1

8
Bi 8
E- Marketing
Thng Mi in T
2
8
Ni Dung
Marketing trc tuyn v cc li ch
mang n

Cc k nng ca 1 nhn vin marketing
trc tuyn

Cc phng tin marketing trc tuyn

3
8
Ni Dung
Cc phng php xc nh th trng
mc tiu
Cc hnh thc qung co
Cc iu cn trnh khi marketing trn
Internet
Dch v khch hng trc tuyn
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8
Marketing trc tuyn
S pht trin mnh m ca CNTT ni
chung cng nh ca mng Internet ni
ring em li nhng ng dng to ln
trong cc lnh vc kinh doanh; c bit
l trong cng tc marketing.

Vy Marketing trc tuyn l g?.

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Marketing trc tuyn l g?
V bn cht, y l hnh thc p dng cc
cng c ca CNTT thay cho cc cng c
thng thng tin hnh cc qu trnh
marketing

Li ch t Marketing trc tuyn ?
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Li ch t Marketing trc tuyn
Th nht: Rt ngn khong cch:
V tr a l khng cn l mt vn quan trng.
Internet rt ngn khong cch, cc i tc c th
gp nhau qua khng gian my tnh m khng cn bit
i tc gn hay xa. iu ny cho php nhiu ngi
mua v bn b qua nhng khu trung gian truyn
thng.
Th hai: Tip th ton cu:
Internet l mt phng tin hu hiu cc nh hot
ng marketing tip cn vi cc th trng khch hng
trn ton th gii. iu m cc phng tin marketing
thng thng khc hu nh khong th.
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Li ch t Marketing trc tuyn
Th ba: Gim thi gian
Thi gian khng cn l mt yu t quan
trng. Nhng ngi lm marketing trc
tuyn c th truy cp ly thng tin cng
nh giao dch vi khch hng 24/7 ti bt
c thi im no
Th t: Gim chi ph
Chi ph s khng cn l gnh nng. Ch
vi 1/10 chi ph thng thng, Marketing
trc tuyn c th em li hiu qu gp i.
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8
i hi i vi ngi lm
Marketing trc tuyn
1- K nng qun l thng tin
Trong th gii in t, thng tin v khch hng
rt d tm kim vi mt khon chi ph khng
ng k.
C th c nhng thng tin rng ln mang tnh
ton cu.
Do vy, phi c nhng k nng qun l cc
thng tin ny c th rt ra c nhng
thng tin tht s hu ch, gip cho cng vic
kinh doanh ca doanh nghip.
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8
i hi i vi ngi lm
Marketing trc tuyn
2- Hiu bit v cng ngh thng tin:
Cn phi bit s dng cng c tm kim (Search
Engines) c th tm kim thng tin mt cch nhanh
nht v hiu qu nht trn Internet.
Phi bit cch xy dng cc gii php tip nhn v t
ng x l cc n t hng, cng nh t ng theo
di qu trnh bn hng cho n khi ngi mua nhn
c sn phm hoc dch v m h t mua.
Tit kim c chi ph v gi c khch hng tip tc
quay li mua hng.
Cn phi c s hiu bit v cng ngh thng tin
thnh cng.
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i hi i vi ngi lm
Marketing trc tuyn
3- Vn tri thc
Tr tng tng, s sng to v kh nng
kinh doanh l nhng yu t quan trng
Nhng ti sn v hnh nh vn tri thc hay
cc kin thc chuyn mn l ngun ti sn
v gi m ngi lm marketing cn phi
c.
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i hi i vi ngi lm
Marketing trc tuyn
4- Kh nng x l thng tin nhanh
Thi gian m mt nh marketing kim sot
c khch hng ca h qua mn hnh my
tnh l 30 giy.
Tt c nhng ngi mua l cc c nhn hay cc
doanh nghip u ang rt kht khe v kh tnh
bi v ang c mt s lng rt ln cc nh
cnh tranh trn ton cu, tt c u ang cnh
tranh rt khc lit.
Do vy, kh nng x l thng tin v a ra
nhng gii quyt kp thi l yu t v cung
quan trng.
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Cc phng tin Marketing
trc tuyn
1- Qung co trc tuyn
Trong phng thc ny, cc cng ty mua
khng gian qung co trn trang web
c s hu bi cc cng ty khc.
C s khc bit gia qung co trc tuyn
v vic a ni dung ln trang web ca
mnh, rt nhiu cng ty nhm ln gia
hai cng vic ny v ngh rng trang web
ca mnh chnh l mt qung co trc
tuyn.
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Cc phng tin Marketing
trc tuyn
Qung co trc tuyn c ngha rt c
bit trong hot ng marketing: Khi mt
cng ty tr tin cho mt khong khng
nht nh no , h c gng thu ht c
ngi s dng v gii thiu v sn phm
v nhng chng trnh khuyn mi ca
h.
C nhiu nhiu cch tin hnh qung
co trc tuyn. V d, cc cng ty c th
mua qung co c t trong th in t
c gi bi nhng cng ty khc. Hoc
t nhng banner qung co trong cc
bn tin c gi i t cc website. ..
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Cc phng tin Marketing
trc tuyn
2- Catalogue in t
Mt trong nhng thay i so vi marketing
truyn thng l kh nng ca cc cng ty
a mu sn phm ln mng.
Cho php khch hng nhn thy, tm kim
thng tin v tnh nng s dng, cht liu, kch
thc...
Phiu thng trc tuyn ,nhng chng trnh
xc tin bn hng khc s tit kim c chi
ph cho cc nh marketing trc tuyn khi gii
thiu sn phm n ngi tiu dng.
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Cc phng tin Marketing
trc tuyn
3- Phng thc th in t
C ba loi marketing bng th in t
Loi th nht lin quan n th in t c gi i
t cng ty n ngi s dng nhm mc ch qung
b sn phm - dch v, thc y kh nng mua hng.
Dng th hai ca email l cc knh ngc li; t
ngi s dng n cng ty. Ngi s dng mong
mun nhn c mt s gi v nhng cu tr li
y cho nhng i hi ca h.
Hnh thc th ba l th in t t ngi tiu dng
n ngi tiu dng. Th tn in t t ngi tiu
dng n ngi tiu dng c s dng h tr
cc cng ty marketing.
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Cc phng tin Marketing
trc tuyn
4- Chng trnh i l(Afiliate programes)
Thc cht l mt phng php xy dng i l hay hip hi
bn hng qua mng da trn nhng tho thun hng phn
trm hoa hng.
u im ca phng php ny l ch phi tr tin khi
bn c hng.
Thng thng cc chng trnh i l thanh ton tin hoa
hng da trn kh nng bn hng hay a truy cp ti
website. Phn ln cc chng trnh i l ny u thanh
ton theo t l phn trm doanh thu, mt s th tnh theo s
lng c nh.
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Cc chng trnh ny c th hot ng trn quy
m tng i ln. Theo nh thng bo,
Amazon.com pht trin trn 60.000 a ch
website i l. Mi mt a ch website i l c
th c xem l mt i l ca website ch.
Khi khch hng truy cp vo website i l ri
nhn vo ng lin kt n vi website ch
v mua hng, website i l s c hng mt t
l phn trm doanh thu nht nh. Nhiu chng
trnh i l ln hin nay cn cho php trin khai
cc i l cp di, c ni ti 10 cp.
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Bn cht ca chng trnh ny l, mt website
lm i l cho website ch, mt ngi truy cp
qua website i l nhng khng mua hng m li
ng k lm i l cho website ch v tr thnh
mt i l.
Khi ngi ny bn c hng cho website ch v
nhn tin hoa hng th website ch cng tr mt
khon t l phn trm cho website i l ban u.
Phng php ny gi l trin khai i l th cp,
i lc cn c gi l marketing a cp (Multi
Levels Marketing - MLM)
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Cc phng tin Marketing
trc tuyn
5-Search Engines (cng c tm kim)
Cng c tm kim l mt cng c c bn dng
tm kim cc a ch trang web theo nhng ch
xc nh.
Khi s dng mt cng c tm kim v g vo mt
t kho hay mt cu v ch Cng c tm kim
s lit k mt danh sch cc trang web thch hp
nht vi t kho
Cc cng c tm kim khc nhau c nhng trnh t
khc nhau sp xp cc trang web theo mc
tng thch vi t kho cn tm
Cng c tm kim:s la chn u tin truy nhp
tin tc hay thng tin v mt sn phm,dch v no
khng ch i vi nhng ngi mi truy cp vo
mng Internet m c nhng nh marketing chuyn
nghip.
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Xc nh th trng mc
tiu trn Internet
Xc nh i tng khch hng trc tuyn l
ai?. tng lp thng lu?. trung lu?. h
lu?. hay tr thc?. cng nhn?
H thng truy cp vo nhng trang web
no? l mt trong nhng bc rt quan
trng to nn s thnh cng khi kinh
doanh trn Internet
Khng phi bt k khch hng trc tuyn
no cng c nhu cu v mun mua sn
phm
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Cc phng php xc nh
th trng mc tiu
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1. Tin hnh cc cuc iu tra
qua khch hng quen thuc.

M mt cuc iu tra, thm d khch hng
hin ti
Vi mt phiu iu tra ngn v n gin, c
th tp hp c tt c nhng thng tin cn
thit v thi quen tiu dng ca cc khch
hng ang mua v s dng sn phm, dch
v ,...
C ci nhn chnh xc nht v th trng mc
tiu v nhn ra c im mnh v im yu
t a ra c mt chin lc
marketing ph hp hn.
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cuc iu tra t hiu qu cao nht,
cn phi ghi nh mt s lu sau:
Hy to ra nhng phng n tr li n gin
bng cch a ra cc la chn, khi khch
hng ch cn nhn chut vo la chn m
khng cn phi tr li chi tit.
Chc chn rng cuc iu tra s c thng
bo trn mt trang web.
Cung cp mt chng trnh min ph cho tt
c nhng ngi tr li phiu iu tra . V d
nh mt bn tin min ph trong mt cun
ebook,....
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2. Cu lc b trc tuyn,
phng chat, v cc din n.
Tham gia vo cc phng tn gu, cc din
n, v cc cu lc b trc tuyn c lin
quan n sn phm v dch v
Quan st, theo di cc cuc tho lun, t
mt s t cc cu hi chin lc s nhanh
chng nghin cu c ng c v thi
quen ca khch hng, xu hng chung ni
bt xc nh c th trng mc tiu cho
sn phm ca mnh.
Cn quan st v lng nghe nhng g khch
hng ni.

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3. Tp ch in t
Ngy nay, c rt tp ch in t c xut bn
trn Internet lin quan n mi ch , mi lnh
vc.
C th tip cn vi th trng mc tiu bng
vic t nhng qung co ngn vo mt s t
cc tp ch in t
Cc trang web cung cp danh sch ca cc tp
ch in t v bn tin m ta c th tham kho
phc v cho vic xc nh th trng mc
tiu
http://www.liszt.com/ http://ezine-universe.com/
http://paml.net/ http://www.free-ezine-advertising.com/

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4. Phn tch cnh tranh:
Kinh doanh trn mng Internet cng u
phi i mt vi cc cuc cnh tranh
Cc i th cnh tranh tng thnh
cng s l nhng ngi bn tt nht. Hy
xc nh:
T kho no khch hng thng dng
tm thy h trn cc cng c tm
kim?.
H thng qung co trn cc trang
web no?.
Trang web ca h nhm phc v cho i
tng no?.
S dng chin thut tng t i th
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5. Theo di khch hng truy cp.
Theo di khch hng truy cp v tm hiu
xem h thng truy cp vo cc trang web
no: cn t qung co u c th
tip cn v thu ht c nhiu nht cc
khch hng tim nng chin lc.
Trong kinh doanh truyn thng, xc nh
c th trng mc tiu cho sn phm ca
mnh i hi cc thng nhn phi tin hnh
iu tra, thm d hng thng v phi tiu tn
hng nghn la cho chi ph qung co.
Ngy nay, Internet nhanh chng gip ta xc
nh v nh v c th trng vi chi ph
thp nht nhng hiu qu cao nht.
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Cc hnh thc qung co trn
web
Web l mt "mi trng" rt hiu qu,
cung cp nhiu c hi thu ht s ch ,
quan tm ca khch hng n cng ty
v sn phm thng qua cc chng
trnh qung co
banner qung co sng ng vi nhng hot
nh GIF trn mt website c mng li truy
cp ln
t mt on text qung co vo trong mt
bn tin in t
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1. t banner qung co
Cn phi tm kim mt v tr tt nht t qung
co. Mt v tr tt tc l n phi ph hp vi "i
tng" qung co, c cng mt th trng mc
tiu, v chi ph hp l nht.
Website l mt mi trng m cc chng
trnh qung co c th s mang li kt qu ngay
lp tc==>vic theo di hiu qu qung co
banner trn web l ht sc cn thit, v c th
thay i ngay c chin dch qung co bt k
khi no m s lng truy cp khng tng thm.
C 3 loi hnh qung co banner ph bin:
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Qung co banner truyn thng
l hnh thc qung co banner thng dng nht, c
dng hnh ch nht, cha nhng on text ngn v bao
gm c hot nh GIF v JPEG, c kh nng kt ni n
mt trang hay mt website khc. Qung co banner
truyn thng l mt hnh thc qung co ph bin nht
v c nhiu ngi la chn nht bi v thi gian ti
nhanh, d thit k v thay i, d chn vo website
nht.
Qung co In-line
Hnh thc qung co ny c nh dng trong mt ct
pha di bn tri hoc bn phi ca mt trang web.
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Cng nh qung co banner truyn thng, qung co
in-line c th c hin th di dng mt ho v
cha mt ng link, hay c th ch l l mt on text
vi nhng ng siu lin kt ni bt vi nhng phng
mu hay ng vin.
Qung co pop -up
Phin bn qung co di dng ny s bt ra trn mt
mn hnh ring, khi NSD nhp chut vo mt ng
link hay mt nt bt k no trn website.
Sau khi nhn chut, s nhn thy mt ca s nh c
m ra vi nhng ni dung c qung co.
Tuy nhin mt s khch hng t ra khng hi lng v
hnh thc qung co ny, bi v h phi nhp chut
di chuyn hay ng ca s li khi mun quay tr li
trang c.
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2. Qung co trong cc tp ch
in t
Cn nhc v xc nh c i tng c
gi ca cc tp ch in t c ph hp
vi th trng mc tiu hay khng? N c
thng xuyn c pht hnh? V ni dung
ca n c hu ch v c gi tr thu ht
ngi c hay khng?
Chi ph cho vic t qung co :Chi ph
c th thay i, khng ch ph thuc vo
ni dung v tnh ph bin ca tp ch, m
cn ph thuc vo cc iu kin khc nh:
v tr xut hin qung co ,...
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3. Ti tr cho mt website
hay mt bn tin in t
Cung cp tt c hoc mt phn vn cho mt
chng trnh d n nht nh: c th l mt
trang web, bn tin in t, din n tho lun
trc tuyn ==> c c mt v tr qung co p
nht, c kh nng thu ht s ch ca nhiu
khch hng,..
Nn cn nhc, xc nh r mi quan h gia th
trng mc tiu m qung co mun nhm n
vi th trng khch hng ca cc website v
tp ch in t.
Thng xuyn phi theo di, kim tra v nh
gi tnh hiu qu ca qung co vi t cch l
mt nh ti tr.
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Nhng iu nn trnh khi
marketing trn Internet
1. S dng dch v Web Hosting
min ph hay vi gi r.
Khi kinh doanh trn Internet, website l ti sn
quan trng nht v n c th to ra n tng tt
p ngay t u i vi khch hng.
Khng nn s dng dch v Web Hosting min
ph hay vi gi r ca cc nh cung cp
Phn ln cc dch v min ph hay vi gi r u
c cht lng khng tt: khch hng s gp kh
khn khi truy cp vo trang web v n c t
trn mt my ch qu ti, hay trang web ny s
l ni t banner qung co cho sn phm v
dch v ca nh cung cp...
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Nhng iu nn trnh khi
marketing trn Internet (tt)
2. Lm gim gi tr trang web do
ho, java, m nhc...
Gi tr thm m m cc chng trnh
ho, java, m nhc mang n cho trang
web
Nhn t chnh lm chm thi gian truy cp
vo trang web
Chc nng quan trng nht ca trang web
l bn sn phm v dch v. C gng va
m bo tnh thm m ca trang web va
m bo trang web khng qu ti trnh
sai lm.
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Nhng iu nn trnh khi
marketing trn Internet (tt)
3. Khng quan tm n kin phn
hi t pha khch truy cp.
Phn ln cho rng mi th vn ang hot
ng tt nhng ngc li trn thc t, mt
s lng khch truy cp kh ln gp
s c
Nhng khch hng c thng tin phn hi
chng t h quan tm n cng ty v
rt c th h s l khch hng tim nng
trong tng lai.
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8
Nhng iu nn trnh khi
marketing trn Internet (tt)
4. Lng ph thi gian vo nhng hot
ng v ch.

Ti sn qu gi nht l thi gian.
Sp xp cng vic ph hp trnh lng
ph thi gian lm vic khng hiu qu.

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8
Nhng iu nn trnh khi
marketing trn Internet (tt)
5. H thng email qun l khng
hiu qu.
Email l mt trong nhng phng thc
giao dch kh ph bin v hiu qu gia
cc thng nhn vi khch hng

S dng h thng email phc v tt
nht cho cng vic kinh doanh ca mnh.
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8
Nhng iu nn trnh khi
marketing trn Internet (tt)
6. Khng thng xuyn bm st
khch hng
Theo thi quen, phn ln khch hng c xu hng
mua hng ca nhng cng ty m ngi ta bit v
tin tng.
Nu khng xy dng nim tin v gi lin lc vi khch
hng, th y l mt sai lm rt nghim trng.
Lp mt danh sch ng k nhn bn tin v bt u
xut bn cc bn tin ==>to n tng tt v gi lin
lc thng xuyn vi cc khch hng .
Vi nhng bn tin==>cung cp nhng thng tin cp
nht nht v sn phm cng nh v website.
iu quan trng tn cng ty lun lun xut hin trong
hp th ca khch hng
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Nhng iu nn trnh khi
marketing trn Internet (tt)
7. nh mt s ni ting bi vic
thc hin chin lc qung co
khng thch hp.
Sai lm khi thc hin marketing trn
Internet : spam hnh thc gi email
marketing khng mong mun
S l mt sai lm rt c bn nu cho rng
cch thc tt nht xc tin v y
mnh hot ng kinh doanh trc tuyn l
chin lc gi th ti hng lot a ch
email trong khi khng bit h c mun
nhn th hay khng.
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8
Nhng iu nn trnh khi
marketing trn Internet (tt)
Ti sn quan trng nht, vi t cch l
mt nh marketing trn mng Internet,
l danh ting.
V "spam l con ng nhanh nht c
th lm hu hoi danh ting.
Nu thc s mun u t v thu li nhun
t hot ng kinh doanh trc tuyn, ng
bao gi a spam vo trong k hoch
kinh doanh

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Nhng iu nn trnh khi
marketing trn Internet (tt)
8. Qun rng marketing chnh l
cha kho ca thnh cng.
Ngay c khi sn phm c cht lng tt
nht trn th gii, cng vn phi
marketing n n ngi tiu dng.
Nu khng tin hnh marketing cho sn
phm, chc chn s khng ai bit v s
khng c doanh thu
Nn tp trung xc tin sn phm v
marketing n th trng mc tiu
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8
Nhng iu nn trnh khi
marketing trn Internet (tt)
9. Quan nim rng kinh doanh trc
tuyn l con ng lm giu nhanh
nht.
y l mt quan nim rt sai lm v l
nguyn nhn dn n tht bi trong mi
trng hp
Thnh cng l kt qu ca s u t v
quyt inh sng sut,nhng n lc v s
thn trng trong cng vic, bt k ai cng
c th thnh cng trong mi mi trng
kinh doanh.
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8
Nhng iu nn trnh khi
marketing trn Internet (tt)
10. Khng nhn thc ng vai tr
quan trng ca Internet.
Internet c th coi l mt cng c giao tip
hiu qu nht ngy nay.
Vi Internet :c th thu ht c hng
triu khch hng trn ton th gii v
cung cp hng lot cc dch v h tr
khch hng.
Internet gip thu thp tin tc, thng tin
quan trng cnh tranh v cng tc vi
nhng ngi khc.
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Dch v khch hng trc
tuyn
Xt v mt tch cc, cung cp mt dch
v khch hng u vit l cch rt tt
a trang thng mi in t c s
thnh cng
Lm th no khin cho khch hng
ngh ti website ca cng ty khi h c
nhu cu i vi sn phm v dch v
m cng ty ang cung cp.
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Dch v khch hng trc
tuyn (tt)
1. Lun bm st khch hng.
Mt trong nhng im hp dn ca
Internet l tnh trc tip.
Hy kim tra cc n t hng v email
hng ngy khch hng lun cm thy
s hin din ca cng ty bt k lc no h
cn.

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Dch v khch hng trc
tuyn (tt)
2. To s thun tin cho khch hng.
Hu ht ngi s dng web u cn s
nhanh chng.
To ng lin kt ti nhng thng tin
chung nht v sn phm hay dch v ngay
trang ch ca website.
S lin h trc tip vi khch hng cng
vi cc cu tr li d hiu, n gin s c
ch cho vic bn hng hn rt nhiu
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8
Dch v khch hng trc
tuyn (tt)
3. S dng hnh thc khuyn mi.
C gng tm cc hnh thc khuyn mi
cho khch hng trn mng
Vic lm ny s chng t cho khch hng
bit rng cng ty rt hiu nhu cu ca h.
V d: nu bn thit b camera hy khuyn
mi phim cho khch mua hng.
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8
Dch v khch hng trc
tuyn (tt)
4. Lng nghe kin khch hng
Tm hiu khch hng xem ti sao h li
la chn vic mua bn vi cng ty
Cng ty c th ci tin dch v v sn
phm nh th no?
C th thu thp thng tin khch hng bng
cch t chc nhng cuc iu tra trn
website hay a thm cc cu hi v dch
v khch hng vo mu n t hng trn
mng.
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8
Dch v khch hng trc
tuyn (tt)
Cng c th to iu kin khch hng
tham gia vo vic pht trin sn phm mi
Lng nghe kin khch hng cn c mt
li ch l khng phi u t vo nhng
mt hng khng thnh cng.
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8
Dch v khch hng trc
tuyn (tt)
5. Bo mt thng tin ring ca khch
hng.
Nhng ngi s dng web khng thch b hi
v cc thng tin c nhn,nhng thng tin
khng h cn thit cho qu trnh mua hng.
Khch hng thng ch yu quan tm ti
vic liu nhng thng tin h cung cp c b
tit l cho bn th ba hay khng.
V th ng hi nhng thng tin m ta khng
cn v hy tuyn b r rng nguyn tc bo
mt ca cng ty i vi vic x l thng tin
khch hng.
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Autoresponders
Cng c marketing hiu
qu trn Internet
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8
Autoresponder l g?
Gi l hp th t ng tr li. y l mt
cng c marketing hiu qu, c chng
minh rng rt thnh cng trong thi gian
va qua
L gii php d nht c th ng dng t
ng ho qu trnh giao dch, bn hng.
V c bn, l mt a ch email c ci t
thay th con ngi tr li tng bc th, tr li
nhng cu hi v dch v v sn phm, gi
nhng bc th cho hng, xc nhn n t
hng v th cm n
54
8
Nh , c th tit kim qu thi gian qu bu
cho nhng cng vic khc m ta thc s phi
quan tm n.
Theo mt cch khc : autoresponder l
nhng chng trnh th in t t ng tr
li bt k mt bc th no c gi n
vi nhng cu tr li c son tho
trc.
55
8
C th to dng mt hoc nhiu hp th t
ng tr li.
Vn quan trng l lm nh th no
khch hng tim nng s c c thng tin
v sn phm v dch v bt k lc no m
khng cn ch i bt k s can thip ca
ai.
Khng ch gip tit kim thi gian, cc hp
th t ng tr li cn l mt cng c
marketing trc tuyn hiu qu.
56
8
Nguyn tc 80-20 trong
thng mi in t
"Nguyn tc Pareto" hay cn gi l nguyn
tc 80-20
"Nguyn tc Pareto" c t tn theo mt
nh kinh t hc ngi Italia, Vilfredo
Pareto. Vo nm 1906, ng Pareto quan
st thy 20% dn s Italia ang nm trong
tay 80% ti sn ca nc ny. Sau , ng
cng nhn thy rng 20% s lc c trong
vn nh ng ng gp ti 80 lng lc
ng thu hoch mi nm.
57
8
Liu y c phi s trng lp ngu nhin
khng? N khin ng suy ngh. Vilfredo
Pareto p dng nguyn tc 80-20 ny vo
rt nhiu lnh vc.
Trong lnh vc thng mi in t, cn
quan tm nguyn tc ny!!!


58
8
20% khch hng ng gp
80% doanh thu
Vi nhiu ng dng ca Nguyn tc
Pareto, thng l khng th khng nh
c s chnh xc ca t l 80- 20
C t nht 20% s ngi tng mua hng
mt ln s tip tc quay li mua hng -
nhng tt nhin l ch khi ta tip tc gi
mi lin h vi h.
Do vy, nu khng tip tc theo ui khch
hng, c th s mt i 80% li nhun tim
nng.
59
8
Chc chn rng ta cung cp cho khch hng
ci m h quan tm.
Th nht, nhng mt hng ny phi b sung
cho mt hng bn trc y.
Th hai, bn cc mt hng ging nh ln
trc vi mc gi thp hn.
Th ba, gi cc bn tin cho khch hng gi
lin lc. Cc bn tin ngn cng l cch rt hay
gi knh thng tin vi khch hng
60
8
Th t, c gng tch sn phm hin ti v bn
chng thnh nhng phn ring bit.
Th nm, bn cho khch hng cc sn phm
nng cp
Th su, bn sn phm ca ngi khc nu
nhng dng sn phm ny khng trc tip cnh
tranh vi sn phm ca cng ty v gip tng
doanh thu ng k v tng c lng tin i vi
khch hng.