
Es crucial adaptar las estrategias y conectar con las nuevas expectativas de los usuarios. Compartimos aquí 5 claves que todo especialista en marketing debería tener presente a la hora de armar su estrategia:

1. Planificación
De cara a las fechas más importantes de descuentos de fin de año, las compras se harán de manera más anticipada que nunca. En ese sentido, resulta clave que los marketers programen sus acciones con tiempo. Minimizar las salidas sigue siendo prioritario para los consumidores: ten en cuenta que la búsqueda de información e inspiración es online y comienza varias semanas antes del evento.
El 44% de los nuevos e-shoppers no tenía planificado qué producto comprar y lo decidió navegando en Internet.
De hecho, hay que tener en cuenta que muchas veces los usuarios bucean la web sin tener una idea predefinida: el 44% de los nuevos e-shoppers no tenía planificado qué producto comprar y lo decidió navegando en Internet.
2. Reflexión
Para satisfacer a los consumidores cómo, cuándo y dónde quieren, a veces hace falta repensar los equipos, los roles y la manera en que nos acercamos a nuestros consumidores. ¿Qué significa esto? Todas las previsiones que los marketers pueden tener − basadas mayormente en consumos históricos – pierden sentido en un año inédito como este. Captar a los nuevos compradores online implica una mayor creatividad de parte de los especialistas en marketing.

Si tu negocio no abrazó todavía la transformación digital, el momento es ahora: en esta temporada, ganarán quienes sepan adaptarse mejor y responder más velozmente, convirtiendo los datos en acciones concretas.
3. Omnicanalidad
Sabemos que la búsqueda e inspiración se realizan en línea y el punto de venta físico se vuelve más transaccional que antes. De todos modos, las tiendas físicas no han desaparecido de los hábitos de compra de las personas, por lo que es necesario pensar en estrategias omnicanal.

A su vez, las búsquedas relacionadas con “disponible cerca de mí” han crecido durante la pandemia, lo que demuestra que los consumidores le dan mayor valor a las compras locales o cercanas. Al mismo tiempo, las personas se muestran más flexibles a la hora de comprar online u offline. En ese sentido, las marcas pueden conectar con potenciales clientes que desean comprar en persona a partir de una maximización de su presencia en línea.
4. Múltiple
Otro punto clave por considerar es que son muchos los puntos de contacto promedio que tiene un recorrido de compra online, por lo que las marcas deben dejarse descubrir en todos ellos. Queda claro que “salir de compras” es un concepto que ha variado mucho, sobre todo este año.
¿Sabías que el 37% de los latinoamericanos hizo su primera compra online durante la pandemia y que el 86% de ellos planea seguir haciéndolo en el futuro?
Pensemos que, de acuerdo con un estudio de Google/Ipsos, los consumidores estuvieron expuestos a 6.2 puntos de contacto online y a 2.0 offline. En ese sentido, las marcas deben facilitarles esos complejos caminos a los usuarios, para que puedan encontrar la información que buscan y los productos y servicios que necesitan con experiencias cómodas y sin fricciones. Y esas experiencias deben ser personalizadas y relevantes.
5. Oportunidad
Más allá de los cambios permanentes que observamos en los consumidores, lo cierto es que la temporada de promociones de fin de año aparece como una oportunidad. El entusiasmo que despiertan las estacionalidades de descuentos puede aprovecharse a través de la automatización y el uso de herramientas de marketing digital, que les permitirán a los marketers capturar la demanda en un momento tan incierto y conectar con los compradores.
De hecho, invertir para afianzar la cultura analítica en tu negocio es la mejor manera de procesar las señales importantes en tiempo real y a escala.
Este año, la temporada de descuentos llega con más expectativa que nunca y lo importante es centrarse en las nuevas necesidades y comportamientos de los consumidores para ofrecerles experiencias más relevantes y, así, encontrar nuevas formas de hacer crecer tu negocio.
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