Ap dung vao SEO Website - CACH CHUYEN DOI LEAD HIEU QUA CHO NGANH BAT DONG SAN

28/10/2020

CACH CHUYEN DOI LEAD HIEU QUA CHO NGANH BAT DONG SAN

- Ap dung cho SEO da nen tang ( website, fanpage, cach kenh mang xa hoi khac ) hieu qua -

Lead, lead, lead,… lead tuan nay co bao nhieu lead roi? Nhu cau ho ra sao ho dang o trong trang thai nao? Tim cach chuyen doi ho di, duoc thi chot sales di roi chuyen cho bo phan cham soc khach hang,…

Nhung marketer co thay nhung cau noi nay quen khong, ban thay minh trong do khong? Ap luc lo lang, doi khi khong biet lam sao, nhung phai noi mot dieu la ban dang dot tien thi buoc long minh phai mang lai gia tri thi sep ban moi tin tuong de giao tiep tien de ban dot tiep duoc dung khong. Nhung van de la dot tien nhung lam sao kiem ra lead day, lead co thuc su chat luong, hay trong so 100 lead ma chi co 1 nguoi dang co nhu cau de mua, 20 nguoi tim hieu, 79 nguoi co kha nang mua nhung lai khong co nhu cau va ban khong the xac dinh duoc ho nhu the nao, 99 nguoi con lai dang nam trong nhom nao, khi nao ho se chuyen thanh 1% mua kia.

Ban co the bao la chay facebook ads da khoanh vung doi tuong roi day, cung chon do tuoi cung chon gioi tinh khu vuc, lua chon content,… Nhung hanh dong cuoi cung cua ho la gi chi la de lai binh luan, nhap dien form tu van hay tham chi la khach inbox hoi ban du thu tren doi chot lai voi ban mot cau “ anh dang co y dinh nhu vay co gi anh luu so em roi anh se goi lai cho anh’’, “ ok, chi hieu roi, khoang mot thang nua chac chi se mua chi dang xem xet gio chi dang ban em lien he sau nhe’’,… cac kieu tu chot vi don gian ho thuoc nhom doi sap co nhu cau hoac dang tim hieu ma thoi.

Cai gi cung vay, nuoi co “da”, co “thit” ta moi co the “thit” duoc.

Nhung nhom nay ban can phai co thoi gian nuoi duong va bang mot cach nao do ban can lien tuc nhac nho ho phai nho toi minh chi can nhan thay ho co du tai chinh, co nhu cau ve san pham cua ban thi khach hang da nam trong ma tran ban tao dung roi. Vi vay, ban can co mot kenh de co the chuyen doi, nuoi duong khach hang mot cach deu dan thuong xuyen giao tiep giai dap cac thac mac cua ho mot cach nhanh chong.

Mot kenh chuyen doi hieu qua hien nay nhung van dung chua dung cach la email marketing, voi nhieu chuc nang duoc update nhu gui mail hang loat, gui email theo nhom, tu dong gui email, dac biet xay dung chuoi kich ban gui email cham soc khach hang tu dong. Trong bai viet nay toi muon chia se voi moi nguoi ve cach van dung Mautic de xay dung kich ban email gui den cho khach hang.

Khu do thi moi xuan hoa

Xay dung Campaigns, tao kich ban xac dinh khach hang tiem nang?

Toi se chia se cho ban ve cach Campaigns trong Mautic no hoat dong nhu the nao va no giup ban lam duoc nhung dieu than ky gi? Tai sao toi lai viet ve Mautic boi vi toi dang su dung Mautic de cham soc khach hang, toi chia se thuc te nhung dieu Mautic co the lam duoc.

Dau tien, ban phai hieu duoc Campaigns no la cai gi, no lam duoc gi ?

Campaign trong mautic tuc la ban se tao ra mot chien dich gui cac email theo kich ban, no se giup ban gui mot chuoi email theo nhung “Action” cua khach hang, ban co the phan loai khach hang theo “Action” cua khach hang. Day la mot diem noi bat cua Mautic, tu viec tu duy xay dung noi dung email phu hop cho tung nhom khach hang dang dang o cac giai khac nhau:

Ø Giai doan 1: Nhan thuc nhu cau

Ø Giai doan 2: Tim hieu san pham va nhung thong tin lien quan

Ø Giai doan 3: So sanh cac san pham thuoc cac nhan hieu khac nhau

Ø Giai doan 4: Mua san pham

Ø Giai doan 5: Quyet dinh sau khi mua

Duoi day la mot vi du nho trong nganh bat dong san:

La mot nganh duoc xem co so luong data duoc xep vao hang khung khiep nhat, nhung ty le chuyen cung duoc xem la thap nhat, boi vi dac thu o nganh nay hoat dong remarketing gan nhu la khong co, hay tham chi la chi lam bang tay tu cac nhan vien sale, nen viec tuong tac lam than voi khach hang truoc chot sales gan nhu la khong co.

Bat dong san la mot nganh co gia tri cao nhom khach hang thuong co 2 nhom la dau tu va mua o, du o nhom nao di nua ho cung can thoi gian suy nghi, xem xet roi moi quyet dinh de mua. The nen, ta can lien tuc lam than, quan tam, cham soc tham chi la tan rang cho ho.

Chinh sai lam khong xac dinh dung dau chinh la khach hang cua ta, khong xac dinh duoc ho dang o giai doan nao de co nhung quyet dinh dung dan. Mot vi du don gian thoi, “ theo ban quang khuyen mai giai doan nao la hop ly nhat”. Ta hay di phan tich tu giai doan:

Ø Giai doan 1: Nhan thuc nhu cau

Giai doan nay ho chi dang co suy nghi ho se mua chung cu vi ho thay minh sap co tien can mua nha de o, chu khong muon o thue nua. Co nghia la ho dang hinh thanh nhu cau thoi no chua cap thiet voi ho vi vay giai doan nay ta khong the sales, quang khuyen mai lien tuc duoc vi ngay ban than khach hang con chua biet ho co mua hay khong ma. Thay vao do ban hay lam dep cai gia tri tai sao ho can phai mua nha de o hay de dau tu.

Ban co the dung Mautic de la noi luu tru nhung thong tin khach hang, tu viec chay facebook ads hay google ads, no se giup biet duoc nguon khach hang do den tu dau bai viet gi, khach hang dang quan tam ve cai gi, tu do gui lai nhung thong tin ma khach hang ho dang quan tam bat dau chuoi kich ban dua vao “me hon tran”.

Ø Giai doan 2: Tim hieu san pham va nhung thong tin lien quan

O giai doan nay van theo toi la van chua nha cac ban, giai doan nay ban ma di chot sales ban hang qua nhieu thi kha nang chot cuc that. Thay vao do hay cho ho nhung thong tin bo ich day gia tri tang truong cua du an doi voi nhung khach hang dau tu, con khach hang mua de o thi hay phan tich cho ho thay duoc nhung mat tuyet ve vi tri dia ly, gia, dieu kien cua khu vuc noi ban ban duoc,… Noi chung la ho quan tam ve thong tin gi ta cung phai la nguoi cho ho thong tin do, hay nho la ban chinh la nguoi trao chu khong phai la doi thu cua ban.

O day Mautic se giup ban rat nhieu cho viec cham soc tu dong ( Automation), ban khong can hang ngay cu phai ngoi cho gui thu cong hay de he thong no tu lo ban chi can setup san, xay san ma thoi. Voi chuc nang tu dong cap nhat gui, chi can co mot khach hang submit no se tu dong nuoi duong khach hang vao ma tran ta da set san. Khong the di dau duoc neu o giai doan 1 va giai doan 2 ma khong co su phan hoi tu khach hang. Hay xem xet lai content va tieu deu ban lua chon cho cac email ban da soan, thay doi chung cho phu hop.

Ø Giai doan 3: So sanh cac san pham thuoc cac nhan hieu khac nhau

Sau khi da gioi thieu day du cac diem noi bat ma san pham cua ban dang cung cap, thi hay lam noi bat hon nua khi kheo leo cho nhung content so sanh ban voi doi thu. Hay bat that manh khuyen mai de chot khach hang cua ban, duong nhien khi toi giai doan nay ban da co nhung thong so tu viec Mautic da phan tich cho ban roi. Viec khach hang “Action” vao nhung thong tin ma ho quan tam thi ta da co the doan duoc khach hang da co nhu cau nhu the nao. Tu do, nen cho ho them cai gi nua de dua ra nhu “lo ve phap ly thi goi dien thoai gap trao doi truc tiep va cho ho thay so do luon chang han” hay “lo ve gia thi so sanh gia tren thi truong the nao va cho ho them khuyen mai vao”,…

Ø Giai doan 4: Mua san pham

Giai doan thanh toan cua bat dong san kha rac roi, dung de khach hang da dat tien coc roi nhung cuoi cung lai khong mua san pham cua ban nua, doi lai tien coc roi nhieu he luy danh tieng xay ra. Hay luon cho ho cam giac an toan va nhung gi ho dang lam la dung nhung hinh anh cua khach hang cu ky hop dong,… Duoc gui kem theo ban hop dong trong email cua ban gui den cho khach hang bang Mautic, hay la nhung uu dai khac khi ho thanh toan tien dung han.

Gui email bang Mautic lam viec mot cach chuyen nghiep khien khach hang cua ban cuc ky an tam ve san pham ma ho sap duoc nhan.

Ø Giai doan 5: Quyet dinh sau khi mua

Sau khi hoan tat xong hop dong, viec cham soc khach hang la dieu rat quan trong boi ho chinh la mot kenh marketing mien phi cho chung ta. Ho se chia se cho ban be, nguoi than ve san pham cua cong ty ta. Vi vay, viec ta lien tuc cho ho nhung thong tin giup khach hang luon nho den ta, thu 2 la cho khach hang nhieu thong tin hon de di thuyet phuc nhung khach hang khac den voi san pham doanh nghiep cua ban.

Voi Mautic, viec gui cho ho nhung thong tin cua du an moi, thong tin gia ca thi truong, nhung van de cua cac du an cua doi thu de khach hang co that nhieu thong tin ve diem uu the cua du an, nhung nhuoc diem cua du an cua doi thu. Tu do, lap day uu diem cua ta vao nhuoc diem cua doi thu de san pham cua ta tro nen noi bat hon. Nhuoc diem cua doi thu chu khong phai di noi xau sai su that ve thong tin du an doi thu nha cac ban.

Khu do thi moi xuan hoa - bat dong sna

Xay dung kich ban don gian cho campaigns ve gui email cho khach hang

Soan mot email gioi thieu:

Ø Neu khach hang mo email gui ngay thong tin ve cac du an ma doanh nghiep dang ban

=> Khach hang quan tam ve gia thi gui gia

=> khach hang quan tam ve tiem nang phat trien cua du an thi gui email lam dep du an

=> khach hang muon xem ve vi tri dia ly thi gui vi the nay giao thong thuan loi the nao doi voi khach hang mua o, vi tri nay sap toi se co su phat trien gi khong vi du sap mo duong gia tri bat dong san se cao chan hang.

Ø Neu khach hang khong mo thi gui them mot email nua, thay doi tieu de dung voi tung nhom khach hang.

Duong nhien o tren chi la cai idea de ban co the trien khai, con viec su dung cac chuc nang cua Mautic ta can demo thuc te.

Tren la bai viet chia se toi tat ca moi nguoi ve cai y tuong cho viec kinh doanh tiep can khach hang. Cung nhu tu cac hanh dong quan tam ban co the biet duoc khach hang ban dang o nhom doi tuong, giai doan nao tu do co nhung chien luoc tiep can phu hop nhat cho doanh nghiep cua ban.


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