Buza noma yimuphi umthengisi ukuthi iyiphi ingxenye yokuthengisa angayithandi kakhulu, futhi lokhu kuzoba impendulo yabo: ukubiza okubandayo.

Kungakhathaliseki ukuthi baqeqesheke kangakanani ukuze bakwazi ukubonisana futhi bagxile kumakhasimende, abanye abathengisi bayakwenqaba ukwakha ipayipi lamathemba okwamukela izingcingo ezibandayo.Kodwa lokho kuseyingxenye ebalulekile ye-sales prospecting.

Kungani ukubiza ucingo olubandayo kungathandwa

Nazi izizathu ezinkulu zokuthi kungani abathengisi bengathandi ukushaya ucingo olubandayo:

• Ukuntula ukulawula.Akukho lapho umthengisi ojwayelekile ezwa khona umuzwa wokulawula ngaphansi kwenqubo yokuthengisa kunasemizameni yabo yokubiza ucingo.
• Ukwesaba ukuhlasela.Bathumela umlayezo ongalungile ngoba abazi ukuthi bangadala kanjani ukuvuleka okuvusa inkanuko, nokuqinisekisa.
• Kuyabanda ukubiza amathemba angalungile.Kwabanye abathengisi, ukwakha ipayipi lezingcingo ezibandayo kusho okungaphezu nje kokuhlanganisa uhlu lwezinkampani kanye/noma amathemba alingana nenani labantu elilungile.Bazama ukugxila kumathemba asemakethe yemikhiqizo noma isevisi abayithengisayo.Ngomqondo othile, basebenzisa inaliti endleleni ye-haystack.

Lokho okubonisa ucwaningo olungenamsebenzi

Ucwaningo lukaHuthwaite** luveza ukuthi amathemba kumele ahlangabezane nenye yemibandela emithathu ngaphambi kokuthi athathwe njengabantu abakahle ekushayeni ucingo olubandayo:

1. Ithemba libonisa ukuphuthuma mayelana nesimo umthengisi angasisingatha.
2. Ithemba libonisa ukungeneliseki noma lichaza isidingo sokubhekwa.
3. Ithemba libonisa ukuthi umthengisi angase abe nokuthile okubhekana nokunganeliseki noma ukuhlangabezana nesidingo.

Qala ngevelu

Abahloli abakhulu bakha umlayezo osuselwe kwenye yezindlela ezimbili zokudala inani:

1. Yembula inkinga engaziwa.Siza amakhasimende aqonde izinkinga zawo, izinkinga namathuba ngezindlela ezintsha kanye/noma ezihlukile.
2. Nikeza isixazululo esingalindelekile.Siza amakhasimende ukuthi athole izixazululo ezingcono kunalawo abengafika kuzo ekuwineni kwawo.

Yakha umyalezo omuhle wokuvula

Umlayezo omuhle wokuvula ubonisa ukuthi umthengisi angase abe nombono othakazelisayo kokuthile mayelana nebhizinisi lethemba.

Nawa amathiphu ayisithupha okuthuthukisa umlayezo omuhle wokuhlola:

• Yiba ovusa inkanuko uma uqhathaniswa nolwazi.Uke waqaphela ukuthi ama-trailer e-movie aklanywa kanjani?Okubonayo ekubukeni kuqala kwanele nje ukukujabulisa.Amafilimu amabi avame ukuba nama-trailer athakazelisayo.Abathengisi kufanele bakukhumbule lokhu lapho bakha umlayezo obhaliwe noma okhulunyiwe.Umqondo uwukuvusa isithakazelo, hhayi ukufundisa noma ukwazisa.Ngokuvamile akuwona umqondo omuhle ukuthi umlayezo wokuhlola wenze ukuthengisa.Ukufuna okuyimpumelelo kusho kuphela ukuthi inkhulumomphendvulwano esemthethweni enethuba lokuthengisa isiqalile.
• Igayeke.Ukuthi i-prospecting medium iyizwi noma igama elibhaliwe, kubalulekile ukuthi umlayezo ube mfushane, ufinyelele iphuzu futhi ugayeke ngokulindelekile endabeni yesikhashana.Uma umlayezo uminyene kakhulu noma kuthatha isikhathi eside ukuwufunda noma ukuwuqonda, ngisho nomyalezo ohlakaniphe kakhulu ngeke uzwakale.
• Dala inani.Kungumqondo omuhle ukukhetha indawo eyodwa kwezimbili (okungukuthi, inkinga engaziwa noma isixazululo esingalindelekile njengendikimba yomlayezo wokuhlola.
• Yakha ubuhlobo.Ucwaningo lubonisa ukuthi ukuvula ucingo olubandayo ngempumelelo kuncike ku-65% ebudlelwaneni obusungulayo kanye nama-35% kuphela kumkhiqizo noma isevisi yakho.Ngaphandle kwalapho uthola ukunakwa komthenjwa ngokushesha, umkhiqizo noma isevisi engcono kakhulu ngeke ibangele ukuthengiswa.
• Zibekele imigomo ecacile.Uba usizo olukhulu ethembeni lakho lapho ubonisa ukuthi uyaziqonda izinkinga nemigomo yakhe, futhi unamandla okumsiza ekuhlangabezaneni nazo.Kungumsebenzi wakho ukukhomba izinzuzo ezihlobene zomkhiqizo noma isevisi yakho, nokuthi kuzosiza kanjani amathemba ukuxazulula izinkinga.
• Hlaziya zonke izingxenye zeminikelo yezimbangi zakho.Ingabe ithemba libonakala laneliseke kangakanani ngomphakeli wamanje?Lo mbono ungaba usizo ekufinyeleleni esilinganisweni esinenjongo kakhudlwana samandla nobuthakathaka, kunokuthembela ekuqhathaniseni okulula, kwephuzu nephuzu.Qonda izinjongo namasu omhlinzeki wamanje we-prospection.Akwanele ukucabanga kuphela mayelana nendlela yokuguqula ithemba libe yikhasimende.Kufanele futhi ucabange ngokuwina impi nomphakeli okhona.

Ukuphikelela kubalulekile

Ukuthuthukisa ikhono lokukhuthazela kuyisici esibucayi kakhulu sokushaya ucingo olubandayo.Uma usuhlonziwe izinkinga, buyisela izixazululo zakho ngokuphikelela nangokuzimisela.

Ungacabangi ngisho nokucabanga ukuthi kungenzeka ukwehluleka.Ikhono lakho lokuphikelela yilo elidingekayo ukuze unqobe izithiyo ezinzima kakhulu ekushayeni ucingo olubandayo.Ucwaningo lukhombisa ukuthi uma uphikelela isikhathi eside ngocingo olubandayo maningi amathuba okuthi uphumelele.

Insiza: Ithathwe ku-inthanethi