Marketing de Relacionamento

O que é Marketing de Transação?


Figura. Evolução do Marketing Transacional para o Marketing de Relacionamento.

O marketing transacional é uma estratégia de negócios que se concentra em transações únicas no “ponto de venda”

 

A ênfase está em maximizar a eficiência e o volume de vendas individuais, em vez de desenvolver um relacionamento com o comprador.

Era uma estratégia de marketing muito aplicada no passado, até o início dos anos 80; neste tipo de marketing o foco está em trocas individuais e isoladas que satisfazem as necessidades de um cliente em uma hora e local determinado.

  • Nesta perspectiva, a empresa tende a concentrar mais atenção na atração de novos clientes para futuras trocas, do que em estimular relacionamentos mais estreitos com os clientes correntes.
  • Em razão da ênfase nas novas trocas, os vendedores e clientes, desenvolvem pouca confiança ou compromisso no relacionamento; em decorrência os clientes tendem a procurar a melhor oferta com base no preço.

Marketing de Relacionamento


Figura. Marketing de Relacionamento. 

O marketing de relacionamento é uma estratégia para interação e engajamento de longo prazo

O marketing de relacionamento se preocupa em ganhar e reter o cliente ao invés de fazer uma venda única.

Tenta promover a lealdade do cliente.

Fornecer informações e serviços para facilitar a compra, entrega, uso, serviços complementares, manutenção e substituição de serviços; ou seja, não está vinculado a um único produto ou oferta; monitora e influi na experiência do cliente na sua jornada de compra e uso do serviço.

Para conseguir isso, em etapas – informar, atrair, assinar, converter, entusiasmar, ascender, advogar e promover, o marketing de relacionamento exige a melhoria das operações internas para que os clientes fiquem satisfeitos mesmo diante de problemas com os produtos.

A tecnologia desempenha um papel importante no marketing de relacionamento

  • A Internet e a o marketing digital tornaram mais fácil para as empresas rastrear, armazenar, analisar, utilizar informações sobre os clientes.
  • Os clientes recebem anúncios personalizados, ofertas especiais e serviço rápido como um sinal de gratidão por sua lealdade.
  • O marketing digital permite que as empresas envolvam seus clientes de maneira informal e contínua; estabelecer processos de monitoramento e desenvolvimento de clientes, em etapas para continuamente atrair, converter e reter clientes; ganhar e gerir o valor do cliente ao longo do tempo.

Segundo pesquisas, ganhar um novo cliente é uma das tarefas mais caras e difíceis; um aumento de 2% na retenção de clientes pode reduzir os custos em até 10%; criar um novo cliente pode ser até 5 vezes mais caro do que reter um cliente.

Funil de Marketing


Figura. Funil de Marketing. Segmenta os clientes de acordo com o seu nível de relacionamento com a empresa. 

O funil de marketing é utilizado no marketing de relacionamento para gerenciar clientes em estágios

  • É um método que segmenta o relacionamento com o potencial cliente e cliente em vários estágios.
  • Em cada estágio são definidos objetivos (conversões) e estratégias específicas para obter sucesso nas conversões.
  • É uma ferramenta para planejar, executar, controlar e ajustar ações para influenciar o caminho que um cliente ideal (avatar) deva percorrer.

FUNIL DE MARKETING = INFORMAR + ENGAJAR+ CONECTAR + VENDER + ENCORAJAR + ASCENDER + ADVOGAR + PROMOVER

Funil do Marketing Digital


Figura. Infográfico do Marketing Digital – campanhas, estágios, objetivos e ofertas digitais.
-
Marketing Digital = Marketing de conteúdo + marketing de mídia social + marketing de e-mail

Marketing digital é um termo amplo que pode significar várias coisas; é o marketing de produtos ou serviços que usam tecnologias digitais, principalmente a Internet, mas também inclui telefones celulares, publicidade gráfica e qualquer outro meio digital, tais como motores de busca, marketing deconteúdo, e-commerce, media social, e-books, jogos, e assim por diante.

O marketing digital pode ser segmentado em marketing de conteúdo, marketing de mídia social e marketing via e-mails

O marketing digital utiliza táticas de forma combinada para conquistar novos potenciais compradores, vender mais para os já clientes e criar comunidades para advogar e promover a sua marca.

Seguindo o conceito de marketing de relacionamento, a regra para o marketing digital é ajudar um potencial cliente na sua jornada em estágios: despertar a atenção, curiosidade, interesse, desejo, ação de compra do consumidor e além disso, torna-lo influenciador e defensor da sua marca.

O marketing transacional é uma estratégia de negócios que se concentra em transações únicas no “ponto de venda”; muito utilizado no passado.

O marketing de relacionamento é uma estratégia para interação e engajamento de longo prazo; muito utilizado no presente.

O marketing de relacionamento é uma estratégia para interação e engajamento de longo prazo.

O  marketing digital e a Internet desempenham um papel importante no marketing de relacionamento – permite que as empresas envolvam seus clientes de maneira informal e contínua.

O funil de marketing é uma ferramenta utilizada no marketing de relacionamento para gerenciar clientes em estágios; pode ser segmentadas nos seguintes estágios: INFORMAR + ENGAJAR+ CONECTAR + VENDER + ENCORAJAR + ASCENDER + ADVOGAR + PROMOVER.

O marketing digital usa tecnologias digitais, principalmente a Internet, mas também inclui telefones celulares, publicidade gráfica e qualquer outro meio digital, tais como motores de busca, marketing deconteúdo, e-commerce, media social, e-books, jogos, e assim por diante.

De uma forma geral podemos segmentar o marketing digital nas seguintes táticas: marketing de conteúdo, marketing de mídia social e marketing via e-mails.

Teste seu conhecimento sobre marketing de relacionamento.

  1. O que é marketing de transação?
  2. O que é marketing de relacionamento?
  3. Porque o marketing de relacionamento é bastante utilizado atualmente?
  4. O que é mais caro: ganhar um cliente ou reter um cliente? Explique a sua resposta.
  5. Quais as  habilidades e mudanças nas empresas exigidas pelo marketing de relacionamento?
  6. O marketing de relacionamento está vinculado a venda de um único produto? Explique a sua resposta.
  7. Porque a tecnologia digital desempenha um papel importante no marketing digital?
  8. Quais são as ofertas digitais utilizadas para acessar e informar potenciais compradores?
  9. Qual a importância das campanhas de e-mail marketing no marketing digital?
  10. Porque o marketing digital utiliza a tática de fazer uma venda de baixo risco para converter um potencial cliente num cliente?
  11. Qual o estágio e ações do marketing de relacionamento após a conversão de um cliente potencial em cliente?
  12. Qual a tática normalmente empregada no marketing de relacionamento para aumentar a frequência de compra e o ticket da venda?
  13. Quais as táticas do marketing de relacionamento para aumentar a interação entre clientes e a marca?

 

 

 

 

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