{"id":4977,"date":"2021-10-22T09:19:45","date_gmt":"2021-10-22T09:19:45","guid":{"rendered":"https:\/\/www.teamgram.com\/blog\/?p=4977"},"modified":"2025-04-04T17:52:01","modified_gmt":"2025-04-04T17:52:01","slug":"musteri-adayi-musteri-sirket-kontak-ne-farklari-var","status":"publish","type":"post","link":"https:\\/\\/www.teamgram.com\\/blog\/tr\/musteri-adayi-musteri-sirket-kontak-ne-farklari-var\/","title":{"rendered":"M\u00fc\u015fteri Aday\u0131, M\u00fc\u015fteri, \u015eirket, Kontak: Ne Farklar\u0131 var?"},"content":{"rendered":"<\/p>\n<p><b>M\u00fc\u015fteri<\/b>, sat\u0131\u015f yapt\u0131\u011f\u0131n\u0131z ki\u015fi veya kurumdur. \u0130\u015finizi b\u00fcy\u00fctmek i\u00e7in her zaman daha fazla m\u00fc\u015fteri kazanmak istersiniz. Bunu yapmak i\u00e7in kontaklara ihtiyac\u0131n\u0131z olur.<\/p>\n<p><b>Kontaklar<\/b>, m\u00fc\u015fteriniz i\u00e7in \u00e7al\u0131\u015fan ger\u00e7ek ki\u015filerdir. Bir <i><b>\u015firketle<\/b><\/i> g\u00f6r\u00fc\u015fme yapamazs\u0131n\u0131z. Sadece oradaki <i>kontaklar\u0131n\u0131zla<\/i> g\u00f6r\u00fc\u015febilirsiniz.<\/p>\n<p>Kontaklar\u0131n\u0131z\u0131n \u00e7al\u0131\u015ft\u0131klar\u0131 \u015firketlerdeki g\u00f6rev ve yetkilerinin fark\u0131nda olman\u0131z \u00e7ok \u00f6nemlidir. \u00d6rne\u011fin, teknik bir kontakla teknik konular\u0131 konu\u015fabilirsiniz, ancak ayn\u0131 ki\u015fi fiyat konular\u0131nda s\u00f6z sahibi olmayabilir. Bir sat\u0131\u015f\u0131 kazanmak i\u00e7in birden fazla konta\u011fa ihtiyac\u0131n\u0131z olabilir.<\/p>\n<p>Ba\u015far\u0131l\u0131 bir sat\u0131\u015f yapmak i\u00e7in m\u00fc\u015fterinizi, ona ne satabilece\u011finizi, bunu hangi kontaklarla konu\u015farak satabilece\u011finizi bilmeniz gerekir.<\/p>\n<p><b>M\u00fc\u015fteri adaylar\u0131<\/b> farkl\u0131d\u0131r. Bunlar ileti\u015fim kurmak ve bir sat\u0131\u015f potansiyeli olup olmad\u0131\u011f\u0131n\u0131 g\u00f6rmek istedi\u011finiz ki\u015filerdir. Hen\u00fcz bir ili\u015fki geli\u015ftirmedi\u011finiz i\u00e7in onlar hakk\u0131nda bildikleriniz s\u0131n\u0131rl\u0131d\u0131r. Ortada bir sat\u0131\u015f f\u0131rsat\u0131 olup olmad\u0131\u011f\u0131, hatta bu ki\u015finin sat\u0131n alma karar\u0131nda rol\u00fc olup olmad\u0131\u011f\u0131 bile belirsizdir. Yeni m\u00fc\u015fteri adaylar\u0131 hakk\u0131nda adlar\u0131ndan, \u00e7al\u0131\u015ft\u0131klar\u0131 yerden, telefon numaralar\u0131ndan veya e-posta adreslerinden ba\u015fka pek bir \u015fey bilmiyor olabilirsiniz.<\/p>\n<p>Niyetiniz bir <i>\u015firkete<\/i> satmak olsa bile, aday\u0131n <i>ger\u00e7ek bir ki\u015fi<\/i> oldu\u011funu unutmay\u0131n. M\u00fc\u015fteri aday\u0131na fatura kesmeye \u00e7al\u0131\u015fm\u0131yorsunuz, konu\u015fup bilgi almaya \u00e7al\u0131\u015f\u0131yorsunuz. Bir \u015firketle de\u011fil, ancak orada \u00e7al\u0131\u015fan bir ki\u015fiyle konu\u015fabilirsiniz. Kimseyi tan\u0131mad\u0131\u011f\u0131n\u0131z bir \u015firketi m\u00fc\u015fteri aday\u0131 olarak g\u00f6remezsiniz.&nbsp;<\/p>\n<blockquote>\n<p>\n\t\t\t\tSat\u0131\u015f yapmak istedi\u011finiz \u015firketlerin adlar\u0131 yeterli de\u011fil. Buralarda g\u00f6r\u00fc\u015fmek istedi\u011finiz ger\u00e7ek ki\u015filerin isimleri, g\u00f6revleri ve irtibat bilgileri de size laz\u0131m. Bunlar yoksa, hen\u00fcz m\u00fc\u015fteri aday\u0131n\u0131z yok demektir.\t\t\t<\/p>\n<\/blockquote>\n<p>Dahas\u0131, aday\u0131n\u0131z sat\u0131\u015f yapmay\u0131 \u00e7ok istedi\u011finiz bir \u015firkette \u00e7al\u0131\u015f\u0131yor olsa bile hala niteliksiz olabilir. Size gereken, hedefledi\u011finiz m\u00fc\u015fteride \u00e7al\u0131\u015fan herhangi bir ki\u015fi de\u011fil, sat\u0131\u015f yaparken faydal\u0131 kontaklar haline gelebilecek ki\u015filerdir.\u00a0<\/p>\n<p>\u00a0<\/p>\n<h2>M\u00fc\u015fteri Adaylar\u0131 Nas\u0131l Olu\u015fturulur<\/h2>\n<p>Mevcut m\u00fc\u015fterilere yeni sat\u0131\u015flar yapabilmek iyidir, ama b\u00fcy\u00fcyebilmek i\u00e7in yeterli de\u011fildir. Bunun i\u00e7in s\u00fcrekli olarak yeni m\u00fc\u015fteri adaylar\u0131 bulmak gerekir.<\/p>\n<p>M\u00fc\u015fteri adaylar\u0131 genellikle iki kategoriden birine girer:<\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Gelen (inbound) m\u00fc\u015fteri adaylar\u0131:<\/b> Bunlar, kendi iradeleriyle size ula\u015fan m\u00fc\u015fteri adaylar\u0131d\u0131r. Bu genellikle pazarlama faaliyetleri sayesinde olur. Showroomunuza giren, bir fuarda stand\u0131n\u0131z\u0131 ziyaret eden veya web sitenizde bir form dolduran m\u00fc\u015fteri adaylar\u0131 bunlara \u00f6rnektir.<\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Gitti\u011finiz (outbound) m\u00fc\u015fteri adaylar\u0131:<\/b> Bunlar, sizin hedefleyerek ula\u015ft\u0131\u011f\u0131n\u0131z, ili\u015fkiyi ilk sizin ba\u015flatt\u0131\u011f\u0131n\u0131z m\u00fc\u015fteri adaylar\u0131d\u0131r. Bu y\u00f6ntem, pahal\u0131 bir \u00fcr\u00fcn\u00fc k\u00fc\u00e7\u00fck ama iyi tan\u0131mlanm\u0131\u015f bir al\u0131c\u0131 grubuna satarken daha anlaml\u0131 olabilir. Mesela mimarlara sat\u0131\u015f yapan bir zemin kaplama \u015firketi reklamlara para harcamak yerine, b\u00f6lgesindeki mimarlar\u0131n listesini bulup onlarla\u00a0do\u011frudan ileti\u015fime ge\u00e7meyi daha uygun maliyetli bulabilir.\n<\/li>\n<\/ul>\n<h2>M\u00fc\u015fteri Adaylar\u0131n\u0131 De\u011ferlendirme\u00a0<\/h2>\n<p>M\u00fc\u015fteri adaylar\u0131yla g\u00f6r\u00fc\u015fmek istersiniz, \u00e7\u00fcnk\u00fc sizden bir \u015feyler sat\u0131n alabileceklerini g\u00f6steren baz\u0131 i\u015faretler g\u00f6rm\u00fc\u015fs\u00fcn\u00fczd\u00fcr. Belki showroomunuza geldikleri, belki sat\u0131\u015f yapt\u0131\u011f\u0131n\u0131z bir sekt\u00f6rde \u00e7al\u0131\u015ft\u0131klar\u0131, belki de web sitenizde form doldurup bilgi istedikleri i\u00e7in \u00fcmit vaad ettiklerini d\u00fc\u015f\u00fcnebilirsiniz. Bunlar\u0131n hepsi onlar\u0131 m\u00fc\u015fteri aday\u0131 olarak g\u00f6rmenize yeterli sebeplerdir, ama sat\u0131\u015fa ge\u00e7mek i\u00e7in daha fazlas\u0131 gerekir.\u00a0<\/p>\n<p>\u00d6nce yeterince\u00a0<i>nitelikli<\/i>\u00a0adaylar olup olmad\u0131klar\u0131n\u0131 kontrol etmelisiniz.\u00a0<\/p>\n<p>M\u00fc\u015fteri aday\u0131n\u0131n nitelikli olup olmad\u0131\u011f\u0131n\u0131 anlamak i\u00e7in de\u011ferlendirilmesi, sat\u0131\u015f veriminiz i\u00e7in \u00e7ok \u00f6nemlidir. Bunu atlay\u0131p hemen sat\u0131\u015f yapmak i\u00e7in \u00e7al\u0131\u015fmaya ba\u015flarsan\u0131z, sonunda sizden hi\u00e7 bir \u015fey sat\u0131n almayacak olan \u00e7ok say\u0131da adayla u\u011fra\u015f\u0131r, sat\u0131\u015f ekibinizin k\u0131s\u0131tl\u0131 zaman\u0131n\u0131 bo\u015funa t\u00fcketmi\u015f olursunuz.<\/p>\n<p>Kapsaml\u0131 bir konu olan m\u00fc\u015fteri aday\u0131 de\u011ferlendirme hakk\u0131nda bu yaz\u0131m\u0131z\u0131 okuyun:\u00a0<a href=\"https:\/\/www.teamgram.com\/blog\/tr\/2022\/01\/14\/verimli-satisin-anahtari-musteri-adayi-degerlendirme-2\/\" target=\"_blank\" rel=\"noopener\">Verimli Sat\u0131\u015f\u0131n Anahtar\u0131: M\u00fc\u015fteri Aday\u0131 De\u011ferlendirme<\/a>.<\/p>\n<h2>M\u00fc\u015fteri Adaylar\u0131n\u0131 \u015eirket, Ki\u015fi ve F\u0131rsata D\u00f6n\u00fc\u015ft\u00fcrme<\/h2>\n<p>M\u00fc\u015fteri adaylar\u0131n\u0131z\u0131n say\u0131s\u0131 genellikle m\u00fc\u015fterilerinizin say\u0131s\u0131ndan \u00e7ok daha fazlad\u0131r. \u0130n\u015faat malzemesi satan bir firma, b\u00f6lgesindeki t\u00fcm m\u00fcteahhitleri, mimarlar\u0131, in\u015faat yapt\u0131ranlar\u0131 m\u00fc\u015fteri aday\u0131 olarak g\u00f6rebilir, ama bunlar\u0131n \u00e7ok az\u0131na ger\u00e7ekten sat\u0131\u015f yapabilir.<\/p>\n<p>M\u00fc\u015fteri adaylar\u0131 ile \u00e7al\u0131\u015f\u0131rken \u00f6ncelik, uzun listeleri h\u0131zla tarayarak k\u0131sa g\u00f6r\u00fc\u015fmelerle bunlar\u0131n nitelikli olup olmad\u0131\u011f\u0131n\u0131 kontrol etmek, nitelikli olanlarla i\u015f f\u0131rsatlar\u0131n\u0131 ke\u015ffetmektir. Bunun i\u00e7in \u00e7ok detayl\u0131 bilgilere ihtiya\u00e7 yoktur. Bir m\u00fc\u015fteri aday\u0131na ula\u015fmak i\u00e7in gerekenler, g\u00f6r\u00fc\u015f\u00fclecek ki\u015finin ad\u0131, firmas\u0131 ve telefon numaras\u0131 veya e-posta adresi kadar az olabilir.<\/p>\n<p>Oysa bir sat\u0131\u015f f\u0131rsat\u0131 belirlendi\u011finde bundan \u00e7ok daha fazla bilgi toplanmaya ve kaydedilmeye ba\u015flan\u0131r. Ayn\u0131 \u015firkette birden fazla kontakla g\u00f6r\u00fc\u015fmek gerekebilir. Mesela bir konta\u011f\u0131n\u0131z teknik konularda, bir ba\u015fkas\u0131 fiyat ve teslimat konular\u0131nda, bir ba\u015fkas\u0131 da tasar\u0131mla ilgili konularda muhatab\u0131n\u0131z olabilir. Bunlar\u0131n her biriyle \u00e7e\u015fitli toplant\u0131lar\u0131n\u0131z ve yaz\u0131\u015fmalar\u0131n\u0131z olabilir. Teklifler verebilir, s\u00f6zle\u015fmeler imzalayabilirsiniz. Olu\u015fan t\u00fcm bu bilgilerin CRM sisteminize kaydedilmesi \u00f6nemlidir.<\/p>\n<p>G\u00f6rd\u00fc\u011f\u00fcn\u00fcz gibi hen\u00fcz \u00e7al\u0131\u015fmaya ba\u015flamad\u0131\u011f\u0131n\u0131z bir m\u00fc\u015fteri aday\u0131 ile ilgili bilgileri tek sat\u0131rda toplamak m\u00fcmk\u00fcnken, onunla ger\u00e7ek bir i\u015f f\u0131rsat\u0131 \u00fczerinde konu\u015fmaya ba\u015flad\u0131\u011f\u0131n\u0131z andan itibaren \u00e7ok daha fazla kay\u0131t tutmaya ba\u015flaman\u0131z gerekiyor.<\/p>\n<p>CRM sistemleri bunun i\u00e7in m\u00fc\u015fteri adaylar\u0131 ve i\u015f konu\u015fmaya ba\u015flad\u0131\u011f\u0131n\u0131z m\u00fc\u015fteriler i\u00e7in farkl\u0131 veri tipleri kullan\u0131rlar. Bir m\u00fc\u015fteri aday\u0131 nitelikli bulunup bir f\u0131rsat belirlendi\u011finde, bunu <i>d\u00f6n\u00fc\u015ft\u00fcrme<\/i> i\u015flemine tabi tutars\u0131n\u0131z.\u00a0<\/p>\n<p>TeamGram CRM, bunu \u015f\u00f6yle yapar:<\/p>\n<ul>\n<li>Bir m\u00fc\u015fteri aday\u0131 nitelikli olarak i\u015faretlendi\u011finde d\u00f6n\u00fc\u015ft\u00fcrme se\u00e7enekleri sunulur. Niteliksiz bir aday\u0131 d\u00f6n\u00fc\u015ft\u00fcremezsiniz.<\/li>\n<li>D\u00f6n\u00fc\u015ft\u00fcrme s\u0131ras\u0131nda 3 tip yeni kay\u0131t olu\u015fturabilirsiniz. Duruma g\u00f6re bunlar\u0131n birini, ikisini veya \u00fc\u00e7\u00fcn\u00fc birden olu\u015fturmak m\u00fcmk\u00fcnd\u00fcr:\n<ul>\n<li><b>Ki\u015fi:<\/b> Bunlara kontak da denir. M\u00fc\u015fteriniz olan \u015firkette tan\u0131d\u0131\u011f\u0131n\u0131z ger\u00e7ek ki\u015filerdir. Bir bireye sat\u0131\u015f yaparken, ki\u015finin kendisi de m\u00fc\u015fteri olabilir. M\u00fc\u015fteri aday kayd\u0131nda yaz\u0131l\u0131 isim, d\u00f6n\u00fc\u015ft\u00fcrme s\u0131ras\u0131nda olu\u015fturulan ki\u015finin varsay\u0131lan ad\u0131d\u0131r, ancak gerekiyorsa bunda de\u011fi\u015fiklik yapabilirsiniz. Ayr\u0131ca daha sonra ayn\u0131 \u015firkette ilave ki\u015fi kay\u0131tlar\u0131 (kontaklar) da olu\u015fturabilirsiniz.<\/li>\n<li><b>\u015eirket:<\/b> E\u011fer sat\u0131\u015f\u0131, konu\u015ftu\u011funuz ki\u015finin kendisine yapmay\u0131 planl\u0131yorsan\u0131z, yani m\u00fc\u015fteriniz bir kurum de\u011fil de ki\u015fiyse bunu olu\u015fturman\u0131z gerekmez. Di\u011fer durumlarda TeamGram CRM, m\u00fc\u015fteri aday kayd\u0131nda yaz\u0131l\u0131 \u015firket ad\u0131n\u0131 yeni olu\u015fturulan \u015firketin ad\u0131 olarak kopyalar, ancak dilerseniz bunda de\u011fi\u015fiklik yapabilirsiniz.<\/li>\n<li><b>F\u0131rsat:<\/b> Bu, m\u00fc\u015fteri aday\u0131 ile konu\u015furken belirledi\u011finiz sat\u0131\u015f f\u0131rsat\u0131 i\u00e7in CRM sisteminizde olu\u015fturulan kay\u0131tt\u0131r. F\u0131rsat\u0131n ad\u0131, k\u0131saca ne sat\u0131labilece\u011fini tarif eder (\u00d6rnek: Royal Otel Renovasyon Projesi). F\u0131rsat ad\u0131n\u0131n bu a\u015famada tam do\u011fru olmas\u0131 beklenmez, zaman i\u00e7inde gerektik\u00e7e de\u011fi\u015ftirilebilir. Bir f\u0131rsat olu\u015ftururken, bunun sahibini (sorumlusunu) da belirlersiniz. \u00d6zellikle niteliklendirme i\u015fini yapanla f\u0131rsat\u0131n bundan sonraki takibini yapacak olan ki\u015filer farkl\u0131ysa, i\u015fin takibinin yeni sorumluya devri bu \u015fekilde ger\u00e7ekle\u015fir.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>\u00a0D\u00f6n\u00fc\u015ft\u00fcrme i\u015flemiyle birlikte m\u00fc\u015fteri adayl\u0131\u011f\u0131 stat\u00fcs\u00fc sona erer. Bundan sonra bu \u015firket (veya bireysel m\u00fc\u015fteri durumda bu ki\u015fi), &#8211;hen\u00fcz sat\u0131\u015f ger\u00e7ekle\u015fmemi\u015f olsa bile&#8211; f\u0131rsat\u0131n <i>m\u00fc\u015fterisi<\/i> olarak an\u0131l\u0131r.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>G\u00fcnl\u00fck hayatta birbirinin yerine kullan\u0131labilen bu terimler, sat\u0131\u015f ve CRM profesyonelleri i\u00e7in ayr\u0131 kavramlar\u0131 tarif eder. Her birinin ne oldu\u011funa, aralar\u0131ndaki ili\u015fkilere yak\u0131ndan bakal\u0131m.<\/p>\n","protected":false},"author":2,"featured_media":4985,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"_uag_custom_page_level_css":"","site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"advanced_seo_description":"","jetpack_seo_html_title":"","jetpack_seo_noindex":false,"jetpack_seo_schema_type":"","_wpcom_ai_launchpad_first_post":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[189,180],"tags":[],"class_list":["post-4977","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-satis-akademisi","category-uncategorized-tr"],"spectra_custom_meta":{"_alp_processed":["1743789121"],"_elementor_edit_mode":["builder"],"_elementor_template_type":["wp-post"],"_elementor_version":["3.5.2"],"_elementor_pro_version":["3.5.2"],"_thumbnail_id":["4985"],"_wp_page_template":["default"],"_elementor_data":["[{\"id\":\"ba04020\",\"elType\":\"section\",\"settings\":[],\"elements\":[{\"id\":\"1e5690e\",\"elType\":\"column\",\"settings\":{\"_column_size\":100,\"_inline_size\":null},\"elements\":[{\"id\":\"7aea83b\",\"elType\":\"widget\",\"settings\":{\"editor\":\"<p><\\\/p>\\n<p><b>M\\u00fc\\u015fteri<\\\/b><span style=\\\"font-weight: 400;\\\">, sat\\u0131\\u015f yapt\\u0131\\u011f\\u0131n\\u0131z ki\\u015fi veya kurumdur. \\u0130\\u015finizi b\\u00fcy\\u00fctmek i\\u00e7in her zaman daha fazla m\\u00fc\\u015fteri kazanmak istersiniz. Bunu yapmak i\\u00e7in kontaklara ihtiyac\\u0131n\\u0131z olur.<\\\/span><\\\/p>\\n<p><b>Kontaklar<\\\/b><span style=\\\"font-weight: 400;\\\">, m\\u00fc\\u015fteriniz i\\u00e7in \\u00e7al\\u0131\\u015fan ger\\u00e7ek ki\\u015filerdir. Bir <\\\/span><i><b>\\u015firketle<\\\/b><\\\/i><span style=\\\"font-weight: 400;\\\"> g\\u00f6r\\u00fc\\u015fme yapamazs\\u0131n\\u0131z. Sadece oradaki <\\\/span><i><span style=\\\"font-weight: 400;\\\">kontaklar\\u0131n\\u0131zla<\\\/span><\\\/i><span style=\\\"font-weight: 400;\\\"> g\\u00f6r\\u00fc\\u015febilirsiniz.<\\\/span><\\\/p>\\n<p><span style=\\\"font-weight: 400;\\\">Kontaklar\\u0131n\\u0131z\\u0131n \\u00e7al\\u0131\\u015ft\\u0131klar\\u0131 \\u015firketlerdeki g\\u00f6rev ve yetkilerinin fark\\u0131nda olman\\u0131z \\u00e7ok \\u00f6nemlidir. \\u00d6rne\\u011fin, teknik bir kontakla teknik konular\\u0131 konu\\u015fabilirsiniz, ancak ayn\\u0131 ki\\u015fi fiyat konular\\u0131nda s\\u00f6z sahibi olmayabilir. Bir sat\\u0131\\u015f\\u0131 kazanmak i\\u00e7in birden fazla konta\\u011fa ihtiyac\\u0131n\\u0131z olabilir.<\\\/span><\\\/p>\\n<p><span style=\\\"font-weight: 400;\\\">Ba\\u015far\\u0131l\\u0131 bir sat\\u0131\\u015f yapmak i\\u00e7in m\\u00fc\\u015fterinizi, ona ne satabilece\\u011finizi, bunu hangi kontaklarla konu\\u015farak satabilece\\u011finizi bilmeniz gerekir.<\\\/span><\\\/p>\\n<p><b>M\\u00fc\\u015fteri adaylar\\u0131<\\\/b><span style=\\\"font-weight: 400;\\\"> farkl\\u0131d\\u0131r. Bunlar ileti\\u015fim kurmak ve bir sat\\u0131\\u015f potansiyeli olup olmad\\u0131\\u011f\\u0131n\\u0131 g\\u00f6rmek istedi\\u011finiz ki\\u015filerdir. Hen\\u00fcz bir ili\\u015fki geli\\u015ftirmedi\\u011finiz i\\u00e7in onlar hakk\\u0131nda bildikleriniz s\\u0131n\\u0131rl\\u0131d\\u0131r. Ortada bir sat\\u0131\\u015f f\\u0131rsat\\u0131 olup olmad\\u0131\\u011f\\u0131, hatta bu ki\\u015finin sat\\u0131n alma karar\\u0131nda rol\\u00fc olup olmad\\u0131\\u011f\\u0131 bile belirsizdir. Yeni m\\u00fc\\u015fteri adaylar\\u0131 hakk\\u0131nda adlar\\u0131ndan, \\u00e7al\\u0131\\u015ft\\u0131klar\\u0131 yerden, telefon numaralar\\u0131ndan veya e-posta adreslerinden ba\\u015fka pek bir \\u015fey bilmiyor olabilirsiniz.<\\\/span><\\\/p>\\n<p><span style=\\\"font-weight: 400;\\\">Niyetiniz bir <\\\/span><i><span style=\\\"font-weight: 400;\\\">\\u015firkete<\\\/span><\\\/i><span style=\\\"font-weight: 400;\\\"> satmak olsa bile, aday\\u0131n <\\\/span><i><span style=\\\"font-weight: 400;\\\">ger\\u00e7ek bir ki\\u015fi<\\\/span><\\\/i><span style=\\\"font-weight: 400;\\\"> oldu\\u011funu unutmay\\u0131n. M\\u00fc\\u015fteri aday\\u0131na fatura kesmeye \\u00e7al\\u0131\\u015fm\\u0131yorsunuz, konu\\u015fup bilgi almaya \\u00e7al\\u0131\\u015f\\u0131yorsunuz. Bir \\u015firketle de\\u011fil, ancak orada \\u00e7al\\u0131\\u015fan bir ki\\u015fiyle konu\\u015fabilirsiniz. Kimseyi tan\\u0131mad\\u0131\\u011f\\u0131n\\u0131z bir \\u015firketi m\\u00fc\\u015fteri aday\\u0131 olarak g\\u00f6remezsiniz.&nbsp;<\\\/span><\\\/p>\"},\"elements\":[],\"widgetType\":\"text-editor\"}],\"isInner\":false}],\"isInner\":false},{\"id\":\"43f6b4d\",\"elType\":\"section\",\"settings\":[],\"elements\":[{\"id\":\"5bd5b50\",\"elType\":\"column\",\"settings\":{\"_column_size\":100,\"_inline_size\":null,\"padding\":{\"unit\":\"px\",\"top\":\"50\",\"right\":\"50\",\"bottom\":\"50\",\"left\":\"50\",\"isLinked\":true}},\"elements\":[{\"id\":\"dd461f8\",\"elType\":\"widget\",\"settings\":{\"blockquote_skin\":\"clean\",\"blockquote_content\":\"Sat\\u0131\\u015f yapmak istedi\\u011finiz \\u015firketlerin adlar\\u0131 yeterli de\\u011fil. Buralarda g\\u00f6r\\u00fc\\u015fmek istedi\\u011finiz ger\\u00e7ek ki\\u015filerin isimleri, g\\u00f6revleri ve irtibat bilgileri de size laz\\u0131m. Bunlar yoksa, hen\\u00fcz m\\u00fc\\u015fteri aday\\u0131n\\u0131z yok demektir.\",\"author_name\":\"\",\"tweet_button\":\"\",\"tweet_button_label\":\"Tweet\",\"content_text_color\":\"#393939\",\"content_typography_typography\":\"custom\",\"content_typography_font_family\":\"Times New Roman\",\"content_typography_font_size\":{\"unit\":\"px\",\"size\":28,\"sizes\":[]},\"content_typography_font_style\":\"italic\",\"content_typography_line_height\":{\"unit\":\"em\",\"size\":1.2,\"sizes\":[]},\"content_gap\":{\"unit\":\"px\",\"size\":0,\"sizes\":[]},\"quote_text_color\":\"#A5A5A5\",\"quote_size\":{\"unit\":\"px\",\"size\":1.2,\"sizes\":[]},\"quote_gap\":{\"unit\":\"px\",\"size\":5,\"sizes\":[]}},\"elements\":[],\"widgetType\":\"blockquote\"}],\"isInner\":false}],\"isInner\":false},{\"id\":\"7e194ed\",\"elType\":\"section\",\"settings\":[],\"elements\":[{\"id\":\"355e22b\",\"elType\":\"column\",\"settings\":{\"_column_size\":100,\"_inline_size\":null},\"elements\":[{\"id\":\"dcc1d72\",\"elType\":\"widget\",\"settings\":{\"editor\":\"<p><span style=\\\"font-weight: 400;\\\">Dahas\\u0131, aday\\u0131n\\u0131z sat\\u0131\\u015f yapmay\\u0131 \\u00e7ok istedi\\u011finiz bir \\u015firkette \\u00e7al\\u0131\\u015f\\u0131yor olsa bile hala niteliksiz olabilir. Size gereken, hedefledi\\u011finiz m\\u00fc\\u015fteride \\u00e7al\\u0131\\u015fan herhangi bir ki\\u015fi de\\u011fil, sat\\u0131\\u015f yaparken faydal\\u0131 kontaklar haline gelebilecek ki\\u015filerdir.\\u00a0<\\\/span><\\\/p><p>\\u00a0<\\\/p><h2><span style=\\\"font-weight: 400;\\\">M\\u00fc\\u015fteri Adaylar\\u0131 Nas\\u0131l Olu\\u015fturulur<\\\/span><\\\/h2><p><span style=\\\"font-weight: 400;\\\">Mevcut m\\u00fc\\u015fterilere yeni sat\\u0131\\u015flar yapabilmek iyidir, ama b\\u00fcy\\u00fcyebilmek i\\u00e7in yeterli de\\u011fildir. Bunun i\\u00e7in s\\u00fcrekli olarak yeni m\\u00fc\\u015fteri adaylar\\u0131 bulmak gerekir.<\\\/span><\\\/p><p><span style=\\\"font-weight: 400;\\\">M\\u00fc\\u015fteri adaylar\\u0131 genellikle iki kategoriden birine girer:<\\\/span><\\\/p><ul><li style=\\\"font-weight: 400;\\\" aria-level=\\\"1\\\"><b>Gelen (inbound) m\\u00fc\\u015fteri adaylar\\u0131:<\\\/b><span style=\\\"font-weight: 400;\\\"> Bunlar, kendi iradeleriyle size ula\\u015fan m\\u00fc\\u015fteri adaylar\\u0131d\\u0131r. Bu genellikle pazarlama faaliyetleri sayesinde olur. Showroomunuza giren, bir fuarda stand\\u0131n\\u0131z\\u0131 ziyaret eden veya web sitenizde bir form dolduran m\\u00fc\\u015fteri adaylar\\u0131 bunlara \\u00f6rnektir.<\\\/span><\\\/li><li style=\\\"font-weight: 400;\\\" aria-level=\\\"1\\\"><b>Gitti\\u011finiz (outbound) m\\u00fc\\u015fteri adaylar\\u0131:<\\\/b><span style=\\\"font-weight: 400;\\\"><span style=\\\"font-weight: 400;\\\"><span style=\\\"font-weight: 400;\\\"> Bunlar, sizin hedefleyerek ula\\u015ft\\u0131\\u011f\\u0131n\\u0131z, ili\\u015fkiyi ilk sizin ba\\u015flatt\\u0131\\u011f\\u0131n\\u0131z m\\u00fc\\u015fteri adaylar\\u0131d\\u0131r. Bu y\\u00f6ntem, pahal\\u0131 bir \\u00fcr\\u00fcn\\u00fc k\\u00fc\\u00e7\\u00fck ama iyi tan\\u0131mlanm\\u0131\\u015f bir al\\u0131c\\u0131 grubuna satarken daha anlaml\\u0131 olabilir. Mesela mimarlara sat\\u0131\\u015f yapan bir zemin kaplama \\u015firketi reklamlara para harcamak yerine, b\\u00f6lgesindeki mimarlar\\u0131n listesini bulup onlarla<\\\/span><\\\/span><\\\/span>\\u00a0do\\u011frudan ileti\\u015fime ge\\u00e7meyi daha uygun maliyetli bulabilir.<br \\\/><br \\\/><\\\/li><\\\/ul>\"},\"elements\":[],\"widgetType\":\"text-editor\"}],\"isInner\":false}],\"isInner\":false},{\"id\":\"7ca19db\",\"elType\":\"section\",\"settings\":[],\"elements\":[{\"id\":\"a2c83a4\",\"elType\":\"column\",\"settings\":{\"_column_size\":100,\"_inline_size\":null},\"elements\":[{\"id\":\"2d305be\",\"elType\":\"widget\",\"settings\":{\"editor\":\"<h2><span style=\\\"font-weight: 400;\\\">M\\u00fc\\u015fteri Adaylar\\u0131n\\u0131 De\\u011ferlendirme\\u00a0<\\\/span><\\\/h2><p>M\\u00fc\\u015fteri adaylar\\u0131yla g\\u00f6r\\u00fc\\u015fmek istersiniz, \\u00e7\\u00fcnk\\u00fc sizden bir \\u015feyler sat\\u0131n alabileceklerini g\\u00f6steren baz\\u0131 i\\u015faretler g\\u00f6rm\\u00fc\\u015fs\\u00fcn\\u00fczd\\u00fcr. Belki showroomunuza geldikleri, belki sat\\u0131\\u015f yapt\\u0131\\u011f\\u0131n\\u0131z bir sekt\\u00f6rde \\u00e7al\\u0131\\u015ft\\u0131klar\\u0131, belki de web sitenizde form doldurup bilgi istedikleri i\\u00e7in \\u00fcmit vaad ettiklerini d\\u00fc\\u015f\\u00fcnebilirsiniz. Bunlar\\u0131n hepsi onlar\\u0131 m\\u00fc\\u015fteri aday\\u0131 olarak g\\u00f6rmenize yeterli sebeplerdir, ama sat\\u0131\\u015fa ge\\u00e7mek i\\u00e7in daha fazlas\\u0131 gerekir.\\u00a0<\\\/p><p>\\u00d6nce yeterince\\u00a0<i>nitelikli<\\\/i>\\u00a0adaylar olup olmad\\u0131klar\\u0131n\\u0131 kontrol etmelisiniz.\\u00a0<\\\/p><p>M\\u00fc\\u015fteri aday\\u0131n\\u0131n nitelikli olup olmad\\u0131\\u011f\\u0131n\\u0131 anlamak i\\u00e7in de\\u011ferlendirilmesi, sat\\u0131\\u015f veriminiz i\\u00e7in \\u00e7ok \\u00f6nemlidir. Bunu atlay\\u0131p hemen sat\\u0131\\u015f yapmak i\\u00e7in \\u00e7al\\u0131\\u015fmaya ba\\u015flarsan\\u0131z, sonunda sizden hi\\u00e7 bir \\u015fey sat\\u0131n almayacak olan \\u00e7ok say\\u0131da adayla u\\u011fra\\u015f\\u0131r, sat\\u0131\\u015f ekibinizin k\\u0131s\\u0131tl\\u0131 zaman\\u0131n\\u0131 bo\\u015funa t\\u00fcketmi\\u015f olursunuz.<\\\/p><p>Kapsaml\\u0131 bir konu olan m\\u00fc\\u015fteri aday\\u0131 de\\u011ferlendirme hakk\\u0131nda bu yaz\\u0131m\\u0131z\\u0131 okuyun:\\u00a0<span style=\\\"font-size: 17.6px;\\\"><a href=\\\"https:\\\/\\\/www.teamgram.com\\\/blog\\\/tr\\\/2022\\\/01\\\/14\\\/verimli-satisin-anahtari-musteri-adayi-degerlendirme-2\\\/\\\" target=\\\"_blank\\\" rel=\\\"noopener\\\">Verimli Sat\\u0131\\u015f\\u0131n Anahtar\\u0131: M\\u00fc\\u015fteri Aday\\u0131 De\\u011ferlendirme<\\\/a>.<\\\/span><\\\/p>\"},\"elements\":[],\"widgetType\":\"text-editor\"}],\"isInner\":false}],\"isInner\":false},{\"id\":\"e320db7\",\"elType\":\"section\",\"settings\":[],\"elements\":[{\"id\":\"7042824\",\"elType\":\"column\",\"settings\":{\"_column_size\":100,\"_inline_size\":null},\"elements\":[{\"id\":\"0c8b1d3\",\"elType\":\"widget\",\"settings\":{\"editor\":\"<h2><span style=\\\"font-weight: 400;\\\">M\\u00fc\\u015fteri Adaylar\\u0131n\\u0131 \\u015eirket, Ki\\u015fi ve F\\u0131rsata D\\u00f6n\\u00fc\\u015ft\\u00fcrme<\\\/span><\\\/h2><p>M\\u00fc\\u015fteri adaylar\\u0131n\\u0131z\\u0131n say\\u0131s\\u0131 genellikle m\\u00fc\\u015fterilerinizin say\\u0131s\\u0131ndan \\u00e7ok daha fazlad\\u0131r. \\u0130n\\u015faat malzemesi satan bir firma, b\\u00f6lgesindeki t\\u00fcm m\\u00fcteahhitleri, mimarlar\\u0131, in\\u015faat yapt\\u0131ranlar\\u0131 m\\u00fc\\u015fteri aday\\u0131 olarak g\\u00f6rebilir, ama bunlar\\u0131n \\u00e7ok az\\u0131na ger\\u00e7ekten sat\\u0131\\u015f yapabilir.<\\\/p><p>M\\u00fc\\u015fteri adaylar\\u0131 ile \\u00e7al\\u0131\\u015f\\u0131rken \\u00f6ncelik, uzun listeleri h\\u0131zla tarayarak k\\u0131sa g\\u00f6r\\u00fc\\u015fmelerle bunlar\\u0131n nitelikli olup olmad\\u0131\\u011f\\u0131n\\u0131 kontrol etmek, nitelikli olanlarla i\\u015f f\\u0131rsatlar\\u0131n\\u0131 ke\\u015ffetmektir. Bunun i\\u00e7in \\u00e7ok detayl\\u0131 bilgilere ihtiya\\u00e7 yoktur. Bir m\\u00fc\\u015fteri aday\\u0131na ula\\u015fmak i\\u00e7in gerekenler, g\\u00f6r\\u00fc\\u015f\\u00fclecek ki\\u015finin ad\\u0131, firmas\\u0131 ve telefon numaras\\u0131 veya e-posta adresi kadar az olabilir.<\\\/p><p>Oysa bir sat\\u0131\\u015f f\\u0131rsat\\u0131 belirlendi\\u011finde bundan \\u00e7ok daha fazla bilgi toplanmaya ve kaydedilmeye ba\\u015flan\\u0131r. Ayn\\u0131 \\u015firkette birden fazla kontakla g\\u00f6r\\u00fc\\u015fmek gerekebilir. Mesela bir konta\\u011f\\u0131n\\u0131z teknik konularda, bir ba\\u015fkas\\u0131 fiyat ve teslimat konular\\u0131nda, bir ba\\u015fkas\\u0131 da tasar\\u0131mla ilgili konularda muhatab\\u0131n\\u0131z olabilir. Bunlar\\u0131n her biriyle \\u00e7e\\u015fitli toplant\\u0131lar\\u0131n\\u0131z ve yaz\\u0131\\u015fmalar\\u0131n\\u0131z olabilir. Teklifler verebilir, s\\u00f6zle\\u015fmeler imzalayabilirsiniz. Olu\\u015fan t\\u00fcm bu bilgilerin CRM sisteminize kaydedilmesi \\u00f6nemlidir.<\\\/p><p>G\\u00f6rd\\u00fc\\u011f\\u00fcn\\u00fcz gibi hen\\u00fcz \\u00e7al\\u0131\\u015fmaya ba\\u015flamad\\u0131\\u011f\\u0131n\\u0131z bir m\\u00fc\\u015fteri aday\\u0131 ile ilgili bilgileri tek sat\\u0131rda toplamak m\\u00fcmk\\u00fcnken, onunla ger\\u00e7ek bir i\\u015f f\\u0131rsat\\u0131 \\u00fczerinde konu\\u015fmaya ba\\u015flad\\u0131\\u011f\\u0131n\\u0131z andan itibaren \\u00e7ok daha fazla kay\\u0131t tutmaya ba\\u015flaman\\u0131z gerekiyor.<\\\/p><p>CRM sistemleri bunun i\\u00e7in m\\u00fc\\u015fteri adaylar\\u0131 ve i\\u015f konu\\u015fmaya ba\\u015flad\\u0131\\u011f\\u0131n\\u0131z m\\u00fc\\u015fteriler i\\u00e7in farkl\\u0131 veri tipleri kullan\\u0131rlar. Bir m\\u00fc\\u015fteri aday\\u0131 nitelikli bulunup bir f\\u0131rsat belirlendi\\u011finde, bunu <i>d\\u00f6n\\u00fc\\u015ft\\u00fcrme<\\\/i> i\\u015flemine tabi tutars\\u0131n\\u0131z.\\u00a0<\\\/p><p>TeamGram CRM, bunu \\u015f\\u00f6yle yapar:<\\\/p><ul><li>Bir m\\u00fc\\u015fteri aday\\u0131 nitelikli olarak i\\u015faretlendi\\u011finde d\\u00f6n\\u00fc\\u015ft\\u00fcrme se\\u00e7enekleri sunulur. Niteliksiz bir aday\\u0131 d\\u00f6n\\u00fc\\u015ft\\u00fcremezsiniz.<\\\/li><li>D\\u00f6n\\u00fc\\u015ft\\u00fcrme s\\u0131ras\\u0131nda 3 tip yeni kay\\u0131t olu\\u015fturabilirsiniz. Duruma g\\u00f6re bunlar\\u0131n birini, ikisini veya \\u00fc\\u00e7\\u00fcn\\u00fc birden olu\\u015fturmak m\\u00fcmk\\u00fcnd\\u00fcr:<ul><li><b>Ki\\u015fi:<\\\/b> Bunlara kontak da denir. M\\u00fc\\u015fteriniz olan \\u015firkette tan\\u0131d\\u0131\\u011f\\u0131n\\u0131z ger\\u00e7ek ki\\u015filerdir. Bir bireye sat\\u0131\\u015f yaparken, ki\\u015finin kendisi de m\\u00fc\\u015fteri olabilir. M\\u00fc\\u015fteri aday kayd\\u0131nda yaz\\u0131l\\u0131 isim, d\\u00f6n\\u00fc\\u015ft\\u00fcrme s\\u0131ras\\u0131nda olu\\u015fturulan ki\\u015finin varsay\\u0131lan ad\\u0131d\\u0131r, ancak gerekiyorsa bunda de\\u011fi\\u015fiklik yapabilirsiniz. Ayr\\u0131ca daha sonra ayn\\u0131 \\u015firkette ilave ki\\u015fi kay\\u0131tlar\\u0131 (kontaklar) da olu\\u015fturabilirsiniz.<\\\/li><li><b>\\u015eirket:<\\\/b> E\\u011fer sat\\u0131\\u015f\\u0131, konu\\u015ftu\\u011funuz ki\\u015finin kendisine yapmay\\u0131 planl\\u0131yorsan\\u0131z, yani m\\u00fc\\u015fteriniz bir kurum de\\u011fil de ki\\u015fiyse bunu olu\\u015fturman\\u0131z gerekmez. Di\\u011fer durumlarda TeamGram CRM, m\\u00fc\\u015fteri aday kayd\\u0131nda yaz\\u0131l\\u0131 \\u015firket ad\\u0131n\\u0131 yeni olu\\u015fturulan \\u015firketin ad\\u0131 olarak kopyalar, ancak dilerseniz bunda de\\u011fi\\u015fiklik yapabilirsiniz.<\\\/li><li><b>F\\u0131rsat:<\\\/b> Bu, m\\u00fc\\u015fteri aday\\u0131 ile konu\\u015furken belirledi\\u011finiz sat\\u0131\\u015f f\\u0131rsat\\u0131 i\\u00e7in CRM sisteminizde olu\\u015fturulan kay\\u0131tt\\u0131r. F\\u0131rsat\\u0131n ad\\u0131, k\\u0131saca ne sat\\u0131labilece\\u011fini tarif eder (\\u00d6rnek: Royal Otel Renovasyon Projesi). F\\u0131rsat ad\\u0131n\\u0131n bu a\\u015famada tam do\\u011fru olmas\\u0131 beklenmez, zaman i\\u00e7inde gerektik\\u00e7e de\\u011fi\\u015ftirilebilir. Bir f\\u0131rsat olu\\u015ftururken, bunun sahibini (sorumlusunu) da belirlersiniz. \\u00d6zellikle niteliklendirme i\\u015fini yapanla f\\u0131rsat\\u0131n bundan sonraki takibini yapacak olan ki\\u015filer farkl\\u0131ysa, i\\u015fin takibinin yeni sorumluya devri bu \\u015fekilde ger\\u00e7ekle\\u015fir.<\\\/li><\\\/ul><\\\/li><\\\/ul><div>\\u00a0<\\\/div><div>D\\u00f6n\\u00fc\\u015ft\\u00fcrme i\\u015flemiyle birlikte m\\u00fc\\u015fteri adayl\\u0131\\u011f\\u0131 stat\\u00fcs\\u00fc sona erer. Bundan sonra bu \\u015firket (veya bireysel m\\u00fc\\u015fteri durumda bu ki\\u015fi), --hen\\u00fcz sat\\u0131\\u015f ger\\u00e7ekle\\u015fmemi\\u015f olsa bile-- f\\u0131rsat\\u0131n <i>m\\u00fc\\u015fterisi<\\\/i> olarak an\\u0131l\\u0131r.<\\\/div>\"},\"elements\":[],\"widgetType\":\"text-editor\"}],\"isInner\":false}],\"isInner\":false}]"],"_elementor_page_assets":["a:0:{}"],"_edit_last":["2"],"_yoast_wpseo_content_score":["30"],"_yoast_wpseo_estimated-reading-time-minutes":["4"],"_yoast_wpseo_metadesc":["Sizi haftalarca u\u011fra\u015ft\u0131r\u0131p teklif ald\u0131ktan sonra ortal\u0131ktan yok olan m\u00fc\u015fteri adaylar\u0131 sat\u0131\u015f veriminizi yerle bir eder. M\u00fc\u015fteri adaylar\u0131n\u0131z\u0131 de\u011ferlendirmeden ge\u00e7irerek bu durumu de\u011fi\u015ftirebilirsiniz. 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