Много вопросов поступает от наших клиентов по поводу отчета "Конверсия обращений" (или, по простому, Воронке продаж)
Разберемся, как отчет строится, какие данные учитывает, что показывает и как его использовать в работе.
Что такое воронка продаж? Если Вы представите весь входящий трафик как верхушку воронки, а клиентов, оплативших тур, как ее нижнюю часть, и отметите этапы, на которых отваливаются клиенты, получите классическую воронку.
Нам хочется, чтобы она была похожа на прямоугольник (сколько зашло, столько и купило), но в жизни, к сожалению, так не бывает, и воронка похожа на перевернутую трапецию (главное, чтобы она не превратилась в треугольник).
Как рассчитывается воронка в САМО-турагент? Для этого рассмотрим все возможные варианты работы с туристом в программе.
Давайте отмечать буквой О общение, П - предзаявку, З - заявку.
Возможны такие варианты:
1. О-П-З
2. П-З
3. О-З
4. З
5. П
6. О
Общений на каждом этапе может быть больше одного, это не принципиально.
В верхней части воронки нам нужно учесть всех, кто к нам обратился. Берем все заявки (1, 2, 3, 4), все предзаявки, по которым нет заявок (5) и все общения, по которым нет предзаявок или заявок (6). Причем, если с одним клиентом заведено несколько общений, то программа посчитает это за единицу (ведь клиент зашел к Вам один раз, а потом Вы просто отмечаете историю Вашей работы с ним).
Далее учитываем тех, кому мы подбирали тур (то есть были озвучены параметры путешествия). Так как на этом этапе мы создаем либо предзаявку, либо заявку, то складываем пункты 1, 2, 3, 4, 5.
На последнем этапе учитываем только полностью оплаченные Вам заявки.
Если Вам явно не хватает трех этапов, пишите в нашу техподдержку и по мы разработаем индивидуальный отчет для Вашего агентства. Почта: agent@samo.ru
Данный отчет можно строить за период и делать фильтрацию по менеджеру и офису.
Еще отчет покажет Вам Общения по статусам и сводную табличку по Заявкам, Предзаявкам и Общениям:
![](data:image/png;base64,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)
А еще можно увидеть состояние клиентов на диаграмме:
![](data:image/png;base64,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)
Как использовать этот отчет?
Снимайте его после качественных изменений в работе (например, внедрения скриптов, работе с новыми рекламными источниками, подключении IP телефонии). Стройте "Воронку" по разным менеджерам, ищите их слабые и сильные стороны, проводите обучение. Ищите "узкие" места, на которых теряется много клиентов, устраняйте причины"отвалов" и снова снимайте отчет.
Хороших продаж и 99% конверсии!
Разберемся, как отчет строится, какие данные учитывает, что показывает и как его использовать в работе.
Что такое воронка продаж? Если Вы представите весь входящий трафик как верхушку воронки, а клиентов, оплативших тур, как ее нижнюю часть, и отметите этапы, на которых отваливаются клиенты, получите классическую воронку.
Нам хочется, чтобы она была похожа на прямоугольник (сколько зашло, столько и купило), но в жизни, к сожалению, так не бывает, и воронка похожа на перевернутую трапецию (главное, чтобы она не превратилась в треугольник).
Как рассчитывается воронка в САМО-турагент? Для этого рассмотрим все возможные варианты работы с туристом в программе.
Давайте отмечать буквой О общение, П - предзаявку, З - заявку.
Возможны такие варианты:
1. О-П-З
2. П-З
3. О-З
4. З
5. П
6. О
Общений на каждом этапе может быть больше одного, это не принципиально.
В верхней части воронки нам нужно учесть всех, кто к нам обратился. Берем все заявки (1, 2, 3, 4), все предзаявки, по которым нет заявок (5) и все общения, по которым нет предзаявок или заявок (6). Причем, если с одним клиентом заведено несколько общений, то программа посчитает это за единицу (ведь клиент зашел к Вам один раз, а потом Вы просто отмечаете историю Вашей работы с ним).
Далее учитываем тех, кому мы подбирали тур (то есть были озвучены параметры путешествия). Так как на этом этапе мы создаем либо предзаявку, либо заявку, то складываем пункты 1, 2, 3, 4, 5.
На последнем этапе учитываем только полностью оплаченные Вам заявки.
Если Вам явно не хватает трех этапов, пишите в нашу техподдержку и по мы разработаем индивидуальный отчет для Вашего агентства. Почта: agent@samo.ru
Данный отчет можно строить за период и делать фильтрацию по менеджеру и офису.
Еще отчет покажет Вам Общения по статусам и сводную табличку по Заявкам, Предзаявкам и Общениям:
А еще можно увидеть состояние клиентов на диаграмме:
Как использовать этот отчет?
Снимайте его после качественных изменений в работе (например, внедрения скриптов, работе с новыми рекламными источниками, подключении IP телефонии). Стройте "Воронку" по разным менеджерам, ищите их слабые и сильные стороны, проводите обучение. Ищите "узкие" места, на которых теряется много клиентов, устраняйте причины"отвалов" и снова снимайте отчет.
Хороших продаж и 99% конверсии!
0 коммент.:
Отправить комментарий