رشد کسب‌وکار در دوران رکود؛ مدیریت ارتباط با مشتری چگونه به شما کمک می‌کند؟
واقعیت آن است که هیچ کسب‌وکاری بدون مشتری نمی‌تواند به بقای خود ادامه دهد. کسب‌وکارهای موفق با مشتریان خود به خوبی ارتباط برقرار می‌کنند و پیوسته به سطوح بالایی از رضایت مشتری دست می‌یابند. علاوه بر این، از تمام اطلاعات در دسترس برای مدیریت و به پیش راندن فرایند فروش بهره می‌گیرند.
خوشبختانه راهکارهای نرم‌افزاری مدیریت ارتباط با مشتری یا به اختصار CRM به ابزاری مطمئن تبدیل شده‌اند و برای کسب‌وکارها امکاناتی را فراهم می‌کنند که بتوانند اطلاعات تماس با مشتری، کمپین‌های بازاریابی، فروش، نقاط تماس با مشتری، حسابداری فروش و تمام داده‌های عملیات را مدیریت کنند. کسب‌وکارها از نرم‌افزار CRM استفاده می‌کنند تا به صورت اثربخش فرایندها را ساده کنند، پروژه‌ها و ضرب‌الاجل‌ها را مدیریت کنند، بازارهای هدف را ردیابی کنند، مشتریان را مدیریت کنند و فرصت‌های فروش را شناسایی کنند. این ابزار به شرکت‌ها کمک می‌کند کسب‌وکار خود را گسترش داده و موفق باشند.
- ساده کردن فرایندها
ارتباط با مشتری در لحظه تماس با مشتری آغاز می‌شود. ارتباط فرایندی است که باید به خوبی مدیریت شود. یک کسب‌وکار با در اختیار داشتن نرم‌افزار CRM قادر است تمام تعاملات حیاتی با مشتریان را ساده کند. تمام اطلاعات مربوط از طریق یک داشبورد قابل دسترس است که یک چشم‌انداز کامل در اختیار مدیران قرار می‌دهد. علاوه بر آن مدیران می‌توانند از ابزارهای تحلیلی و گزارش‌دهی مختلفی برای کسب بینشی ارزشمند پیرامون فرایندهای کسب‌وکار استفاده کنند.
- مدیریت پروژه‌ها و ضرب‌الاجل‌ها
مهم است که عملکرد یا پیشرفت پروژه‌ای را برای مدیریت کارآمد پروژه بسنجید. نرم‌افزار CRM به مدیران کمک می‌کند پروژه‌ها را تحلیل کنند، ضرب‌الاجل تعیین و آن‌ها را مدیریت کنند. با استفاده از یک CRM، کسب‌وکار مرکز مشترکی برای دسترسی همه اعضای تیم به اطلاعات مربوط و تحلیل آن‌ها ایجاد می‌کند.
- ردیابی بازار هدف فروش و کمپین‌های بازاریابی
تعیین اهداف فروش و راه‌اندازی کمپین‌های بازاریابی اهمیت بسیاری دارد. با این حال این‌ها نیز ممکن است در صورت عدم پایش، اندازه‌گیری و مدیریت ناکارآمد شوند. با استفاده از راهکار CRM ردیابی بازار هدف فروش و کمپین‌ها یک فرایند ساده است. اعضای تیم می‌توانند بر اساس داده‌های موجود در لحظه بازار هدف را پیگیری کنند و تأثیر کمپین‌های بازاریابی را بررسی کنند.
- مدیریت اطلاعات و روابط مشتریان
نرم‌افزار CRM در آغاز به عنوان ابزاری برای مدیریت اطلاعات تماس مشتریان توسعه داده شده بود اما در طول زمان بهبود یافت و در آخرین بسته‌های نرم‌افزاری طیف گسترده‌ای از دیگر کارکردها نیز دیده می‌شود. با این حال هدف اصلی این نرم‌افزار مدیریت مؤثر اطلاعات مشتریان است. این نرم‌افزار به کاربران امکان می‌دهد یک مرکز داده تعریف کنند و تمام اطلاعات مربوط به مشتریان را در آن ذخیره کنند. با استفاده از ابزار گزارش‌دهی، تحلیلی و شبکه‌های اجتماعی، مدیران قادرند روابط خود را با مشتریان بهبود دهند.
- شناسایی فرصت‌های فروش و بازاریابی
اگر هیچ گونه پژوهشی بر روی بازار احتمالی یک محصول یا کمپین صورت نگیرد، بهترین ایده‌ها هم ممکن است مشتری نداشته باشند. این همان جایی است که یک بسته نرم‌افزاری CRM می‌تواند نقش مهمی بازی کند. با استفاده از این ابزار، صاحبین کسب‌وکار می‌توانند روندهای فروش، ترجیحات مشتری، محصولات پرفروش و اثربخشی کمپین‌های پیشین را شناسایی کنند. زمانی که محصولات یا خدمات جدید وارد بازار می‌شوند، مشتریانی که محصولاتی مشابه را خریداری می‌کردند شناسایی می‌شوند. حاصل تمرکز زمان و انرژی بر روی این گروه از مشتریان به عنوان بازار هدف، کمپینی با اثربخشی بالا خواهد بود.
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