Ukuqonda iimpawu ezibalulekileyo ekuthengiseni, ndacela iingcali kunye nabanikazi boshishino ukuba zeziphi iimpawu ezivumela ukuba umthengisi atshintshe.
1. Ukudala
Ukuxabisa isisombululo esingekho eso sizathu kufuneka ukuba ngaba inkqubo yokuthengisa iya kuphuma ipakethi. Nangona umthengisi oqhelekileyo uxhomekeke kumakhadi-shishini kunye nokushiya emva, umenzi wemvula oyinyaniso uletha "umbono oyingqayizivele kumsebenzi wakhe owenza ukuba akwazi ukuma," kusho uWendy Weiss, u-"U-Queen of Cold-Calling" kunye nomongameli weTech Communications, uqeqesho lokuthengisa kunye nenkampani yokuqeqesha eNew York City.
2. Ukukhathazeka
Uthando lokwenene lomkhiqizo lufumana abathengisi ngamaxesha amnyama angenakwenzeka, kwaye kwenza ukuba banikezele ngokunyaniseka kwabo bonke abathengi babo. Ukunyameka, njengokwakha, akunakunikwa, ngoko kunzima kakhulu kubaxhasi.
UPaul R. DiModica ungumongameli we-DigitalHatch Inc., ishishini lokuqeqeshwa ngokuthengisa kwiifemu eziphezulu kwiPeachtree City, eGeorgia. I-DiModica ifaka inzondelelo njengoko inombalo-enye ibonisa umthengisi kufuneka. Umele ukholelwe kwinto othengisayo, "utsho.
"Le ntembeko iyaziswa kwizinto ezingabonakaliyo."
3. Ukunyaniseka
Kutheni abantu basebenzisa-imoto abathengisa kangaka bengathathi kakuhle? Ngenxa yokuba imbono kukuba bangabi nongqibelelo kwaye baya kuthetha nantoni na ukuba bathengise. UDave Condensa, i-CEO kunye nomsunguli weHelio Solutions, i-IT eqhagamshelana ne-IT e-Sunnyvale, eCalifornia, bacinga ukuba ukunyaniseka kuphakamisa uluhlu lweempawu abathengi abafuna.
"Sakha ubuhlobo, kwaye kubalulekile ukuba umthengi uthembele kumthengisi."
Ukuziva okulungileyo malunga nokuthengwa kukuphawu lokuthenga kumthengisi onyanisekileyo. "Ithemba lizisa [abathengi], kwaye yinto ebalulekileyo ekuphumeleleni kwanoma yimuphi umthengisi," uqhuba uCellensa. Ukubaluleka kokuthengiswa ngengqibelelo kuye kwaphakanyiswa ukunyanzeliswa kwezinto eziphathekayo eziphathekayo kunye nezemali zamashishini amakhulu. UDiModica uthi, "Abathengi basathengisa umthengisi."
4. Ulwaphulo
Imvakalelo yokurhoxiswa ukuhlala ikhutshulwa yinto enye ebalulekileyo kwimpumelelo yokuthengisa. "Kudinga isibindi sokuvuka rhoqo ekuseni kwaye uthi, 'Ndiya kuba yinto engcono kakhulu,'" kutsho iDiModica. Kwakudinga nokuba nomgangatho othile wokuziphatha ukuphikelela ekugqibeleni omnye emva kokulandelayo. U-Weiss uyavuma: "Ukuthengisa kufuna umntu onokuhlala ebona amathuba, kwimeko enzima."
5. Ukuzinikela
Umjikelezo wokuthengisa kuyo nayiphi na into enkulu inokuthatha iinyanga, kwaneeminyaka. Ukugcina iliso kumvuzo, ngelixa uqhubeka uthengisa kwezinye iinjongo ngokukhawuleza, uthatha uxanduva. "Ukuthengisa akunakuze kube lula," kuchaza iDiModica. "Kufuneka ube nomnqweno ovuthayo." U-Weiss ukholelwa ukuba impumelelo ngumphumo womntu "ukuzimisela kunye nenjongo yokwenza izinto zenzeke."
Kwiphepha le-flip, iimpawu ezithile ziya kutshabalalisa nayiphi na i-salesperson kwi-hep-ran-ran: ukusilela kwengqibelelo, ngokomzekelo. "Ukunyaniseka kuthetha ukuba umntu uya kuhlala ezama ukwenza into efanelekileyo kwenkampani kunye nabathengi," kusho u-Weiss.
I-DiModica ibonisa ukuba ayilungiswanga xa uzama ukuthengisa. "Awukwazi nje ukuwuthabatha ifowuni uze ubize ithemba ngenxa yokuba umphathi wakho woqhagamshelwano uthe ixesha."
Kwaye, ewe, kukho isona esiphezulu: ukunganyaniseki. UConensa uxwayisa: "Uchitha inzuzo yokuphindaphinda okanye ukuthumela ibhizinisi."
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Oku kwangaphambili yinkcazo ekuthengiseni yona, Baby! I-Angel's Marketing 37 I-Down-to-Earth & Practical How-To Marketing, Branding & Sales, by Kimberly L. McCall (aka Marketing Angel).
Ehlelwe nguAlyssa Gregory