Me gusto, me impactó, lo quiero ya!

Nuevo shopper
Me gusto, me impactó, lo quiero ya!
Siempre me ha intrigado lo que ocurre en el interior de una tienda cuando alguien decididamente entra con el propósito de comprar. Durante toda mi trayectoria profesional he visitado diversos mercados, tanto de América como de Europa y las conductas de los consumidores o shoppers es muy similar en todos los retailers .
En el pasado, el marketing siempre estuvo orientado al consumidor y pocas veces se preocupó de saber qué pasaba en el punto de venta.
Los retailers, por su intuición profesional, se preocupaban de tener lindas tiendas con los productos bien exhibidos, esperando al potencial cliente.
Los proveedores, por su parte, se encargaban de tener buenas acciones de creación de marca, pensando en introducir ésta en la mente y recuerdo del consumidor. El tiempo que le dedicaba a entender lo que pasaba, en el interior de una tienda, era muy bajo.
Philip Kotler fue un visionario del tema, aportando estudios plasmados en libros como “Why We Buy”, “The Science of Shopping”, “Call of the Mall” y “ The Geography of Shopping”. Todos ellos basados en de grabaciones de videos y observaciones in situ, realizadas por la consultora de Paco Underhill y sus colaboradores, quienes estudiaban anualmente a 50 mil personas durante su proceso de compra.
Incluso la propia experiencia de compra ha cambiado recientemente debido a los avances de la tecnología.
Kotler comentaba y daba como ejemplo; un televisor, donde un video demuestra las excelencias y características de la marca, al lado de un producto sin apoyo publicitario, no provocará en el shopper la acción de compra.
Otro ejemplo es de un cliente dentro de una librería. Este puede, mediante su móvil, comprobar inmediatamente cuál es el precio en www.amazon.com para el mismo libro y así tomar la mejor decisión de compra. La realidad es que la tecnología está cambiando el marketing porque está cambiando el proceso de toma de decisiones de compra.
Día a día las tiendas están interactivas referente a la ocasión del momento, con el fin de captar la atención de los shoppers, ofreciendo más novedades o experiencias de compra diferentes.
Citemos algunos ejemplos en donde los retailers mueven grandes volúmenes de ventas, provocando un llamado de atención impresionante hacías los shopper.
Me refiero al Black Friday y Ciber Monday. Este último sin fronteras. Ambos eventos alertan una reacción inmediata en los shoppers, provocando altas demandas en el consumo de productos tanto intangibles como tangibles.
Para entender toda esta evolución, se hace cada día más necesario profundizar en el shopper marketing. Las Gerencias de Marketing deberán incorporar profesionales que trabajen el lenguaje de la venta detallista.
En algunos mercados este concepto se está desarrollando a un ritmo asombroso y los profesionales del marketing se han dado cuenta que el shopper marketing ofrece una gran oportunidad. Realmente, el marketing dirigido al comprador se ha convertido en un fenómeno de alcance mundial.
Además, la venta online se ha convertido en un entorno de compra tan importante que los profesionales de marketing dirigido al comprador ya no pueden ignorarlo.
Las empresas deben entender y adaptarse a estos nuevos tiempos, ya que la fidelidad de marca está en riesgo si no se entiende el concepto de la compra.
Los activadores de ejecución en el punto de ventas, cada día son más relevantes, desde la ubicación de los productos, hasta el packaging que hoy en día es el gran comunicador de sus marcas, si éste no es atractivo seguramente el schopper no lo va a considerar en el momento de la compra.
La innovación es otra variable que debe estar siempre presente para sorprender en el instante de la compra y lograr una fidelización de la marca.
Las variables promocionales toman una gran relevancia, ya que están compitiendo con otras categorías tan atractivas como la de tus productos.
La ubicación dentro de la tienda juega un rol fundamental, ya que es un gatillador de compra. Es por este motivo que vemos permanentemente cambios dentro del layout de las tiendas.
Las empresas que no están entiendo este concepto siguen presionando la venta a través del sell in, que cada día es menos efectivo, ya que la demanda es inmediata.
La compra planificada en las tiendas ya es parte de la historia, hoy la impulsividad es lo más relevante, el producto me gusto, me impactó y lo quiero ahora y YA. Es por esta razón que es recomendable invertir tiempo y/o recursos en estudios referente a lo que está pasando en las conductas de compra.
Estando en USA, viví la experiencia del lanzamiento de Iphone X. Filas de personas por obtener esta nueva innovación, por estar actualizados y a la vanguardia de la tecnología. El valor de lanzamiento de este Celular no es menor, comparado con otros, pero es tal el impacto que provoca, que el precio es irrelevante.
Ventas On-line: la gran pregunta que debemos hacernos es sí contamos con el producto que espera el shopper y si estoy provocando el impacto en mi oferta de valor a través de esta vía de compra.
Acá tu marca se la juega en el minuto. Si logras el impacto, el precio adecuado, la comunicación efectiva, estarás logrando la retención en tu sitio. Y como consecuencia una venta exitosa.
Tu sitio Web debe ser tremendamente atractivo y amigable, el shopper no tiene ni se dará el tiempo de entenderlo, sé un facilitador y ayúdalo a su elección.
Busca la fidelización de éste, crea la credencial necesaria y lo que necesita ante esta incertidumbre en la compra, asegura su logística, cumple con tu promesa.
El shopper marketing, debe ser desarrollado y activado en cada organización; el que entienda mejor el acto de la compra, será el que tendrá su ventaja competitiva.
Debemos entender este concepto y la forma de comprar que se está provocando en los shopper, vender por vender, cada día tus ventas van decreciendo, vender entendiendo las nuevas demanda tus ventas seguirán creciendo.
En los últimos cuatro meses he estado trabajando en mercados como Perú y Paraguay. Se puede pensar que son mercados menos desarrollados que el de Chile, es verdad sólo en la percepción. Si uno visita el mercado de estos países, se dará cuenta que están desarrollando conceptos a una velocidad mayor de la que nuestro mercado lo hizo en su momento. Las marcas propias, los formatos de tiendas, los horarios de atención, la propuesta de valor que se está haciendo a los shopper va con un fuerte entendimiento de cómo provocar esa necesidad o cubrir realmente la demanda solicitado por éste.
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