
Consejos para que marketing detecte pain points
1. Identifica tu buyer persona. Será el punto de partida para todas tus acciones, debes tener claro a quien le vas a dirigir tus esfuerzos de marketing. Esta representación de tu cliente ideal cuenta con un perfil integrado por el nombre, edad, ocupación, intereses, escolaridad, situación económica, entre otros aspectos.
2. Obtén comentarios de tu equipo interno. Debes unir fuerzas con el equipo de ventas o servicio al cliente, porque ellos tienen el contacto directo con los consumidores principales. La información, experiencia y recomendaciones que te brinden son de gran importancia para encontrar los pain points de los clientes.
3. Examina blogs, grupos y foros. Otro de los espacios en los que puedes continuar con la investigación son los blogs, grupos en redes sociales, foros en páginas especializadas y, si es el caso, reseñas en plataformas de video como YouTube, donde hablan acerca de tus productos o servicios. En las preguntas y respuestas, dudas, debates y recomendaciones encontrarás puntos de vista bastantes sinceros respecto a la calidad de tu marca, negocio o empresa. Esto te ayudará a abrir tu visión para identificar los pain points de clientes potenciales.
4. Analiza las palabras clave. Actualmente una de las primeras fuentes de consulta antes de comprar o solicitar un servicio es Google. Esto representa una gran ventaja porque puedes analizar las búsquedas más comunes respecto a tu área de negocio. Con herramientas digitales de tendencias o de planificación de palabras clave seguramente quedarán revelados varios pain points de los clientes.
¿Qué son los pain points de tus clientes?
Consejos para que ventas detecte pain points
5. Acompaña el proceso de compra. Es fundamental dar un seguimiento al proceso de compra. Así podrás identificar en qué parte del recorrido de compra se presentan más pain points en tus clientes. Puede ser que el cliente necesite informarse más acerca de tus productos o servicios; otro caso es que le guste tu propuesta, pero la considera muy costosa; quizá sean transacciones que necesitan optimizarse dentro de tu sistema de ventas. Recuerda que a nadie le agrada que haya contratiempos en sus compras.
6. Soluciona más. La misión principal es solucionar los problemas de los clientes con tus productos o servicios, no de provocarles más pain points. Si descubres que no te compran porque el precio les genera preocupaciones financieras, es importante mostrarles cuál es el beneficio real que van a obtener y cómo es que les va a ayudar en su día a día.
7. Realiza descuentos o promociones. De regreso otra vez a las preocupaciones financieras por parte de los consumidores (tan presentes y variadas en el área de ventas), en caso de que todavía no se animen a adquirir tus productos, aun después de mostrarles su utilidad, una de las formas más sencillas de aliviar sus pain points es brindarles ofertas especiales o paquetes promocionales. Definitivamente son el plus que muchos necesitan.
Consejos para que el área de servicio al cliente detecte pain points
8. Escucha al cliente. La idea principal de detectar los puntos de dolor se basa en escuchar al cliente de forma activa. El servicio al cliente es una de las áreas donde más se entra en contacto con los pain points; de allí que sea una de las principales referencias para que una persona quiera o desprecie una marca. Si das soluciones acertadas a las quejas de tus clientes serás la primera opción en su próxima compra.
9. Realiza entrevistas o encuestas. Una de las fuentes más confiables para tener pistas de los pain points es preguntándoles directamente a los clientes, ya sea por entrevistas o encuestas. Si tu público es muy especializado o reducido, se recomienda hacer una entrevista por encima de una muestra de personas. En el caso de que tus consumidores sean muy diversos entre sí o representen un gran número, opta por las encuestas.
10. Brinda seguimiento en redes sociales. Este es uno de los pasos imprescindibles en el que hay que prestar especial atención para la detección de los pain points. Es uno de los espacios donde los clientes potenciales y clientes frecuentes tienen más contacto con las marcas. Sobre todo, en los comentarios y las bandejas de mensajes encontrarás información sumamente valiosa acerca de las preocupaciones, contratiempos y quejas que hay que dar solución.
¿Necesitas ayuda para implementar los consejos en tu negocio? Déjanos un correo en info@lasextadecima.com
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