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CRM là viết tắt của từ tiếng Anh “Customer Relationship Management” tạm dịch là quản lý mối quan hệ khách hàng. Đơn giản có thể hiểu doanh nghiệp quản lý các tương tác với khách hàng từ đó hình thành mối quan hệ trong kinh doanh.
CRM Là một phần mềm quản lý quan hệ khách hàng, một chiến lược kinh doanh mà doanh nghiệp sử dụng để giảm chi phí và tăng lợi nhuận bằng cách củng cố sự hài lòng của khách hàng, lòng trung thành. Sự thật là CRM tập hợp thông tin từ tất cả các nguồn dữ liệu trong một tổ chức (và có khi thích hợp từ bên ngoài tổ chức) để cung cấp cho các nhà quản trị (CEO) một cái nhìn mới mẻ và định hướng mới dựa trên các dữ liệu phân tích. Điều này cho phép khách hàng phải đối mặt với nhân viên trong các lĩnh vực như bán hàng, hỗ trợ khách hàng và tiếp thị để đưa ra quyết định nhanh chóng và được thông báo về tất cả mọi thứ từ mô hình “Cross-selling and up selling” cơ hội để nhắm mục tiêu chiến lược tiếp thị mục đích tạo chiến thuật định vị cạnh tranh.
Đối Tượng Mà CRM System Hướng Tới
Khách hàng: là người tiêu dùng hàng hóa dịch vụ nói chung. Các khách hàng có khả năng lựa chọn sản phẩm và nhà cung cấp khác nhau.
Mối quan hệ trong kinh doanh: Doanh nghiệp với các khách hàng, đối tác của mình thường xuyên thực hiện các giao dịch. Điều này giúp họ đánh giá, thấu hiểu khách hàng. Nó giúp hình thành mối quan hệ kinh doanh doanh bền chặt hơn.
Quản lý: Là hoạt động của doanh nghiệp nhằm mục tiêu kiểm tra, giám sát một chủ thể cụ thể. Với khách hàng, doanh nghiệp muốn quản lý để thấu hiểu khách hàng, đáp ứng nhu cầu của họ tốt hơn.
Khách hàng là trung tâm mọi hoạt động của doanh nghiệp.
Những Doanh Nghiệp Cần Sử Dụng Hệ Thống CRM
Bất kì doanh nghiệp nào có đội ngũ bán hàng
CRM có thể giúp các chuyên viên bán hàng xác định những xu hướng hành vi khách hàng khác nhau, việc này sẽ là sự hỗ trợ hiệu quả khi nhân viên của bạn muốn bán lên (up-selling) và bán chéo (cross-selling). Thêm vào đó, phần mềm CRM cũng giúp bộ phận bán thường xuyên cập nhật thông tin về khách hàng tiềm năng để nâng cao khả năng chốt sản phẩm (close the deal)
Bất kì doanh nghiệp nào có triển khai các hình thức Marketing
Một hệ thống CRM hiệu quả có thể cung cấp các thông tin hữu dụng cho bộ phận Marketing để điều chỉnh các chiến dịch Marketing của họ cho phù hợp. Những thống kê đã chỉ ra rằng Marketing có phân khúc khách hàng cụ thể luôn mang lại nhiều lợi nhuận hơn là Marketing đại trà (Marketing đại trà là những chiến dịch Marketing chỉ chăm chăm vào việc mang lại càng nhiều thông tin liên lạc càng tốt). Marketing theo cách đại trà vừa làm lãng phí tiền của lại vừa không thực sự mang lại hiệu quả.
Bất kì doanh nghiệp nào có sử dụng bảng báo giá và hóa đơn thanh toán
Việc sở hữu chức năng tạo lập hóa đơn trong CRM giúp doanh nghiệp tạo ra một quy trình xuất hóa đơn nhanh và chuyên nghiệp hơn. Việc chỉ sử dụng một chương trình phần mềm duy nhất để làm tất cả mọi công việc, từ quản trị thông tin khách hàng đến tạo ra các bảng báo giá và xuất hóa đơn thanh toán sẽ giúp gia tăng một cách đáng kể hiệu suất của toàn công ty. Không còn phải loay hoay giữa vô vàn ứng dụng độc lập để hoàn thành công việc – toàn bộ doanh nghiệp của bạn giờ đây có thể được quản lí từ một công cụ duy nhất.
Bất kì doanh nghiệp nào muốn cho khách hàng thấy rằng họ là ưu tiên hàng đầu của doanh nghiệp mình
Khách hàng thường thích cảm giác mình được quan tâm, và việc sử dụng CRM có thể giúp bạn làm điều này. Ví dụ, khi một khách hàng gọi điện đến doanh nghiệp nhưng lại kết nối sai bộ phận, nhân viên nói chuyện với khách hàng này vẫn có thể sử dụng hệ thống CRM để tìm chi tiết thông tin khách hàng và chuyển cuộc gọi đến bộ phận chính xác chỉ trong vài giây đồng hồ. Độ hài lòng của khách hàng sẽ gia tăng nếu chúng ta giúp họ giải quyết vấn đề một cách nhanh chóng và hoàn chỉnh hơn. Có thể bạn nghĩ rằng những việc nhỏ nhặt như trên không có ảnh hưởng gì đáng kể, nhưng khi chúng xảy ra trong thực tế, khách hàng sẽ ghi nhớ cách giải quyết của bạn và họ sẽ có những trải nghiệm tốt hơn.
Bất kì doanh nghiệp nào muốn gia tăng hiệu quả hoạt động
Sử dụng duy nhất một hệ thống CRM đồng nghĩa với việc bạn sẽ tiết kiệm được rất nhiều thời gian trong một ngày. Phần mềm CRM giúp công việc của bạn hiệu quả hơn trên nhiều khía cạnh, từ chức năng click-to-call (bấm để gọi), tích hợp quản trị dự án, ghi chú chi tiết thông tin khách hàng đến tích hợp tự động hóa Marketing và đánh giá các khách hàng tiềm năng, CRM có thể giúp mọi doanh nghiệp lớn nhỏ cắt giảm chi phí và tối đa hóa hiệu quả kinh doanh.
Như bạn đã thấy, có rất nhiều lí do để một doanh nghiệp quyết định sử dụng hệ thống CRM. Hệ thống này cung cấp một số lượng lớn các lợi ích, cả cho doanh nghiệp lẫn khách hàng của họ, và đó là lí do tại sao mọi doanh nghiệp muốn nâng cao doanh số đều nên cân nhắc nghiêm túc về việc triển khai ứng dụng CRM cho doanh nghiệp mình. Việc cố gắng phát triển công ty chỉ với các bảng tính Excel và giấy ghi chú đã quá lỗi thời. Mức độ kết nối toàn cầu trong thời đại hiện nay đòi hỏi các doanh nghiệp phải phản ứng lại thị trường và chủ động phản hồi với tốc độ rất nhanh chóng. Và phần mềm CRM hoàn toàn có thể là giải pháp hoàn hảo đưa doanh nghiệp của bạn phát triển với tốc độ vượt trội.
Quy Trình CRM Là Gì Và Bao Gồm Những Bước Nào?
Nhìn chung, quy trình chiến lược CRM của hầu hết doanh nghiệp đều xoay quanh khách hàng theo 5 nhiệm vụ sau:
Tư Vấn Bán Hàng (CRM Sales)
Bước đầu tiên nhưng cũng cực kỳ quan trọng trong quy trình CRM đó là triển khai các hoạt động Sales bao gồm: Gửi thư, Gọi điện, Báo giá, lên lịch hẹn, ký hợp đồng, giao dịch thanh toán, báo cáo công nợ…
Truyền Thông (CRM Marketing)
CRM Marketing giúp doanh nghiệp tiết kiệm thời gian trong việc phân loại khách hàng, chăm sóc khách theo từng nhóm, thúc đẩy người mua hàng thông qua các công cụ Automation Marketing như: Email marketing, SMS marketing…
Quy trình áp dụng hệ thống CRM vào doanh nghiệp
Dịch vụ sau bán hàng (CRM Services)
Kế hoạch chăm sóc khách hàng nhằm thúc đẩy người dùng mua lại sản phẩm, gia hạn dịch vụ bằng các hoạt động như: giảm giá chiết khấu, tặng quà, gửi thư chúc mừng các ngày lễ tết…
Phân tích tập khách hàng (CRM Analysis)
Phân tích khách hàng để có cách tiếp cận (Sales) đúng đắn, giúp tối ưu hoạt động Marketing và Services. CRM giúp doanh nghiệp phân loại chi tiết tập khách hàng theo: Nhu cầu, Sở thích, Vị trí địa lý…
Kết hợp giữa các phòng ban, đối tác (CRM Collaborative)
Nếu như ở các doanh nghiệp thông thường thì mỗi bộ phận là 1 phần tách biệt riêng khiến cho đôi lúc dòng chảy thông tin không được thông suốt và chậm trễ. Đối với CRM, các phòng ban đều được liên kết chặt chẽ với nhau, mọi nhân viên đều được kết nối chia sẻ thông tin dữ liệu trực quan nhanh chóng. Từ đó, công tác phục vụ chăm sóc khách hàng của doanh nghiệp cũng được hiệu quả hơn.
Sử Dụng Phần Mềm CRM Sẽ Giúp Có Những Lợi Ích Sau:
CRM giúp cải thiện việc quản lý liên hệ với khách hàng
Mỗi cuộc gọi, câu hỏi, cuộc đàm phán và điểm chạm nào với khách hàng đều được lưu lại trên lịch sử. Điều đó sẽ giúp cho cả team sale, marketing và chăm sóc khách hàng cải thiện việc theo dõi tiến trình bán hàng và lịch sử khách hàng.
CRM giúp tăng cường hợp tác giữa các team và các phòng ban
Một hệ thống CRM cho phép các bộ phận phòng ban khác nhau làm việc cùng nhau. Một team kinh doanh có thể phối hợp với team sản phẩm để cho ra một báo giá theo kích thước đặc thù.
Trong một chiến dịch Marketing, các nhân viên Sale có thêm thông tin, ý tưởng sáng tạo hơn về kịch bản khi trao đổi với nhân viên phòng ban khác.
Lời Kết
Đây là một bài viết về ” CRM là gì ” khá đầy đủ và chi tiết của CRM Viet. Chúng tôi muốn nhấn mạnh rằng CRM đặc biệt quan trọng với các doanh nghiệp vừa và nhỏ. Điều quan trọng cần tập trung vào bán được hàng, nâng cao doanh thu trước khi bàn tới các chiến lược lớn. Crm là một thứ doanh nghiệp bắt buộc phải có trong kỷ nguyên kinh doanh 4.0 đầy cạnh tranh và biến động này
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