko kukuthi, kuyo nayiphi na imeko, kuqala kuza umfanekiso njengengcamango, ngoko umfanekiso, uphuculwe ngokusebenza.
UMax
Kwaye ndingatsho ukuba ukusebenza ngemifanekiso akupheli, oko kukuthi, ukuba siqale ngenani elincinci lemifanekiso, ngoku siye sahlulahlula kakhulu, sele kukho inani elikhulu lazo, kwaye yonke imihla umfanekiso ngamnye uyacocwa kwaye uphuculwe. . Ngoko ke, ewe, lo ngumsebenzi oqhubekayo oya kusivumela ukuba siqokelele ngokucacileyo abaphulaphuli bethu ekujoliswe kubo ekuhambeni kwexesha.
USergey
Omnye umbuzo: I-LinkedIn yokuthengisa i-navigator yongeza iziphumo zabo bangenamdla ukude, mhlawumbi bekukho i-bug, okanye mhlawumbi i-algorithm inzima kakhulu kwaye igoso? Ngaba ukhe wadibana nezinto ezinjalo?
UMax
Ewe, sinayo, ewe, kwaye oku akukona nje umthengisi weentengiso, oku, ngokomgaqo, nakwi-LinkedIn rhoqo. Ingxaki yile: ngokuqhelekileyo oku kubangelwa kukuba xa, ngokomzekelo, sifaka amagama angundoqo kukhangelo kwi-navigator yokuthengisa, i-LinkedIn inqumla kakhulu iziphumo. I-algorithms yayo ikude kakhulu, kwaye ndincoma kulo mzekelo ukuba ungasebenzisi nawaphi na amagama angundoqo, kodwa ukwenza ukhetho olusekelwe kwiinkalo ezithile kwaye ke iziphumo ziya kuba ngcono.
Ndiza kukuxelela umzekelo ukuba, ndiyathemba, uya kubonisa indlela yokusebenzisa esi sixhobo ngokuchanekileyo. Masithathe imveliso yethu. Omnye wemifanekiso esiyichongileyo ngabasebenzisi benkqubo yePipedrive CRM, oko kukuthi, aba ngabo banokuba ngabaxhasi bethu ngokwenene.
Sifumene iqela kuFacebook, lalibizwa ngokuba “ngabasebenzisi bePipedrive” okanye into enjalo kwaye sisebenzisa iPhantom Buster siqokelele onke amalungu eli qela, emva koko sisebenzisa iPhantom Buster efanayo safumana iiprofayili zabo kwiLinkedIn ngokuzenzekelayo emva koko sisebenzisa iDux -Soup. uthumele imiyalezo ku-LinkedIn apho sibhale khona: "Molo, ndikufumene kuFacebook kwiqela elinje nelinje, ngokunxulumene noku bendinombuzo, ungandixelela into…"
Kwaye sinereyithi yokuphendula ephezulu kakhulu. Kwabo badibanisa ngokusemthethweni, kwakukho malunga ne-90% yeempendulo, kwaye le yimeko engazange icingelwe mntu ebomini bakhe, ukuba sizenzele yona, kubonakala ngathi ndifumene umntu kwindawo ethile, ndabona ukuba ukhona. kweliphi iqela, wafumana iprofayile yakhe LinkedIn waza wagqiba ukubhala.
Ijongeka iyeyemntu kakhulu, ngoko bekukho ireyithi yokuphendula ephezulu kakhulu, kwaye ibifanelekile, kuba eneneni kweli qela bekukho abo basebenzisi benkqubo yeCRM besibafuna, kwaye bebenokusinika iimpendulo kwimibuzo.
Kwaye emva kokuba sele singenile kwincoko yababini, saqala ukubuza ukuba bayisombulula njani ingxaki enjalo, bathi akukho ndlela, kwaye emva koko sabanika izixhobo zethu njengokhetho. Ke ngoko, ukufumana iindlela ezinjalo zokuphuma yinto eza kukhula ngokusebenzayo kule minyaka imbalwa izayo, ndiqinisekile.
Kwaye le yenye yeemeko zokusebenzisa i-Phantom Buster enye; yi-API enkulu kakhulu yabathengisi kunye nabathengisi abanokusetyenziswa. Emva kwexeshana ndiza kukuxelela ukuba zeziphi ezinye iimeko ezinokugubungela.
Ngokuphathelele amajelo, sonke siyazi ukuba kukho i-imeyile kunye ne-LinkedIn, kwaye sisebenza kunye nabo. Umbuzo mhlawumbi kukuba kufuneka sitshintshe iindlela zokusebenza kunye nabo, le yinto yokuqala.
Kwaye okwesibini, kusafuneka ubeke ingqalelo kwi-Facebook njengomthombo wonxibelelwano, nangona abaninzi bathi i-FB yindawo yomntu, kungcono ukuba ungabhali apho emsebenzini. Kodwa kuxhomekeke ekubeni ngoobani na abaphulaphuli bakho.
Ndingatsho ngokuqinisekileyo ukuba ukuba abaphulaphuli bakho ojolise kubo baqala, nokuba bayintoni na, nokuba baphi na, ke i-Facebook yindawo entle yonxibelelwano.
Kwaye ukuba, umzekelo, ujonge amaqela athile e-FB emxinwa, phantse yonke ijografi ineqela layo le-FB, umzekelo, i-Berlin startups, i-London startups, njl., kuso nasiphi na isixeko, nakweliphi na ilizwe unokufumana uluntu olumxinwa, amaqela. yabantu abanxibelelana omnye nomnye.
Ekuphela kwento kukuba kufuneka uziphathe ngenyameko apho, ndisoloko ndibona kumaqela anjalo xa kuvela uJohn okanye omnye umntu aze abhale athi: “Madoda, ngoku ndicingela umakhi oza kundenzela iphambili. kwaye ndikhangela umphuhlisi. Ndixelele, ngaba i-90 yeedola ngeyure lixabiso eliqhelekileyo okanye akunjalo?
Kwaye baqala ukubhala iimpendulo, umntu ubhala ukuba ukuba le nkampani, ke le yixabiso elifanelekileyo, ukuba i-freelancer, ngoko ingaba yincinci encinci.
Kwaye ngenxa yoko, emva kwexesha elithile, uVasya Ivanov uvela, othe wangena kwesi sihloko kwaye wabhala: "Kwaye apha, ngokomgaqo, sinokwenza i-40 ngokulula."
Ngokubanzi, le yindlela engafanelekanga yokuthengisa, kukunciphisa ngakumbi ixabiso lezinto zonke iinkampani ezizenzayo ngokumalunga nabathengi, ngoko ke ukuba sele sele ula maqela, ngoko kufuneka ubuncinane wenze izibonelelo zakho ngokuchanekileyo.
Ngokufanelekileyo, nikela ingqalelo kuFacebook kwakhona, kukho izikhokelo apho, bonke abantu abangaphantsi kweminyaka engama-40 ngabaphulaphuli ojolise kubo, kulula kakhulu ukufikelela kubo kuFacebook.
Ngoku makhe sithethe ngejelo ngalinye ngokwahlukeneyo.
Okokuqala, wonke umntu uyazi ukuba ii-imeyile akufuneki zithunyelwe ngesandla; iinkampani zenza oku ngezixhobo zentlalo zokufikelela kwi-imeyile. Ndicinga ukuba uvile ngezinye zazo, kodwa hayi ezinye, ndifuna ukugxila ngoku kwisixhobo esinye - lemlist.com.
Yintoni umahluko okhuphisanayo, ngokombono wam, ngumahluko okhuphisanayo omele ube nawo phambi kwabathengi bakho. Ngoluhlu lwe-lemlist, kukuba banokuzenzela, oko kukuthi, bafake izinto eziguquguqukayo kungekhona nje njengesicatshulwa, kodwa kunye nomfanekiso.
Ingaba isebenza kanjani? Masithi ndithatha ikomityi emhlophe, ndisela iti, ndithathe ifoto yam, kwaye uphawu lomthengi lufakwe endaweni yale komityi emhlophe njengento eguquguqukayo. Okanye ndithatha ifoto ngasemva kwebhodi engenanto, kwaye isicatshulwa esithile sifakwe ngokuzenzekelayo kule bhodi, ekucingelwa ukuba ibhalwe ngesandla, apho ndibhala khona, umzekelo, igama lomntu, njl. Oku kuvumela umgangatho ophezulu kakhulu wokwenziwa komntu.
Xa sitshintshela kwesi sixhobo, ndingatsho ukuba emva kovavanyo lwe-AB izinga lethu lokuphendula kwimikhankaso eyahlukeneyo lenyuke ukusuka kwi-20 ukuya kwi-100%. Kutheni kusenzeka oku? Ngenxa yokuba abantu abaninzi bahlala bengazi ukuba oku kunokwenziwa ngokuzenzekelayo, ngoko ke bafumana uluvo olucacileyo lokuba ndiyenze ngesandla, kwaye ukuba ngesandla, ayingogaxekile, kwaye ukuba ayingospam, oko kuthetha ukuba, ngokomgaqo, unako. cinga, jonga, mhlawumbi uphendule into.
Abantu abaninzi basibhalela ngokuthe ngqo: "Bafana, andizange ndifumane ileta ebandayo enje ngaphambili," kodwa into ephambili kukuba siqale unxibelelwano, ngoko ke ndikucebisa ukuba uqwalasele esi sixhobo njengento yokukhetha.
Ngokumalunga namanqaku aphambili ekufuneka uwaqwalasele xa ubhala iileta ezibandayo kwaye wenze amaphulo e-imeyile.
Okokuqala, ngokuqinisekileyo, akukho mntu ufunda oonobumba abade kakhulu. Ngamanye amaxesha bandithumelela uluhlu olukhulu lwazo zonke iitekhnoloji zenkampani, emva koko babhala uhlobo oluthile lwentshayelelo enamaphepha amabini, alufundeki, ke nayiphi na ileta oyibhalayo kufuneka ibe mfutshane kwaye ihambelane nomntu. Ngokufutshane, oku kuthetha ukuba umntu usenokuyifunda ngokupheleleyo, yaye ukuba ifanelekile, ngoko kusenokwenzeka ukuba aphendule.
Into yesibini, ebaluleke kakhulu, kukubhala kwi-domain yeshishini. Ngamanye amaxesha ndidibana neenkampani ezindixelela ukuba: "Senza i-imeyile ekhethekileyo ye-gmail kwaye sibhale kuyo." Mna:"Uyenzela ntoni lonto?" Bathi: "Kuthekani ukuba indawo yethu iphela njengogaxekile." Lo ngumahluko kanye, okt. akukho mfuneko yokuzibandakanya kwi-spam, kufuneka wenze ukufikelela kwizinga eliphezulu, masiyibize loo nto, kwaye ngokwenene ibe yinto efanelekileyo, nceda abantu ngezinto ezinokuba luncedo kubo.
Ngoko ke, ukuba wenza oku, akuyi kunika iziphumo konke konke, unokuyeka kwaye uzolile uye kwidilesi yeshishini lakho, ubhale kuyo kwaye ubhale ngendlela yokuba akukho thuba lokuba abantu baya kuthumela le leta kwi-spam. .
Wonke umntu sele eyazi ukuba ubuncinci kwiphulo kufuneka libe ngamanqanaba angama-5-7, ndicinga ukuba kwezinye iimeko kunokubakho ngaphezulu. Kukho izibalo ezisemthethweni ezivulekileyo malunga ne-imeyile ebandayo, enokufumaneka kwi-Intanethi, ukuba ngaphezu kwe-50% yazo zonke iimpendulo ziza emva kweleta yesine kwikhonkco.
Ngaxa lithile ndide ndenze umfuniselo, xa baqala ukundifumana kwaye bandibhalela iileta, ndajonga ukuba ngubani oza kufikelela kweliphi inqanaba. Kwaye ngokwenene, kwakukho umyinge weeleta ezi-2-3, oko kwanele, emva koko yonke into izolile. Ngoko ke, kufuneka uzame ukwenza ubuncinane izigaba ezi-5-7 kwi-imeyile yakho.
USergey
Max, umbuzo nje malunga nezihloko zezi leta. Umbuzo uvela ngokukhawuleza: kufuneka ndibhale ntoni kwezi ncwadi zisixhenxe? Ewe, kulungile, ileta yokuqala: "Molo, John, yonke into ilungile, ndikufumene kwiqela," okwesibini, apho, ndeza nenye into, ngokwesithathu, ingcamango yam yoma, kwaye ngowesine. , ngu-zero ngokupheleleyo.
UMax
Ingongoma ebaluleke kakhulu apha kukujonga ukubandakanyeka kwabantu ngokubanzi, oko kukuthi, akuyimfuneko ukubhala umyalezo ofanayo owawusencwadini yokuqala. Amaxesha amaninzi le ngxaki ivela xa sibhala unobumba wokuqala ngomyalezo othile okanye isindululo size sizame ukutyhala bonke oonobumba abasixhenxe kwicala elinye.
Kufuneka utshintshe. Masithi, njengoko sisenza, unobumba wokuqala ucacile, sihlala sisenza unobumba wesibini ngendlela yokuba, umzekelo, siphosa ikhonkco. Ngokuqhelekileyo, injongo ye-imeyile ebandayo kukuseka intlanganiso okanye umnxeba. Ileta yokuqala ijolise koku, okwesibini sibhala: "Uxolo, ndilibele ukongeza ikhonkco kwi-calendly, khetha ixesha elilungele wena." Ileta yesithathu: "Ndithumele ileta ngomhla onje nolunye, ndifuna ukuqiniseka ukuba uyibonile okanye awuyibonanga, unganika ingxelo?"
Kwaye ke sitshintsha indlela yethu. Kulapho ukuqonda i-portrait kubaluleke kakhulu. Xa sibhala, umzekelo, kwiqela elithile elimxinwa, siyaqonda ukuba eli qela lincinci linokugula, kwaye sibhala: "Ngendlela, sibhale inqaku malunga nesi sihloko esinokuba luncedo kuwe, nantsi ikhonkco; Thatha ujongo "
Ngokomgaqo, mhlawumbi, yonke into ephumayo yakhiwe ekunikezeni kuqala, kwaye emva koko icela into ethile, kungekhona ukuba sithathe ngokukhawuleza kwaye sicele, kodwa okokuqala kufuneka sinike into.
Ke ngoko, apha le yeyona ndawo kanye apho i-inbound kunye nephumayo ihlangana ngokusondeleyo kwaye ngokuyinxenye umxholo esiwubhalela ukungena ngaphakathi, ngokungathi kunjalo, siphinda siwusebenzise kwisitishi esiphumayo xa sibhala iileta kwaye sithumela umxholo othile kumaqela athile ekujoliswe kuwo. thina Siyaqonda ukuba kufanele ukuba luncedo kubo. Ke ngoko, kufuneka wakhe la matyathanga ngeendlela ezahlukeneyo, kufuneka uzame.
USergey
Nceda undixelele, ngaba ukwazile ukwenza la matyathanga kwitry yokuqala okanye uye wasokola, wazama, kwaye walinge?
UMax
Akuyongxaki ukuyidala; kufuneka basebenze. Sikwazile ukuyidala okokuqala, ewe. Umbuzo kukuba abazange bafumane imali okokuqala, kunjalo.
Sizame kakhulu, kufuneka sivavanye yonke into. Kwenzeka ukuba ufumane indlela ethile esebenzayo, ikusebenzele inyanga kwaye kunjalo, emva koko ayisasebenzi, nangona ubhalela abaphulaphuli abajoliswe kuyo.
Ngoko ke, le yinto ekufuneka: a) isoloko itshintsha; b) zivavanywe rhoqo, oko kukuthi, akukho mda kwimfezeko.
Sithatha kwaye siqale ngokuthatha izihloko ezibini, sijonge apho izinga elivulekileyo lingcono, emva koko sithatha isihloko esinezinga elivulekileyo elingcono kwaye sithathe enye, sifike enye, sijonge, kwaye ngoku siyabathelekisa.
Into efanayo ngeeleta, sitshintsha iileta kwaye sibone ukuba izinga elivulekileyo liyatshintsha, sikwenza oku ngobuntu obunjalo, kunye nobuntu obunjalo. Oko kukuthi, lo ngumlinganiselo omkhulu kakhulu womsebenzi owenziwa ngokuqhubekayo.
Andikayiboni imeko enye apho unokufumana khona inketho onokuthi uyigcine, cofa "usebenzisa rhoqo" kwaye iya kuhlala izisa izikhokelo.
Yonke into ihlala iguquka, ngakumbi ekubeni siye sahamba ukusuka kolu luhlu lokuposa, xa sithumela amawaka ee-imeyile, kwaye ngoku la maqela ajoliswe ngokuthe ngqo, ngoko ke iitekisi zabo zihlala zitshintsha.
USergey
5-7 izigaba. La manqanaba enzelwe ixesha elingakanani?Kunokuba lide kangakanani?
UMax
Kunokubakho izithuba eziqhelekileyo, oko kukuthi, phakathi kweeleta zokuqala kukho iintsuku ezi-2-3, phakathi kwezo zisondele ekupheleni kunokubakho ikhefu leveki. Oko kukuthi, ngokubanzi, ukuya kwiinyanga ezi-1,5 ukuba oku kwenzeke. Kwakhona, i-outbound sisihloko apho kuthatha ixesha ukwenza imfuno, nokuba umntu akanayo ngoku, ukuba unika ulwazi oluchanekileyo, umxholo ochanekileyo, emva kwexesha, xa kubonakala le mfuno, uya kukhumbula. kwaye ujike.
USergey
Ngaba ukulungiswa kwetsheyini kwenziwa ngokuzenzekelayo, ngokusekelwe kuthelekiso, okanye ngesandla?
UMax
Senza iindidi ezininzi, kwaye kwa ezi zixhobo zinye zinomsebenzi wokuvavanya i-A/B, sivula nje uvavanyo lwe-A/B kwaye sibone ukuba loluphi ulungiso olusebenza ngcono.
Ii-GIFs zinokusetyenziswa, nangona kufuneka zisetyenziswe kancinci, siye saqaphela ukuba izinga lokuphendula liyenyuka xa sisebenzisa uhlobo oluthile lwe-GIF olunokuvuyisa umntu. Oko kukuthi, kubalulekile ukusebenza ngendlela ekhangeleka ngayo ngokubanzi, oku ngokuqinisekileyo akuyiyo i-panacea, ezi zizinto ezincinci ezinokusetyenziswa.
Enye inqaku elibalulekileyo, ukuba uthumela iileta zakho ngeenkqubo ezinjalo, ngoko unobumba wokuqala, khubaza ukulandelwa kokuvulwa kweleta, kuba i-pixel yokulandelela, eyongezwayo yokulandelela, yongeza ikhowudi ye-html kwileta, kwaye ukuba okokuqala into enje ifika kwi-imeyile ye-inbox, inokuphela kwi-spam.
Ke ngoko, ukuhanjiswa konyuka kakhulu ukuba ucima nje le pixel kunobumba wokuqala. Kukho amaxesha ambalwa, umzekelo, xa sibhala ileta, ngezantsi senza iimpazamo ezimbalwa, kungekhona igrama, kodwa i-typos, eyenziwa yi-T9 ngokuqhelekileyo, kwaye songeza "ithunyelwe kwi-Iphone yam" ngezantsi.
Oku kongeza ubuntu obunjalo ngokwembono yokuba ngathi bendihleli nje, ndichwetheza, kwaye ndenze impazamo, kwaye oku konyusa ngokwenyani kwinqanaba lokuphendula ngokunjalo.
Kukwakho nenani lemibuzo yobugcisa ekufuneka ibhekiswe kumlawuli wesizinda ukuze kuqwalaselwe isiginitsha ye-SPF kunye nesiginitsha ye-DKIM ngokuchanekileyo. I-DMARC yeyona nto ithintela ii-imeyile ekupheliseni kugaxekile. Ngesinye isihlandlo banditsalela umnxeba baza bathi: “Sinengxaki, ekuqaleni sathumela iileta kangangenyanga, kungekho mpendulo konke konke, emva koko saqalisa ukuyihlalutya, kwafumaniseka ukuba bebengaphumeleli.” Kwaye siye sajonga, kwaye ezi zityikityo azizange ziqwalaselwe kwaye yonke into iphelele kwi-spam ngokungagqibekanga.
Ukuba usebenza nabantu abathetha isiNgesi, umzekelo i-USA okanye i-UK, kubaluleke kakhulu ukuba uhlolisise iileta zakho ezivela kwiiprofriders eziqondayo zengqondo kwaye zikwazi ukuphinda ubhale kwakhona ileta yakho ngamanye amagama, ukushiya umyalezo ofanayo.
USergey
Zithini izicwangciso zakho zeveki ngenani lee-imeyile ezithunyelweyo?
UMax
Ngokwenene kuxhomekeke kwinjongo ekufuneka siyifezekise, azikho ngokusisigxina. Konke kuxhomekeke kwi-funnel, kukho i-funnel, kukho inkqubo ye-CRM, sijonge ekungeneni kwe-funnel, ukuba sibona ukuba ngokwemigaqo yesizukulwana esikhokelayo, ukuhla kuqalile kwizigaba zokuqala, ngoko sithumela ngaphezulu. iileta.
Ukuba asinalo ixesha lokusebenzela ezi zigaba zokuqala, ke thina, ngokuchaseneyo, simisa amaphulo kwaye silinde izikhokelo ukuba zihambe nge-funnel, ngoko ke andinako ukunika iingcebiso ezithile malunga nokuba zingaphi ii-imeyile ekufuneka zithunyelwe. , kufuneka sakhe phezu kwemeko ethile.
Ngoku ezinye izinto eziyimfihlo ezinomdla, mhlawumbi umntu uya kusebenzisa ezinye, kodwa ndicinga ukuba kuya kuba luncedo kakhulu. Kukho izixhobo, zidweliswe ngezantsi, ezikuvumela ukuba ufumanise ukuba yeyiphi inkampani umntu oze kuyo kwindawo yakho.
Siyisebenzisa njani? Sibhala iileta kwabo sithetha nabo, kodwa siyazi ukuba zeziphi iinkampani esizibhalelayo. Kwaye sijonge ukuba ngubani kubo oye watyelela indawo, kwaye ukuba sibona ukuba sibhale, umzekelo, kwinkampani yeDisney kunye neentsuku ezimbini emva kokuba sithumele ileta, kwakukho ukutyelela indawo yethu kwinkampani yeDisney, ngoko siyaqonda. ukuba kunokwenzeka lo mntu okanye oogxa bakhe bangene.
Ngokufanelekileyo, sinokwenza unobumba olandelayo kwitsheyini, kwaye ukuba ibikwiphepha elinamaxabiso, sibhala ke ukuba sinokukufowunela kwaye sikuxelele ngakumbi ukuba amaxabiso ethu asebenza njani, njl.
Oko kukuthi, kukho iindlela ezininzi, mhlawumbi zahluke kwishishini ngalinye, kodwa kusoloko luncedo ukwazi olu lwazi kwaye wenze uhlobo oluthile lobuntu ngokusekelwe kulo.
Isixhobo sesibini esinomdla. Ngaphambi kokuba uqale ukubhala kwiinkokeli zakho, bonisa umsebenzi othile kwiintanethi zentlalo, umzekelo, ukuthanda, ukuphawula, ukwabelana ngezithuba zabo kwaye uqiniseke ukuba ukwenza oku egameni lomntu oza kuthunyelwa kuye le ncwadi.
Ngaloo ndlela, umntu ubona ukuba uVanya wayemthanda kanye, wamthanda okwesibini, wagqabaza ngento ethile, wabelana ngento ethile, kwaye emva kweentsuku ezimbini kuvela ileta evela kuye enesithombe esifanayo kwi-Facebook, enegama elifanayo .
Le mini-yokufudumala ngaphambi kokuba sibhale, ukuze le leta ingabandi kakhulu kwaye kukho imvakalelo yokuba sele eyazi lo mntu.
Ngendlela, enye yeemeko yindlela ongayisebenzisa ngayo i-Phantom Buster ukuze ungenzi konke ngesandla. Sivelisa ngokulula uluhlu lwezikhokelo, kwaye le nto ithanda ngokuzenzekelayo, izabelo, yenza ezinye izinto ezinokwenziwa ngokwezifiso kwaye akufuneki zenziwe ngesandla, ilunge kakhulu kwaye ngoko yonyusa uguqulo kwiimpendulo.
USergey
Ngaba i-Facebook ayibonisi ukuba lo akayena umntu, kodwa uhlobo oluthile lweprogram?
UMax
Hayi. Masithi nje ukuba esi sixhobo senzelwe "isandla", yonke into kufuneka yenziwe ngokucacileyo phantsi kweVPN, ngoko yonke into iya kulunga.
Indlela yesithathu yeyokuba ngaphambi kokuba sifikelele, sithatha uluhlu lwee-imeyile esiceba ukuzifikelela kwaye siqalise iphulo lentengiso kubo kwi-Facebook, apho unokuqhuba iintengiso kuluhlu oluthile lwee-imeyile.
Kwaye ngaphambi kokubhala, umntu ubona isibhengezo sakho ngalo lonke ixesha, mhlawumbi ude wazifota kwaye uthetha okuthile.
Ukuthemba kwakhe ngakumbi xa efumana ileta, yaye uvuyiswa kukuba loo mntu udumileyo embhalela. Siphinde sadibana noku, kusebenza kakuhle ukunyusa izinga lokuphendula elifanayo.
Zonke ezi zinto zijolise ekwandiseni ukwenziwa ngcono kokuphumayo okwenzayo.
Amagama nje ambalwa malunga LinkedIn. Musa ukuthumela izimemo eziqhelekileyo, ndicinga ukuba kuyaqondakala. Imithetho efanayo isebenza apha: kufuneka wenze ngokuzenzekelayo yonke into kwaye wenze inani elincinci lezenzo ngesandla.
Kule nto kukho izixhobo ezifana ne-Dux-soup, i-Linkedhelper. Thina, ngokomgaqo, sisebenzisa zombini, kodwa i-LinkedIn inzima kakhulu malunga nezinto ezinjalo ukwenzela ukuba ubuncinci bube ngokuzenzekelayo, ngoko bahlala bezama "ukutshiza iminwe" yezi zixhobo, kwaye bahlala bephepha kwaye beza neendlela ezintsha. .
Ke ngoko, iyenzeka xa ingasebenzi ngokuzinzileyo, kodwa iyonke isebenza kakuhle kakhulu nge-90% kwaye igcina ixesha elininzi kwabo benza olu lwazi.
Ngoku amagama ambalwa malunga nokuba kutheni le nto isenzeka, ukuba abantu abathengisayo bahlala besebenza ngokungasebenziyo, bachitha ixesha elininzi befaka imisebenzi ethile kwinkqubo yeCRM, benxibelelana nabakhokheli abangaziwayo abangazange bafaneleke, ukuze babhale ukulandelelana ngesandla, njl.
Amacandelo amaninzi okuthengisa ajongene nengxaki efanayo, kwaye eyona nto iphambili kukuba akukho nxaxheba eyabiwe ngokuchanekileyo kunye noxanduva ngaphakathi kwisebe lokuthengisa.
Nantsi indlela ekufanele ibonakale ngayo:
Kukho incwadi enokuthi abantu abaninzi bayifundile, Ingeniso eqikelelweyo, umbhali wayo ebesebenza e-Salesforce, kwaye, eneneni, waphuhlisa indlela entsha awayiphumeza kwi-Salesforce kwaye ngoku le ndlela idume kakhulu.
Undoqo wayo kukuba ukuba asibandakanyi intloko yokuthengisa njengendima, ngaphakathi kwisebe lezentengiso ezisebenzayo iindima zohlulwe zibe yi-lead generator, i-SDR (ummeli wophuhliso lwentengiso) kunye ne-Akhawunti ye-Akhawunti (ekufutshane).
Kutheni le nto ukuhanjiswa kweendima kwaye luncedo njani?
Okokuqala, ii-KPIs zendima nganye zinokuqulunqwa ngokucacileyo kwaye zimiselwe. Ukuba sithetha nge-Lead Generator, ke imveliso yayo kufuneka ibe yintengiso ekhokelayo efanelekileyo kwaye, eneneni, iimpendulo zokuqala eziveliswe kubaxhasi abanokuba nomdla.
Kwaye le kpi yakhe, zombini ngokobungakanani kunye nomgangatho. Ukuba sithetha nge-SDR, ngoko igalelo layo liyimpendulo yamaqela anomdla kunye ne-MQL, kwaye imveliso yayo kufuneka ibe yintengiso ekhokelayo kwaye kufuneka sele idlule ngokwemiqathango ethile.
Kwaye umsebenzi we-Akhawunti ye-Akhawunti kukuthatha loo khokelo ofanelekileyo, onesidingo, kwaye enze uthethathethwano olufanelekileyo kunye naye, kwaye asayine isivumelwano.
Inkqubo enjalo ngaphakathi kwisebe lokuthengisa ikuvumela ukuba ugcine ixesha labo babegxininise ngaphambili kuyo yonke into kwaye bachitha ixesha elininzi besenza imisebenzi engabathengisi, ngoko kuthetha.
Indlela yokufumana iinkokeli ezifanelekileyo zokuthengisa? Kukho isakhelo esihle kakhulu se-BANT, esiqulethe iikhrayitheriya ezine, umlinganiselo wokuqala luhlahlo lwabiwo-mali, oko kukuthi, kufuneka siqonde ukuba umntu uyayiqonda ngokubanzi ukuba luhlobo luni lwebhajethi esithetha ngayo, kungekhona ukuba sele evumelana nayo, kodwa ubuncinane uyalwazi olu hlahlo lwabiwo-mali. Umlinganiselo wesibini ngumenzi wesigqibo.
Kufuneka siqonde ukuba asithethi nomntu okhangela umntu, kodwa nomntu osele esenza isigqibo. Okwesithathu - iimfuno - siyaqonda ukuba umntu unesidingo sesisombululo esisinikezayo okanye hayi.
Kwaye okwesine-ixesha-apho sifumanisa ukuba uyayifuna ngoku, ngokukhawuleza, okanye kwiinyanga ezintandathu okanye ngokungenasiphelo. Ngaloo ndlela, umsebenzi we-SDR kukuqhuba esi siqinisekiso kwaye udlulisele kwi-Akhawunti ye-Akhawunti ekhokelayo ehlangabezana nezi mpawu zine.
Kwaye i-Akhawunti ye-Akhawunti, igxininise ekusebenzeni kunye nezi zikhokelo ngokuchanekileyo, kwaye ngokufanelekileyo, iziphumo zomsebenzi wakhe ziphucula, kuba akachithi ixesha kwabo bangasiphumelelanga esi siqinisekiso.
Ukusuka kwinto endiyibonayo kwiifuneli zentengiso yeenkampani ezahlukeneyo, uninzi olukhokelayo alufikeleli kwinqanaba lesiqinisekiso kwaye lulahlekile kwindawo ethile endleleni. Kutheni kusenzeka oku?
Kaninzi oku kwenzeka kuba, okokuqala, asisoloko silinganisa ngokubanzi xa sibhalela abantu iileta, ukuba bazivula kangakanani na, bazifunda kangakanani na.
Kwaye okwesibini, kaninzi siyalibala ukulandela. Le ngongoma ibaluleke kakhulu, ngakumbi xa sele ingaphakathi kwi-funnel. Oko kukuthi, xa ugqibezela unxibelelwano oluphilayo kunye nomxhasi, kufuneka ubeke ngokukhawuleza umsebenzi wokumbiza emva kwexesha elithile, kwiintsuku ezimbini okanye ezintathu, njengoko kuvunyelwene.
Rhoqo ndibona imeko apho abathengi bavele balibale, okanye xa inani elikhulu lemisebenzi liqokelelana kwaye ngenxa yoko umntu unikezela ngokulula.
Le yingxaki enkulu, eyona nto ibangelwa kukuba ukuthengisa akusebenzi kwindawo yeCRM. Xa indawo ephambili yomsebenzi womthengisi yiCRM, uyaqonda ngokucacileyo ukuba olu luluhlu lonke lwemisebenzi yam, andiyenzi enye into, ndihamba ngemisebenzi yam.
Xa kusenzeka ukuba iCRM ikwindawo ethile ecaleni, kwaye ndinemisebenzi engama-80 apho, kodwa ndicinga ukuba ngoku kubaluleke kakhulu ukwenza enye into, kulapho ingxaki iqala khona. Le misebenzi iqokelelana njengebhola yekhephu, kwaye oku kukhokelela kwinto yokuba inkqubo yeCRM njengoko injalo ayisebenzi, kodwa isebenza ngakumbi njengesiseko sedatha yokurekhoda okwenzekayo kumxhasi.
Ngokumalunga nendlela yokwenza izindululo/uqikelelo ngokuxhomekeke kwimeko. Kukho imigaqo embalwa elula apha kwaye eyona nto ibalulekileyo, mhlawumbi, kukwenza izindululo / uqikelelo olulungileyo, oluphezulu. Senze uphononongo oluncinci, malunga ne-80% yabantu abalungiselele uqikelelo bakwenza ngokulula kwiGoogle Docs kwaye benza itafile kaGoogle apho bafaka khona inani leeyure, inani, kwaye oku, ngokomgaqo, kwanele.
Le yingxaki enkulu ngokubanzi, mhlawumbi kwishishini le-IT, xa sibaninzi, masithi, sinobuqili xa kuziwa ekudaleni amaxwebhu anjalo. Yiloo nto umxhasi ayibonayo, ngesiseko esenza isigqibo, kwaye uhlala ethelekisa kunye nezinye iziphakamiso / uqikelelo alufumanayo ngexesha elifanayo. Ke ngoko, ukhetho lwakho kufuneka lwahluke kakhulu kwabanye. Ndincoma kakhulu ukubeka bucala ixesha elithile kunye nohlahlo lwabiwo-mali kube kanye ukuze wenze itemplate enhle kakhulu, ekumgangatho ophezulu engongezi kuphela iziphumo zoqikelelo, kodwa yongeza ezinye izinto zokuthengisa kunye nokuthengisa.
Masithi ukuba sithumela oku kumthengi, inkampani kwishishini lokuhamba, ngoko sibonisa ukuba zeziphi iimeko ezifanelekileyo esinazo, zeziphi iziphumo zeenkampani zokuhamba esisebenza nazo ziphumelele, oko sabanika kona.
Kwinqanaba xa umntu ehlala ebona amanani, kwaye ukuba ubona i-google doc efanayo evela kumthengisi waseIndiya, ngokwemvelo, zibukeka zifana, kuphela ixabiso liphantsi kathathu, kwaye unombuzo ukuba kutheni le nto ke, kufuneka alumke kakhulu alungiselele isindululo / uqikelelo, yongeza ukuthembela.
Kwaye kukho isixhobo esilungileyo esibizwa ngokuba yi-Useloom, ekuvumela ukuba ushumeke ividiyo yakho ngokuthe ngqo kwi-imeyile yakho xa uthumela uqikelelo. Endaweni yokubhala isicatshulwa esikhaphayo kwileta, uncamathisela nje ividiyo, kwaye oku konyusa kakhulu ukuthembela.
Umntu ufumana uqikelelo, uyilwe kakuhle, yonke into ibekwe ngokucacileyo, kukho iimeko, kwaye akukho mbhalo kuphela, kodwa ividiyo ekhaphayo ebonisa umntu, ixela ukuba ziphi na izibonelelo, uyaqonda kwangoko ukuba oku inkampani ephilayo, abantu bokwenyani, bona Bathetha IsiNgesi ngokuqhelekileyo njalo njalo.
Ezi zinto zinempembelelo entle kakhulu kubuntu, ekwenzeni unikezelo lwakho ngokwezifiso zinika iziphumo ezilungileyo. Ndincoma kakhulu ukunika into engaphaya kokulindela. Ukuba wenza uqikelelo, yenza enye into abanye abaya kucela ngayo i-100-200 yeedola, ukubala okongeziweyo okanye inkcazo encinci yobugcisa, yenza oko simahla, ihlala ihlawula. Yiphani nangaphezu kokuba bekulindelekile, yaye abantu baya kuhlala besiza baze babuyele kuni.
Ungazifumana phi izikhokelo? Ukuba, umzekelo, awuwathatheli ngqalelo amajelo aphumayo nangenayo, uqokelele inani elithile leenkokeli kwiCRM yakho ngexesha lomsebenzi wakho ongabavalanga, kodwa ngabaphulaphuli ojolise kubo.Ngesizathu esithile, wonke umntu uyalibala ngokuthe ngqo. ngabo.
Ingcebiso yam yile ilandelayo. Okokuqala, hlaziya ngokupheleleyo zonke izikhokelo onazo kwaye ubuncinci kanye rhoqo emva kweenyanga ezintandathu ufumanise ukuba ziqhuba njani na, kwaye kubaluleke kakhulu ukugcina umkhondo wenyani yokuba ukuba olu lukhokelo ubunalo ngaphambili, kwaye, umzekelo, watshintsha umsebenzi wakhe (unokuzilandela kwi-LinkedIn).
Mhlawumbi omnye umntu uye wathatha indawo yakhe, kwaye unokujika kuye uthi sasikhe sasebenza nalo mntu ngaphambili, kwaye sinokuqhubeka nokunxibelelana nawe.
Kwaye, ngakolunye uhlangothi, umntu oye wahamba unomsebenzi omtsha kwaye, mhlawumbi, kukho imfuneko entsha apho kwaye esi sizathu esongezelelweyo sokuqhagamshelana naye kwaye ucacise.
Unako ukulandelela oku usebenzisa izilumkiso zikaGoogle, okanye kwi-LinkedIn, kodwa ngokubanzi unokulandelela abantu abathile, ukuba kukho into eyenzekayo, sabela ngokukhawuleza kwaye ube ngowokuqala.
Impazamo yokuqala esele ndiyikhankanyile kukuba abantu abaninzi basebenzisa inkqubo yeCRM njengesiseko sedatha kwaye abawusebenzisi ngokuzenzekelayo umsebenzi wabo nangayiphi na indlela. Oku, ewe, sele kulungile, kodwa ayisiyiyo le nkqubo yeCRM iyonke idalelwe yona.
Ekuqondeni kwam, inkqubo yeCRM yinto evumela abasebenzi ukuba bagqibe ngokwenene izinto eziphambili, baqonde ukuba yeyiphi imisebenzi ekufuneka yenziwe, ixesha lokuyenza, lingakanani ixesha lokuchitha kuyo, kwaye kwinqanaba elithile, sinokuthi inkqubo yeCRM kufuneka inike isikhokelo. .
Ukuphumeza nokumisela yonke le nto yinkqubo entsonkothileyo, nto leyo ekunyanzela ukuba ujonge nzulu iinkqubo ezenzekayo kwisebe lezentengiso. Kwaye ukuba kukho isiphithiphithi kwiinkqubo, ngoko ngokuzenza ngokuzenzekelayo, siya kufumana isiphithiphithi esizenzekelayo.
Ngokufanelekileyo, kufuneka uqale uqonde indlela inkqubo ngokwayo esebenza ngayo, kwaye emva koko uzenze ngokuzenzekelayo kwinkqubo yeCRM. Indlela yokudala i-autotasks kwiinkqubo zeCRM kuxhomekeke kwiyiphi injongo, yeyiphi inqanaba umxhasi, kwaye kukho iindlela ezininzi ezahlukeneyo.
Mhlawumbi usebenzisa inkqubo yeCRM, i-imeyile, kunye nezinye iinkonzo zokuthengisa; kubaluleke kakhulu ukuzidibanisa kwisiseko esinye. Ngoku kukho izixhobo (iZapier, umzekelo) ezikuvumela ukuba udibanise iinkonzo ezahlukeneyo kunye nomnye kunye nokudlulisa idatha phakathi kwabo.
Ndingakunika umzekelo wendlela esenza ngayo indalo yemisebenzi kwinkqubo yethu. Sineentlobo ezininzi ze-autotasks.
Enye yeentlobo zemisebenzi xa sithumela isiphakamiso kumthengi wethu, ngokukhawuleza xa evula, sithumela ngokukhawuleza ikhonkco ngeZapier, kwaye kwi-CRM umsebenzi wabelwe umphathi ukuba umxhasi uvule isiphakamiso sorhwebo, ungaqhagamshelana naye.
Kuba kaninzi kwenzeka ukuba sithumele isipho sorhwebo, umxhasi akakayivuli, kwaye emva kweentsuku ezimbini sifowuna, sisoyika, kutheni kungekho mpendulo.
Oku kwenza umsebenzi ube lula kakhulu kwaye, kwakhona, ubeka izinto eziphambili ezifanelekileyo. Maninzi amathuba anjalo okudala ii-autotasks kwinkqubo yeCRM, kodwa ziphantse zihlale ziqhagamshelwe nezinye iinkonzo. Masithi sithatha iindlela ezifanayo zokufikelela, ezifana nokuphendula.
Kulapho, ngendlela efanayo, inkqubo yeCRM idibanisa ngeZapier kwaye ukuba impendulo ifika, umntu onoxanduva ngokukhawuleza wabelwa umsebenzi wokuqhagamshelana okanye isivumelwano senziwe, ukuba kuyimfuneko.
Kukho iimeko ezininzi ezahlukeneyo kwaye akukho mqukuqelo uchanekileyo ekufuneka iCRM izenzekele. Oku kuxhomekeke kakhulu kwinkampani, kwiinkqubo ezikhoyo ngaphakathi kwenkampani, kwiinjongo ezibekwe yinkampani kwisebe lokuthengisa, kwisakhiwo sesebe lokuthengisa, njl.
Ke ngoko, kunzima kakhulu ukuthetha ukuba loluphi uqhagamshelo olufunekayo ekufuneka lusetyenziswe kunye nendlela yokuyitshintsha. Kodwa ngoku kukho inani elikhulu lamathuba okuzenzekelayo, kwaye iinkqubo zeCRM ngokwayo zenza okuninzi kule nto.
Iimetriki kufuneka zilandelelwe ukuze zikwazi ukuziphembelela kwaye zilinganise iziphumo zale mpembelelo, kungenjalo azifuneki nje. Yintoni onokuyilandela ngeemetrics? Ukwenza oku, kufuneka uqonde ukuba yintoni ebalulekileyo kuwe okwangoku, kodwa ngokubanzi sizibekela ezi metrics zilandelayo:
Kwaye ekugqibeleni, iincwadi ezintathu eziluncedo eziphuma ngaphandle endicebisa ukuba zifundwe, nazi:
umthombo: www.habr.com