اگر با مشتریان تان متناسب با شخصیت خودشان ارتباط برقرار نکنید، از رقبا عقب می مانید. با افزایش اهمیت بازاریابی دیجیتال، مشتریان تجربه ی متناسب با شخصیت خود را انتظار دارند، و امروزه برندهای آگاه، در حال تلاش برای تحقق این خواسته هستند. این تنها راه برای ادامه ی کسب وکار در دنیای امروز است. بنابراین اگر شما صاحب یک استارت آپ و یا یک شرکت هستید، خواهید فهمید که شخصی سازی بیش از پیش اهمیت پیدا کرده است.
اما اگر برای ارتباط با مخاطبان تان تلاش کنید و آن ها علاقه ای برای این ارتباط نشان ندهند چه؟ این این حالت می تواند دل سردتان کند. خوش بختانه، در اغلب موارد می توانید دلیل این که مخاطبان تان با برند شما ارتباط برقرار نمی کنند را پیدا کنید. در این جا هفت دلیل معمول آن را معرفی می کنیم:
1ـ خیلی خود محور هستید
دیل کارنگی جمله ای دارد که می گوید «اگر دو ماه برای علاقه مندکردن دیگران به خودتان تلاش کنید، تعداد دوستان بیشتری پیدا خواهیدکرد تا این که دو سال سعی کنید افراد علاقه مند به خودتان را پیدا کنید». این جمله برای کسب وکار هم صادق است. اگر می خواهید در زندگی کسی تاثیرگذار باشید، روی اهداف و مشکلاتش متمرکز شوید. به خواسته های مشتریان تان گوش دهید و چیزی که مشتریان تان به دنبال آن هستند، ارائه دهید. مردم با کسانی که فقط در مورد خودشان صحبت می کنند، ارتباط برقرار نمی کنند. در عوض، با کسانی که به آن ها احساس ارزش و قدردانی بدهند، رابطه ای عمیق ایجاد می کنند.
2ـ مخاطب هدف مشخصی ندارید
اگر برای همه ی افراد بازاریابی می کنید، با هیچ کس ارتباط برقرار نخواهید کرد! بهتر است که مخاطبان هدف تان را مشخص کنید. سعی کنید تا آن جا که ممکن است محدودش کنید. انجام این کار به شما کمک خواهدکرد که پیام و ارزش پیشنهادی تان را به شیوه ای جذاب تر به مخاطبان تان ارائه دهید.
زمانی که می خواهید بازار و مشتریان هدف تان را بشناسید، چند کار را انجام دهید:
- شناسایی افرادی که بیشترین نیاز را به محصول یا خدمت شما دارند.
- مشکلات، چالش ها و اهداف شان را شناسایی کنید.
- بر اساس آن چه که به دست آوردید، شخصیت ها را بسازید.
- برای این گروه محدود افراد بازاریابی کنید.
این کار فرآیند پیچیده ای نیست، اما اکثر افراد نادیده اش می گیرند. با صرف زمان برای شناخت مخاطب هدف، می توانید پیامی مناسب را، در زمانی مناسب و به فردی مناسب برسانید. و این، بازاریابی قدرت مند است.
3ـ محتوای شما احساسات دیگران را بر نمی انگیزد.
کلمات ابزاری قدرت مند هستند، به خوبی از آن ها استفاده کنید. هر کلمه ای که می نویسید باید پیام واقعی شما را انتقال دهد. باید احساسات مناسب آن وضعیت را برانگیزد. زبان محتوای تان باید بتواند به خوبی مشکلات مخاطبان تان را منتقل کند و راه حل برای آن ها پیشنهاد دهد. با انجام این کار، ارتباطی تاثیر گذار و ماندگار با مشتری خود برقرار خواهید کرد.
4ـ ارزش پیشنهادی خود را بشناسید
چه چیزی در کسب وکار شما منحصربه فرد است؟ چه چیزی شما را از دیگر رقبا در صنعت تان متمایز می کند؟ درست به همان اندازه که شناخت خریدارتان اهمیت دارد، شناخت خودتان هم مهم است. تا زمانی که ارزش پیشنهادی ای که قرار است برای فروش به مشتریان تان ارائه کنید را به خوبی نمی شناسید، چه طور می توانید با مخاطبان تان ارتباط برقرار کنید؟ چیزی که شما را از بقیه متفاوت می کند پیدا کنید. بعد از آن، بازاریابی، فروش و فرهنگ داخلی کسب وکارتان را حول آن شکل دهید.
5ـ مخاطبان تان را وفادار نکرده اید
روابط مانند یک خیابان دو طرفه هستند. کاری کنید که بین شما و مخاطبان تان ارتباطی دوطرفه شکل بگیرد و آن ها برای ادامه ی ارتباط با شما مشتاق باشند. برای این کار، راه های خلاقانه برای مذاکره ی مستقیم با مخاطبانتان را پیدا کنید. یک گفت وگو، ارسال یک هدیه ی تفکر برانگیز، به اشتراک گذاری قدردانی ای که از شما شده است، کارهایی هستند که برای این ارتباط می توانید انجام دهید. این کار ممکن است وقت گیر باشد، اما با توجه به نتایجش ارزش این سرمایه گذاری را دارد.
6ـ تیم مناسبی نساخته اید
تیم شما می تواند باعث از بین رفتن کسب وکارتان یا رشد آن شود. برای تیم سازی افرادی را پیدا کنید که با اهداف بلندمدت و چشم انداز کسب وکار شما هماهنگ باشند. از آن ها حمایت کنید، موفقیت شان را تشویق کنید و در زمان شکست به آن ها کمک کنید. مهم تر از این ها شاید پذیرفتن احتمال این است که استخدام کسی اشتباه بوده است.
7ـ بیش از حد برای نتایج بی تاب هستید.
ایجاد مخاطب طول می کشد و یک شبه اتفاق نمی افتد. باید از میزان ترافیک سایت تان و این که اکثر فالوئرها چه طور از آن خرید می کنند، آگاهی داشته باشید اما اعداد به تنهایی نمایش دهنده ی یک مخاطب نیستند. مخاطبان شما کسانی هستند که می خواهید روی آن ها سرمایه گذاری کنید تا با خرید از شما روی کسب وکارتان سرمایه گذاری کنند! زمانی که مطمئن شدید مخاطبان مناسبتان را پیدا کرده اید، مدتی هم تا دیدن نتایج کارتان طول می کشد پس برای دیدن نتایج بازاریابی روی مخاطبان هدف تان باید صبور باشید.
دسته :
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Today, while I was at work, my cousin stole my iPad and tested to see if it can survive a 40 foot drop, just so she can be a youtube sensation. My apple ipad is now broken and she has 83 views.
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