Kiến Thức Marketing Tổng Hợp

[Case Study] Cách chạy Digital Marketing cho SPA mới doanh thu hơn 900tr/tháng

* Thực trạng

Page có khoảng hơn 4k like và website ở mức cơ bản. Bắt đầu chạy các kênh digital tính tới nay là tháng thứ 5

Chi phí marketing 14% doanh thu, tối ưu ăn chênh + 1,5% doanh thu. Từ đây chia nhỏ ra các kênh để tối đa hóa nguồn lực và để giảm thiểu rủi ro “Không đặt hết trứng vào một giỏ”

*Kế hoạch chạy Digital Marketing

  • Facebook Ads: Tập trung chạy remarketing + inbox, livestream là chính. Kênh này nội dung phù hợp để bán voucher nhưng sau một thời gian chạy (4 tháng) thấy chưa hiệu quả, chi phí tăng, đặc biệt đối với doanh nghiệp nhỏ lẻ ngân sách chạy không cao và cần tìm thị trường ngách
  • Google ads: Chạy location, map, và chạy chuyển đổi nên đến nay thì tối ưu tốt cũng được khoảng 392k/khách thực tế chốt sales ( giá sản phẩm ở đây tầm 1-2tr, khách đến tư vấn upsales mà hiệu quả thì mua liền tay 3-4 liệu trình )
  • Data cho telesales mời ( tỉ lệ thì 1/10 nhưng siêu chậm vì chỉ có 2 telesale gọi chính). Tổng là 10,000 data theo khu vực thì ngày khai thác được 250 số, bài toán nhân sự tuyển thêm người thì nặng chi phí.

Giải pháp:  Sau 1 tháng tìm hiểu thì đánh vào autocall. Với 10K data thì 2-3 ngày chạy autocall để tìm ra số người quan tâm dịch vụ => tính ra chi phí là 4,57tr để lọc và tìm ra được 671 người quan tâm đến dịch vụ, sau đó cho 2 telesale ngồi gọi tư vấn những người đó và tỉ lệ ra khá tốt –> 36% mời hẹn gặp thăm khám trải nghiệm theo voucher giá rẻ tại Spa rồi upsales sau. Tính toán ra thì kênh này tạo lead với chi phí rẻ nhất. Autocall này khá mới, quan trọng cần tập trung vào phần kịch bản tương tác đến khách như nào, phần còn lại máy sẽ giúp mình.

  • Kênh mới: SMS location + Digital Sales:

SMS location: công cụ này hợp với bên nào làm dịch vụ mà quan trọng khu vực địa điểm xa gần. Tính năng của công cụ này là gửi SMS đến cho thuê bao, điểm đặc biệt là có hay chưa có data cũng được, tool gửi hết tin nhắn quảng cáo đến những người nào đang ở trong khu vực, độ tuổi, giới tính mà người gửi yêu cầu là được. Tỉ lệ gửi đến 87% người thành công đọc và đẩy ngược báo cáo về kiểm tra. Kênh này chỉ chạy tháng 2-3 lần để đẩy độ phủ theo khu vực thôi, chi phí rẻ.

Digital Sales: Sau 2 tháng bên e vẫn đang test đánh giá công cụ này. Công cụ được giới thiệu là tìm kiếm được khách theo HÀNH VI ? Tức là theo khu vực, giới tính, độ tuổi, và hành vi ngay trong ngày đó đang tìm kiếm về từ khóa nào đó liên quan đến sản phẩm. Cái này thì nghe thì hấp dẫn nhưng  khi triển khai cũng gặp 1 số vấn đề.

Trước hết là test theo nhiều kịch bản telesale, có cái hợp thì tỉ lệ đến 50%. Nhưng có kịch bản thì chỉ được 3% khách đến Spa =>  cái này thì mình nghĩ nó chỉ hợp khi bạn có kinh nghiệm telesales thôi nhé, cần linh hoạt và có khả năng thay đổi nhiều kịch bản để test và tối ưu hóa. Tỉ lệ thì chưa chắc gì cả nhưng test đến tháng thứ 2 thì  hoàn thiện hơn, song song vẫn đang kết hợp cho gửi tin nhắn trước rồi gọi khách sau để tăng tính gắn kết.

*Kết quả:

  • Tháng 1: chi phí 87tr ( chạy Ffb, gg, sms), doanh thu 432tr lỗ, khách tiềm năng gối đầu tư vấn 38 khách
  • Tháng 2: chi phí 82tr ( fb, gg, sms, autocall telesales), doanh thu 675tr, khách tiềm năng gối đầu tư vấn 55 khách
  • Tháng 3: chi phí 92tr ( fb,gg, sms, autocall telesales, digital sales), doanh thu 839tr, khách tiềm năng gối đầu tư vấn 61 khách
  • Tháng 4: chi phí 106tr ( fb, gg, sms, autocall telesales, digital sales, 1 video ), doanh thu 902tr, khách tiềm năng gối đầu 59 khách

Quá trình trải nghiệm và test đến tháng thứ 5 thì tình hình khả quan, các kênh vẫn đang có hiệu quả nhất định. Kinh nghiệm rút ra: công cụ thì vẫn chỉ là công cụ thôi, quan trọng là việc ứng dụng các công cụ đó như thế nào cho hiệu quả thì cần phải tính.

Chúc các bác đầu tháng quẩy banh nóc nhé.

Nguồn: Thu thập từ cộng đồng mạng

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