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Kodwa ixesha liya phi? Abathengisi abaninzi bachitha ixesha lokuphosa kumntu ongalunganga: umntu ongengomthengi ongenawo amandla okwenza izigqibo okanye umthengi onokuthi angabi namdla kwinto ethengiswayo.
Nangona isicombululo sale ngxaki sisenokubonakala silula—fumana izikhokelo ezingcono—inkqubo yokukhangela inkokeli inokuthabatha ixesha elide yaye iyakhathaza.
Ukuba uyadinwa kukusukela iziphelo ezifileyo, lixesha lokuba ufunde ukuba ungayandisa njani impumelelo ngaphandle kokuchitha iiyure ekukhangeleni. Impendulo ayilula kangako, kodwa iqala ngokuchonga izikhokelo ezimbi kwaye uzikhuphe kuluhlu lwakho. Ixesha elichithwe kubathengi abanokuba nomvuzo ophantsi unokuchithwa ngcono ekuguquleni ixabiso eliphezulu elikhokelela kumthengi.
Esi sikhokelo sokukhangela intengiso siya kukunceda ukongeze ixesha lakho, kwaye ngethemba lokuzisa inkampani yakho imali eninzi.
Yintoni ukujonga kwiintengiso?
Ukukhangela intengiso yinkqubo yokufumana abathengi abanokubakho, abaziwa ngokuba ngamathuba, nokufikelela kubo ngenjongo yokuthengisa.
Kwilizwe lokuthengisa, amathemba ayahluka kukhokelo kuba afanelekile ngokusekelwe kwiikhrayitheriya ezithile. Phambi kwale nkqubo yesiqinisekiso, igama elikhokelayo lisetyenziswa de babe bazibandakanye ngokwaneleyo okanye babonise iimpawu ezithile ezidibana nesiseko somthengi wakho.
Ukukubonisa onke amanyathelo enza ukuba ukuthengisa kukhangelwe kube yimpumelelo, sifake izalathisi zendlela yokufaneleka izikhokelo, ukongeza kumanyathelo amaninzi angena ngokugqibeleleyo kwinkqubo yokukhangela.
Inyathelo 1: Isiqinisekiso esikhokelayo-fumana abathengi abahlangabezana neenkcukacha zakho
Iingcali zophuhliso lwamashishini zisebenza kumashishini amaninzi awohlukeneyo, onke aneemveliso ezahlukeneyo. Oko kuthetha ukuba indlela yokukhangela ishishini lakho yahlukile ngokwendalo. Ngaphezulu kwezi yantlukwano kwiimveliso iyantlukwano kwiinjongo zoshishino, izakhono kunye nezinye izinto ezichaphazela ukukhangela kwakho.
Eyona ndlela ilungileyo yokujonga iprospecting kukuqala ngenkqubo engqongqo yesiqinisekiso sokukhokela. Ukusebenza kwiplani ecacileyo yomthengi wakho ofanelekileyo kukunceda ukuba uqhagamshelane namathuba anokuthi athenge into oyithengisayo.
Umzekelo, ukuba ukwi-niche consultancy ethengisa iinkonzo zokuqalisa, ngoko awunamdla wokufikelela kwi-Fortune 500's. Uyakufuna ukugxila kwiinkampani ezingaziwayo, ezisakhulayo kwishishini. Nangona kunjalo, ukuba uthengisa imveliso yesoftware eyenzelwe ngokukodwa amashishini amakhulu anamakhulu abasebenzisi, uya kube uchitha ixesha lakho ngokufaka uqalo olutsha. Konke kumalunga nokwazi abaphulaphuli ojolise kubo.
Ngezigidi zamashishini phaya, ukuwacutha kunokubonakala kungumngeni, kodwa izixhobo zokukhangela ukuthengisa zinokwenza inkqubo ingabi yindinisa.
- Imidiya yokuncokola: Ukusebenzisa amaqonga afana ne-LinkedIn, i-Facebook kunye ne-Twitter zizo zonke iindlela ezilungileyo zokufumana izikhokelo ezintsha. Ukwabelana ngamanqaku okanye ulwazi kwiimveliso yindlela entle yokutsala abathengi abanokubakho. Ukujonga i-traffic media media ngokusebenzisa izixhobo ezifana ne-Facebook Insights, i-LinkedIn Sales Navigator okanye i-LinkedIn Premium yenza amaqela athengisayo enze isiseko sedatha ekhokelayo.
Ukusuka apho, unokugqiba ukuba zeziphi iiakhawunti ezinxibelelana kakhulu nezithuba zemidiya yoluntu. Emva koko, yenza ukuntywila nzulu kwiprofayile yabo ukuze ulungele ngakumbi ukunxibelelana kwaye ulungiselele ukuzibandakanya nabo. Iinkcukacha ezibalulekileyo maziqwalaselwe zizihloko zemisebenzi, izinto onomdla kuzo kunye nawo nawaphi na amaqela oqhagamshelwano lwakho athatha inxaxheba kuwo. Ukuba ulwazi oluthe kratya luyafuneka, idatabase efana neZoomInfo inika iinkcukacha ezongezelelekileyo kumfowunelwa onokukunceda ubone ukuba ufanelekile na.
- Uphando lweshishini: Ngoncedo lweenkampani zophando lwemarike, kulula ukufumana abafowunelwa abanokulungela iinqobo zokugweba zakho.
Umzekelo, IBISWorld's IWizard yedatha sisixhobo esikunceda ukuba ucuthe ikhathalogu ethe kratya yolwazi loshishino olufumanekayo kuluhlu olugqalileyo olubeka eyona midla kwishishini lakho kuqala. Yithi uligcisa lebhanki elikhangela ababoleki-unokuba nomdla ekujoliseni kumashishini akhulayo azinzileyo kwaye anika amathuba aphantsi okusilela. Izixhobo zophando lweshishini inokukunceda ukhuphe ukhula kuwo nawaphi na amashishini atsala nzima ukuze ukwazi ukugxila kukhokelo oluthembisayo ngakumbi.
- Uphando lwenkampani: Ulwazi lwenkampani yenye indlela yokufaneleka izikhokelo. Iprofayile yenkampani elungileyo ibandakanya amanani engeniso, indawo, inani labasebenzi kunye nenye idatha echaphazela injongo yomthengi.
Ngokuxhomekeke kwindlela umnikezeli wakho wophando ayile ngayo isuti yeeprofayili zenkampani, unokukwazi ukuhluza abafowunelwa abangabafuniyo kunye nokungena kwizinto zesiqinisekiso ezibaluleke kakhulu kwishishini lakho. Umzekelo, ukuba uthengisa iimveliso zonyango kwaye usanda kuqalisa ukwandisa ukuthengisa kwakho kumaziko asekhaya abongikazi, unokwazi ukuchonga uluhlu lweenkampani ezibonisa abathengi bakho bangoku bamakhaya abongikazi ngokusebenzisa ulwazi lwenkampani oluvela kumnikezeli wophando lwemarike.
- Izixhobo zokufaka amanqaku okukhokelayo: Kule mihla kunye nobudala, isiqinisekiso esikhokelayo sinokuzenzekela kusetyenziswa izixhobo zokufaka amanqaku ezikhokelela kwiCRM yakho.
Ngokuxhomekeke kwizinto ezibekwa phambili yinkampani yakho-ukusuka kunxibelelwano lwewebhusayithi, ukukhokelela kwifomu yokuzibandakanya kwintsebenziswano yemidiya yoluntu-unokugqiba imilinganiselo yokufumana amanqaku. Ke, iqela lakho lenkxaso yokuthengisa linokudibanisa indlela yakho yokufumana amanqaku kunye nesoftware yokufumana amanqaku okanye isoftware yokuthengisa ekufanelekela ukukhokela ngaphandle kwawo nawuphi na umsebenzi osuka kumgangatho wentengiso.
Inyathelo 2: Phanda ngethemba lakho
Emva kokwenza uluhlu lwakho lwamathemba, lixesha lokuphanda nganye nganye ngokukodwa.
- Ukuba bayinkampani yoluntu, zonke iingxelo zabo zemali ziyafumaneka. Yiya kwiifayile ze-SEC ezinoluhlu lweemetriki eziphambili ofuna ukuzijonga. Kwiinkampani zabucala, apho idatha ingafumaneki lula, iindawo zeendaba kunye nezithuba zeblogi zihlala zibonelela ngolwazi oluluncedo. Unokujonga kwakhona isiseko sedatha yophando lwenkampani ukuze ufumane ingxelo kwiinkampani zabucala.
- Fumana indlela ishishini jikelele lenkampani lenza ngayo. Ngaba iyafa? Ukuduma? Ngaba uqolile? Oku kulapho izixhobo zophando lwemarike zinokungena ngokufanelekileyo. Ukujonga ishishini lilonke kunokukhanyisa kubudlelwane bakho bexesha elizayo kunye nethemba.
- Ngelixa iinkampani ezincinci zihlala zivalelwe kwishishini elinye, amashishini amakhulu anokufikelela kumashishini ahlukeneyo. Qinisekisa ukuba uyawazi wonke umda opheleleyo wemisebenzi olindelekileyo phambi kokuba uqhagamshelane.
Ngezantsi, ungafumana amashishini ahlukeneyo iWPP Plc esebenza kuwo xa kuthelekiswa nomntu okhuphisana naye omncinci, i-Levick Public Relations Firm. Kwinkampani efana neWPP, zibuze oku: Ingaba le nto ndiyithengisayo inceda njani xa iyonke imisebenzi yayo? Ngaba isisombululo esenzelwe iingcali zobudlelwane boluntu nazo zizuza abacebisi bezentengiso?
- Ukuphanda ubume bendawo yenkampani kunokukunceda ukuba uqonde indawo abasebenza kuyo. Ngaba kukho nayiphi na imingcipheko enxulumene nemimandla abasebenzela kuyo? Ngaba iimveliso zakho zinokuhanjiswa kuzo zonke iindawo zazo?
- Zigcine usexesheni ngeendaba zamva nje malunga nenkampani. Umzekelo, ukuchitha ixesha uphanda into enokukhokelela kuphela ukufumanisa ukuba inkampani yabo ijikeleza icandelo elikhulu kunokuba yinkcitho yexesha lakho.
- Qokelela iinkcukacha zobuqu malunga nethemba lakho. Ukongeza kokwazi isihloko sakho somsebenzi kunye nendawo, kukho ezinye iinkcukacha oya kufuna ukuzifumana ngaphambi kokuba ufikelele. Umzekelo, banexesha elingakanani bekwindawo abakuyo ngoku? Ngaba baye basebenza kwamanye amashishini anxulumeneyo? Zeziphi iindima abazithathileyo ngaphambili?
Akufanele nje uphande imvelaphi yabo yobuchwephesha, kodwa qiniseka ukuba ujonge imvelaphi yethemba lakho kunye nenkampani kunye neqela lakho. Ukuba umntu osebenza naye uye wafikelela ngaphambili, qiniseka ukuba ufunda amanqaku abo ngazo naziphi na iiflegi ezibomvu okanye udibane nabo ukuva ibali elipheleleyo. Ezi ntlobo zeenkcukacha zingabaluleka ngexesha lokufowuna kwakho.
Inyathelo lesi-3: Qonda ukhuphiswano lwethemba lakho
Ngoku ukuba uliqonda kakuhle ithemba lakho, lixesha lokuphanda abo bakhuphisana nabo.
- Ngoobani abo bakhuphisana nabo? Ngawaphi amandla kunye nobuthathaka babo? Ingaba bebehamba njani ngokumalunga neshishini? Ngaba bazibandakanye kumsebenzi wokudibanisa kunye nokufumana okanye ngaba bachitha kancinci ii-asethi?
Iimpendulo zale mibuzo zingakunceda ukuba uqonde indawo yethemba lakho kushishino lwabo. Ukuba ukhuphiswano olunzima lubeka isoyikiso kwithemba lakho, alunakulungela iinkonzo zakho. Ngaba ziya kuhlala zikho? Ngaba uya kukwazi ukuxhasa iimfuno zabo zokutshintsha njengoko bengena kwiimarike ezintsha? Kungcono ukufumana ngoku.
- Ukuthelekisa iinkampani ecaleni kunye nokuchonga amanqaku aphambili kunokunceda xa uxoxa ngemveliso yakho. Mhlawumbi imveliso yakho inokunceda ukuseka umhlaba kushishino olukhulayo. Okanye, ukuba ishishini lizaliswe ngabadlali abakhulu, imveliso yakho inokubonelela ngokusetyenziswa kwe-niche, inceda inkampani ukuba ibambe isiseko esincinci kodwa esinamandla sabathengi. Zonke ezi zizinto ezibalulekileyo ofanele uzikhumbule ngaphambi kokuba wenze utyelelo lokuqala.
- Ngaba inkampani ekhuphisana nayo inesivumelwano neshishini lakho okanye isebenzisa iimpahla ezifanayo kunye neenkonzo ukugcina imisebenzi yabo ilungile? Ukuba kunjalo, oku kunokukunika amandla kunye nobungqina bokuba imveliso yakho iyimfuneko yokuthenga. Ukuba imveliso yakho ibe luncedo kwezinye iinkampani, ungasebenzisa olo lwazi ukuqinisa isandi sakho.
Inyathelo lesi-4: Ukucwangcisa kwangaphambili umnxeba
Ngoku uphando lwakho lugqityiwe-ixesha lokuseka injongo yomnxeba wakho
Ukufowuna ngaphandle kosukelo engqondweni akuyi kukwenza ubonakale ungalungiselelanga kuphela, kodwa kunokukhokelela incoko kwicala elingalunganga. Khumbula: Ululongezelelo lwenkampani oyimeleyo. Ngaphandle kombono ocacileyo wenjongo yakho, umntu unokukuthemba njani okanye imveliso yenkampani yakho? Khawucinge ukuba yintoni umnxeba ophumelelayo kufuneka uphele kunye kwaye ucwangcise ngokufanelekileyo ukuphumeza eso siphumo.
Indlela yokufowuna kufuneka isekelwe kwinto eyiyo injongo:
- Ngaba injongo yakho ukuseka ulwazi? Ukuba kunjalo, lungisa iipropu zakho zexabiso kwaye uqinisekise ukuba ulungelelanisa isishwankathelo sakho semveliso ukuhlangabezana neemfuno zakho zokulindela. Zama ukuba ungabi mde kakhulu, kungenjalo ithemba lisenokuziva liphazamisekile.
- Ngaba uzimisele ukufundisa ithemba malunga nesisombululo sakho? Ukuba uceba ukubafundisa ngexesha lokufowuna, kungcono ukuba ube nedemo ekufutshane ukuchaza ins kunye nokuphuma. Gcina ukhumbula iinjongo zenkampani kunye nendlela imveliso yakho enokunceda ngayo ukufezekisa ezo njongo.
Umzekelo, ukuba ishishini lithembele kwi-automation data, ukubonelela ngeenkcukacha-manani kwiindleko zokusebenza ezincitshisiweyo kunye nexesha linokusebenza ekuzobeni umxhasi onokubakho.
- Ngaba ufowunela ukuphosa kwisikhokelo esingenayo ngubani osele enomdla? Ukuba uphosela kwinkampani ebibonakalise umdla ngaphambili, ke banokuqonda ukuba imveliso yakho yenza ntoni na. Oko kuthetha ukuba ungangena kwiinkcukacha ezithe kratya malunga nokuba zeziphi iipakethe ozinikezelayo kunye nendlela abathengi bakho bangoku abafumana ngayo okuninzi kwizisombululo zakho.
Inyathelo lesi-5: Lungiselela imibuzo kwaye uyigcine ngesandla
Ngelixa ithemba lakho liya kuba lilo elibuza uninzi lwemibuzo, kungcono ulungiselele uluhlu lwakho ngokunjalo. Imibuzo yakho kufuneka ilungiselelwe ngokusekelwe kwinkampani oyithengisayo kunye nemveliso oyithumelayo. Kufuneka uhlale ukhumbula ukuba uthetha nabani. Iindima ezahlukeneyo zifuna imibuzo eyahlukeneyo.
Common biza imibuzo yokulungiselela ukubuza:
- Injani inzuzo yenkampani yakho xa ithelekiswa nabo bakhuphisana nabo abaphambili?
- Ndixelele malunga nosuku lwakho oluqhelekileyo. Esi sisombululo singawuchaphazela njani umsebenzi wakho wemihla ngemihla?
- Zithini iinjongo zakho zekota elandelayo nakunyaka ozayo?
- Le mveliso iya kukunceda njani ukuba ufezekise ezo njongo?
- Lithini ixesha lakho lokuphunyezwa kwemveliso?
- Sisiphi isiphumo esiyimpumelelo kuwe?
- Ngaba inkampani yakho iye yavezwa kuguquguquko kule minyaka imbalwa idlulileyo?
- Ngaba inkampani yakho ichatshazelwa lukhuphiswano lwangaphandle?
Kubalulekile ukukhumbula ukuba uthetha nomntu wokwenene oxakekileyo njengawe. Kwezinye iimeko unokuba nemizuzu nje embalwa yokuchaza ityala lakho ngaphambi kokuba baye entlanganisweni okanye kwezinye izibophelelo.
Fumana iindlela zokunqanda izinto ezikruqulayo, zobuchwephesha kumanqanaba okuqala ukugcina umnikelo wakho umtsha kwaye unika umdla. Xa uphosa okanye udiliza imveliso, zama ukufefa kwi-anecdote okanye into eyimfihlo kukhokelo lwakho. Ukwakha ubudlelwane kubalulekile, kungekuphela nje ekufumaneni ukhokelo kodwa nasekukhuliseni ukhokelo. Ukuseka ukuthembana kunye nokuqinisekisa ithemba lakho lokuba unomdla wenkampani yabo engqondweni kuya kuhamba indlela ende.
Gcina ukhumbule ukuba nokuba wenza yonke into ngokuchanekileyo, usenokujongana nezichaso okanye ukwaliwa. Kwezo meko, kubalulekile ukuba uhlale unethemba kwaye uphathe nayiphi na i-pushback ngendlela ezolile kwaye eqokelelweyo. Kuhlala kukho ithuba lokuba ithemba lakho liya kutshintsha ingqondo yabo, kwaye ukungeneka kukunika eyona shothi ilungileyo yokuzibandakanya kwakhona.
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