Mot cach ban hang thanh cong

Thứ ba, 09 Tháng năm 2006, 14:48 GMT+7


Mot cach ban hang thanh cong

Ban co biet mot ke hoach ban hang thanh cong nen bao gom nhung yeu to nao khong? Nhung cau hoi xung quanh viec “ai, o dau, tai sao, khi nao va nhu the nao” co tung xuat hien moi khi ban nghi den cac bien phap tang doanh so ban hang cua cong ty ban khong? Sau day la mot vai dieu ban can luu y truoc khi chuan bi mot ke hoach ban hang.

Xac dinh ke hoach ban hang

Ke hoach ban hang nen ngan gon, don gian va co trong diem. Ve co ban, ke hoach ban hang can khon kheo va the hien tinh chien luoc nham thu hut cac khach hang moi. Thong thuong, ty le phoi hop ly tuong nhat se la 75% doanh so ban hang tu nhung khach hang moi va 25% doanh so ban hang tu nhung khach hang hien tai.

Mot ke hoach ban hang bao gom bon bo phan co ban:
- Cac chien luoc thu hut khach hang moi,
- Cac phuong phap thu hut khach hang moi,
- Cac chien luoc tang truong kinh doanh doi voi nhung khach hang hien tai,
- Cac phuong phap tang truong kinh doanh doi voi nhung khach hang hien tai.

Truoc khi trien khai chuong trinh ban hang, ban can nam vung mot so khai niem sau:

- Doanh so ban hang chi tieu (Sales quota): Day la nhan to rat quan trong cua ke hoach ban hang, co vai tro “giu nhip” cho hoat dong cua ban trong ca nam, dong thoi dua ra cac muc tieu phu hang quy, hang thang, hang tuan va tham chi hang ngay de ban thuc hien.

- Pham vi, khu vuc ban hang (Sales territory): Do la cac thong tin lien quan den khu vuc dia ly, danh sach cac thi truong cu the trong nuoc hay quoc te, noi ban cung cap san pham/dich vu hay giai phap kinh doanh.

- Chien luoc (Strategy): La nhung ke hoach va duong huong can thiet giup ban hoan thanh muc tieu de ra.

- Phuong phap hay chien thuat (Tactic): Day la nhung cong viec cu the, nhung buoc di can thiet cua ban khi thuc thi ke hoach ban hang.

Cac chien luoc va phuong phap thu hut khach hang moi

1. Vuot chi tieu han muc de ra moi tuan:

- Gui khong duoi 50 thu chao hang gioi thieu san pham/dich vu toi cac khach hang moi.
- Goi khong duoi 50 cuoc dien thoai de gioi thieu ve san pham/dich vu cho khach hang moi.
- Gap go truc tiep voi khong duoi 20 khach hang moi.
- Tao ra khong duoi 10 de xuat ban hang.
- Tien hanh khong duoi 5 buoi gioi thieu san pham/dich vu.

Chu y: So luong thu chao hang, cuoc dien thoai… co the thay doi, dieu quan trong la ban can tinh toan chinh xac rang ban can thiet lap quan he voi bao nhieu khach hang de co the dat duoc chi tieu ve doanh so cua ban.

2. Gia tang su nhan thuc cua khach hang ve san pham/dich vu va giai phap kinh doanh cua ban:

- Gia nhap va tham du vao khong duoi 3 hiep hoi nha nghe hay cac to chuc ma nhung khach hang hien tai va tiem nang cua ban thuong tham gia.
- Tich cuc tham du cac hoi cho thuong mai va hoi thao co su gop mat cua khach hang.
- Mua danh sach dia chi cua cac hiep hoi, to chuc va gui thiep mung hay thu chao hang gioi thieu theo nhung dia chi nay.
- Noi chung can tham gia toi da vao cac su kien xa hoi, xuat hien tren bao chi… de thu hut su chu y va quan tam cua moi nguoi.

3. Gia tang su nhan thuc cua cong dong ve san pham/dich vu va giai phap kinh doanh cua ban:

- Tham su vao tat ca cac su kien do phong thuong mai va cong nghiep dia phuong to chuc.
- Chu dong tiep xuc voi it nhat 12 to chuc khac nhau trong dia phuong co moi quan tam toi san pham/dich vu va giai phap kinh doanh cua ban.
- Danh thoi gian va mot phan ngan sach nhat dinh cua ban cho it nhat 3 to chuc phi loi nhuan.
- Gia nhap vao khong duoi 3 lien hiep khac nhau, chang han nhu Le Tip hay Business Networking International.

4. Thu thap loi gioi thieu tu cac khach hang moi:

- Trong vong 30 ngay sau khi cung cap san pham/dich vu hay giai phap kinh doanh, ban nen de nghi moi khach hang moi cho ban biet it nhat 3 cai ten va so dien thoai cua nhung nguoi ma ho biet rang co the se su dung san pham/dich vu va giai phap kinh doanh cua ban.

Cac chien luoc va phuong phap doi voi nhung khach hang hien tai

1. Tao ra mot chuong trinh lien lac thuong xuyen:
- Lien he voi tung khach hang hien tai it nhat 1 lan/thang, dua ra nhung de nghi moi ma ho khong the nhan duoc tu bat ky ai khac.
- Xay dung cac ban tin hang thang that hap dan.
- Xay dung cac nhom su dung (user-group) trong co so du lieu khach hang hien tai cua ban.
- To chuc cac buoi tranh luan truc tuyen hay ngoai tuyen cho cac khach hang hien tai.
- Moi it nhat 3 khach hang hien tai cua ban di an trua va moi mot khach hang moi cung tham gia.

2. Dieu tra, tham do trong so cac khach hang hien tai:

- Xin phep den tham khong duoi 3 nha khach hang de tim hieu, tham do y kien ve san pham/dich vu ma ho dang su dung.
- De nghi moi mot khach hang hien tai gioi thieu ve ban toi nhung nguoi quen biet cua ho.
- Gap go, voi tu cach ca nhan, cac nha quan ly cap cao cua cong ty noi khach hang hien tai cua ban dang lam viec.

Bay gio da den luc bat tay vao thuc hien chuong trinh

Phan cuoi cung cua ke hoach ban hang phai la cac chi tiet ve gioi han thoi gian hoan thanh tung chien thuat ma ban da de ra tren day. Tot nhat la ban nen sap xep lich trinh thoi gian theo tuan de viec thuc hien va kiem tra duoc de dang hon.

Nhung moi viec van chua ket thuc, du ban da xay dung xong cho minh ke hoach ban hang. Hay dam bao ke hoach cua ban luon duoc thuc thi dung lich trinh, dong thoi thuong xuyen xem xet va dieu chinh noi dung cho phu hop voi thuc te. Lam duoc nhu vay, ban moi co the hoan thanh tot ke hoach ban hang da de ra, hay dong nghia voi viec ban co co hoi hoan thanh muc tieu doanh so ban hang cua minh.

Theo DDDN



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