Loaʻa iā B2B: Loaʻa i ka papa inoa hou no kāu kālā

kalaHiki ke hoʻoweliweli i ka loaʻa ʻana o ka ʻOihana Inā ʻoe he hui e lawelawe i kahi ʻāina nui me kahi poʻe liʻiliʻi o nā limahana, makemake ʻoe e hōʻoia i ka maikaʻi o kāu hoʻolālā loaʻa. Inā aia he 50,000 ʻoihana ma ka ʻāina, e noʻonoʻo e hiki iā ʻoe ke hoʻopili iā 25 prospect i kēlā me kēia pule, a i ʻole 5 i kēlā me kēia lā. Koi aku kēlā iā ʻoe i 20 mau mea kūʻai aku. ʻOi loa ka hakakā no kahi hui kūʻai aku a me ke kelepaʻi a ʻo ka manawa kūpono ʻaʻohe ou mana kūʻai nui!

He aha inā ʻoe e launa wale aku me nā ʻoihana 5,000 (1 i ka 10)? Pehea ʻoe e ʻike ai a māka i kēlā mau ʻoihana? Aia ka pane i kekahi mau ʻano ʻikepili mākeke maʻalahi i hoʻopili ʻia i ka ʻoihana i ka loaʻa ʻoihana. Ua hāʻawi wau i kēia kālailai ma kahi o hoʻokahi makahiki i hala aku nei i kahi ʻoihana ʻāpana, a i kēia manawa ua hoʻopau mākou i ko mākou makahiki ʻelua o ke kali ʻana no lākou. ʻAʻole ia he ʻepekema rocket, ke ʻimi wale nei ia i nā ʻoihana e kūlike i nā firmagraphics o kāu kumu kūʻai.

Pani 1: Profile i kāu ʻoihana. He lawelawe kēia na ka hapa nui o nā ʻoihana ʻikepili e hāʻawi iā ʻoe ma ke kumukūʻai kaulike. ʻO InfoUSA, Dun a me Bradstreet, a me AccuData kekahi o kēia ʻano ʻoihana. Ke loaʻa ʻoe i nā hōʻike, he mea nui e kālailai a hōʻuluʻulu iā lākou i ka ʻikepili kūpono. Eia kahi laʻana (Kaomi e ʻike):

Nā makahiki i ka ʻoihana e ka ʻoihana - Penetration%:
Makahiki i ka ʻoihana

ʻOihana kūʻai aku e ka ʻoihana - Penetration%:
Palapala helu

Ka helu o nā limahana e ka ʻoihana - Penetration%:
Ka nui o nā limahana

Pani 2: Nānā i nā hopena

ʻO Penetration ka pākēneka o nā mea kūʻai aku i kēlā pae āu i hoʻohālikelike ai i ka averika pakeneka o nā prospect i kēlā pae. I nā huaʻōlelo ʻē aʻe, inā he 25% o kāu mau mea kūʻai aku i ka ʻoihana ma lalo o hoʻokahi makahiki, akā 10% wale nō o nā ʻoihana kūloko i ʻoihana ma lalo o hoʻokahi makahiki, a laila ʻoi aku ka maikaʻi o kāu pahuhopu i nā ʻoihana hou. Ma ka hana ʻana pēlā, ke hoʻonui nei ʻoe i kou manawa e loaʻa ai kahi prospect ma mua o ka nānā ʻana i nā ʻoihana i hoʻohālikelike ʻole.

ʻO ka hōʻailona haʻi inā hiki iā ʻoe ke hana ma luna o ka ʻikepili e nānā maʻalahi i ke ʻano o nā pale a me nā pilina ma waena o kahi ʻoihana. Eia kekahi mau nānā maʻamau (nā hua kau liʻiliʻi) mai nā pakuhi ma luna:

  • Ka helu o nā makahiki i ka ʻoihana: E nānā pehea ka piko o G & H i ka makahiki mua a ʻoi iki paha. E komo hou wau i loko o kēia mau ʻoihana a hoʻokomo paha i nā papa inoa prospect ʻoihana Hou.
  • Volume Kūʻai: ʻoiai e piʻi a hāʻule ka hapa nui o nā ʻoihana i kahi piʻo maikaʻi, e nānā pehea ka piʻi ʻana o ke kūkulu kūkulu i luna No laila ... ʻo ka nui o ka ʻoihana kūkulu, ʻoi aku ka maikaʻi!
  • Ka helu o nā limahana: E nānā pehea ka palahalaha o ka ʻoihana lawelawe? ʻLelo kēlā iaʻu ʻaʻole paha ka helu o nā limahana i kumu i kēlā ʻoihana.

Pani 3: E noi i nā mea i loaʻa

Inā makemake wau e palaualelo a wikiwiki, hoʻolako wau i kaʻu ʻoihana ʻikepili me nā piko o kaʻu mau piʻo a hoʻohana i kēlā mau mea me he mea liʻiliʻi no ka māka ʻana i nā prospect i loko o kēlā me kēia ʻoihana. ʻAʻole e hoʻokau pinepine nā ʻoihana ʻikepili iā ʻoe no ka hana ʻana i nā nīnau paʻakikī e kūʻē i ka ʻikepili e piʻi mai me kāu papa inoa no laila mai hilahila, e nīnau. ʻO kahi ala ʻoi aku ka maikaʻi loa e hana ai ia e hoʻomohala i kekahi mau helu algorithms e pili ana i ka ʻikepili, a laila e hoʻopili i kēlā ʻano i nā prospect e loaʻa kahi helu āpau no kahi prospect. E kauoha wale i kāu mau prospect i ka iho ʻana i lalo, a hoʻomaka i ka loaʻa.

Pani 4: Hooko!

I ka wā i hoʻokō ai mākou i kēia mau hoʻolaha no kā mākou mea kūʻai aku, ua kālailai mākou i ka mea a kā lākou mea i hana ai no ka hoʻopili ʻana i nā prospect Hoʻomaopopo i ka nui o nā prospect hiki iā lākou ke hoʻopili iā mākou me nā helu a mākou e pono ai e hoʻoliʻiliʻi i kā lākou papa inoa prospect. Ua hana mākou i kahi hana 3-prong i hopena i kahi hoʻonui 10% o ka loaʻa!

Pani 5: Nānā i nā hopena hou a hoʻomaka hou

Hoʻololi ka ʻāina i nā ʻano o kāu mea kūʻai aku. He mea nui e hoʻomau i ka hoʻomaʻemaʻe a hoʻomaʻa i kāu helu helu algorithms a me ka prospecting.

Kahakaha hope: Aia kekahi mau puke holoʻokoʻa i kākau ʻia ma nā ʻenehana kūʻai database. He paʻakikī e haʻi aku i kahi kaʻina kūʻai database paʻakikī i loko o kahi komo blog, no laila ua lawe wau i ke kūʻokoʻa o ka hana ʻana i nā manaʻo he nui a me ka lawe ʻana i nā ala pōkole he nui. ʻO ka hana maoli a mākou i pahu ai i kēia mea kūʻai aku i loko o hoʻokahi mau mahina. Ua hoʻomaopopo a kūlike mākou me 95% o kā lākou mea kūʻai aku i Dun a me Bradstreet ʻikepili e loaʻa kahi kūlana koʻikoʻi. Ke koho mākou i kā mākou prospect hope loa, ua hoʻokaʻawale mākou i kā lākou mea kūʻai aku i kēia manawa a hala aku nei.

Makemake wau e haʻi aia aia kekahi mau maʻalahi maʻalahi a me ka loiloi loiloi loa hiki iā ʻoe ke hana pololei mai kahi papaha Excel e hoʻomaikaʻi ai i kāu ʻoihana i nā loaʻa ʻoihana ʻoihana.

hana manaʻo hoʻopuka

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    Ua manaʻo wau he pou kōkua nui kēia. I koʻu ʻike, ʻo ka hapa nui o nā ʻoihana ʻona liʻiliʻi ʻaʻole e hohonu i kēia i ka ʻoihana a me ka mākeke a me nā mea ʻē aʻe. Akā (akāka) hiki ke uku maoli ʻia ma ke kōkua ʻana i kēia ʻoihana kuhikuhi i kā lākou mau hana i nā prospect i ʻoi ʻia ka maikaʻi. Mahalo no ka ʻike!

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