Avatar – “o comprador ideal”

Partindo do princípio que o objetivo das suas ações de marketing visam conquistar pessoas através de vários estágios, o primeiro passo é definir claramente qual o seu cliente ideal, seus objetivos e desafios, onde investem o seu tempo consumindo informações e se divertindo.

Uma boa forma de conseguir isso é criar o que chamamos de avatar – uma representação generalizada do seu cliente ideal.

Na prática poderemos ter vários avatares –  um avatar para cada capanha. 


Figura. Avatar – representação do seu cliente ideal.

O avatar é a referência principal para  desenvolver uma campanha de marketing.

Quanto mais específico for seu AVATAR, mais provável será a probabilidade da sua campanha echamar a atenção do seu público alvo e obter sucesso.

Um AVATAR é uma representação do seu cliente ideal com base em pesquisa de mercado e dados reais sobre seus clientes existentes.

As várias “personas de compradores” fornece uma estrutura de referência e percepção para a sua empresa; ajudará você determinar onde concentrar seu tempo, orientar o desenvolvimento do produto e permitir o alinhamento em toda a organização. Como resultado, você poderá atrair visitantes e potenciais clientes mais valiosos para sua empresa.

 –

Como definir o perfil de um  Avatar?

Figura. Perfil do Avatar – objetivos, valores, função, informação, demografia, problemas e objeções.

Um avatar pode ser bem caracterizado pelos seguintes atributos:

  • OBJETIVOS – o que o avatar quer alcançar?
  • VALORES –  o que o avatar acha importantes para alcançar seus objetivos?
  • FUNÇÃO – qual o papel que o avatar exerce no grupo social ou organização.
  • FONTES DE INFORMAÇÃO – quais os livros, revistas, blogs, notícias, que são referências e informações para o avatar?
  • PERFIL DEMOGRÁFICO– qual a idade, gênero, estado civil, etnia, receita, empregabilidade, nacionalidade, preferência política do avatar?
  • NECESSIDADES e PROBLEMAS– quais são as coisas imprescindíveis e obstáculos e que o avatar tem para atingir seus objetivos?
  • OBJEÇÕES – quais seriam as possíveis causas para o avatar não comprar os seus produtos ou –

 

Ponto chave: definir claramente as características dos seus avatares, para poder ser o mais específico nas suas campanhas e aumentar a probabilidade de despertar a atenção, curiosidade, interesse, desejo e ação do potencial comprador para comprar a sua oferta.

Boas práticas: conversar com clientes atuais para precisar o perfil do seu avatar; definir o seu avatar com as informações correntes e refiná-lo gradativamente; não ficar parado ou aguardando pesquisas – avance, faça suposições – isso o ajudará a colher resultados e progredir com maior velocidade e dê um nome a cada avatar para poder distingui-lo e refiná-lo.


Saiba mais. Exemplo de Criação de AvatarOfertas do Marketing DigitalMarketing DigitalAvatares frequentesJornada do ClienteFunil do Marketing DigitalCampanhas de Marketing DigitalCanais de Venda do Marketing DigitalConteúdos Digitais.

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