{"id":11479,"date":"2019-04-26T09:57:34","date_gmt":"2019-04-26T01:57:34","guid":{"rendered":"https:\/\/www.awoo.com.tw\/blog\/?p=11479"},"modified":"2023-12-29T12:54:53","modified_gmt":"2023-12-29T04:54:53","slug":"how-to-calculate-ltv-cltv","status":"publish","type":"post","link":"https:\/\/www.awoo.ai\/zh-hant\/blog\/how-to-calculate-ltv-cltv\/","title":{"rendered":"\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u662f\u4ec0\u9ebc\uff1f\u628a\u63e1\u4e09\u7a2e\u5e38\u898b\u7684LTV\u516c\u5f0f\u5e6b\u52a9\u9810\u7b97\u8a55\u4f30"},"content":{"rendered":"<p>\u6bcf\u500b\u7d93\u71df\u8005\u6216\u884c\u92b7\u4eba\u90fd\u6703\u60f3\u8fa6\u6cd5\u8b93\u66f4\u591a\u7684\u4f7f\u7528\u8005\u548c\u9867\u5ba2\u9020\u8a2a\u4f60\u7684\u7db2\u7ad9\u6216\u5546\u5e97\uff0c\u56e0\u6b64\u53ef\u80fd\u6703\u4f7f\u7528\u5404\u7a2e\u884c\u92b7\u65b9\u5f0f\u4f86\u60f3\u8fa6\u6cd5\u5c0e\u5165\u6d41\u91cf\uff0c\u5982\u64cd\u4f5c<a href=\"https:\/\/www.awoo.com.tw\/blog\/2019-seo-trend-and-best-seo-practice-1\/\">SEO<\/a>\u3001<a href=\"https:\/\/www.awoo.com.tw\/blog\/google-ads-adwords-trends\/\">\u95dc\u9375\u5b57\u5ee3\u544a<\/a>\uff0c\u9084\u6709\u6210\u672c\u7bc0\u7bc0\u5347\u9ad8\u7684<a href=\"https:\/\/www.awoo.com.tw\/blog\/tool_fb_social_efficient\/\">\u793e\u7fa4\u5ee3\u544a<\/a>\u7b49\u7b49\u3002\u4f46\u64cd\u4f5c\u9019\u4e9b\u884c\u92b7\u7ba1\u9053\u7684\u540c\u6642\uff0c\u5c31\u6703\u6d6e\u73fe\u66f4\u6df1\u5c64\u7684\u554f\u984c\uff1a\u8a72\u5982\u4f55\u78ba\u5b9a\u898f\u5283\u7684\u884c\u92b7\u9810\u7b97\u662f\u5426\u6703\u8d85\u51fa\u7372\u5229\uff1f\u6216\u662f\u627e\u5230\u7684\u662f\u4e0d\u662f\u771f\u7684\u6709\u50f9\u503c\u7684\u9867\u5ba2\uff1f\u672c\u7bc7\u6587\u7ae0\u6240\u8981\u8ac7\u8ad6\u7684\u300c\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u300d\uff0c\u5c31\u80fd\u5920\u5e6b\u52a9\u8a55\u4f30\u9019\u4e9b\u554f\u984c\uff0c\u63d0\u4f9b\u4e00\u500b\u8861\u91cf\u7684\u57fa\u6e96\u503c\u3002<\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_78 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">\u76ee\u9304<\/p>\n<span 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href=\"https:\/\/www.awoo.ai\/zh-hant\/blog\/how-to-calculate-ltv-cltv\/#%E7%B0%A1%E6%98%93LTV\" >\u7c21\u6613LTV<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.awoo.ai\/zh-hant\/blog\/how-to-calculate-ltv-cltv\/#%E8%87%AA%E8%A8%82LTV%E5%8F%8A%E5%85%B8%E5%9E%8BLTV\" >\u81ea\u8a02LTV\u53ca\u5178\u578bLTV<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.awoo.ai\/zh-hant\/blog\/how-to-calculate-ltv-cltv\/#%E9%A1%A7%E5%AE%A2%E7%B5%82%E8%BA%AB%E5%83%B9%E5%80%BC%E7%9A%84%E6%87%89%E7%94%A8\" >\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u7684\u61c9\u7528<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.awoo.ai\/zh-hant\/blog\/how-to-calculate-ltv-cltv\/#%E5%A6%82%E4%BD%95%E6%8F%90%E5%8D%87%E9%A1%A7%E5%AE%A2%E7%B5%82%E8%BA%AB%E5%83%B9%E5%80%BC\" 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id=\"%E9%A1%A7%E5%AE%A2%E7%B5%82%E8%BA%AB%E5%83%B9%E5%80%BC%E6%98%AF%E4%BB%80%E9%BA%BC%EF%BC%9F\"><\/span>\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u662f\u4ec0\u9ebc\uff1f<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u7684\u82f1\u6587\u662fLifetime Value(LTV)\uff0c\u53c8\u88ab\u7a31\u70baCustomer Lifetime Value(CLTV\/CLV)\uff0c\u662f\u8a08\u7b97\u67d0\u9867\u5ba2\u8207\u5546\u5bb6\u7dad\u6301\u8cb7\u8ce3\u95dc\u4fc2\u7684\u6642\u9593\u5167\u7684\u6de8\u6536\u76ca\u8ca2\u737b\u503c\uff0c\u5728\u570b\u5916\u662f\u500b\u8d8a\u4f86\u8d8a\u88ab\u91cd\u8996\u7684\u6307\u6a19\uff0cFacebook\u4e5f\u57282018\u5e746\u6708\u65bc\u5ee3\u544a\u7ba1\u7406\u54e1\u65b0\u589e\u4e86LTV\u53d7\u773e\u7684\u529f\u80fd\u3002<br \/>\n\u6839\u64da<a href=\"https:\/\/www.facebook.com\/business\/help\/1730784113851988\">Facebook\u7684\u5b9a\u7fa9<\/a>\uff0c\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u4ee3\u8868\u7684\u662f\u5546\u5bb6\u9810\u671f\u7279\u5b9a\u9867\u5ba2\u5728\u96d9\u65b9\u4fdd\u6301\u8cb7\u8ce3\u95dc\u4fc2\u671f\u9593\u53ef\u5e36\u4f86\u7684\u6de8\u6536\u76ca\u91d1\u984d\uff0c\u4e26\u53e6\u5916\u63d0\u4f9b\u56db\u500b\u5e38\u898b\u7684\u8a55\u91cf\u6307\u6a19\uff1a<br \/>\n\uff0e\u9867\u5ba2\u7167\u4e00\u822c\u8cfc\u8cb7\u7a0b\u5e8f\u8cfc\u8cb7\u5546\u54c1\u7684\u983b\u7387<br \/>\n\uff0e\u9867\u5ba2\u6bcf\u6b21\u8cfc\u8cb7\u5546\u54c1\u6240\u82b1\u8cbb\u7684\u91d1\u984d<br \/>\n\uff0e\u9867\u5ba2\u5728\u96d9\u65b9\u4fdd\u6301\u8cb7\u8ce3\u95dc\u4fc2\u671f\u9593\u5c07\u82b1\u8cbb\u7684\u9810\u4f30\u7e3d\u91d1\u984d<br \/>\n\uff0e\u9867\u5ba2\u4fdd\u6301\u8cb7\u8ce3\u95dc\u4fc2\u7684\u6642\u9593\u9577\u5ea6<br \/>\n\u9664\u4e86\u4e0a\u8ff0\u4ee5\u5916\uff0c\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u9084\u6709\u5176\u4ed6\u53ef\u4ee5\u653e\u5728\u516c\u5f0f\u5167\u8a08\u7b97\u7684\u6307\u6a19\u3002\u6211\u5011\u53ef\u4ee5\u85c9\u7531\u8a08\u7b97\u9019\u500b\u6578\u503c\u4f86\u8861\u91cf\u4e00\u4e9b\u95dc\u65bc\u884c\u92b7\u9810\u7b97\u7684\u554f\u984c\uff1a<br \/>\n\uff0e\u5728\u4ed8\u8cbb\u5ee3\u544a\u4e0a\u6709\u591a\u5c11\u884c\u92b7\u9810\u7b97\u7a7a\u9593\uff1f<br \/>\n\uff0e\u6211\u5011\u662f\u5426\u6295\u6ce8\u4e86\u5920\u591a\u7684\u9810\u7b97\u53bb\u7372\u5f97\u9867\u5ba2\uff1f<br \/>\n\uff0e\u6211\u5011\u8981\u6295\u6ce8\u591a\u5c11\u8cbb\u7528\u624d\u80fd\u5f97\u5230\u6700\u6709\u50f9\u503c\u7684\u9867\u5ba2\uff1f<\/p>\n<h2><\/h2>\n<h2><span class=\"ez-toc-section\" id=\"%E5%A6%82%E4%BD%95%E8%A8%88%E7%AE%97%E9%A1%A7%E5%AE%A2%E7%B5%82%E8%BA%AB%E5%83%B9%E5%80%BC%EF%BC%9F\"><\/span>\u5982\u4f55\u8a08\u7b97\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\uff1f<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u9019\u908a\u6211\u5011\u6703\u4ee5LTV\u4f86\u901a\u7a31\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u3002\u6839\u64da\u6bcf\u500b\u7522\u696d\u7279\u6027\u548c\u5546\u54c1\u56de\u8cfc\u9031\u671f\u7b49\u7684\u4e0d\u540c\uff0cLTV\u6709\u5f88\u591a\u7a2e\u8a08\u7b97\u65b9\u5f0f\u3002\u5728\u9019\u88e1\u6211\u5011\u5c07\u4ecb\u7d39<a href=\"https:\/\/neilpatel.com\/blog\/how-to-calculate-lifetime-value\/\">\u661f\u5df4\u514bLTV\u7814\u7a76\u6848\u4f8b<\/a>\uff0c\u4f86\u770b\u6700\u5e38\u898b\u76843\u7a2eLTV\u516c\u5f0f\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"%E7%B0%A1%E6%98%93LTV\"><\/span>\u7c21\u6613LTV<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u9019\u500b\u6848\u4f8b\u4f7f\u7528\u661f\u5df4\u514b\u96a8\u6a5f5\u7b46\u7684\u9867\u5ba2\u8cc7\u6599\u4f5c\u70ba\u8a08\u7b97\u57fa\u6e96\uff1a<\/p>\n<div class=\"table-responsive\"><table>\n<tbody>\n<tr>\n<td><\/td>\n<td>\u6bcf\u6b21\u9020\u8a2a\u7684\u5e73\u5747\u6d88\u8cbb\u91d1\u984d<\/td>\n<td>\u4e00\u9031\u5e73\u5747\u9020\u8a2a\u6b21\u6578<\/td>\n<td>\u6bcf\u9031\u5e73\u5747\u6d88\u8cbb\u91d1\u984d<\/td>\n<\/tr>\n<tr>\n<td>\u9867\u5ba2\u4e00<\/td>\n<td>3.5<\/td>\n<td>4<\/td>\n<td>14<\/td>\n<\/tr>\n<tr>\n<td>\u9867\u5ba2\u4e8c<\/td>\n<td>8.5<\/td>\n<td>3<\/td>\n<td>25.5<\/td>\n<\/tr>\n<tr>\n<td>\u9867\u5ba2\u4e09<\/td>\n<td>5<\/td>\n<td>5<\/td>\n<td>25<\/td>\n<\/tr>\n<tr>\n<td>\u9867\u5ba2\u56db<\/td>\n<td>6.5<\/td>\n<td>6<\/td>\n<td>39<\/td>\n<\/tr>\n<tr>\n<td>\u9867\u5ba2\u4e94<\/td>\n<td>6<\/td>\n<td>3<\/td>\n<td>18<\/td>\n<\/tr>\n<tr>\n<td>\u5e73\u5747\u503c<\/td>\n<td>5.9<\/td>\n<td>4.2<\/td>\n<td>24.3<\/td>\n<\/tr>\n<\/tbody>\n<\/table><\/div>\n<p>\u6709\u4e86\u4e0a\u9762\u7684\u8cc7\u6599\u4e4b\u5f8c\uff0c\u6211\u5011\u9084\u9700\u8981\u9867\u5ba2\u5e73\u5747\u8ca2\u737b\u5340\u9593\uff08The Average Customer Lifespan)\u9019\u500b\u5f88\u91cd\u8981\u7684\u6307\u6a19\uff0c\u6307\u7684\u662f\u4e00\u500b\u4eba\u8207\u5546\u5bb6\u7dad\u6301\u8cb7\u8ce3\u95dc\u4fc2\u7684\u6642\u9593\u9577\u5ea6\u3002\u5728\u9019\u500b\u6848\u4f8b\u4e2d\u5df2\u7d93\u5047\u8a2d\u661f\u5df4\u514b\u7684\u5e73\u5747\u8ca2\u737b\u5340\u9593\u70ba20\u5e74\uff0c\u6709\u4e86\u9019\u4e9b\u8cc7\u6599\u5c31\u53ef\u4ee5\u8a08\u7b97\u51fa\u7c21\u6613\u9867\u5ba2\u7d42\u8eab\u50f9\u503c(Simple LTV)\uff1a<br \/>\nLTV\uff1d\u6bcf\u9031\u5e73\u5747\u6d88\u8cbb x \u4e00\u5e74\u7e3d\u9031\u6578(52) x \u5e73\u5747\u8ca2\u737b\u5340\u9593\uff1d24.3 x 52 x 20\uff1d$25272<\/p>\n<h3><span class=\"ez-toc-section\" id=\"%E8%87%AA%E8%A8%82LTV%E5%8F%8A%E5%85%B8%E5%9E%8BLTV\"><\/span>\u81ea\u8a02LTV\u53ca\u5178\u578bLTV<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u661f\u5df4\u514b\u7684\u6848\u4f8b\u9664\u4e86\u7c21\u6613\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u4ee5\u5916\uff0c\u6709\u518d\u8a08\u7b97\u51fa\u5176\u4ed6\u7d50\u5408\u4e86\u6703\u8a08\u8cc7\u6599\u7684\u81ea\u8a02\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\uff08Custom LTV\uff09\u53ca\u5178\u578b\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\uff08Traditional LTV\uff09\uff0c\u5f97\u51fa\u5e73\u5747\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\uff08Average LTV\uff09\u3002<br \/>\n\u9019\u5169\u500bLTV\u7684\u516c\u5f0f\u8f03\u70ba\u8907\u96dc\uff0c\u56e0\u6b64\u6211\u5011\u70ba\u6bcf\u500b\u6578\u503c\u52a0\u4e0a\u4ee3\u78bc\u4ee5\u65b9\u4fbf\u8a08\u7b97\u53ca\u6bd4\u5c0d\uff1a(\u4ee5\u4e0b\u8cc7\u6599\u70ba\u7814\u7a76\u6848\u4f8b\u4e2d\u63d0\u4f9b\u7684\u6578\u503c)<\/p>\n<div class=\"table-responsive\"><table>\n<tbody>\n<tr>\n<td>\u6307\u6a19<\/td>\n<td>\u4ee3\u78bc<\/td>\n<td>\u6578\u503c<\/td>\n<td>\u5099\u8a3b<\/td>\n<\/tr>\n<tr>\n<td>\u9867\u5ba2\u6bcf\u6b21\u5e73\u5747\u6d88\u8cbb\u91d1\u984d<\/td>\n<td>s<\/td>\n<td>$5.9<\/td>\n<td><\/td>\n<\/tr>\n<tr>\n<td>\u9867\u5ba2\u4e00\u9031\u5e73\u5747\u9020\u8a2a\u6b21\u6578<\/td>\n<td>c<\/td>\n<td>4.2\u6b21<\/td>\n<td><\/td>\n<\/tr>\n<tr>\n<td>\u9867\u5ba2\u6bcf\u9031\u5e73\u5747\u6d88\u8cbb\u91d1\u984d<\/td>\n<td>a<\/td>\n<td>$24.3<\/td>\n<td><\/td>\n<\/tr>\n<tr>\n<td>\u9867\u5ba2\u5e73\u5747\u8ca2\u737b\u5340\u9593<\/td>\n<td>t<\/td>\n<td>20\u5e74<\/td>\n<td><\/td>\n<\/tr>\n<tr>\n<td>\u9867\u5ba2\u4fdd\u7559\u7387<\/td>\n<td>r<\/td>\n<td>75%<\/td>\n<td>\u6bcf\u4f4d\u9867\u5ba2\u65bc\u5340\u9593\u5167\u518d\u6b21\u56de\u8cfc\u7684\u6bd4\u7387\u3002<\/td>\n<\/tr>\n<tr>\n<td>\u6bcf\u4f4d\u9867\u5ba2\u7684\u5e73\u5747\u6bdb\u5229\u7387<\/td>\n<td>p<\/td>\n<td>21.3%<\/td>\n<td><\/td>\n<\/tr>\n<tr>\n<td>\u6298\u73fe\u7387<\/td>\n<td>i<\/td>\n<td>10%<\/td>\n<td>\u4e00\u822c\u6298\u73fe\u7387\u70ba8~15%\u3002<\/td>\n<\/tr>\n<tr>\n<td>\u5e73\u5747\u6bcf\u9867\u5ba2\u8ca2\u737b\u5340\u9593\u6bdb\u5229<\/td>\n<td>m<\/td>\n<td>$5382.94<\/td>\n<td>\u6bdb\u5229\u73870.213\u4e58\u4ee5\u4e0a\u65b9\u7684\u7c21\u6613LTV\u8a08\u7b97\u5f97\u51fa\u3002<\/td>\n<\/tr>\n<\/tbody>\n<\/table><\/div>\n<p>Custom LTV\uff1d\u5e73\u5747\u8ca2\u737b\u5340\u9593 x\uff08\u4e00\u5e74\u7e3d\u9031\u6578 x \u6bcf\u6b21\u5e73\u5747\u6d88\u8cbb\u91d1\u984d x \u4e00\u9031\u5e73\u5747\u9020\u8a2a\u6b21\u6578 \u00a0x \u6bcf\u4f4d\u9867\u5ba2\u7684\u5e73\u5747\u6bdb\u5229\u7387\uff09\uff1dt\uff0852 x s x c x p\uff09\uff1d$5489<br \/>\nTraditional LTV\uff1dm[r\/(1\u00a0+ i &#8211; r)]\uff1d\u5e73\u5747\u6bcf\u9867\u5ba2\u8ca2\u737b\u5340\u9593\u6bdb\u5229 x [\u9867\u5ba2\u4fdd\u7559\u7387\/(1 + \u6298\u73fe\u7387 &#8211; \u9867\u5ba2\u4fdd\u7559\u7387]\uff1d$11535<br \/>\nAverage LTV\uff1d\uff0825272 + 5489 + 11535 \uff09\uff1d $14098.67<br \/>\n\u96d6\u7136\u4e0a\u8ff0\u6709\u7d50\u5408\u4e00\u4e9b\u6578\u503c\u548c\u8f03\u70ba\u8907\u96dc\u7684\u516c\u5f0f\u8a08\u7b97\uff0c\u4f46LTV\u7d42\u7a76\u662f\u7528\u4f86\u5e6b\u52a9\u8a55\u4f30\u884c\u92b7\u9810\u7b97\u7684\u53c3\u8003\u6578\u503c\uff0c\u4e0d\u4e00\u5b9a\u5f97\u7d50\u5408\u6703\u8a08\u8cc7\u6599\u624d\u80fd\u8a08\u7b97\uff0c\u53ea\u8981\u6709\u6700\u57fa\u672c\u7684\u6bcf\u6b21\u9020\u8a2a\u5e73\u5747\u6d88\u8cbb\u91d1\u984d\u3001\u5e73\u5747\u8cfc\u8cb7\u9031\u671f\u3001\u5e73\u5747\u8ca2\u737b\u5340\u9593\u9019\u4e09\u500b\u57fa\u672c\u8cc7\u6599\uff0c\u5c31\u80fd\u8a08\u7b97\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u3002<br \/>\n\u4f46\u5c0d\u65bc\u7d93\u71df\u6642\u9593\u4e0d\u9577\u7684\u96fb\u5546\u4f86\u8aaa\uff0c\u53ef\u80fd\u6703\u64d4\u5fc3\u5982\u679c\u6c92\u6709\u50cf\u661f\u5df4\u514b\u4e00\u6a23\u6709\u9019\u9ebc\u9577\u7684\u5e73\u5747\u8ca2\u737b\u5340\u9593\uff0c\u662f\u4e0d\u662f\u5c31\u7121\u6cd5\u8a08\u7b97\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\uff1f\u5982\u540c\u4e0a\u4e00\u6bb5\u6240\u8aaa\u7684\uff0cLTV\u662f\u53c3\u8003\u503c\uff0c\u4f60\u53ef\u4ee5\u7528\u4f86\u8a55\u4f30\u73fe\u6cc1\u6216\u662f\u9810\u6e2c\u5c07\u4f86\u7684\u6536\u76ca\uff0c\u56e0\u6b64\u8ca2\u737b\u5340\u9593\u4e0d\u4e00\u5b9a\u662f\u8981\u5f88\u9577\u7684\u6642\u9593\uff0c\u7528\u4e00\u5e74\u3001\u534a\u5e74\uff0c\u751a\u81f3\u662f3\u500b\u6708\uff0c\u90fd\u53ef\u4ee5\u4f5c\u70ba\u8ca2\u737b\u5340\u9593\u4f86\u8a08\u7b97\uff0c\u5e6b\u52a9\u4f60\u505a\u8a55\u4f30\u4f86\u898f\u5283\u884c\u92b7\u9810\u7b97\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E9%A1%A7%E5%AE%A2%E7%B5%82%E8%BA%AB%E5%83%B9%E5%80%BC%E7%9A%84%E6%87%89%E7%94%A8\"><\/span>\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u7684\u61c9\u7528<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u5728\u5ee3\u544a\u6210\u672c\u5e74\u5e74\u5347\u9ad8\u7684\u60c5\u6cc1\u4e4b\u4e0b\uff0c\u6bcf\u5bb6\u516c\u53f8\u90fd\u60f3\u8981\u5c07\u884c\u92b7\u9810\u7b97\u653e\u5728\u627e\u51fa\u300c\u8f03\u6709\u50f9\u503c\u7684\u9867\u5ba2\u300d\u4e4b\u4e0a\u3002\u6839\u64daMarketing Metrics\u6b64\u66f8\u7684\u6578\u64da\uff0c\u8b93\u73fe\u5b58\u9867\u5ba2\u8cfc\u8cb7\u7684\u53ef\u80fd\u6027\u662f60-70%\uff0c\u800c\u65b0\u7684\u6f5b\u5728\u5ba2\u6236\u53ea\u67095-20%\u3002\u4ee5\u9019\u6a23\u7684\u7d50\u679c\u4f86\u770b\uff0c\u6295\u8cc7\u73fe\u5b58\u9867\u5ba2\u53ef\u80fd\u6703\u70ba\u4f60\u7684\u5546\u5e97\u5e36\u4f86\u8f03\u5177\u6548\u76ca\u7684\u696d\u7e3e\uff0c\u56e0\u6b64\u900f\u904e\u8a08\u7b97\u51faLTV\uff0c\u4f60\u5c31\u80fd\u898f\u5283\u7dad\u7e6b\u820a\u5ba2\u7684\u884c\u92b7\u9810\u7b97\u3002<br \/>\nLTV\u4e5f\u80fd\u5920\u61c9\u7528\u5728\u958b\u767c\u65b0\u5ba2\u4e4b\u4e0a\u3002\u4ee5\u5f80\u4f60\u6216\u8a31\u53ea\u80fd\u7528\u8ca2\u737b\u91d1\u984d\u53ca\u56de\u8cfc\u6b21\u6578\u4f86\u5283\u5206\u65e2\u6709\u7684\u6703\u54e1\u540d\u55ae\uff0c\u4f46\u662f\u7576\u8a08\u7b97\u51fa\u5168\u90e8\u9867\u5ba2\u7684\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u4e4b\u5f8c\uff0c\u5c31\u80fd\u5920\u7be9\u9078\u51fa\u4e00\u6279\u8ca2\u737b\u91d1\u984d\u548c\u8ca2\u737b\u5340\u9593\u9ad8\u65bc\u9019\u500b\u6578\u503c\u7684\u9867\u5ba2\u7fa4\uff0c\u4e5f\u5c31\u662f\u5283\u5206\u51fa\u4f60\u7684\u300c\u8f03\u6709\u50f9\u503c\u9867\u5ba2\u300d\u3002\u900f\u904e\u627e\u51fa\u9019\u7fa4\u9867\u5ba2\uff0c\u4f60\u53ef\u4ee5\u898f\u5283\u7b26\u5408\u9019\u4e9b\u4eba\u559c\u597d\u7684\u884c\u92b7\u7b56\u7565\uff0c\u6216\u662f\u532f\u5165FB LTV\u540d\u55ae\uff0c\u62d3\u5c55\u985e\u4f3c\u53d7\u773e\u4f86\u6295\u653e\u793e\u7fa4\u5ee3\u544a\u3002<br \/>\n\u73fe\u4eca\u7684\u96fb\u5546\u7522\u696d\u4e2d\uff0c\u6700\u5e38\u61c9\u7528LTV\u7684\u662f\u624b\u6a5f\u904a\u6232\u516c\u53f8\u3002\u9019\u662f\u7531\u65bc\u5927\u90e8\u5206\u7684\u624b\u904a\u662f\u63d0\u4f9b\u514d\u8cbb\u7684\u670d\u52d9\uff0c\u6536\u76ca\u662f\u4f86\u81ea\u65bc\u73a9\u5bb6\u984d\u5916\u8cfc\u8cb7\u7684\u5468\u908a\u5546\u54c1\uff0c\u4e5f\u662f\u6211\u5011\u4fd7\u7a31\u7684\u8ab2\u91d1\u3002\u7136\u800c\u4e0d\u662f\u6bcf\u500b\u73a9\u5bb6\u90fd\u9858\u610f\u82b1\u8cbb\u91d1\u9322\u5728\u904a\u6232\u4e0a\uff0c\u6240\u4ee5\u624b\u904a\u516c\u53f8\u85c9\u7531\u8a08\u7b97LTV\uff0c\u5283\u5206\u51fa\u8ca2\u737b\u503c\u6700\u5927\u7684\u9867\u5ba2\u7fa4\uff0c\u5c07\u884c\u92b7\u8cc7\u6e90\u96c6\u4e2d\u5728\u8ab2\u91d1\u80fd\u529b\u6700\u5f37\u7684\u9019\u4e9bVIP\u4e0a\u3002<br \/>\n\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u53ef\u5e6b\u52a9\u5c07\u9867\u5ba2\u7fa4\u505a\u66f4\u7d30\u7dfb\u7684\u5283\u5206\uff0c\u5e6b\u52a9\u4f60\u91d0\u6e05\u8a72\u5c07\u884c\u92b7\u65b9\u5f0f\u53ca\u8cc7\u6e90\u61c9\u8a72\u6295\u8cc7\u518d\u54ea\u4e00\u7fa4\u9867\u5ba2\u4e0a\u3002\u7576\u8981\u958b\u767c\u65b0\u7522\u54c1\u6642\uff0c\u4e5f\u53ef\u4ee5\u904b\u7528\u9867\u5ba2\u7d42\u8eab\u50f9\u503c\u8a55\u4f30\u6f5b\u5728\u9867\u5ba2\u7684\u8ca2\u737b\u50f9\u503c\u53ca\u8ca2\u737b\u6642\u9593\u9577\u5ea6\uff0c\u4f86\u9810\u671f\u53ef\u80fd\u5e36\u4f86\u7684\u6536\u76ca\uff0c\u4f5c\u70ba\u898f\u5283\u884c\u92b7\u9810\u7b97\u53ca\u5b9a\u50f9\u7684\u53c3\u8003\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E5%A6%82%E4%BD%95%E6%8F%90%E5%8D%87%E9%A1%A7%E5%AE%A2%E7%B5%82%E8%BA%AB%E5%83%B9%E5%80%BC\"><\/span>\u5982\u4f55\u63d0\u5347\u9867\u5ba2\u7d42\u8eab\u50f9\u503c<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u5f9e\u4e0a\u9762\u4ecb\u7d39\u7684LTV\u516c\u5f0f\u53ef\u4ee5\u770b\u51fa\uff0c\u9867\u5ba2\u7684\u8ca2\u737b\u5340\u9593\u662f\u5f71\u97ffLTV\u7684\u95dc\u9375\uff0c\u800c\u62c9\u9577\u9867\u5ba2\u8ca2\u737b\u5340\u9593\u6709\u5169\u5927\u91cd\u9ede\uff1a\u9867\u5ba2\u6eff\u610f\u5ea6\uff08Customer Satisfaction\uff09\u53ca\u9867\u5ba2\u4fdd\u7559\u7387\uff08Customer Retention\uff09\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"%E9%A1%A7%E5%AE%A2%E6%BB%BF%E6%84%8F%E5%BA%A6\"><\/span>\u9867\u5ba2\u6eff\u610f\u5ea6<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u6839\u64da\u7f8e\u570bCRM\u516c\u53f8HubSpot\u7684\u6578\u64da\uff0c\u670977%\u7684\u6d88\u8cbb\u8005\u6703\u5411\u5176\u4ed6\u4eba\u5206\u4eab\u6b63\u9762\u7684\u8cfc\u7269\u9ad4\u9a57\uff1b\u9019\u4efd\u5831\u544a\u4e5f\u986f\u793a\uff0c\u67d0\u4e9b\u4f01\u696d\u7684\u6536\u76ca\u4e0b\u6ed1\uff0c\u53ef\u80fd\u8ddf\u4ed6\u5011\u4e4b\u4e2d\u50c5\u4e0d\u52303\u6210\u91cd\u8996\u9867\u5ba2\u6eff\u610f\u5ea6\u9019\u500b\u6307\u6a19\u6709\u95dc\u3002\u56e0\u6b64\u8b93\u9867\u5ba2\u6709\u826f\u597d\u7684\u8cfc\u7269\u7d93\u9a57\uff0c\u4e0d\u50c5\u672a\u4f86\u53ef\u80fd\u6703\u6301\u7e8c\u5728\u4f60\u7684\u5546\u5bb6\u6d88\u8cbb\uff0c\u4e5f\u53ef\u80fd\u6703\u5e36\u4f86\u5176\u4ed6\u7684\u6536\u76ca\uff0c\u9032\u800c\u5f71\u97ff\u5230\u4f01\u696d\u7684\u696d\u7e3e\u6210\u9577\u3002<br \/>\n\u9867\u5ba2\u6eff\u610f\u5ea6\u4ee3\u8868\u8457\u5ba2\u6236\u56de\u994b\u53ca\u4f7f\u7528\u8005\u9ad4\u9a57\uff0c\u8207\u4f01\u696d\u4e2d\u7684\u5ba2\u6236\u670d\u52d9\u53ca\u9867\u5ba2\u6210\u529f\u5718\u968a\u606f\u606f\u76f8\u95dc\u3002\u56e0\u6b64\u6536\u76ca\u826f\u597d\u7684\u516c\u53f8\u4e0d\u50c5\u6703\u6ce8\u91cd\u9867\u5ba2\u7684\u610f\u898b\uff0c\u4e5f\u5f80\u5f80\u6703\u6295\u6ce8\u8a31\u591a\u8cc7\u6e90\u5728\u9019\u5169\u500b\u5718\u968a\u4e4b\u4e0a\u3002\u5718\u968a\u7684\u904b\u4f5c\u9806\u66a2\uff0c\u624d\u80fd\u548c\u9867\u5ba2\u7dad\u7e6b\u826f\u597d\u7684\u8cb7\u8ce3\u95dc\u4fc2\u3002<\/p>\n<h3><span class=\"ez-toc-section\" id=\"%E9%A1%A7%E5%AE%A2%E4%BF%9D%E7%95%99%E7%8E%87\"><\/span>\u9867\u5ba2\u4fdd\u7559\u7387<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>\u6839\u64da\u5168\u7403\u4e09\u5927\u4f01\u696d\u9867\u554f\u516c\u53f8\u4e4b\u4e00\u7684Bain &amp; Company\u7684<a 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