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שיווק מפה לאוזן - כך עסקים יכולים להרוויח עם פלא של תקשורת - Netolink Skip to content שיווק מפה לאוזן - כך עסקים יכולים להרוויח עם פלא של תקשורת
שיווק מפה לאוזן היא אחת הדרכים המשמעותיות ביותר גם עבור עסקים קטנים ובינוניים וגם עבור עסקים גדולים וארגונים כאחד. מדובר על שיטה מסורתית שעד היום עובדת, למרות שהיא השתכללה והפכה להיות מודרנית יותר.
אז איך עסקים יכולים להרוויח עם שיטת השיווק הזו בעידן הנוכחי? כל המידע כאן.
מה זה שיווק מפה לאוזן? יש מגוון רחב של שיטות שיווק וקידום לעסקים: שיווק במנועי חיפוש (כולל קידום אתרים אורגני ו- פרסום ממומן), שיווק ברשתות חברתית (אורגני וממומן), שיווק באמצעות תוכן (בלוגים, פודקאסטים, ניוזלטרים ועוד), שיווק באמצעות משפיענים ומובילי דעה ועוד, לצד שיטות השיווק הללו קיים גם שיווק מפה לאוזן.
שיווק מפה לאוזן (באנגלית Word of mouth marketing) היא השיטה היעילה ביותר הקיימת, מאז ומעולם, לגיוס לקוחות מתעניינים (לידים) חדשים. מחקרים רבים שבוצעו בנוסה, הוכיחו זאת. כך למשל, סקר משנת 2012 של חברת נילסון שבו השתתפו 28,000 צרכנים מ-56 מדינות הראה כי 92% מהצרכנים מאמינים וסומכים על המלצות של משפחה וחברים. אם משווים זאת למודעות במנועי חיפוש או ברשתות חברתיות, נראה כי הצרכנים מאמינים להם רק 40% ו-36%, בהתאמה.
שיווק מפה לאוזן (או בקיצור שיווק פלא – פה לאוזן) היא שיטת תקשורת ותיקה ומסירותית מאוד, הרבה לפני שיטות שציינו בפסקה הקודמת. בעבר עוד לפני האינטרנט, הטלויזיה ואפילו העיתונים, עסקים שיווקו את עצמם, בעיקר באמצעות פה לאוזן. היו נותנים שירות ללקוחות, וכאשר חברים ומכרים של אותם לקוחות התעניינו בשירותים או מוצרים – הם היו יכולים להמליץ בגלל הניסיון, מהפה שלהם אל האוזן של החבר / המכר.
אגב.. זה עובד גם היום! אם כיום הלקוח שלכם מרוצה, הוא ישמח בכיף להפנות אליכם חברים, משפחה ומכרים – שהם קהל יעד רלוונטי עבור העסק שלכם. אותם קהלי יעד יכולים להגיע אליכם לרכוש שירות או מוצר – רק בגלל אותו חבר או מכר. למה שהם יעשו זאת? סיבה היא האמון שהם נותנים למידע שנמסר להם מקרוב או מכר.
מהם היתרונות של שיווק מפה לאוזן? יש כמה יתרונות שחשוב להכיר בשיווק מפה לאוזן, והם:
ללא השקעה כספית (חינם) – בזמן שכמעט כל שיטות השיווק האחרות דורשות להשקיע כסף כדי לשווק את העסק, במקרה של שיווק מפה לאוזן לא צריך לשלם כסף כדי שהלקוח שלכם ימליץ עליכם לחברים ולמשפחה שלו.חיסכון בזמן – להקים קמפיין פרסומי? לבנות אתר אינטרנט? לקדם בגוגל / בפייסבוק? זו עבודה שלוקחת זמן לא קטן (ללא קשר אם עושים זאת בתוך הארגון או על ידי גורם חיצוני – זה דורש הקצאת זמן).הוכחה חברתית – לקוחות מחפשים תמיד הוכחה של אנשים שהשתמשו במוצר, שיש להם מה להביע. שיווק מפה לאוזן זו הוכחה חברתית של שגריר העסק שלכם (אותו לקוח מרוצה), עדיף על פני המלצה במופיע כדרך אגב באתר.בלי מאמץ מיוחד – לתת פיתרון מעולה שמתאים ללקוח שלכם כדי שיהיה מרוצה, זו העבודה שלכם והיא חייבת להיות חלק מכם. ומה לגבי השאר? לא צריך יותר מזה.קרש מקפצה בתחילת הדרך – לקוחות שממליצים ללקוחות היא חשובה וקריטית במיוחד בתחילת הדרך של העסק.ניתן למינוף – שיווק ויראלי? באזז תקשורתי? יחסי ציבור? הכל יכול להיווצר כתוצאה מהמלצה של לקוח שלכם במיוחד בערוצי התקשורת המקוונים.ניתן לשילוב עם שיטות אחרות – אפשר בקלות לשלב שיווק מפה לאוזן עם שיטות אחרות. כך למשל, שילוב עם רשתות חברתיות יכול להוביל למצב שהלקוח משתף שיחה איתכם, משיב ביקורות חיוביות, ממליץ בפני קהילה ועוד.לא מחייב התערבות – רוב המקרים הם אורגניים, הלקוח עושה זאת וממליץ לאחרים ללא צורך בהתערבות של העסק (איש מכירות או גורם אחר).חסרונות שיווק מפה לאוזן לשיווק זה יש גם צדדים פחות טובים וחשוב להכיר אותם:
מחייב הנעה – אי אפשר לנסוע ברכב בלי להניע אותו, כך גם שיווק מפה לאוזן. יש את הדרך האורגנית שלא מחייבת התערות של בעל העסק. אולם, ברוב המקרים, אם לא תבקשו מהלקוחות שימליצו עליכם או ביקורת, הם לא יעשו זאת או שיעשו זאת בשלבי מאוחרים.פרסום רע – יש גם פרסום רע, שלא רק לא מועיל, אלא גם מזיק לבעל העסק. בזמן שלקוח מרוצה יביא 5 לקוחות, לקוח לא מרוצה ימנע מלהביא 50 לקוחות. ביקורות שליליות יכולות להזיק לבעל העסק וחשוב לזכור זאת.מתקשר עם פירמידה – מכירים פירמידה? שיווק רשתי? לא מעטים מהם הם נוכלים שמסנים לגנוב כסף. מדובר על שיטת שיווק בה צרכן אחד גורם לצרכן אחר להיכנס תחתיו, תחת עמלות שהוא גוזר ממנו וכדי להגיע למצב עודף ולא גירעון, הוא חייב להביא כמה חברים, אותו חבר שהצטרף צריך להביא תחתיו כמה חברים וכך הלאה. בצער רב, שיווק מפה לאוזן היא אחת הדרכים שמשתמשים בהם כדי למנף שיטת שיווק של פירמידה / שיווק רשתי. גם הלקוח לעיתים נזהר.שיווק מפה לאוזן – אסטרטגיות נשמע טוב ומתאים, אז איך עושים את זה בעצם?
1. בקשה המלצות מלקוח קיים הדרך הראשונה והיא הבסיסית ביותר, הותיקה ביותר וככל הנראה בין היעילות ביותר היא לבקש מלקוח קיים להמליץ עליכם בפני חבר או מכר. אפשר פשוט לומר להם "אשמח אם תפנה אליי חברים", אך עדיף להימנע ממשהו כללי מדי, כדאי לבקש משהו ספציפי.
אם אתם קבלני שיפוץ וללקוח שלכם יש חברים שהם לקראת מעבר דירה, משרד או עסק חדש? בקשו מהם טלפון של אותו חבר או מכר, ובקשו מהלקוח לעדכן את אותו החבר או המכר. זה נכון גם לשירותי ייעוץ שונים, שירותי מקצוע, מוצרים שהם לא שירותים ועוד. בכלל, זה מתאים לכל העסקים.
הלקוח הפנה לכם חבר או קרוב משפחה? תנו לו שירות מעולה: גם כדי לקבל המלצה מהלקוח החדש, אבל גם ועוד יותר חשוב – שהלקוח הקיים שלכם לא יפגע כתוצאה מהשתלשלות אירועים רעים שעלולים לקרות. מה שיכול להביא לריב בינכם ללקוח, בין 2 הלקוחות ובכלל נזק משמעותי.
סגרתם עסקה? תנו מתנה ללקוח הקיים שלכם – לא כסף ולא הנחה על השירות – מתנה. כך הוא יזכור אתכם יותר וגם ידע שיהיה לו תגמול בפעמים הבאות.
2. שיווק שותפים ללקוחות שיווק שותפים הוא כלי שיווקי בפני עצמו שמעניק עמלה על כל הפניה / עסקה עם לקוח חדש. לא חייב לפעול בשיטה זו, אלא למקד אותה רק ללקוחות שלכם. המטרה היא להעניק עמלה ללקוחות קיימים כאשר הם ממליצים עליכם ללקוחות חדשים.
פירוש הדבר הוא שהלקוח שלכם ירוויח עמלה מסויימת על כל פעם שלקוח מטעמו סגר איתכם עסקה. חשוב לא לתת סכום נמוך מדי, שזה ייראה צחוק, ולא לתת סכום גדול מדי – זה יביא לתוצאות פחות רצויות (מלבד העלויות).
זו שיטה פחות עדיפה על פני הראשונה, ששם היא הרי אורגנית ולא מחייבת השקעה כספית. אגב, לא חייב לתת עמלה, אפשר לתת נקודות בונוס או הנחה על השירות – כל מה שאתם מרגישים שנכון לעסק שלכם.
3. תוכן שנוצר על ידי משתמש תוכן שנוצר על ידי משתמש הוא תוכן שהמשתמש בעצמו כותב עליו, מביע עליכם דעה או המלצה, מציג את התכונות של המוצר או השירות ובעצם… מפרסם אתכם. אותו אחד יכול להיות בלוגר, מי שיש לו רשת חברתית או אדם אחר.
כדי שהדבר הזה יקרה, בדרך כלל צריך להעניק להם את המוצר במתנה. אם לדוגמה אתם מוכרים נעליים, ביגוד, מוצר טכנולוגי או חשמלי, או כל מוצר אחר – אפשר לתת אותו במתנה. כמובן שלא כל מוצר אפשר לתת במתנה, אם אתם מוכרים רכב חדש.. לא בטוח שתוכלו לתת אותו במתנה (אבל אנחנו נשמח לקבל רכב חדש במתנה :)), במקרה כזה, תוכלו לאפשר לו לבצע נסיעת מבחן, לנסות את מכשיר הסלולר החדש שהוצאתם או להעניק לו מוצרים נלווים במתנה.
אפשר לייעל את זה יותר, ולהעניק נקודות זכות שונות, לרבות קופונים, לאותו בלוגר, כך שיוכל לקדם עוד יותר.
4. מובילי דעה / משפיענים אנשים אוהבים לעקוב אחר אנשים שמעוררים להם השראה, מעניקים להם תובנות או כאלו שעושים להם תחושה של רגשות חיוביות. מובילי דעה או משפיענים – הם אנשים שמעוררים תגובות, שיתופים, לייקים וביצוע פעולות שונות לפי המלצתם. למעשה, יש להם השפעה רבה על קהל העוקבים שלהם.
לרוב, משפיענים יעשו זאת אם הם מקבלים ערך כספי כלשהו עבור הפוסט, לעיתים אפשר להציע להם את המוצר עצמו ללא בהשקעה כספית. אפשר גם לפנות למיקרו-משפיענים, אלו שיש להם לא מעט עוקבים, אך לא מאות אלפי, מיליוני ועשרות מיליוני עוקבים.
אגב, אם הם הלקוחות שלכם – ייתכן מאוד והם יעשו זאת בשמחה ללא תמורה כלשהי (למרות שכן חשוב לתת להם תמורה, לפחות מתנה). אפשר גם לעבוד שיטת ברטר או עמלה.
5. ביקורת עודדו לקוחות לספק לכם ביקורת או משוב חיובי ברשתות חברתיות, באתר האינטרנט או בגוגל לעסק שלי. מדובר על פלטפורמות שבהם ניתן לדרג ולספק ביקורת והמלצות על עסקים ושירותים. בנוסף, בקשו מהם לשתף את הביקורת בעמוד הפרטי שלהם כדי להגיע לתפוצה רחבה יותר וכדי להראות לחבריהם שהם דירגו את העסק שלכם. מדובר על פעולה פשוטה למדי, לקוחות נאמנים יעשו זאת בכיף ובאהבה.
6. בלוג עם תוכן בעל ערך בלוג הוא ערוץ שיווקי לכל דבר ועניין. מעבר לרצון לכתוב על תוכן רלוונטי לעסק, אפשר לכתוב גם תוכן כדי לסייע ללקוחות להבין איך להשתמש במוצר או בשירות שלכם. מעבר לכך, שהנושא צריך להיות בעל ערך רב ללקוח, אפשר להוסיף אפשרות לשיתוף הפוסט ברשתות חברתיות.
פשוט מאוד, לקוח שימצא כתבה או מדריך איך להשתמש במוצר שלכם, כזה שמביא לו ערך, יכול לשתף אותו ובכך להראות לחברים שלו, במה הוא מתעניין ועל הדרך לפתוח בשיחה עם חברים – מה שעשוי לעורר את החשיפה ותוצאה של הבאת לקוחות חדשים.
סיכום שיווק מפה לאוזן היא דרך שיווקית הכרחית וחשובה. למרות שהמשפט הבא נחשב כאילו אנחנו יורים לעצמנו ברגל, אבל שיווק מפה לאוזן יכול לחסוך לכם כסף רב בפרסום ושיווק המוצר שלכם, שכן כדי להגיע לאותם יעדים, תוכלו להקטין את התקציב לפרסום או לשיווק.
היו טובים עם הלקוחות שלכם, הם ישמחו לשתף לחברים שלהם, כדי לעזור לחבריהם, להראות לחבריהם שהם יודעים דבר מה ומעין הגשמה אישית עבורם, הם יכולים להיות שגרירים מצויינים עבורכם. בנוסף, הם יכולים גם להגן עליכם מפני מקרים שבהם אנשים אחרים כותבים עליכם דבר פחות חיובי.
הטבות לעסקים קטנים ולעצמאים:
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אולי תאהב/י גם 16/11/2020 15/10/2020 15/07/2019