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עלות רכישת לקוח (CAC) - איך לחשב כמה עולה לגייס לקוח לעסק - Netolink Skip to content עלות רכישת לקוח
לקוח הוא מנוע הצמיחה של העסק, כדי להצליח ולספק שירותים שאנשים אוהבים, עסק חייב להביא לקוחות. ללא לקוחות, עסק לא יכול להמשיך לעבוד לטווח ארוך ופשוט העסק ייסגר במקרה הטוב, במקרה הרע יביא גם חובות לבעל העסק.
לכן, בעסקים גדולים, קיימות מחלקות מכירות בהם נמצאים סמנכ"לים, מנהלים ולעיתים יועצים שכל תפקידם הוא לדאוג, לשכנע את קהלי היעד להיות לקוחות החברה. אצל עסקים קטנים ולעיתים בינוניים, זה לא כך. בעל העסק הוא זה שעושה כמה דברים במקביל ובינהם גיוס לקוחות, או שיש אדם מסויים שזה תפקידו.
גיוס לקוחות לעסק הוא נושא חשוב מאוד בפני עצמו, אך הכתבה הזו תמוקד בנושא אופן חישוב רכישת לקוחות לעסק לפי תקופות זמן, או לפי פילוח אחר כמו אמצעי שיווק, דרך הגעה וכו'.
מה זה עלות רכישת לקוח? עלות רכישת לקוח (באנגלית – Customer Acquisition Cost (CAC)), או אולי יותר אינטואטיבי, עלות גיוס לקוח היא כל העלות המשוייכת על מנת לשכנע לקוח לרכוש שירות או מוצר של העסק. במילים פשוטות יותר, זו התשובה לשאלה "כמה עולה לי להביא לקוח לעסק?".
מדד עלות רכישת לקוח הוא מדד חשוב ביותר של עסקים, ואין זה משנה כלל מהו גודלו של העסק, קטן, בינוני או גדול. המדד משחק תפקיד קריטי בעת חישוב ההחזר על ההשקעה ולכן גם החלטנו לכתוב על המדד הזה.
לעיתים, עסקים קטנים דואגים מאוד ולא בטוחים אם כדאי להשקיע בפרסום ממומן למשל או בקידום אתרים. האמת? בצדק, והסיבה כמובן נובעת מכך שהם לא יודעים לחשב כמה יעלה להם לקוח וכל הוצאות הפרסום והשיווק נשמעות להם יקרות מאוד.
כמובן, מדד עלות רכישת לקוח (CAC) הוא מדד לא רק חשוב לבעל העסק או למנהלים, אלא שהוא תנאי הכרחי למשקיעים שמעוניינים לדעת האם כדאי להם להשקיע בעסק וגם לתאגידים פיננסיים שנותנים אשראי ובכך הם יכולים לדעת שהכסף יחזור אליהם בשלום ויציעו תנאי אשראי טובים יותר.
איך לחשב את מדד עלות רכישת לקוח? הנוסחה לחישוב מדד עלות גיוס לקוח פשוטה למדי והיא מחושבת באופן הבא: חלוקה של כל עלויות השיווק והמכירות במספר הלקוחות שגויסו לעסק, כל זאת לאותה תקופה בה הכסף הושקע כתקציב לשיווק, פרסום ומכירות.
למשל: אם ההוצאה על שיווק ומכירות בתקופת זמן של שנה אחת עמדה על 100,000 ₪, כאשר באותה שנה העסק קיבל 1,000 לקוחות חדשים, אז עלות רכישת לקוח עומדת על 100 ₪.
כמובן, שהמדד הוא לא יעיל מספיק, משום שהוא פשוט מחלק את סך ההוצאה חלקי מספר לקוחות ואינו לוקח בחשבון מידע אחר כמו ערוצי השיווק מהם הגיעו הלקוחות, סוג העסק והתחום, סכום העסקה, ערך חיי לקוח (חיים במובן של הערך הכספי של הלקוח לעסק), מיתוג ושיווק ועוד.
כתוצאה מכך, צריך להיזהר מאוד להשתמש במדד זה. שכן הוא עלול להוביל לתובנות לא נכונות שיש להן ערך קריטי לניהול העסק.
לדוגמה:
כאשר עסק מעוניין בשירותי קידום אתרים, הרי ידוע כי לא ניתן להגיע לתוצאות טובות בטווח המיידי וייתכן כי יקחו מספר חודשים ואף שנים על מנת להגיע לתוצאות רלוונטיות שיביאו תוצאות. עם זאת, עד אז, העסק משקיע כל חודש תקציבים משמעותיים בקידום אורגני.
האם זה נכון לחשב במקרה זה מדד עלות רכישת לקוח לפי התקופה הקודמת לתקופה שבה מגיעות התוצאות (לקוחות חדשים מערוץ השיווק)? אז.. ברור שלא.
אז איך נכון לחשב עלות רכישת לקוח? כמו שציינו מקודם, עלות גיוס לקוח לכשעצמו הוא בעייתי למדי ולא בטוח שיוביל לתוצאות נכונות. לדוגמה אם עלות הבאת לקוח שווה 100 ₪, האם זה הרבה? האם זה קצת? תלוי את מי שואלים כמובן.
אם זו חנות פרחים, יכול להיות שזה סכום גבוה למדי עבור העסק. אם זו סוכנות מכירת רכבים, הסכום הזה אפסי ומנהלים יצחקו אם יראו נתון כזה. עם זאת, אם הלקוח יקנה 50 זרים של פרחים, ייתכן מאוד ש-100 ₪ ללקוח כבר לא כל כך הרבה.
אז מה מחשבים נכון?
1. הפרדת אמצעי שיווק כדאי מאוד להפריד את אמצעי השיווק (או ערוצי השיווק). אין זה נכון לחשב עלות לקוח שהגיע דרך פרסום ממומן, לבין קידום אורגני ולבין כנס / אירוע מסויים. כמובן, אם יש קשר לוגי מסויים בין ערוצי השיווק, אפשר לשייך אותם יחד, אך כדאי גם לנהל אותם בנפרד.
כך תוכלו לדעת באיזה ערוץ שיווק שילמתם הכי פחות כסף להבאת לקוח חדש.
2. חישוב ערך חיי לקוח ערך חיי לקוח משמעו, מה תחזית הרווח שמגיע מהלקוח לאורך כל התקופה שהוא לקוח של העסק. כך למשל, אם אתם מציעים שירות במחיר חודשי, נכון יותר לחשב כמה עלה לכם הלקוח לצד כמה כסף הלקוח יביא לכם לאורך זמן כל עוד הוא לקוח.
3. סכום עסקה ממוצעת כפי שציינו, עלות של 100 ₪ ללקוח היא לא רלוונטית אם אין לצידה מידע שמוסיף ומראה כמה כסף הוא משקיע על העסקה. כדאי לבדוק את סכום העסקה הממוצעת ללקוח ורק אז להחליט אם שווה להשקיע את הסכום הנ"ל כדי להביא את הלקוח.
4. הפרדה לפי סוג מוצר או שירות במידה ואתם מציעים כמה מוצרים או שירותים, חשוב להפריד את העלויות לפי כל מוצר. זה לא יהיה נכון לחשב עלות ללקוח לרכישת מוצר אצלכם, אם על מוצר אחד אתם מרוויחים מעט ועל מוצר אחר אתם מרוויחים הרבה יותר.
5. סוג העסק ושירותיו לעיתים אין זה מספיק לדעת אם לאותה נקודה הרווחתם או הפסדתם מהלקוח וכדאי להכניס משתנים נוספים למשוואה. כך למשל, אתם עשויים אפילו לתת ללקוח משהו במתנה וגם לשלם על הפרסום כסף – עד כאן זה נשמע טיפשי. אולם, ההכנסה היא מגיעה באופן עקיף כמו למשל שירות שוטף, מוצרים נלווים וכדומה.
6. מיתוג ושיווק עסקים שמשקיעים במיתוג העסק, כניסה לשוק חדש, כניסה עם מוצר חדש או במקרה של קבלת שירותי קידום אתרים לדוגמה – יודעים כי כל התהליך לוקח זמן רב. הסיבה לכך כי לוקח זמן לשוק ולקהל היעד להתרגל לכך שיש מותג חדש, או מוצר חדש.
כתוצאה מכך, זה לא נכון להכניס את "תקופת הלמידה" הזו למשוואה של חישוב עלות רכישת לקוח.
איך לשפר עלות רכישת לקוח והאם זה אפשרי? בהחלט אפשרי! יחד עם זאת, אין זה בגדר של מותר או אפשרי, אלא זה בגדר של חובה לבצע ולאורך זמן. יש כמה נקודות שעליכם לשיב לב כדי לשפר:
שיפור מדדים וביצועים של ערוצי שיווק דיגיטליים – יש מגוון של מדדים שצריך לשפר אותם וכתוצאה מכך, גם עלות גיוס לקוח תשתפר. כמו למשל, שיפור ביצועי הקמפיין הממומן, שיפור נראות אתר האינטרנט / דף נחיתה, שיפור התוכן השיווקי, שיפור מהירות האתר או דף הנחיתה, ביצוע מבחני A/B ואחרים.שיפור הצעת הערך ללקוח – לקוחות משלמים על הערך הניתן להם על ידי המוצר. כדאי מאוד לשפר את הצעת הערך הניתנת ללקוח, כמו למשל הוספת תכונות שהלקוחות יהיו מעוניינים בהם, שיפור באופן התמחור או הוספת מוצרים נלווים ועוד.הכנסת אוטומציה שיווקית – ניתן להקטין עלות גיוס לקוח על ידי הכנסת אוטומציה לעסק. כמו למשל שימוש במערכות שמייעלות מעבר בין הלקוח הפוטנציאלי ללקוח משלם, הוספת אפשרויות תשלום נוספות, שליחת מיילים אוטומטיים ועוד.שימוש בכמה אמצעי שיווק רלוונטיים – אם תשימו לב, ערוצי שיווק דיגיטליים רבים משלימים זה את זה ולא מנוגדים. למשל, אתר אינטרנט, בלוג, ערוץ במדיה חברתית, קמפיין פרסום ממומן, אימיילים ועוד. למרות שהסעיף מנוגד מעט ומדובר על הגדלת ההוצאה, אך בפועל, משתמש שבמנוי ברשימת תפוצה או עשה לייק לעמוד ברשת חברתית, הוא עשוי להיות לקוח בעתיד – מה שיוזיל את העלות בסופו של דבר.ייעול וחיסכון ארגוני – כמובן שניתן גם לייעל את מערך השיווק והמכירות של העסק שלכם. כך למשל, אם יש אבטלה סמויה, עלויות יקרות על הוצאות המכירות, טלפוניה, מוקד וכדומה – אפשר לנסות לשפר את העמדה ולצמצם את ההוצאות ככל הניתן.הטבות לעסקים קטנים ולעצמאים:
רוצים לדעת מה הזכויות והחובות שלכם? היכנסו למאגר מידע פרוטוקול .
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אולי תאהב/י גם 19/10/2020 26/04/2020 16/06/2020