Jika Anda ingin membuat penghasilan, Anda perlu mengetahui beberapa konsep dan metrik dasar mengenai uang, pelanggan, dan bahkan kinerja serta kesehatan pribadi.

Meskipun pengusaha baru mungkin tidak (belum) mengerti istilah finansial dan bisnis yang lebih maju, mereka memahami satu hal: dasarnya. Semua bisnis berfokus pada laba dan rugi.

Namun ada beberapa pengukuran lain untuk finansial dan kinerja yang dapat memberikan tanda-tanda awal sebuah masalah – atau indikasi dini dari kesuksesan jangka panjang.

Ini adalah enam metrik bisnis dan finansial yang harus diperhatikan oleh pengusaha mana pun:

  1. Perolehan pelanggan (Customer acquisition cost atau CAC)

Metrik ini mengukur cost of landing (pengeluaran yang timbul dari pembelian barang hingga sampainya barang di pembeli). Sederhananya, tambahkan biaya pemasaran dan penjualan – termasuk gaji dan biaya overhead – dan bagi dengan jumlah pelanggan tersebut dalam waktu yang spesifik.

Habiskan $200 dan dapatkan 10 pelanggan maka CAC Anda adalah sebesar $20.

Berapakah hasil yang bagus di mana biaya perolehan patut dipertimbangkan? Itu tergantung industri dan model bisnis Anda. Penting juga bagi Anda untuk memahami bagaimana CAC masuk ke dalam anggaran keseluruhan usaha Anda. Lebih buruk operasi usaha Anda, lebih banyak jumlah yang dapat Anda habiskan untuk memperoleh pelanggan.

Lalu, ingatlah bahwa CAC yang tinggi akan masuk akal jika Anda juga memiliki … yang tinggi juga.

  1. Analisa Nilai Pelanggan (Customer lifetime value atau CLV)

Kecuali jika bisnis Anda hanya berjalan satu kali saja, beberapa persentase pelanggan akan menjadi pelanggan tetap. Semakin banyak pelanggan tetap yang Anda miliki dan semakin banyak pelanggan tersebut menghabiskan uang untuk produk Anda, semakin tinggi CAC yang dapat Anda jangkau. (Beberapa model bisnis terbangun pada masa kerusakan bahkan pada pembelian pertama atau kedua; kemudian pembelian mendatang akan dapat menjadi sebuah keuntungan, karena CAC berada di atau dekat dengan nol.)

CLV seringkali sulit untuk dikalkulasikan dan melibatkan pembuatan beberapa asumsi, setidaknya selama masa di mana usaha baru dimulai. Namun, begitu Anda telah membangun sedikit sejarah usaha, Anda mulai bisa mengidentifikasi retensi pelanggan dan spending trend.

Kemudian penghitungan menjadi jauh lebih mudah: Menentukan apa yang rata-rata dikeluarkan oleh pelanggan pada masa periode yang spesifik dan kalkulasikan pendapatan pada investasi CAC awal Anda. Periksa kembali hasilnya terhadap laporan laba dan rugi Anda. Kasarnya, lebih besar CLV, lebih tinggi CAC yang dapat Anda jangkau.

Mengapa kedua metrik ini sangat penting? Kenaikan CAC berarti Anda mulai perlu memotong biaya atau meningkatkan harga – atau lebih baik lagi dalam pemasaran dan penjualan. Pemerosotan CLV mengindikasikan perlunya pengukuran yang sama, dan berarti Anda gagal untuk menahan pelanggan terpenting dan paling tidak mahal yang Anda miliki: pelanggan saat ini.

  1. Tingkat retensi pelanggan (Customer retention rate atau CRR)

CRR adalah metrik utama yang menentukan apakah Anda memuaskan pelanggan – dan membantu Anda memprediksikan seberapa cepat Anda dapat mengembangkan bisnis Anda.

Tingkat retensi pelanggan mengidentifikasikan berapa persen pelanggan Anda telah bertahan bersama Anda selama waktu yang ditentukan, dan dapat dikalkulasikan dalam waktu per tahun, per bulan, atau per minggu.

Meskipun tidak ada rumus standar untuk menghitung tingkat retensi pelanggan Anda, berikut ini adalah satu cara akurat untuk mengukurnya.

Tingkat retensi pelanggan (CRR) = ((CE – CN) / CS) x 100

  • CE = Jumlah pelanggan pada akhir periode
  • CN = Jumlah pelanggan baru yang diperoleh sepanjang periode
  • CS = Jumlah pelanggan pada awal periode

Contohnya, Anda memulai pada bulan tertentu dengan 1.000 pelanggan. Pada akhir bulan, 150 pelanggan hilang, namun Anda menarik 200 pelanggan baru, maka Anda kini memiliki 1.050 pelanggan. Isi rumus di atas menjadi seperti berikut:

((1050-200) / 100) x 100 = 85%

Maka berapakah tingkat retensi yang baik? Seperti banyak hal, itu tergantung pada industri dan tujuan Anda. Namun tujuannya adalah untuk menjaga tingkat retensi setinggi mungkin.

  1. Repeat purchase rate

Repeat purchase rate Anda adalah persentase pelanggan Anda yang telah melakukan pembelian dari Anda lebih dari sekali. Ini menunjukkan berapa banyak yang telah kembali untuk melakukan pembelian dari Anda setelah pembelian pertama mereka, yang memberikan indikasi bagus terhadap kesuksesan upaya retensi pelanggan Anda.

Anda dapat melacak metrik ini secara mudah dengan jumlah pelanggan yang telah berbelanja lebih dari satu kali dari total jumlah pelanggan.

Repeat purchase rate = Jumlah pelanggan yang telah melakukan pembelian lebih dari satu kali / Total jumlah pelanggan

Untuk analisis yang lebih detil dari repeat purchase rate Anda, Anda mungkin sebaiknya menggunakan bantuan untuk melacaknya secara per hari, per minggu, dan per bulan. Jika Anda akan menjalankan promosi spesial, bantuan ini dapat membantu Anda menentukan apakah kegiatan spesifik tersebut akan menghasilkan kenaikan atau penurunan kembalinya orang-orang untuk melakukan lebih banyak lagi pembelian.

  1. Redemption rate

Membuat penawaran spesial dapat menjadi cara yang efektif untuk membawa orang-orang kembali ke bisnis Anda – namun berapa persentase penawaran Anda yang ditebuskan?

Redemption rate Anda akan menunjukkan itu:

Jumlah penawaran yang ditebuskan / Jumlah penawaran yang dikeluarkan

Redemption rate Anda akan menunjukkan jika pelanggan mengambil tindakan – biasanya dengan melakukan pembelian – ketika Anda mengeluarkan penawaran. Jika redemption rate Anda rendah (misalnya 20 persen), maka Anda harus menggali lebih dalam untuk mengetahui apa penyebabnya. Mungkin penawaran spesial Anda kurang menarik untuk membawa orang-orang kembali ke bisnis Anda – atau mereka tidak cukup tertarik dengan apa yang Anda tawarkan.

  1. Persentase pendapatan

Sangat sedikit bisnis memiliki hanya satu sumber pendapatan. Kebanyakan memiliki sejumlah sumber, dan perubahan dalam persentase kontribusi yang diberikan oleh masing-masing sumber dapat mengindikasikan masalah yang mendatang.

Ambil contoh bisnis sederhana seperti fotografi pernikahan. Sebut saja 80 persen pendapatan datang dari paket pernikahawn awal yang dijual ke pasangan, 10 persen dari penjualan tambahan setelah pernikahan kepada pasangan, dan 10 persen dari penjualan pasca-pernikahan kepada rekan-rekan, keluarga, dll.

Jika penjualan pasca-pernikahan merosot, itu akan mempengaruhi tingkat laba keseluruhan, karena hampir semua biaya pemasaran dan penjualan dihabiskan dalam pernikahan yang dibooking – sehingga marjin penjualan tambahan Anda tentu saja akan jauh lebih tinggi.

Perubahan dalam persentase pendapatan seringkali dapat menandakan bukan hanya perubahan dalam kebiasaan pelanggan melakukan pengeluaran, namun juga tren yang lebih luas dalam industri dan pasar Anda.

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