Lead Generation: Thu hút khách hàng tiềm năng để chốt được nhiều đơn hàng hơn

by | Jul 23, 2020 | CRM | 10,997 comments

Lead generation (Thu hút khách hàng tiềm năng) không còn là điều mới lạ, nhưng nó đã tìm ra nền tảng phát triển mới khi người tiêu dùng đang có nhiều nơi để tìm kiếm sản phẩm hơn và các tổ chức đang mất đi sức hút trong việc giữ mối quan hệ với người tiêu dùng.

Vậy thì Lead generation là gì? Thu hút khách hàng tiềm năng là gì?

Lead generation hay nói cách khách là Thu hút khách hàng tiềm năng là một phần cực kỳ quan trọng trong các hoạt động bán hàng. Nó củng là một phần trong quá trình mà nhiều tổ chức có thể đi sai hướng. Có rất nhiều cách để tạo ra các Lead, tuy nhiên, không phải tất cả đều được tạo ra giống nhau.

Trước khi tiếp tục, hãy cùng nhìn lại một chút về các khác biệt giữa lead, prospect và customer để hiểu rõ hơn về mục đích của bài viết này:

  • Lead (Khách hàng tiềm năng) – Lead là người mà bạn đã xác định được họ quan tâm đến sản phẩm hoặc dịch vụ của bạn. Điều này có thể là do họ đã đăng ký thông tin trên trang web của bạn, nhắn tin cho bạn hoặc đã từng mua một sản phẩm nào đó trong quá khứ .v.v. Lead có thể được định nghĩa là một người nào đó đã liên hệ với bạn, nhưng bạn chưa phản hồi.
  • Prospect (Khách hàng triển vọng) – Sau khi bạn sàng lọc lead và xác định được một số tiêu chí phân loại khách hàng tiềm năng. Đối với các lead đáp ứng đủ tiêu chí về mức độ quan tâm, ngân sách và động lực để sẵn sàng mua hàng.
  • Customer (Khách hàng)- Khi khách hàng tiềm năng của bạn đã mua hàng, họ trở thành khách hàng.

Để một khách hàng tiềm năng có thể chuyển đổi thành khách hàng, phải thực hiện tìm kiếm triển vọng. Tìm kiếm triển vọng đề cập đến việc tìm kiếm các khách hàng tiềm năng và mang họ đến phễu bán hàng với đầu vào là các khách hàng tiềm năng và đầu ra là các khách hàng.

Vậy thì hoạt động tìm kiếm triển vọng diễn ra như thế nào?

Phương pháp tried-and-true để tìm kiếm bao gồm một loạt các bước sẽ giúp bạn chuyển đổi khách hàng tiềm năng dễ dàng hơn. Nếu bạn xem việc tìm kiếm khách hàng triển vọng như việc tìm vàng, bạn sẽ muốn bắt đầu tại nơi mà bạn biết có thể có một số vàng ở đó. Vì vậy, với khách hàng triển vọng, bạn có thể bắt đầu nghiên cứu nơi mà bạn biết sẽ có ít nhật một vài cơ hội cho một số khách hàng tiềm năng và sẽ tiếp tục tìm kiếm đến khi bạn đạt được số vàng có thể bán đó.

Các bước tìm kiếm khách hàng triển vọng diễn ra như thế này:

1. Tìm kiếm khách hàng tiềm năng

Bạn có thể mua một danh sách khách hàng tiềm năng, nhưng điều đó thông thường chỉ làm tốn tiền của bạn. Thay vào đó, hãy để họ tự đến với bạn. Bắt đầu tìm kiếm các khách hàng tiềm năng đã vào trang web, các trang mạng xã hội của bạn hoặc một số phương tiện khác sẽ cho bạn biết họ đang thể hiện sự quan tâm.

2. Xét điều kiện và đánh mức độ ưu tiên của khách hàng tiềm năng 

Tiếp theo, bạn sẽ muốn có các lead đủ điều kiện. Bạn có thể sử dụng phương pháp chấm điểm cho các lead hoặc sử dụng một danh sách các tiêu chí xác định các lead đủ điều kiện để trở thành khách hàng. Họ có nhu cầu cần bạn giải quyết? Họ có đủ điều kiện để mua nó ko ?

3. Xác định người quyết định chính thức

Chỉ vì họ đăng ký để nhận được sách trắng mới nhất của bạn không có nghĩa là họ nằm trong số những người ra quyết định trong tổ chức. Một khi bạn đã xác định được người quan tâm đến từ tổ chức nào, hãy tìm những người có khả năng ra quyết định mua hàng trong tổ chức đó.

4. Kết nối

Khi bạn đã đi đến bước này, bạn có thể thiết lập một cuộc gọi, một cuộc gặp với họ để thảo luận về cách mà bạn giúp họ đáp ứng những nhu cầu.

5. Đánh giá và giải quyết các chướng ngại

Và ngay bây giờ, khi bạn đã gặp gỡ với khách hàng bạn sẽ cần xác định xem sản phẩm hoặc dịch vụ của bạn có đáp ứng được nhu cầu của họ hay không. Đây cũng sẽ là thời gian để đưa ra câu trả lời cho bất cứ sự ràng buộc hoặc chướng ngại nào mà khách hàng của bạn có thể có, chẳng hạn như thiếu ngân sách hoặc thời gian.

6. Chốt đơn

Bây giờ là thời gian dành cho đội ngủ bán hàng. Làm tất cả các công việc trước bước này sẽ tăng cơ hội có thể chốt đơn hàng.

Củng giống như việc đào vàng, thực hiện nghiên cứu của bạn trước để tìm đúng địa điểm và thời gian đào thích hợp sẽ giúp bạn tìm được thứ kim loại đáng giá đó và nó sẽ tạo ra tiền cho bạn.

Nếu bạn đang tìm kiếm các giải pháp CRM. Hãy liên hệ cho chúng tôi đễ được hỗ trợ 

Có thể bạn củng thích

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