Não é segredo para ninguém que as empresas batalham muito para conseguir falar com os visitantes da sua página e convencê-los a se conectar com a marca. Assim, captar leads segue sendo um desafio constante na jornada dessas empresas..
Pensando nisso, é importante entender quais são as melhores estratégias para captar leads de maneira efetiva e garantir o sucesso da empresa nessa jornada. É para te ajudar nisso que a All iN está aqui! Separamos algumas dicas para te ajudar a captar leads e te mostrar como a inteligência de dados pode ser uma grande aliada nessa estratégia.
Está preparado? Então vem com a gente!
Captar leads: diferenças entre cadastrar e identificar um lead
Quer entender mais sobre como captar leads com eficiência? Relaxa, a All iN te conta!
O lead é aquele potencial cliente que demonstra interesse na sua marca e produtos ao compartilhar seus dados, seja assinando uma newsletter de novidades ou fazendo um login via rede social para ter acesso a alguma oferta.
Só que, apesar de garantir, sim, o novo lead, simplesmente cadastrar esse visitante no seu site vai te dar acesso a pouquíssimas informações sobre quem é essa pessoa e do que ela gosta. Isso torna a tarefa de enviar mensagens mais segmentadas, focadas nos interesses do consumidor, uma tarefa impossível. E, pior, diminui as chances de conversão.
Para captar leads de maneira efetiva é preciso muito mais que só cadastrar.
Por outro lado, identificar um lead significa saber com mais precisão quem é a pessoa por trás do clique – saber o seu nome, sua localização, entender seu comportamento de navegação, do que ela gosta e precisa, o seu perfil de consumo nos ambientes virtuais, etc.
Tendo acesso a esse tipo de dado, desde o primeiro momento que o visitante vira um lead, ajuda e muito a dar continuidade à sua estratégia de vendas.
E então: qual dessas opções te parece mais promissora ao captar leads? Qual parece capaz de proporcionar mais dados para segmentação de campanhas e maior potencial para gerar vendas? E então, na hora de captar leads é melhor cadastrar ou identificar mais leads?
Se você ainda tem dúvidas, aqui vão alguns dados: canais de cadastro que utilizam identificação de leads e uma estratégia de comunicação mais humanizada registram uma taxa de clique (CTR) de até 4,74%. Para se ter uma base de comparação, a média de sign ups é de 1,95%. Ou seja: identificação funciona, sim!
A pedra no seu caminho (ou: o que está te impedindo de identificar e captar leads?)
Ao captar leads sua empresa consegue estruturar estratégias mais efetivas e humanizadas, aumentando a aproximação com o cliente!
Tem uma grande diferença entre coletar endereços de email e ficar enviando mensagens genéricas para os consumidores – caindo na caixa de SPAM e irritando as pessoas – e saber exatamente com quem você está falando.
Pegue o exemplo da Sarah. Ela mora no Rio de Janeiro, vai de bike pro trabalho todo dia e é fã de e-commerces de moda praia, especialmente de maiôs. Logo, para esse lead, aquela oferta de biquínis da sua loja pode não ser a melhor ideia. Mas o desconto de 20% off nos maiôs, com certeza vai ser.
Porém, se como a gente comentou, os sites e e-commerces ainda enfrentam algumas dificuldades para captar leads, imagina então, para identificar essas pessoas. Portanto, para resolver o problema na raiz, primeiro é preciso entender por que isso acontece. E a gente tem alguns insights para você.
Para começar, as empresas estão tão focadas em aumentar o número de usuários cadastrados na sua página que acabam despriorizando a experiência do consumidor. E, apesar de comum, esse erro é bem “rude”.
Afinal, para convencer uma pessoa, que provavelmente nem conhece a sua marca, a fornecer dados pessoais como nome, e-mail e localização, você precisa oferecer mais do que uma mensagem falando “se cadastre aí, vai”, né não? Você, como consumidor, se cadastraria? Pois é.
Isso acontece especialmente porque, nas fases iniciais da sua jornada de compra, os consumidores demandam uma comunicação mais empática e afetiva – exatamente como quando nos apresentamos para uma pessoa nova no nosso ciclo de amizade.
Outra questão é que, na pressa para aumentar a base, as empresas acabam sacrificando a qualidade dos leads em troca de volume, sem pensar numa estratégia de vendas a médio e longo prazo. E por que isso é ruim? Bom, porque não adianta popular sua base com pessoas que têm pouco ou mesmo nada em comum com a sua marca e o que ela vende.
Vamos supor que a sua marca só venda biquínis. De quê adiantaria cadastrar a Sarah (lembra dela?) se essa consumidora gosta exclusivamente de maiôs. Ela ia, sim, virar um lead, mas as chances de comprar na sua loja seriam mínimas. Esse investimento para captar leads poderia ser melhor direcionado para pessoas que amam – e, portanto, teriam mais chances de comprar – biquínis.
Para resolver isso, sua marca precisa conhecer bem a persona do negócio e alinhar as comunicações para atrair as pessoas que mais se encaixam nesse perfil. Ou seja: investir em campanhas segmentadas para o seu público, que apliquem uma linguagem humanizada e que despertem a empatia das pessoas.
E, para captar leads e criar essas estratégias de maneira efetiva, é muito importante saber usar a tecnologia a seu favor. Quer saber mais? Vem com a gente
A tecnologia é a solução
Utilizando a inteligência você garante que sua estratégia para captar leads seja otimizada e atualizada!
Hoje o mercado oferece várias opções para captar leads, seja dentro ou fora do site. Formulários de sign up nas redes sociais e push opt-in – aquelas ferramentas de cadastro para que os usuários recebam mensagens de conteúdo e promoções na área de trabalho.
Esses canais podem ser integrados com outras plataformas para popular uma lista de contatos e disparar campanhas de e-mail marketing e newsletter, por exemplo.
O problema é que nem todas essas ferramentas contam com uma camada de inteligência que ajude as marcas a identificar e captar leads, analisar seus dados de navegação e trazer insights para otimizar as estratégias das campanhas e de vendas.
E o que essa camada de inteligência traz de vantagens?
Bom, para começar a tecnologia permite analisar todo o volume de dados que é colhido dos visitantes cadastrados no site, em escala. Seria impossível fazer isso manualmente, com eficácia.
Como a gente explicou, essas informações permitem entender o perfil dos consumidores e otimizar as segmentações de campanhas, de acordo com o comportamento de navegação de cada pessoa, resultando em ações muito mais personalizadas.
Mas não é só isso. Conforme os consumidores engajam com os canais dessa plataforma inteligente, mais ela aprende sobre aquelas pessoas e seus interesses. Isso permite uma automação de campanhas muito mais assertiva, consequentemente gerando mais resultados.
Na prática: como identificar e captar leads
Algumas empresas, hoje, já oferecem canais de relacionamento que contam com uma camada de inteligência – serviços dos mais diversos valores, que oferecem mais ou menos recursos e customização. O ideal é pesquisar suas opções e casar os objetivos da sua empresa com o que as plataformas oferecem.
A nossa plataforma de engajamento, por exemplo, utiliza aqueles mesmos canais para captar leads que apresentamos, mas com uma grande diferença: nosso algoritmo de inteligência artificial capta também os dados de identificação do usuário – como nome, localização, gênero e e-mail – e monitora seu comportamento de navegação.
Isso permite que as próximas campanhas enviadas para esse lead sejam personalizadas e ainda mais segmentadas.
Quer um exemplo? Então dá uma olhadinha nesse opt-in de um site de biquínis. Eles estão buscando captar leads para receber Notificações Push – aquelas mensagens de conteúdo e promoções, que aparecem no cantinho inferior direito da área de trabalho para levar os consumidores de volta para sites e e-commerces.
Viu o que a gente fez aqui? Uma mensagem divertida, empática, que mostra que esse e-commerce hipotético tem foco em biquínis. Ou seja, essa loja vai cadastrar mais gente que tem potencial de comprar exatamente o que ela vende.
Mas o maior destaque está na inteligência de segmentação, que vai permitir que a marca entregue mensagens ainda mais alinhadas com os interesses desse consumidor no futuro.
Outra aposta é o login pelo Facebook ou e-mail, por exemplo. Aqui, na All in, fazemos isso através do canal Social Lightbox. E por que ele é legal? Porque melhora a experiência do usuário, eliminando aquela etapa do cadastro – que muitos consideram “chata” –, em que as pessoas precisam digitar seus dados.
No caso do Social Lightbox, o canal puxa essas informações automaticamente da rede social. Isso, consequentemente, aumenta as chances de conversão e permite que as marcas passem a impactar esses leads através do e-mail humanizado, por exemplo.
E por que identificar e captar leads ajuda a vender mais?
Agora é aquele momento em que você pode estar pensando: “tá, eu entendi que, para ter uma base de contatos mais alinhada com o meu negócio e com maior potencial de conversão, não basta cadastrar, mas identificar meus leads. Mas como eu transformo isso em vendas, de fato?”.
Bom, o fato é que identificando os seus visitantes você pode aproveitar muito mais a sua base de contatos. Isso porque, se você usar uma plataforma de engajamento inteligente, à medida que esse usuário engaja com os canais, você terá acesso a mais dados de navegação.
E o comportamento dos seus leads dá dicas valiosas sobre como ele consome online. Como que tipo de conteúdo costuma ler, que produtos mais visita, em qual horário costuma estar ativo, entre outras informações.
Ou seja, mais e mais a plataforma vai aprendendo sobre esse lead e pode “decidir” automaticamente que tipo de mensagem enviar para essa pessoa, que oferta se encaixa melhor ao seu perfil, qual o canal esse consumidor tem afinidade (é pelo e-mail ou pelas Notificações Push? No celular ou desktop? e em que hora do dia está mais disposto a se engajar, por exemplo.
E, como a gente sabe, engajamento se reflete diretamente nas vendas. Não à toa, nosso estudo demonstra que a aplicação de estratégias de People Marketing – metodologia que integra a etapa de identificar e captar leads – garante até 3,5 vezes mais conversões que estratégias tradicionais de marketing digital. Ou seja: mais vendas para o seu site.
E aí, já está preparado para captar leads e aumentar as vendas da sua empresa? Já inseriu essa estratégia na sua marca? Conta para a gente nos comentários! Bora captar leads com a gente, é só clicar no banner para conhecer as soluções All in!
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