Personalização no Marketing

Personalização no Marketing das Empresas Portuguesas

Os profissionais de marketing continuam a aprimorar os seus recursos para fornecer mensagens e experiências personalizadas aos clientes, através de vários canais. Mas ainda existem lacunas significativas.

 

Breve Introdução LISPOLIS

A personalização é cada vez mais um tema debatido pelos profissionais de marketing. Os clientes são cada vez mais exigentes e já há muito que não existe o conceito de “one size fits all”. Cada cliente deseja ser tratado como único e que lhe seja garantida uma experiência exclusiva, adequada aos seus hábitos de consumo e desejos. É nesse sentido que Frederico Carvalho, Fundador da DigitalFC e da Conferência de Marketing e Vendas Online CLICKSUMMIT, escreve o artigo  Personalização no marketing: enquadramento para o digital, do qual foi retirado o excerto abaixo.

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Por Frederico Carvalho

Os dados do cliente são um dos ativos mais valiosos no mundo dos negócios e uma componente fundamental do marketing corporativo. Garantir a captação de dados de forma precisa, personalizada, consistente e em conformidade com o RGPD é fundamental para o sucesso de qualquer negócio atualmente. Para atingir esses objetivos, a sua organização precisa de ter uma estratégia correta de gestão de dados, permitindo criar melhores experiências para o consumidor, aumentar o ROI do marketing digital e manter-se alinhado com as políticas de legislação de dados em constante mudança.

A personalização, conceito cunhado por Lester Wuderman (1978), quando este criador do marketing direto, idealizou  uma comunicação dirigida a cada indivíduo, através da captação de dados pessoais dos consumidores, revolucionou o marketing. E, hoje em dia, é um dos grandes pilares da comunicação.

Para que possa ser aplicada pelos profissionais de marketing, a personalização exige um contexto sobre os utilizadores de determinada marca/negócio, o que inclui conhecimento sobre a pessoa (exemplo: informações demográficas e dados psicográficos) e as suas circunstâncias (comportamentais, geográficas, dados transacionais, etc.). Só assim é possível selecionar e personalizar o conteúdo, ofertas e interações que permitam maximizar a conversão, entre outros objetivos de marketing e negócio.

Barreiras das empresas à personalização

Com a grande quantidade de pontos de contacto com os consumidores de que uma empresa dispõe atualmente, alcançar uma visão global do cliente, que permita a personalização dos conteúdos e serviços, tem sido, do lado das marcas, uma problemática, desde o início do CRM (customer-relationship-management). Outras barreiras são:

 

    • Falta de recursos (pessoas, tempo, dinheiro).
    • Desafios que envolvem dados (recolha de dados insuficiente, estrutura, forma de uso).
    • Estratégia / Falta de conhecimento;
    • Desafios tecnológicos (não dispõem das ferramentas certas ou estas são difíceis de gerir).
    • Desafios internos com equipas fechadas (trabalham em silos).

 

Barreiras na Personalização

Os dados do cliente são um dos recursos mais preciosos para o crescimento de um negócio. Muitas empresas investem bastante (e a tendência é que venham a investir cada vez mais) para analisar as publicações em redes sociais, avaliar o número de interações – desde o clique até a conversão online -, entre muitas outras informações personalizadas que a tecnologia permite obter.

Gestão da reputação e personalização do suporte ao cliente

Todas as marcas estão preocupadas com a reputação. Por isso, dão cada vez mais importância aos sites de opinião e análise. Como a gestão de reputação é definitivamente um fator importante, faz sentido que as marcas procurem incentivar conversas positivas e anular rapidamente o conteúdo negativo.

O Google adaptou o algoritmo de pesquisa para fornecer resultados por localidade, privilegiando os mesmos na parte superior da página (é o que acontece em pesquisas genéricas como “universidades, “restaurantes” ou “hotéis”). Essa alteração está alinhada com as necessidades dos utilizadores que utilizam dispositivos móveis.

Configure e mantenha um perfil gratuito no Google My Business, sendo cuidadoso ao preencher as informações da sua empresa. Como o sistema permite comentários, garanta resposta a todos os comentários, personalizando a interação. Está a construir a sua reputação digital, a manter uma relação personalizada com cada utilizador e a estabelecer uma comunidade leal de clientes. O Google My Business tem uma secção de perguntas e respostas, que deve aproveitar para lidar proativamente com as perguntas que os seus potenciais clientes possam ter.

Além do Google potenciar o seu SEO local, registe a sua empresa noutros diretórios (alinhado com a indústria em que atua), como é o caso das Páginas Amarelas, Portugalio, TripAdvisor, ReclameAqui, Portal da Queixa, etc.

O Edelman Trust Barometer mostra que 64% dos consumidores confiam nos resultados e informações dos motores de pesquisa online para fundamentar as suas decisões de compra.

Experiências recorrentes e menos positivas que os clientes relatam sobre o serviço que as marcas prestam:

 

    • Funcionários com pouca experiência no atendimento ao cliente.
    • Funcionários com pouca experiência e sem conhecimento adequado do produto ou serviço.
    • Interações não profissionais e impessoais.
    • Longos tempos de espera e de resposta.
    • Falta de atenção aos detalhes fornecidos pelo cliente.
    • Não resolução de problemas.

 

De acordo com um estudo realizado pela startup Send4 (Brasil), 90% dos consumidores que adquirem produtos pela internet não voltam a realizar compras em sites que não oferecem, com clareza, um serviço de trocas e devoluções que seja fácil e simples.

Em jeito de conclusão, pode verificar-se que o marketing contemporâneo possui um conjunto de ferramentas e serviços que podem melhorar a perceção que os clientes têm das empresas. Contudo, estas não podem perder de vista que, cada vez mais, o cidadão, consumidor e cliente, deve estar no centro da comunicação. Daí que a personalização constitua uma das especificidades do marketing a que devemos dar toda a atenção, enquanto elemento de valorização e reconhecimento das competências humanas.

Leia mais sobre Personalização no marketing: enquadramento para o digital 

Sobre o autor:

FREDERICO CARVALHO
Frederico Carvalho é Autor, Consultor e Docente em temáticas associadas ao Marketing Digital, com especial foco em geração de leads.

É ainda Fundador e Organizador da Conferência de Marketing e Vendas Online – CLICKSUMMIT, Business Partner da conferência DIGITALKS.pt

Participe no Curso de Marketing Digital e durante 2 dias aprenda as estratégias comprovadas para crescer o seu negócio.

Veja o programa completo e inscreva-se já!

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