Kule ngxoxo sizokhuluma ngesizukulwane esiholayo ku-IT sisebenzisa izindlela ezingajwayelekile.
Isivakashi sami namuhla ngu-Max Makarenko, umsunguli kanye ne-CEO kwa-Docsify, ukuthengisa nokukhula kwe-marketing. UMax usekuthengisweni kwe-B2B iminyaka engaphezu kweyishumi.
Ngemva kweminyaka emine esebenza ekuhwebeni, wathuthela ebhizinisini legrosa. Manje usephinde wahlanganyela ekwabelaneni ngesipiliyoni sakhe nezinkampani ezisebenzela ngaphandle.
USergey
Max, ngicela ungitshele, kungani uyekele ukuthola umkhiqizo? Sasiyini isizathu? Ingabe ukukhishwa kwangaphandle kubonakala kuyibhizinisi elihle futhi?
Isikhulu
Hhayi-ke, akukubi ngokombono, mhlawumbe, wokuthola uhlobo oluthile lwemali ezinzile, kodwa, ngokombono walokho okungaphezulu "komphefumulo", umphefumulo usalokhu ulele lapho iketango lokugcina likhona - ukuhlinzeka. inani. Okungukuthi, lapho sisebenza futhi senza imikhiqizo yomuntu, bese sibheka futhi sibone ukuthi abahlali kanjani, futhi ngokuvamile abakhiphi, kuyadumaza kakhulu, ngoba ubeka umphefumulo wakho wonke kuwo.
Futhi, ngokufanelekile, samane safinyelela esiphethweni sokuthi, ngisho nasezingeni lokuzwa kwangaphakathi, sasifuna ngempela ukwenza umkhiqizo wethu futhi ukuze kungabikho muntu ongathonya indlela owawuzokhula ngayo, ukuze thina ngokwethu sikwazi ukuwuthonya.
USergey
Ngikulandela ku-inthanethi futhi ngibona ukuthi isihloko sokukhishwa komsebenzi asikakuvumeli ukuba uhambe, emva kwakho konke, ukukhishwa kwempahla kuhlezi endaweni ethile ekujuleni komphefumulo wakho, futhi kuqine kakhulu. Kungani?
Isikhulu
Iqiniso liwukuthi ngesikhathi ngikhipha i-outsourcing, manje sengiyaqonda ukuthi angizange ngibone isithombe sonke. Lapho ngishintsha, njengokungathi, ngakolunye uhlangothi, lapho siqala ukwenza umkhiqizo, ngakolunye uhlangothi, saqala ukubonwa njengento "ubani okufanele siyithengise", futhi sihlala sithola uhlobo oluthile lokunikezwayo futhi bavele baphenduka uhlobo oluthile lomsangano, labo. Sonke sinikezela ngezinsizakalo zokuthumela ngaphandle.
Ngayibona ohlangothini oluthe ukuhluka kancane. Futhi ngakolunye uhlangothi, sinamakhasimende amaningi - izinkampani ezikhipha imali, kuhlanganise hhayi kuphela, ngendlela, endaweni yokukhuluma isiRashiya, kunamakhasimende amaningi angaphandle ahlinzeka ngezinsizakalo ezifanayo.
Futhi lapho sihileleka futhi sizama ukuqonda izinqubo zabo zokuthengisa, sibona izinto eziningi ezithakazelisayo ezingase zisebenze, futhi yingakho mina, empeleni, ngifuna ukwabelana nezinkampani ezikhipha inkampani ukuthi kungaba ngcono kanjani kuneningi lazo manje. amacala.
USergey
Okusho ukuthi, ngokuvamile izinkinga zebhizinisi lokukhipha imali zingabonakali ngaphakathi, kodwa uma ushiya futhi ubheka kusukela ekubukeni komkhiqizo.
Isikhulu
Amaphesenti ayikhulu, abonakala ngokuqondile. Ngesikhathi ngikwenza, kwakungekho ukuqwashisa ngenani elikhulu lezinto manje engiziqonda kahle ngokuphelele.
Ngesizathu esithile, abaningi balungiswa eqinisweni lokuthi ukuphuma yilokho okudingeka kwenziwe njengamanje, ngoba kusebenza ngokushesha, kodwa isiteshi esingenayo sidinga ukuthuthukiswa isikhathi eside kakhulu futhi lokhu kuwumsebenzi ongabongi. Eqinisweni, lokhu kungumbono oyiphutha omkhulu, ngoba, okokuqala, lokhu kudinga ukuthuthukiswa ngokuhambisana, futhi okwesibili, nasi isibonelo esilula, lapho ukuhola okuthile kuza kithi ngokungena ngaphakathi, usevele enohlobo oluthile lwesidingo esakhiwe, ngoba Ngabona iwebhusayithi yethu, ngaqonda esikwenzayo, futhi ngashiya isicelo.
Ngokuphuma ngaphandle, ngokuvamile kufanele sibhalele labo abaholayo ngokuvamile abangenaso isidingo esakhiwe, futhi yile nqubo yokwakhiwa kwesidingo ethatha isikhathi esiningi.
Ngakho-ke, mina, empeleni, angikukhuthazi ukucabanga ukusebenza nanoma yisiphi isiteshi esisodwa; sihlala sithi lokhu kufanele kube uhlobo oluthile lwenhlanganisela, lapho sithuthukisa zombili iziteshi ngokuhambisana. Kodwa namuhla sizokhuluma kabanzi mayelana nokuphumayo nokuthi yimiphi imikhuba ekhona nokuthi isebenza kanjani ngokujwayelekile.
Manje sekunezinkulumo mpikiswano eziningi ngesihloko sokuphuma noma ukungena. Eqinisweni, uma kuziwa ekuthengisweni, asikwazi nje ukukhuluma ngesiteshi sokukhiqiza esiholayo. Kokubili okuphumayo nokungenayo kuyisiteshi nje esithola kuso imikhondo emisha, futhi, ngokufanelekile, ngeke siphikisane ngokuthi senza okuphumayo noma kwangaphakathi kuphela.
Lokhu kuhlale kuwuhlobo oluthile lobudlelwano phakathi kokuphumayo nokungenayo, ngoba uma ubhalela amaklayenti akho izincwadi ezibandayo, noma kunjalo unikeza isixhumanisi kusayithi, abantu beza, babheke futhi babone izakhi ezithile zokwethembana noma ungaziboni. bheka, kuye ngokuthi Kulokhu, babe sebethatha isinqumo mayelana nokuthi bayiphendule yini incwadi noma cha.
Abantu abaningi engikhuluma nabo ngenxa yezizathu ezithile balungiselwe ukuthi ukuphuma yikho okumele kwenziwe khona manje, ngoba kusebenza ngokushesha, futhi isiteshi esingenayo sidinga ukuthuthukiswa isikhathi eside kakhulu futhi lokhu kuwumsebenzi ongabongi. Eqinisweni, lokhu kungumbono oyiphutha omkhulu, ngoba, okokuqala, lokhu kudinga ukuthuthukiswa ngokuhambisana, futhi okwesibili, nasi isibonelo esilula, lapho ukuhola okuthile kuza kithi ngokungena ngaphakathi, usevele enohlobo oluthile lwesidingo esakhiwe, ngoba Ngabona iwebhusayithi yethu, ngaqonda esikwenzayo, futhi ngashiya isicelo.
Ngokuphuma ngaphandle, ngokuvamile kufanele sibhalele labo abaholayo ngokuvamile abangenaso isidingo esakhiwe, futhi yile nqubo yokwakhiwa kwesidingo ethatha isikhathi esiningi.
Ngakho-ke, mina, empeleni, angikukhuthazi ukucabanga ukusebenza nanoma yisiphi isiteshi esisodwa; sihlala sithi lokhu kufanele kube uhlobo oluthile lwenhlanganisela, lapho sithuthukisa zombili iziteshi ngokuhambisana. Kodwa namuhla sizokhuluma kabanzi mayelana nokuphumayo nokuthi yimiphi imikhuba ekhona nokuthi isebenza kanjani ngokujwayelekile.
Mhlawumbe umbono oyiphutha wokuqala engihlangana nawo lapho ngixhumana nabantu ukuthi ukuphuma kufanele kuhlale kubanda kakhulu futhi kuhlale kubukeka njengogaxekile, okungukuthi, uma sibhala incwadi ebandayo, kusho ukuthi njalo ugaxekile.
Eqinisweni, lena indlela eyisidala, engikhulume ngayo, lapho simane sithatha umkhondo emithonjeni engaziwa noma ngisho naku-LinkedIn, sivele sithathe imikhondo eyizinkulungwane, i-geography yase-USA, efana nalena Sithumela le ndima, lesi sikhundla, futhi, ngokwemvelo, sizobukeka njengogaxekile kumamukeli, futhi ngingaqinisekisa ukuthi abemukeli bakho bathola izincwadi ezinjalo ezimbalwa ngosuku futhi ezikhathini eziningi bavele bazisuse ngaphandle kokuzifunda, okungenani bengikwenza lokhu muva nje. , ngoba ugaxekile oqondile.
Futhi indlela eyamukelekayo ukuthi akufanele, ngokuyisisekelo, sibhale ugaxekile kunoma ubani, futhi ngisho noma sidinga ukubhala incwadi ebandayo, ngakho-ke, ngangokunokwenzeka, sidinga ukufudumala umuntu ngaphambi kokuxhumana. Ngizophinde ngikhulume ngendlela yokufudumala ngaphambi kwe-imeyili ebandayo phakathi nalesi sigaba senkosi.
Kufanele ngiqale kuphi?
Akunandaba ukuthi yisiphi isiteshi osithuthukisayo, singena ngaphakathi noma siphuma ngaphandle, akunandaba, udinga njalo ukuqala ngokuqonda, ngokomthetho, ukuthi uluhlobo luni lwenkampani nokuthi yiziphi izinsizakalo ozithengisayo.
Ngeke ngizibambe ngakho, ngicabanga ukuthi leli yiqiniso elisobala lawo wonke umuntu, kodwa lapho kuxhunywana nezinkampani eziningi, bambalwa kakhulu abangasho ukuthi zihluke kanjani ezinhlelweni zezinkampani ezitholakala esitezi esisodwa phezulu noma kwesinye. phansi ngezansi.
Ngokuyisisekelo yehlela kokuthi, "Hhayi-ke, senza amaphrojekthi asezingeni eliphezulu." Abanye futhi bathi benza umsebenzi osezingeni eliphezulu. "Futhi siletha amaphrojekthi ngesikhathi." Abanye futhi bathi bakwenza ngesikhathi, ngakho-ke, kubaluleke kakhulu, lapho uqala ukusebenza kunoma yisiphi isiteshi, ukuqonda ukuthi inkampani yakho iyingcweti, ukuthi ungazihlukanisa kanjani nabancintisana nabo.
Ngokwemvelo, ukwakha kabusha ngentengo akuyona inketho, ngoba lesi sici, ake sithi, sesivele sithathwe amazwe ase-Asia, i.e. sezivele zilungiswe kahle ngentengo futhi zivame ukunginikeza ama-dollar angu-8-10 ukuze ngithuthukise okuthile, ngakho-ke isu kufanele liphelele, kufanele lisekelwe kusizinda esithile sebhizinisi, noma kothile ochwepheshe bezobuchwepheshe obujulile, isibonelo, okunye okuqondile. amaphrojekthi ane-blockchain noma ukufunda ngomshini.
Lapho wenza lezi zindlela, kuzoba lula kakhulu kuwe ukuthi uxhumane namakhasimende, ngoba, futhi, uma mina, ngokwesibonelo, ngidinga umthuthukisi - inkampani yokukhipha, khona-ke ngihlala ngixhumana noyedwa noma ababili noma abathathu futhi ngihlala ngikhetha phakathi labo, njengokusho kwabo kimi.
Okusho ukuthi, sekuvele kunomthelela lapho uthintana neklayenti, nalokho omtshela kona. Ngemva kokuhlaziya izingcingo ezinjalo ezingaba yikhulu, okokuqala othintana namakhasimende, ngingasho ngokuqiniseka ukuthi akekho ongaphendula umbuzo wokuthi kungani ungcono, ukuthi uhluke kanjani ngempela ngokuningiliziwe futhi iphuzu.
Futhi lokhu kuyinkinga enkulu kakhulu, futhi okokuqala, okudingeka uqale ngakho, okudingeka ukwenze, ukwakha izinzuzo zakho ukuze amaklayenti aqonde ukuthi kungani kufanele akukhethe. Nginganikeza izibonelo kamuva njengoba ikilasi lethu liqhubeka.
Iphuzu lesibili nalo liphathelene nokuphumayo nokungenayo, kodwa kulokhu sikhuluma ngokuphuma. Ngaphambi kokuba ubhalele noma ubani, kufanele uqonde ngokucacile ukuthi obani izithameli zakho. Ngakho-ke, uma ubhala izincwadi eziyinkulungwane eziya ezinkampanini, abantu abangafakiwe kumaphrofayili ezithameli zakho ezihlosiwe, uzomane udale ugaxekile futhi ngeke uthole noma yiziphi izimpendulo.
Kaningi ngibona izimo lapho inhloko yenkampani ifika ithi: “Sesiqala ukwenza ngaphandle, ake sizame.” Amanye ama-imeyili okuqala ayenziwa, umkhankaso wesibili, umkhankaso wesithathu, futhi ngenxa yalokho, ngemva kwesikhathi esithile, sithola izimpendulo eziyiziro noma eyodwa, lapho kubhalwe ukuthi: “Anginasithakazelo, ngikhiphe ohlwini.”
Futhi ngemva kwezinyanga ezimbalwa kwenziwa isinqumo sokuthi lesi siteshi simane singasebenzi futhi “masingakwenzi lokhu, akusikho okwethu.” Eqinisweni, cishe noma yisiphi isiteshi siyasebenza uma uzilungiselela kahle ukusebenza nalesi siteshi futhi usisebenzise ngokuqondile.
Ngakho-ke, iphuzu lokuqala, elibaluleke kakhulu, lidala imininingwane eningiliziwe ebizwa nge-buer persona, lapho uqonda ngokucacile ukuthi yiziphi izinkinga laba bantu abanazo, kungani ungabasiza ukuzixazulula, ungakuthethelela. Umthetho obaluleke kakhulu engingawenza lapho ngisebenza nabaphumayo kufanele ube ofanele.
Uma ubalulekile kubantu obabhalelayo, okokuqala, uzohlala unempendulo ephezulu, futhi okwesibili, akekho ozokubiza ngogaxekile, ngoba kaningi, njengoba bese ngishilo, ngiyaphinda, kumane kungabantu babhala ukuthi abanasidingo nhlobo, futhi lokhu kucacile ngisho nakuphrofayela yabo ye-LinkedIn.
Isibonelo, abantu bavame ukungibhalela: "Ungakwazi yini ukufaka amaphrojekthi kithi?", Naphezu kokuthi i-LinkedIn ibonisa ukuthi angizange ngibambe iqhaza ekukhishweni kwangaphandle iminyaka eminingana.
Ngakho-ke, ucwaningo oluningiliziwe lokuthi ubhalela bani ngokulandelayo, isinyathelo esilandelayo ukuhlukaniswa kwalezi zithombe eziqondiwe, okungukuthi, ukuthi bangobani laba bantu, futhi ukuhlukaniswa kufanele ekugcineni kuphele ngenani labantu abasohlwini olufika kubantu abangama-50. . Uthathe indawo ethile, ake sithi ukuhamba, uthathe i-geography, ake sithi iJalimane.
Uqoqa amaphrofayili akho futhi awukwazi ukuwaqoqa hhayi ku-LinkedIn kuphela, kunezinye izinsiza eziningi ezikuvumela ukuthi uqondise, ezinye zazo zibalwe ngezansi.
Futhi kukhona namaqembu amaningi aqondiswe kakhulu lapho izithameli zakho ozihlosile zingahlala khona. Ngakho-ke, ngokusekelwe kulezi zici, wenza uhlu olunezigaba ezincane zezithameli zakho ezihlosiwe, futhi uma unomkhankaso owodwa wabantu abangu-30-40, kulula kakhulu ukwenza incwadi ibe ngeyakho futhi ubonise ukuthi ubhala ngempela, ukuqonda lokho oyikho. ukukhuluma, ukuthi ubhalela bani nokuthi kungani.
Kukhona amapulatifomu ezinsiza angadumile kakhulu, lena eminye imiphakathi eqondiwe emincane, yilokhu okusebenza kahle kakhulu manje. Ake sithi uhileleke kumshwalense noma unamacala ongawabonisa endaweni ethile yebhizinisi, ungabheka amaqembu ahlosiwe, ngokuvamile aqukethe abantu abayi-100 kuya ku-1000, kodwa ngasikhathi sinye laba ngabantu abaphezulu kakhulu. izimfanelo ezizofanela kangcono isithombe sakho.
I-MQL (i-marketing qualified lead) ihamba phambili efana nesithombe sezithameli eziqondiwe ozichazile. Ungawathola kanjani? Okokuqala, thola imibandela ofuna ngayo, kusukela ku-geography kuya lapho umthole khona umuntu.
Uma umthole eqenjini elithile, khona-ke singenza okuguquguqukayo ngesikhathi sokwenza kube ngokwakho okuguquguqukayo esimthole kuleli qembu ku-Facebook, futhi ngokufanelekile, lokhu kuzothinta, ake sithi, ukwenza kube ngokwakho okukhulu, izinga lokuphendula elingcono.
Abantu abaningi manje bayiqoqa kanjani idatha ukuze babhale izincwadi ezibandayo?
Imvamisa kubukeka kanje: kukhona i-LinkedIn, imvamisa uhlobo oluthile lwetilosi yokuthengisa ku-LinkedIn, futhi kukhona uhlelo lokusebenza olufana ne-snov.io, elikuvumela ukuthi uthole i-imeyili evela kuphrofayela ye-LinkedIn, noma uthole uhlu lwama-imeyili avela ku- uhlu lwamaphrofayili.
Konke lokhu sikugcina kufayela le-csv, bese sisebenzisa amapulatifomu athile, esizokhuluma ngawo kamuva, sithumela izincwadi. Lena indlela wonke umuntu ayenzayo manje, futhi ngingasho ngokukhulu ukuqiniseka ukuthi ukwenza kube ngokwakho, okusebenza ezingeni legama - inkampani - isikhundla, akuseyona into yomuntu siqu, kakade isebenza kabi kakhulu, wonke umuntu uzenzela yena ngale ndlela, ngakho lezi izincwadi sezivele zigcwele ngobuningi emabhokisini okungenayo abantu, futhi akusekho muntu ozifundayo.
Indlela yesibili iyingqayizivele kakhulu, engicabanga ukuthi akuwona wonke umuntu oyisebenzisayo, kodwa ngesikhathi esifanayo ayinzima kakhulu.
Isibonelo, uma izethameli zakho ezihlosiwe ziyiziqalo emkhakheni othile, akunandaba, kunenkundla efana ne-angellist.com, lapho kunohlu lwazo zonke iziqalo futhi ngaphezu kwalokho kunedatha eningi mayelana nalezi ziqalo, okuhlanganisa ukuthi yikuphi ukutshalwa kwezimali okuyindilinga abakuzo, obani abatshalizimali babo kanye nezinto eziningi ezingasetshenziswa njengokuguquguqukayo ukuze kwenziwe kube ngokwakho.
Sithatha lesi sigcawu, sixhuma i-Data Miner, evumela ukuthi uqoqe idatha engahlelekile ekhasini lewebhu ngendlela ehlelekile futhi, ngokufanele, ngosizo lwaleli thuluzi sicebisa hhayi nje iphrofayili, njengaku-LinkedIn - inkampani, isikhundla, igama. futhi yilokho kuphela, sengeza okuguquguqukayo okuningi okukuvumela ukuthi ungeze i-angellist.com efanayo noma i-crunchbase.com, futhi sizosebenzisa lezi ziguquguquko ukwenza kube ngokwakho esikhathini esizayo.
Ngendlela efanayo, sengeza i-imeyili sisebenzisa i-snov.io efanayo namathuluzi afanayo, sithola ifayela elithuthukisiwe elinedatha yomthofu engasetshenziswa futhi sibhale izinhlamvu eziqondene nawe kakhulu emaqenjini amancane. Yilokhu kanye okukuvumela ukuthi uhlobane ngangokunokwenzeka.
Futhi indlela yesithathu, lapho kukhona ngisho necala lapho sakwazi khona ukuthola izinga lokuphendula elingaba ngu-90%. Isebenza kanjani? Kunamaqembu amaningi noma imicimbi ku-Facebook, lapho umcimbi ngamunye ku-Facebook, iqembu ngalinye ku-Facebook linohlu lwababambe iqhaza.
Ngosizo lwamathuluzi athile abhalwe ngezansi, elinye lawo libizwa nge-Phantombuster lapho ungaqoqa khona wonke amalungu eqembu elithile noma umcimbi ngokuzenzakalelayo.
Bese uthola ngokuzenzakalelayo amaphrofayili abo ku-LinkedIn futhi usebenzisa i-Dux-Soup wuhlelo olukusiza ukuthi uthumele ngokuzenzakalelayo izimemo nemilayezo, uthumele abantu umlayezo oqondene nawe kakhulu.
USergey
Zingaki iziguquguquko onazo ngohlamvu olulodwa?
Isikhulu
Kuncike kakhulu ekutheni luhlobo luni lwezinhlamvu, kusiphi isigaba, kodwa ngokujwayelekile ngohlamvu lokuqala ngingathatha 4-5 okuguquguqukayo kwekhwalithi enhle.
USergey
Ingabe kungenzeka ukwakha phezu kwempendulo etholwe ezingxenyeni ezithile zemakethe ngokusekelwe emiphumeleni yomkhankaso wokuhlola wokumaketha, hhayi esithombeni sekhasimende esasihlelelwe ekuqaleni?
Isikhulu
Uma impendulo ifanelekile, udinga nje ukulungisa isithombe ngokusekelwe kule mpendulo bese usebenza kumfanekiso noma kunjalo, okungukuthi, impendulo yiyona ekuvumela ukuthi ucije isithombe sezethameli eziqondiwe ngokuningiliziwe.
USergey
Okusho ukuthi, kunoma yikuphi, kuqala kufika isithombe njenge-hypothesis, bese kuba isithombe, esiphucuziwe ngokwenza.
Isikhulu
Futhi ngingasho ukuthi ukusebenza ngezithombe akupheli, okungukuthi, uma siqale ngenani elincane lezithombe, manje sesizihlukanise kakhulu, sezivele zinenani elikhulu, futhi nsuku zonke isithombe ngasinye siyacwengisiswa futhi sihlonishwe. . Ngakho-ke, yiqiniso, lokhu kuwumsebenzi oqhubekayo ozosivumela ukuba siqoqe ngokucacile izethameli zethu ezihlosiwe ngokuhamba kwesikhathi.
USergey
Omunye umbuzo: I-LinkedIn yokuthengisa itilosi ingeza imiphumela yalabo abangathakazelisi ukude, mhlawumbe kube nesiphazamisi, noma mhlawumbe i-algorithm iyinkimbinkimbi kakhulu futhi igwegwile? Ingabe uke wahlangabezana nezinto ezinjalo?
Isikhulu
Yebo, sinakho, futhi lokhu akukona kuphela itilosi yokuthengisa, lokhu, ngokomthetho, futhi ku-LinkedIn evamile. Inkinga yilena: kaningi lokhu kungenxa yokuthi uma, ngokwesibonelo, sifaka amagama angukhiye ekusesheni ku-navigator yokuthengisa, i-LinkedIn inqamula kakhulu imiphumela. Ama-algorithms ayo akude nokuphelela, futhi ngincoma kuleli cala ukuthi ungasebenzisi noma yimaphi amagama angukhiye nhlobo, kodwa ukhethe ngokusekelwe ezinkambeni ezithile bese imiphumela izoba ngcono.
Ngizokutshela isibonelo ukuthi, ngethemba, sizobonisa indlela yokusebenzisa leli thuluzi ngendlela efanele. Masithathe umkhiqizo wethu. Esinye sezithombe esizihlonze ngabasebenzisi bohlelo lwe-Pipedrive CRM, okungukuthi, laba yilabo abangaba amakhasimende ethu.
Sithole iqembu kuFacebook, lalibizwa ngokuthi “abasebenzisi bePipedrive” noma into efana naleyo futhi sisebenzisa iPhantom Buster saqoqa wonke amalungu aleli qembu, sabe sisebenzisa yona iPhantom Buster sathola amaphrofayili abo ku-LinkedIn ngokuzenzakalelayo bese sisebenzisa iDux -Soup. uthumele imilayezo ku-LinkedIn lapho sibhale khona ukuthi: “Sawubona, ngikuthole ku-Facebook eqenjini elithize, mayelana nalokhu ngibe nombuzo, ungangitshela okuthile…”
Futhi sibe nezinga lokuphendula eliphezulu kakhulu. Kulabo abaxhume ngokusemthethweni, bekunezimpendulo ezingaba ngu-90%, futhi leli yicala okungekho muntu owake wacabanga ngalo empilweni yakhe, ukuthi sizenzele, kubukeka sengathi ngithole umuntu ndawana thize, ngabona ukuthi kuliphi iqembu, uthole iphrofayela yakhe ku-LinkedIn futhi wanquma ukubhala.
Kubukeke okomuntu siqu kakhulu, ngakho-ke bekunezinga lokuphendula eliphezulu kakhulu, futhi belifaneleka impela, njengoba ngempela kuleli qembu bekunabasebenzisi besistimu ye-CRM ebesibadinga, futhi bebengasinika izimpendulo zemibuzo.
Futhi ngemva kokuba sesivele singene engxoxweni, saqala ukubuza ukuthi bayixazulula kanjani inkinga enjalo naleyo, bathi ayikho indlela, sabe sesibanikeza amathuluzi ethu njengezinketho. Ngakho-ke, ukuthola izindlela ezinjalo zokuphumela ngaphandle kuyinto ezothuthuka ngenkuthalo eminyakeni embalwa ezayo, ngiqinisekile.
Futhi lokhu kungenye yezindlela zokusetshenziswa kwe-Phantom Buster efanayo; iyi-API enkulu kakhulu yabakhangisi nabathengisi engasetshenziswa. Ngemva kwesikhashana ngizokutshela ukuthi yiziphi ezinye izimo ezingahlanganisa.
Mayelana neziteshi, sonke siyazi ukuthi kukhona i-imeyili ne-LinkedIn, futhi sisebenzisana nazo. Umbuzo uthi mhlawumbe kumele siguqule izindlela zokusebenza nabo, into yokuqala lena.
Futhi okwesibili, usadinga ukunaka i-Facebook njengomthombo wokuxhumana, naphezu kokuthi abaningi bathi i-FB iyindawo yomuntu siqu, kungcono ukungabhali lapho emsebenzini. Kodwa kuya ngokuthi obani izithameli zakho.
Ngingasho nakanjani ukuthi uma izethameli zakho ezihlosiwe ziyiziqalo, kungakhathaliseki ukuthi ziyini, kungakhathaliseki ukuthi zikuphi, khona-ke i-Facebook iyindawo enhle kakhulu yokuxhumana.
Futhi uma, ngokwesibonelo, ubheka amaqembu athile e-FB emincane, cishe yonke i-geography ineqembu layo le-FB, isibonelo, iziqalo zaseBerlin, ukuqala kweLondon, njll., kunoma yiliphi idolobha, kunoma yiliphi izwe ungathola umphakathi omncane, amaqembu. kwabantu abaxhumana bodwa.
Okuwukuphela kwento ukuthi kufanele uziphathe ngokucophelela lapho, ngivame ukuqaphela emaqenjini anjalo lapho kuvela uJohn noma omunye umuntu futhi abhale: “Bafo, manje sengicabangela usonkontileka ozongenzela isiqalo. futhi ngifuna unjiniyela. Ngitshele, ingabe u-$90 ngehora uyintengo evamile noma cha?”
Futhi baqala ukubhala izimpendulo, othile ubhala ukuthi uma lokhu kuyinkampani, khona-ke lokhu kuyinani elilungile, uma i-freelancer, khona-ke ingaba ishibhile kancane.
Futhi ngenxa yalokho, ngemva kwesikhathi esithile kuvela Vasya Ivanov, owangena kulesi sihloko futhi wabhala: "Futhi lapha, empeleni, singenza 40, kalula."
Ngokuvamile, lokhu kuyindlela engalungile yokuthengisa, kungukunciphisa kakhulu inani lalokho okwenziwa yizo zonke izinkampani maqondana namakhasimende, ngakho-ke uma usuvele ukula maqembu, udinga okungenani ukwenza izinhlinzeko zakho ngendlela efanele.
Ngakho-ke, naka i-Facebook futhi, kukhona okuholela lapho, bonke abantu abangaphansi kweminyaka engama-40 bangababukeli bakho okuhlosiwe, kulula kakhulu ukubafinyelela ku-Facebook.
Manje ake sikhulume ngesiteshi ngasinye ngokwehlukana.
Okokuqala, wonke umuntu uyazi ukuthi ama-imeyili awadingi ukuthunyelwa ngesandla; izinkampani zenza lokhu ngamathuluzi okuxhumana nabantu ukuze uthole i-imeyili. Ngicabanga ukuthi uzwile ngezinye zazo, kodwa hhayi ezinye, manje ngifuna ukugxila ethuluzini elilodwa - lemlist.com.
Uyini umehluko wayo wokuncintisana, ngokubona kwami, umehluko wokuncintisana okufanele ube nawo phambi kwamakhasimende akho. Nge-lemlist, iwukuthi bangakwazi ukwenza kube ngokwakho, okungukuthi, ukufaka okuguquguqukayo hhayi nje njengombhalo, kodwa futhi njengesithombe.
Isebenza kanjani? Ake sithi ngithatha inkomishi emhlophe, okuthiwa ngiphuza itiye, ngithatha isithombe sami, bese ilogo yeklayenti ithathelwa indawo kule nkomishi emhlophe njengento eguquguqukayo. Noma ngithatha isithombe ngibhekene nengemuva lebhodi elingenalutho, futhi omunye umbhalo ushutheka ngokuzenzakalelayo kuleli bhodi, okuthiwa ubhalwe ngesandla, lapho ngibhala khona, isibonelo, igama lomuntu, njll. Lokhu kuvumela izinga eliphezulu kakhulu lokwenza kube ngokwakho.
Lapho sishintshela kuleli thuluzi, ngingasho ukuthi ngemva kokuhlolwa kwe-AB izinga lethu lokuphendula emikhankasweni ehlukene lenyuke lisuka ku-20 laya ku-100%. Kungani lokhu kwenzeka? Ngoba abantu kaningi abanalo ulwazi lokuthi lokhu kungenziwa kanjani ngokuzenzakalelayo, ngakho bathola umbono ocacile wokuthi ngikwenze mathupha, futhi uma ngesandla, akuyena ugaxekile, futhi uma kungeyena ugaxekile, kusho ukuthi, ngokomthetho, ungakwazi. cabanga, bheka, mhlawumbe uphendule okuthile.
Abantu abaningi basibhalela ngokuqondile: "Guys, angikaze ngithole incwadi ebandayo enjalo ngaphambili," kodwa into eyinhloko ukuthi saqala ukuxhumana, ngakho-ke ngikweluleka ukuthi ucabangele leli thuluzi njengenketho.
Mayelana namaphuzu asemqoka okufanele uwacabangele lapho ubhala izincwadi ezibandayo futhi udala imikhankaso ye-imeyili.
Okokuqala, yiqiniso, akekho ofunda izinhlamvu ezinde kakhulu. Kwesinye isikhathi bangithumelela uhlu olukhulu lwabo bonke ubuchwepheshe obuphethwe yinkampani, bese bebhala uhlobo oluthile lwesingeniso esinamakhasi amabili, alufundeki, ngakho noma iyiphi incwadi oyibhalayo kufanele ibe mfushane futhi ihambisane nomuntu. Kafushane, lokhu kusho ukuthi umuntu cishe uzoyifunda ngokugcwele, futhi uma ifaneleka, cishe uyosabela.
Isici sesibili, esibaluleke kakhulu, ukubhala kusuka esizindeni sebhizinisi. Ngezinye izikhathi ngihlangana nezinkampani ezingitshela ukuthi: “Sakha i-imeyili ekhethekile ye-gmail bese sibhala ngayo.” Ngathi: “Kungani wenze lokhu?” Bathi: “Kuthiwani uma isizinda sethu sigcina singogaxekile.” Lona impela umehluko, i.e. asikho isidingo sokuzibandakanya kugaxekile, udinga ukwenza ukufinyelela kwekhwalithi ephezulu, masikubize kanjalo, futhi kube okufanelekile, ukusiza abantu ngezinto ezingase zibe usizo kubo.
Ngakho-ke, uma wenza lokhu, ngeke kunikeze noma yimiphi imiphumela nhlobo, ungavele ume futhi ngokuthula uye ekhelini lakho lebhizinisi, ubhale kulo futhi ubhale ngendlela yokuthi kungabikho ithuba lokuthi abantu bazothumela le ncwadi kugaxekile. .
Wonke umuntu uyazi kakade ukuthi ubuncane emkhankasweni kufanele kube izigaba ezingu-5-7, ngicabanga ukuthi kwezinye izimo kungase kube ngaphezulu. Kunezibalo ezisemthethweni ezivulekile mayelana nama-imeyili abandayo, angatholakala ku-inthanethi, ukuthi ngaphezu kwama-50% azo zonke izimpendulo ziza ngemva kohlamvu lwesine ochungechungeni.
Ngesinye isikhathi ngaze ngenza ucwaningo, lapho beqala ukuxhumana nami futhi bengibhalela izincwadi, ngabheka ukuthi ubani ozofinyelela kusiphi isigaba. Futhi empeleni, kwakukhona isilinganiso sezinhlamvu ezingu-2-3, yilokho okwanele, ngemva kwalokho konke kuzolile. Ngakho-ke, udinga ukuzama ukwenza okungenani izigaba ezingu-5-7 ekuthumeleni kwakho.
USergey
Max, umbuzo nje mayelana nezihloko zalezi zinhlamvu. Umbuzo uphakama ngokushesha: yini okufanele ngiyibhale kulezi zincwadi eziyisikhombisa? Hhayi-ke, kuhle, incwadi yokuqala: "Sawubona, John, konke kuhamba kahle, ngikuthole eqenjini," okwesibili, lapho, ngiqhamuke nokunye, okwesithathu, umcabango wami woma, futhi ngolwesine. , inguziro ngokuphelele.
Isikhulu
Iphuzu elibaluleke kakhulu lapha ukubuka ukubandakanyeka kwabantu ngokujwayelekile, okungukuthi, akudingekile ukubhala umlayezo ofanayo owawusencwadini yokuqala. Ngokuvamile le nkinga iphakama lapho sibhala incwadi yokuqala enomyalezo noma isiphakamiso esithile bese sizama ukuphusha zonke izinhlamvu eziyisikhombisa ziqonde ohlangothini olufanayo.
Udinga nje ukushintsha. Ake sithi, njengoba senza, incwadi yokuqala icacile, sivame ukwenza uhlamvu lwesibili ngendlela yokuthi, isibonelo, siphonsa isixhumanisi. Ngokuvamile, inhloso ye-imeyili ebandayo iwukumisa umhlangano noma ikholi. Incwadi yokuqala ihloselwe lokhu, okwesibili sibhala: "Uxolo, ngikhohliwe ukungeza isixhumanisi ku-calendly, khetha isikhathi esilungele wena." Incwadi yesithathu: “Ngithumele incwadi ngosuku olunje nalolo, ngifuna ukwenza isiqiniseko sokuthi uyibonile noma cha, ungakwazi ukunikeza impendulo?”
Bese sishintsha indlela yethu yokwenza. Yilapho ukuqonda isithombe-sithombe kubaluleke kakhulu. Uma sibhala, isibonelo, eqenjini elithile elincane, siyaqonda ukuthi leli qembu elincane lingase ligule, futhi sibhala: "Ngendlela, sibhale isihloko ngalesi sihloko esingaba usizo kuwe, nansi isixhumanisi, bheka"
Ngokomthetho, cishe, konke okuphumayo kwakhiwe ekunikezeni kuqala, bese sicela okuthile, hhayi ukuze sithathe ngokushesha futhi sicele, kodwa okokuqala kufanele sinikeze okuthile.
Ngakho-ke, lapha yiyo kanye indawo lapho angenayo naphumayo ephambana khona ngokuqinile futhi ngokwengxenye okuqukethwe esikubhalela okungenayo, njengokungathi, sikusebenzisa esiteshini esiphumayo lapho sibhala izincwadi futhi sithumela okuqukethwe okuthile emaqenjini athile thina Siyaqonda ukuthi kufanele kube usizo kubo. Ngakho-ke, udinga ukwakha la maketanga ngezindlela ezahlukene, udinga ukuhlola.
USergey
Ngicela ungitshele, ingabe ukwazile ukudala la maketango ngesikhathi sokuqala noma uye wazabalaza, wazama, futhi wazama?
Isikhulu
Akuyona inkinga ukuwadala; badinga ukusebenza. Sikwazile ukuyidala okokuqala, yebo. Umbuzo uthi abayitholanga imali okokuqala, kunjalo.
Sizame kakhulu, sidinga ukuhlola konke. Kwenzeka ukuthi uthola indlela ethile esebenzayo, ikusebenzele inyanga futhi yilokho, emva kwalokho ayisasebenzi, nakuba ubhalela izethameli ezifanayo.
Ngakho-ke, lena into okumele: a) iguquke njalo; b) zivivinywe njalo, okungukuthi, akukho mkhawulo ekupheleleni.
Sithatha futhi siqale ngokuthatha izihloko ezimbili, sibheke lapho izinga elivulekile lingcono, bese sithatha isihloko esinezinga elivulekile elingcono futhi sithathe esinye, siqhamuke nesinye, sibheke, futhi manje siyabaqhathanisa.
Into efanayo ngezinhlamvu, sishintsha izinhlamvu futhi sibone ukuthi izinga elivulekile liyashintsha yini, sikwenza lokhu ngokwenza okomuntu siqu, ngokwenza okomuntu siqu. Okusho ukuthi, lesi yisamba esikhulu kakhulu somsebenzi owenziwa ngokuqhubekayo.
Angikakasiboni icala elilodwa lapho ungathola khona inketho ongayigcina, chofoza okuthi “sebenzisa njalo” futhi izolokhu iletha umkhondo.
Yonke into ishintsha njalo, ikakhulukazi njengoba sisuke kulolu hlu lwama-imeyili, lapho sithumela izinkulungwane zama-imeyili, futhi manje lawa amaqembu aqondiswe kancane, ngakho imibhalo yawo ishintsha njalo.
USergey
5-7 izigaba. Lezi zigaba zenzelwe isikhathi sini? Cishe side kangakanani?
Isikhulu
Kungaba nezikhawu zangokwezifiso, okungukuthi, phakathi kwezinhlamvu zokuqala kunezinsuku ezingu-2-3, phakathi kwalezo eziseduze nokuphela kungaba negebe lesonto. Okusho ukuthi, ngokuvamile, kuze kufike ezinyangeni ezingu-1,5 ukuze lokhu kwenzeke. Futhi, ukuphuma kuyisihloko lapho kuthatha isikhathi ukwakha isidingo, noma ngabe umuntu akanaso manje, uma umnika ulwazi olufanele, okuqukethwe okufanele, bese ngokuhamba kwesikhathi, lapho lesi sidingo sivela, uzokhumbula. futhi ujike.
USergey
Ingabe ukuguqulwa kweketango kwenziwa ngokuzenzakalelayo, ngokusekelwe ekuqhathaniseni, noma ngokwenza?
Isikhulu
Senza okuhlukile okuningana, futhi la mathuluzi afanayo anomsebenzi wokuhlola we-A/B, sivele sivule uhlolo lwe-A/B bese sibona ukuthi yikuphi ukulungisa okusebenza kangcono.
Ama-GIF angasetshenziswa, nakuba kufanele asetshenziswe kancane, siqaphele ukuthi izinga lokuphendula liyakhuphuka uma sisebenzisa uhlobo oluthile lwe-GIF olungajabulisa umuntu. Okungukuthi, kubalulekile ukusebenza ngendlela okubukeka ngayo ngokuvamile, lokhu akuyona i-panacea, lezi yizinto ezincane ezingasetshenziswa.
Elinye iphuzu elibalulekile, uma uthumela izincwadi zakho ngezinhlelo ezinjalo, bese ngohlamvu lokuqala, khubaza ukulandelwa kokuvulwa kwencwadi, ngoba i-pixel yokulandelela, eyengezwe ukulandelela, yengeza ikhodi ye-html kuhlamvu, futhi uma okokuqala into efana nalena ifika ku-imeyili yebhokisi lokungenayo, ingase igcine ikugaxekile.
Ngakho-ke, ukulethwa kukhuphuka kakhulu uma uvele ukhubaze le pixel ngohlamvu lokuqala. Kunezikhathi ezimbalwa ezengeziwe, isibonelo, lapho sibhala incwadi, phansi senza amaphutha ambalwa, hhayi uhlelo lolimi, kodwa ama-typos, okuyinto i-T9 evame ukuyenza, futhi sengeza "okuthunyelwe kusuka ku-Iphone yami" ngezansi.
Lokhu kungeza ukwenza kube ngokwakho ngokombono wokuthi kuba sengathi bengihlezi, ngibhala, futhi ngenza iphutha, futhi lokhu kwandisa ngokwezinga elithile nezinga lokuphendula futhi.
Kukhona nenani lemibuzo yobuchwepheshe okufanele ibhekiswe kumphathi wesizinda ukuze kumiswe isiginesha ye-SPF nesiginesha ye-DKIM ngendlela efanele. I-DMARC iyona evimbela ama-imeyili ukuthi agcine engogaxekile. Ngesinye isikhathi bangishayela ucingo bathi: “Sinenkinga, ekuqaleni sathumela izincwadi inyanga yonke, zingaphendulwanga nhlobo, sabe sesiqala ukuyihlaziya, kwavela ukuthi bebengaphumeleli.” Futhi sabheka, futhi lawa masignesha ayengalungiswanga futhi yonke into igcine ingogaxekile ngokuzenzakalelayo.
Uma usebenza nezikhulumi zesiNgisi zomdabu, ngokwesibonelo i-USA noma i-UK, kubaluleke kakhulu ukuthi uhlole izincwadi zakho ezivela kumaphrofayili aqondayo ingqondo futhi angaphinda abhale kabusha incwadi yakho ngamanye amagama, ashiye umyalezo ofanayo.
USergey
Yiziphi izinhlelo zakho zeviki ngenani lama-imeyili athunyelwe?
Isikhulu
Kuya ngokuthi yimuphi umgomo okudingeka siwufinyelele, aziwona unomphela. Konke kuncike ku-funnel, kukhona i-funnel, kukhona uhlelo lwe-CRM, sibheka emnyango we-funnel, uma sibona ukuthi mayelana nesizukulwane sokuhola, ukwehla sekuqalile ezigabeni zokuqala, bese sithumela okunye. izincwadi.
Uma singenaso isikhathi sokusebenzisa lezi zigaba zokuqala, ngakho-ke thina, ngokuphambene nalokho, simisa imikhankaso bese silinda imikhondo ukuthi idlule kufaneli, ngakho-ke angikwazi ukunikeza izincomo eziqondile zokuthi mangaki ama-imeyili okufanele athunyelwe. , kudingeka sakhe phezu kwesimo esithile.
Manje ezinye izinto eziyimfihlo ezithakazelisayo, mhlawumbe othile uzosebenzisa ezinye, kodwa ngicabanga ukuthi kusazoba usizo kakhulu. Kukhona amathuluzi, abalwe ngezansi, akuvumela ukuthi uthole ukuthi iyiphi inkampani umuntu eze engosini yakho.
Siyisebenzisa kanjani? Sibhalela labo esibathintayo izincwadi, kodwa siyazi ukuthi yiziphi izinkampani esizibhalela. Futhi sibheka ukuthi ubani kubo ovakashele isayithi, futhi uma sibona ukuthi sibhale, isibonelo, enkampanini ye-Disney futhi ezinsukwini ezimbili ngemva kokuthumela incwadi, kwaba nokuvakashela indawo yethu evela enkampanini ye-Disney, khona-ke siyaqonda. ukuthi kungenzeka ukuthi lo muntu noma ozakwabo bangene.
Ngokuvumelana nalokho, singakwazi ukwenza uhlamvu olulandelayo ochungechungeni lube ngumuntu siqu, futhi uma belisekhasini ngezintengo, bese sibhala ukuthi singakufonela futhi sikutshele kabanzi ukuthi amanani ethu asebenza kanjani, njll.
Okusho ukuthi, kunezindlela eziningi, cishe zihlukile ebhizinisini ngalinye, kodwa kuhlale kuwusizo ukwazi lolu lwazi nokwenza uhlobo oluthile lokuzenzela ngokusekelwe kulo.
Ithuluzi lesibili elithakazelisayo. Ngaphambi kokuthi uqale ukubhalela abaqondisi bakho, khombisa umsebenzi othile ezinkundleni zokuxhumana, ngokwesibonelo, thanda, ubeke amazwana, wabelane ngokuthunyelwe kwabo futhi uqiniseke ukuthi ukwenzela umuntu okuzothunyelwa kuye incwadi yezindaba.
Ngakho-ke, umuntu ubona ukuthi uVanya othile wayemthanda kanye, wamthanda okwesibili, waphawula ngokuthile, wabelana ngokuthile, bese kuthi ezinsukwini ezimbili kamuva kuvela incwadi evela kuye enesithombe esifanayo esiku-Facebook, enegama elifanayo .
Lokhu kufudumeza okuncane ngaphambi kokuba sibhale, ukuze incwadi ingabandi kangako futhi kube nomuzwa wokuthi useyamazi lo muntu.
Ngendlela, elinye lamacala ukuthi ungasebenzisa kanjani i-Phantom Buster ukuze ungakwenzi konke ngesandla. Simane sikhiqize uhlu lwemikhondo, futhi le nto ithanda ngokuzenzakalelayo, ukwabelana, yenza ezinye izinto ezingenziwa ngokwezifiso futhi ezingadingi ukwenziwa mathupha, ilula kakhulu futhi ngaleyo ndlela yandisa ukuguqulwa kwezimpendulo.
USergey
Ingabe i-Facebook ayiboni ukuthi lo akuyena umuntu, kodwa uhlobo oluthile lohlelo?
Isikhulu
Cha. Ake sithi leli thuluzi "elisebenzayo", yonke into idinga ukwenziwa ngokucacile ngaphansi kwe-VPN, khona-ke konke kuzolunga.
Indlela yesithathu ukuthi ngaphambi kokuthi sifinyelele, sithatha uhlu lwama-imeyili esihlela ukuwafinyelela futhi siqalise umkhankaso wokukhangisa kuwo ku-Facebook, lapho ungadlala khona izikhangiso ohlwini oluthile lwama-imeyili.
Futhi ngaphambi kokubhala, umuntu ubona isikhangiso sakho ngaso sonke isikhathi, mhlawumbe nawe uze wazithwebula futhi usho okuthile.
Kukhulisa kakhulu ukwethenjwa kwakhe lapho ethola incwadi, futhi uyajabula ngisho nokuthi umuntu odumile kangaka wambhalela. Siphinde sahlangabezana nalokhu, kusebenza kahle ukukhulisa izinga lokuphendula elifanayo.
Zonke lezi zinto zihloselwe ukukhulisa ukwenziwa kahle kokuphumayo okwenzayo.
Amagama ambalwa nje mayelana ne-LinkedIn. Ungathumeli izimemo ezijwayelekile, ngicabanga ukuthi kuyaqondakala lokho. Imithetho efanayo iyasebenza lapha: udinga ukwenza ngokuzenzakalelayo yonke into futhi wenze inombolo encane yezenzo ngesandla.
Kulokhu kukhona amathuluzi afana ne-Dux-soup, i-Linkedhelper. Thina, ngokomthetho, sisebenzisa kokubili, kodwa i-LinkedIn ibucayi kakhulu ngezinto ezinjalo ukuze okungenani kube okuzenzakalelayo, ngakho-ke bahlala bezama "ukuncinza iminwe" yalawa mathuluzi, futhi bahlala begwema futhi beza nezindlela ezintsha. .
Ngakho-ke, kwenzeka uma ingasebenzi ngokuzinza kakhulu, kodwa iyonke isebenza kahle kakhulu 90% futhi yonga isikhathi esikhulu salabo abenza lokhu kufinyelela.
Manje amagama ambalwa mayelana nokuthi kungani lokhu kwenzeka, ukuthi abantu abadayisi bavame ukusebenza ngokungasebenzi kahle, bachitha isikhathi esiningi befaka imisebenzi ethile ohlelweni lwe-CRM, bethintana nabaqondisi abangaziwa abangafanelekile, ngakho-ke ukubhala ukulandelana ngesandla, njll.
Iminyango eminingi yokuthengisa ibhekene nenkinga efanayo, futhi i-nuance eyinhloko ukuthi azikho izindima nezibopho ezisatshalaliswe kahle ngaphakathi komnyango wokuthengisa.
Nansi indlela okufanele ibukeke ngayo:
Kunencwadi okungenzeka ukuthi abantu abaningi bayifundile, Ingeniso Ebikezelwayo, umbhali wayo osebenze kwa-Salesforce, futhi, empeleni, wasungula indlela entsha ayisebenzisa e-Salesforce futhi manje le ndlela isithandwa kakhulu.
Ingqikithi yayo iwukuthi uma singayifaki inhloko yezokuthengisa njengendima, ngaphakathi komnyango wezokuthengisa izindima zihlukaniswa zibe yi-lead generator, i-SDR (emele ukuthuthukiswa kokuthengisa) kanye ne-Account Executive (eduze).
Kungani lokhu kusatshalaliswa kwezindima futhi kuwusizo kanjani?
Okokuqala, ama-KPI ngayinye yalezi ndima angenziwa ngokucace kakhulu futhi asethwe. Uma sikhuluma nge-Lead Generator, khona-ke umphumela wayo kufanele kube umkhondo ofanelekayo wokumaketha futhi, empeleni, izimpendulo zokuqala ezivela kumakhasimende angaba nentshisekelo.
Futhi lena i-kpi yakhe, kokubili ngokomthamo nangekhwalithi. Uma sikhuluma nge-SDR, khona-ke okokufaka kwayo kuyizimpendulo zamaqembu anentshisekelo kanye ne-MQL, futhi okukhiphayo kufanele kube abahola abafanelekayo bokuthengisa futhi kufanele baphumelele kakade ngokwemibandela ethile.
Futhi umsebenzi we-Account Executive ukuhola lowo ofanelekayo, onesidingo, futhi enze izingxoxo ezifanele naye, futhi asayine inkontileka.
Uhlelo olunjalo ngaphakathi komnyango wokuthengisa likuvumela ukuthi ugcine isikhathi salabo ababegxile kukho konke ngaphambili futhi bachitha isikhathi esiningi benza imisebenzi engadayisi, okushoyo.
Ungayithola kanjani imikhondo efanelekile yokuthengisa? Kukhona uhlaka lwe-BANT oluhle kakhulu, oluqukethe izinqubo ezine, umbandela wokuqala yisabelomali, okungukuthi, kufanele siqonde ukuthi umuntu uyaqonda ukuthi hlobo luni lwesabelomali esikhuluma ngaso, hhayi ukuthi usevumelana nalo, kodwa okungenani uyasazi lesi sabelomali. Umbandela wesibili ngumenzi wesinqumo.
Kumele sikuqonde ukuthi asikhulumi nomuntu ozitholela okuthile, kodwa sikhuluma nomuntu osevele ethatha isinqumo. Okwesithathu - izidingo - siyaqonda ukuthi umuntu unesidingo sesixazululo esisinikezayo noma cha.
Futhi okwesine - isikhathi - lapho empeleni sinquma ukuthi uyayidinga manje, ngokuphuthumayo, noma ezinyangeni eziyisithupha noma ngokungapheli. Ngakho-ke, umsebenzi we-SDR ukwenza lezi ziqu futhi idlulisele ku-Account Executive lead ehlangabezana nalezi zindlela ezine.
Futhi i-Account Executive yona igxile ekusebenzeni kanye nale mikhondo, futhi ngokufanele, imiphumela yomsebenzi wayo nayo iyathuthuka, ngoba ayichithi isikhathi kulabo abangasiphumelelanga lesi ziqu.
Ngokubona kwami ezinkampanini zokuthengisa ezinkampanini ezehlukene, abaholayo abaningi abafiki esigabeni seziqu futhi bayalahleka ndawana thize endleleni. Kungani lokhu kwenzeka?
Ngokuvamile lokhu kwenzeka ngoba, okokuqala, asilingani njalo ngokujwayelekile lapho sibhalela abantu izincwadi, ukuthi bazivula kangakanani, bazifunda kangakanani.
Okwesibili, kaningi simane sikhohlwe ukulandela. Leli yiphuzu elibaluleke kakhulu, ikakhulukazi uma selingaphakathi kwefaneli. Okusho ukuthi, empeleni, lapho uqedela ukuxhumana okubukhoma neklayenti, kufanele usethe ngokushesha umsebenzi wokumbiza ngemuva kwesikhathi esithile, ezinsukwini ezimbili noma ezintathu, njengoba kuvunyelwene.
Kaningi ngibona isimo lapho amaklayenti avele akhohlwe, noma lapho inani elikhulu lemisebenzi linqwabelana futhi ngenxa yalokho umuntu avele anikezele.
Lokhu kuyinkinga enkulu, okubangelwa ngokuyinhloko ukuthi ukuthengisa akusebenzi endaweni ye-CRM. Lapho indawo eyinhloko yomsebenzi womthengisi kuyi-CRM, uqonda ngokucacile ukuthi lolu luhlu lonke lwemisebenzi yami, angenzi lutho olunye, ngihamba ngemisebenzi yami.
Uma kwenzeka ukuthi i-CRM isendaweni ethile ohlangothini, futhi nginemisebenzi engu-80 lapho, kodwa ngicabanga ukuthi manje sekubaluleke kakhulu ukwenza enye into, yilapho inkinga iqala khona. Le misebenzi inqwabelana njengebhola leqhwa, futhi lokhu kuholela eqinisweni lokuthi uhlelo lwe-CRM njengoba lunjalo alusebenzi, kodwa lusebenza kakhulu njengesizindalwazi sokurekhoda okwenzekayo ngeklayenti.
Mayelana nendlela yokwenza iziphakamiso/izilinganiso kuye ngesimo. Kunemithetho embalwa elula lapha futhi into ebaluleke kakhulu, mhlawumbe, ukwenza iziphakamiso / izilinganiso ezinhle, ezisezingeni eliphezulu. Senze ucwaningo oluncane, cishe u-80% wabantu abalungise izilinganiso bakwenze nje ku-Google Amadokhumenti futhi benza ithebula le-Google lapho bafaka khona inani lamahora, inani, futhi lokhu, ngokomthetho, kwanele.
Lokhu kuyinkinga enkulu ngokujwayelekile, mhlawumbe embonini ye-IT, lapho sise kakhulu, ake sithi, sinobudlabha uma kuziwa ekudaleni imibhalo enjalo. Yilokhu iklayenti elikubonayo, ngesisekelo elenza isinqumo, futhi ngokuvamile lisiqhathanisa nezinye iziphakamiso/izilinganiso elizithola ngesikhathi esifanayo ngesikhathi. Ngakho-ke, ukukhetha kwakho kufanele kuhluke kakhulu kwabanye. Ngincoma kakhulu ukubeka eceleni isikhathi esithile ngisho nesabelomali kanye ukuze ngenze isifanekiso esihle kakhulu, sekhwalithi ephezulu esingangezi kuphela imiphumela yokulinganisa, kodwa futhi sengeza izici ezithile zokumaketha nokuthengisa.
Ake sithi uma sithumela lokhu kuklayenti, inkampani embonini yezokuvakasha, khona-ke sibonisa ukuthi yimaphi amacala afanelekile esinawo, yimiphi imiphumela izinkampani zokuhamba esisebenze nazo ezizuzile, lokho esibanike kona.
Esigabeni lapho umuntu evame ukubona izinombolo, futhi uma ebona i-google doc efanayo evela kumthengisi waseNdiya, ngokwemvelo, zibukeka zifana, kuphela intengo lapho iphansi kathathu, futhi unombuzo wokuthi kungani lokhu kwenzeka. ngakho-ke, udinga ukuqaphela kakhulu ukulungiselela isiphakamiso/isilinganiso, engeza ukwethembana.
Futhi kukhona ithuluzi elihle elibizwa nge-Useloom, elikuvumela ukuthi ushumeke ividiyo yakho ngqo ku-imeyili yakho lapho uthumela isilinganiso. Esikhundleni sokubhala umbhalo ohambisana nencwadi, umane unamathisele ividiyo, futhi lokhu kukhulisa kakhulu ukwethembana.
Umuntu uthola isilinganiso, yakhelwe kahle, yonke into ibekwe ngokucacile, kukhona amacala, futhi akukho umbhalo kuphela, kodwa ividiyo ehambisanayo ebonisa umuntu, etshela ukuthi yiziphi izinzuzo, uyaqonda ngokushesha ukuthi lokhu inkampani ephilayo, abantu bangempela, bona Bakhuluma isiNgisi ngokujwayelekile nokunye.
Lezi zinto zinomphumela omuhle kakhulu ekwenzeni kube ngokwakho, ekwenzeni umnikelo wakho ngendlela oyifisayo zinikeza umphumela omuhle. Ngincoma kakhulu ukunikeza okuthile okungaphezu kwalokho obekulindelwe. Uma wenza isilinganiso, bese wenza enye into abanye abazoyicela amadola ayi-100-200, isibalo esengeziwe noma imininingwane encane yobuchwepheshe, yenze mahhala, ikhokha njalo. Nikeza okungaphezu kwalokho okulindeleke kuwe, futhi abantu bayohlala beza futhi bebuyela kuwe.
Ungawutholaphi umkhondo? Uma, ngokwesibonelo, ungacabangi iziteshi eziphumayo nezingenayo, uqoqe inani elithile labaholayo ku-CRM yakho phakathi nomsebenzi wakho ongabavalanga, kodwa bayizithameli zakho ezihlosiwe. Ngesizathu esithile, wonke umuntu ukhohlwa ngokwezigaba. ngabo.
Izincomo zami yilokhu okulandelayo. Okokuqala, vuselela yonke imikhondo onayo futhi okungenani kanye njalo ezinyangeni eziyisithupha uthole ukuthi baqhuba kanjani, futhi kubaluleke kakhulu ukugcina umkhondo weqiniso lokuthi uma lokhu kuwukuhola owawunakho ngaphambili, futhi, isibonelo, washintsha umsebenzi wakhe (ungawalandela ku-LinkedIn).
Mhlawumbe kukhona osethathe indawo yakhe, ungaphendukela kuye uthi sake sasebenza nalo muntu, futhi singaqhubeka nokuxhumana nawe.
Futhi, ngakolunye uhlangothi, umuntu oshiye unomsebenzi omusha futhi, mhlawumbe, kunesidingo esisha lapho futhi lokhu kuyisizathu esengeziwe sokuxhumana naye futhi acacise.
Ungakwazi ukulandelela lokhu usebenzisa izexwayiso ze-Google, noma ku-LinkedIn, kodwa ngokuvamile ungakwazi ukulandelela abantu abathile, uma kwenzeka okuthile, sabela ngokushesha futhi ube ngowokuqala.
Iphutha lokuqala esengilishilo ukuthi abantu abaningi basebenzisa uhlelo lwe-CRM njengesizindalwazi futhi abawushintshi umsebenzi wabo nganoma iyiphi indlela. Lokhu, vele, sekuvele kuhle, kodwa lokhu akukhona lokho uhlelo lwe-CRM lulonke olwadalelwa lona.
Ngokuqonda kwami, uhlelo lwe-CRM yilo oluvumela abasebenzi ukuthi banqume izinto eziza kuqala, baqonde ukuthi yimiphi imisebenzi okufanele bayenze, ukuthi bayenze nini, singakanani isikhathi okufanele basichithe kuyo, futhi ngokwezinga elithile, singasho ukuthi uhlelo lwe-CRM kufanele lunikeze isiqondiso. .
Ukuqalisa nokumisa konke lokhu kuyinqubo eyinkimbinkimbi, okuphoqa ukuthi ubhekisise izinqubo ezenzeka ngaphakathi komnyango wezokuthengisa. Futhi uma kunezinxushunxushu ezinqubweni, khona-ke ngokuzenza ngokuzenzakalela, sizothola isiphithiphithi esizenzakalelayo.
Ngokufanelekile, kufanele uqale uqonde ukuthi inqubo ngokwayo isebenza kanjani, bese uyishintsha ngokuzenzakalelayo ohlelweni lwe-CRM. Ungawakha kanjani ama-autotask ezinhlelweni ze-CRM kuncike ekutheni iyini inhloso, iklayenti likusiphi isigaba, futhi kunezinketho eziningi ezahlukene.
Cishe usebenzisa isistimu ye-CRM, i-imeyili, nezinye izinsizakalo zokuthengisa; kubaluleke kakhulu ukuzixhuma kungqalasizinda eyodwa. Manje kukhona amathuluzi (i-Zapier, isibonelo) avumela ukuthi uhlanganise izinsiza ezihlukahlukene komunye nomunye futhi udlulise idatha phakathi kwabo.
Ngingakunikeza isibonelo sokuthi sikwenza kanjani ngokuzenzakalelayo ukudalwa kwemisebenzi ohlelweni lwethu. Sinezinhlobo ezimbalwa zemisebenzi ezenzakalelayo.
Enye yezinhlobo zemisebenzi yilapho sithumela isiphakamiso kuklayenti lethu, ngokushesha nje lapho lisivula, ngokushesha sithumela ihhuku nge-Zapier, futhi ku-CRM umsebenzi unikezwe umphathi ukuthi iklayenti livule isiphakamiso sokuhweba, ungaxhumana naye.
Ngoba kwenzeka kaningi ukuthi sithumele isipho sezentengiselwano, iklayenti alikakayivuli, futhi ngemva kwezinsuku ezimbili sishaya ucingo, sithuthumela, kungani kungekho mpendulo.
Lokhu kwenza umsebenzi ube lula kakhulu futhi, futhi, kusetha okubalulekile okufanele kuqala. Kunamathuba amaningi anjalo okudala ama-autotask ohlelweni lwe-CRM, kodwa cishe ahlala exhunywe nezinye izinsiza. Ake sithi sithatha izinhlelo ezifanayo zokufinyelela, ezifana nokuphendula.
Lapho, ngendlela efanayo, uhlelo lwe-CRM luxhuma nge-Zapier futhi uma impendulo ifika, umuntu onomthwalo wemfanelo unikezwa ngokushesha umsebenzi wokuxhumana noma isivumelwano senziwe, uma kunesidingo.
Kunamacala amaningi ahlukene futhi akukho ukugeleza okukodwa okulungile lapho i-CRM idinga ukwenziwa ngokuzenzakalelayo. Lokhu kuncike kakhulu enkampanini, ezinqubweni ezikhona ngaphakathi kwenkampani, ezinhlosweni inkampani ezibekela umnyango wokuthengisa, esakhiweni somnyango wezokuthengisa, njll.
Ngakho-ke, kunzima kakhulu ukusho ukuthi yikuphi ukuxhumana okuqondile okudingeka kusetshenziswe nokuthi kwenziwa kanjani ngokuzenzakalelayo. Kepha manje kunenani elikhulu lamathuba wokuzenzakalela, futhi izinhlelo ze-CRM ngokwazo zenza okuningi kulokhu.
Amamethrikhi adinga ukulandelelwa ukuze akwazi ukuwathonya futhi alinganise imiphumela yaleli thonya, ngaphandle kwalokho awadingeki. Yini okufanele uyilandele ngamamethrikhi? Ukuze wenze lokhu, udinga ukuqonda ukuthi yini ebalulekile kuwena njengamanje, kodwa ngokuvamile sisethela amamethrikhi alandelayo:
Futhi ekugcineni, izincwadi ezintathu eziwusizo eziphuma ngaphandle engincoma ukuthi zifundwe, nazi:
Source: www.habr.com