{"id":14206,"date":"2022-09-19T12:04:39","date_gmt":"2022-09-19T11:04:39","guid":{"rendered":"https:\/\/inboundcph.dk\/opsoegende-salg\/"},"modified":"2024-04-25T04:52:11","modified_gmt":"2024-04-25T03:52:11","slug":"merforsaljning","status":"publish","type":"post","link":"https:\/\/inboundcph.dk\/sv\/opsoegende-salg\/","title":{"rendered":"Upps\u00f6kande f\u00f6rs\u00e4ljning"},"content":{"rendered":"

Vad \u00e4r upps\u00f6kande f\u00f6rs\u00e4ljning?<\/h2>\n

I korthet inneb\u00e4r prospektering att man tar kontakt med potentiella nya kunder i hopp om att f\u00e5 till st\u00e5nd en f\u00f6rs\u00e4ljning. I vissa fall kan det ocks\u00e5 handla om tidigare kunder som har blivit \"kalla\", dvs. som du inte har gjort aff\u00e4rer med p\u00e5 ett tag och som du vill \u00e5teruppr\u00e4tta kontakten med. Den f\u00f6rsta kontakten sker vanligtvis via e-post, telefon, sociala medier eller personligen.<\/p>\n

N\u00e4r man talar om vad som \u00e4r upps\u00f6kande f\u00f6rs\u00e4ljning talar man ofta ocks\u00e5 om upps\u00f6kande f\u00f6rs\u00e4ljning B2B-f\u00f6rs\u00e4ljning<\/a>. Det \u00e4r i princip samma sak, bara ett f\u00f6retag som n\u00e5r ut till ett annat f\u00f6retag med en \u00f6nskan att s\u00e4lja. \u00c4ven om processen bakom B2B-f\u00f6rs\u00e4ljning skiljer sig n\u00e5got fr\u00e5n B2C-f\u00f6rs\u00e4ljning, g\u00f6rs B2B-s\u00f6k p\u00e5 ungef\u00e4r samma s\u00e4tt, s\u00e5 vi kommer inte att skilja mellan de tv\u00e5 i det f\u00f6ljande.<\/p>\n

\n

3 tips f\u00f6r upps\u00f6kande f\u00f6rs\u00e4ljning<\/h2>\n

Den f\u00f6rsta kontakten kan vara avg\u00f6rande f\u00f6r en upps\u00f6kande f\u00f6rs\u00e4ljning. D\u00e4rf\u00f6r \u00e4r det viktigt att ha n\u00e5gra grundl\u00e4ggande principer p\u00e5 plats och att f\u00f6lja en f\u00f6rnuftig strategi innan du b\u00f6rjar prospektera. H\u00e4r ger vi dig 3 tips p\u00e5 hur du kan g\u00f6ra detta.<\/p>\n

1. B\u00f6rja med r\u00e4tt leads<\/h3>\n

Man brukar skilja mellan kallt och varmt ledningar<\/a>\u00a0(\u00e4ven kallade s\u00e4ljkvalificerade leads). Ett kallt lead \u00e4r en potentiell kund eller k\u00f6pare som inte har uttryckt intresse f\u00f6r din produkt eller tj\u00e4nst. Ett varmt lead \u00e4r en potentiell kund eller k\u00f6pare som p\u00e5 n\u00e5got s\u00e4tt har uttryckt intresse f\u00f6r din produkt eller tj\u00e4nst. Det beh\u00f6ver inte vara i direkt eller bokstavlig mening, utan kan ocks\u00e5 vara indirekt. Varma leads kan vara personer som har anm\u00e4lt sig till ditt nyhetsbrev, bes\u00f6kt din webbplats, lagt en produkt i sin korg i din webbshop och skickat ett e-postmeddelande f\u00f6r att st\u00e4lla en fr\u00e5ga. En enda interaktion \u00e4r vanligtvis inte tillr\u00e4ckligt f\u00f6r att kvalificera ett lead som ett varmt lead.<\/p>\n

Varma leads finns i m\u00e5nga former och intresse kan visas p\u00e5 en m\u00e4ngd olika s\u00e4tt, oavsett om det \u00e4r digitalt, personligt, direkt eller indirekt. Oavsett hur du skaffar dina varma leads kommer din s\u00e4ljbearbetning att ha en mycket h\u00f6gre framg\u00e5ngsgrad - det vill s\u00e4ga b\u00e4ttre konvertering - \u00e4n om du f\u00f6rs\u00f6ker s\u00e4lja till kalla leads.<\/p>\n

Det finns dock ingen anledning att helt utesluta kalla leads. S\u00e5 l\u00e4nge du ser till att de har n\u00e5gon form av relevans. Det skulle till exempel vara vettigt att f\u00f6rs\u00f6ka ringa ett s\u00e4ljsamtal till ett f\u00f6retag som \u00e4r mycket likt ett annat f\u00f6retag som du har s\u00e5lt till tidigare. Det kommer tekniskt sett att vara ett kallt lead eftersom f\u00f6retaget inte har visat intresse, men du har fortfarande en kvalificerad gissning om att de skulle kunna vara en merf\u00f6rs\u00e4ljning.<\/p>\n

2. Var aktiv i ditt s\u00e4ljarbete<\/h3>\n

Uth\u00e5llighet \u00e4r ofta nyckeln. Avs\u00e4tt tid som \u00e4r s\u00e4rskilt avsedd f\u00f6r upps\u00f6kande s\u00e4ljarbete. F\u00f6lj upp dina kontakter och se till att du beh\u00e5ller de mest potentiella p\u00e5 agendan. Dina varma leads f\u00e5r inte gl\u00f6mma bort dig, \u00e4ven om de kanske inte kan fatta beslut om att g\u00f6ra ett k\u00f6p just nu. Detta kan vara s\u00e4rskilt sant n\u00e4r det g\u00e4ller B2B-marknadsf\u00f6ring, eftersom beslutsprocessen ofta \u00e4r mycket l\u00e4ngre \u00e4n f\u00f6r B2C.<\/p>\n

3. Anv\u00e4nd r\u00e4tt verktyg f\u00f6r att n\u00e5 ut till s\u00e4ljarna<\/h3>\n

En stor del av processen bakom upps\u00f6kande f\u00f6rs\u00e4ljning kan automatiseras. Det inneb\u00e4r att du s\u00e4tter upp system som h\u00e5ller kontakten med dina leads utan att du beh\u00f6ver vara aktivt involverad. Det klassiska exemplet \u00e4r ett nyhetsbrev.<\/p>\n

Om dina leads till exempel har laddat ner en gratis lead magnet (e-bok eller liknande) som du erbjuder i utbyte mot deras e-postadress, \u00e4r det viktigt att du f\u00f6ljer upp detta lead omedelbart och inte l\u00e5ter f\u00f6r mycket tid g\u00e5 s\u00e5 att leadet blir kallt. S\u00e4tt d\u00e4rf\u00f6r upp ett automatiskt v\u00e4lkomstmejl som skickas direkt efter registreringen. R\u00e4tt verktyg hj\u00e4lper dig ocks\u00e5 att f\u00f6lja reglerna f\u00f6r outreach, \u00e4ven kallat best practice, s\u00e5 att du till exempel inte kr\u00e4nker anv\u00e4ndarnas integritet.<\/p>","protected":false},"excerpt":{"rendered":"

Hvad er ops\u00f8gende salg? At ops\u00f8ge et salg betyder kort fortalt at r\u00e6kke ud til potentielle nye kunder i h\u00e5bet om at lande et salg. Det kan i nogle tilf\u00e6lde ogs\u00e5 v\u00e6re tidligere kunder, som er blevet \u201ckolde\u201d, det vil sige, som du ikke har handlet med l\u00e6nge, og hvor du \u00f8nsker at genetablere kontakt. […]<\/p>\n","protected":false},"author":1,"featured_media":15116,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[86],"tags":[],"class_list":["post-14206","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-salg_cat"],"acf":{"form":false,"post_short_description":"En af de st\u00f8rste udfordringer for nystartede virksomheder eller iv\u00e6rks\u00e6ttere vil nok altid v\u00e6re de f\u00f8rste, ops\u00f8gende salg. Det at r\u00e6kke ud og skabe kontakten til en potentiel kunde. Her f\u00e5r du 3 gode r\u00e5d til hvordan du g\u00f8r det bedst.","post_authors":[13283],"post_contact_section":{"post_contact_section_employee":13364,"post_contact_section_title":"Kom i dialog med os","post_contact_section_text":"Vi forst\u00e5r, at det kan v\u00e6re en stor beslutning at v\u00e6lge et bureau. Men h\u00e5nden p\u00e5 hjertet \u2013 var vi dig, s\u00e5 havde vi valgt os selv. Vores kunder kalder os Danmarks \u00e6rligste og mest n\u00e6rv\u00e6rende bureau \u2013 og hos os finder du specialister, der mestrer strategi og digital marketing. M\u00e5ske er vi ogs\u00e5 det helt rigtige bureau for dig? Kontakt os & find ud af det."}},"yoast_head":"\nOps\u00f8gende salg | Hvad er ops\u00f8gende salg? \u2013 InboundCPH<\/title>\n<meta name=\"description\" content=\"En af de st\u00f8rste udfordringer for mange virksomheder er ops\u00f8gende salg. 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