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//Inbound Marketing | por | 17 de maio de 2016
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Já discutimos bastante aqui no blog sobre o Inbound Marketing e a importância da produção de conteúdos de qualidade para atrair e conquistar leads. E esta produção de conteúdo está caracterizada como uma ação do topo de funil de vendas. Mas, o que é o funil de vendas?

funil-de-vendas

 

O funil nada mais é do que as etapas pelas quais o cliente passa desde que ele toma conhecimento da existência de problema ou necessidade, criando-se a demanda para a aquisição de um produto ou serviço, até o momento em que a compra é concretizada.

 

Fazer Inbound Marketing pensando no funil de vendas é “guiar” este cliente pelas etapas do processo. Entenda:

 

Topo do funil

 

Nesta fase o consumidor toma conhecimento de um problema que ele tem ou então se depara com uma demanda, percebendo uma necessidade própria a ser preenchida.

 

Ações para captação de leads são ações para clientes que se encontram no topo do funil. Você cria conteúdo que seja útil para o que o seu possível futuro cliente está procurando, oferecendo uma solução para o seu problema, dicas e diversas utilidades. No Inbound, o consumidor cria um “vínculo” com a empresa, porque ela o ajudou quando ele precisava e, mais importante, não quis algo em troca. Você foi útil. Dessa forma a marca ou empresa fica na memória do cliente e, precisando no futuro, ele vai se lembrar e recorrer à ela novamente. Esse é o principal objetivo das ações de topo de funil: deixar sua marca na memória do cliente.

 

Como nesta área há uma grande circulação de possíveis clientes, é necessário saber atraí-los. Por isso o conteúdo oferecido precisa ser objetivo e cativante, sem enrolação, que vai cansar o leitor e fazê-lo procurar o que precisa em outro lugar.

 

Meio do Funil de Vendas

 

No meio do funil, o seu possível cliente já conhece a existência de determinado problema, já percebeu a sua necessidade de saná-lo e agora está considerando as opções e buscando como solucioná-lo. O consumidor irá, nesta etapa, conhecer mais sobre o problema, as possíveis soluções e onde encontrá-las.

 

O conteúdo criado para o público do meio do funil é mais aprofundado, com informações mais elaboradas, auxiliando a pessoa em sua pesquisa. É aqui que ela vai decidir se avança ou não para a próxima etapa.

 

Fundo do funil

 

Chegando até aqui, o lead quer tomar uma atitude para a solução do problema. Nesta fase o consumidor irá avaliar as suas opções, qual é a solução que melhor vai atender as suas necessidades e então concretizar a compra, tornando-se um cliente.

 

Todas as ações de marketing e produção de conteúdo até então realizadas influenciam a decisão que será tomada neste último momento. Aqui é quando a empresa precisa se apresentar como a melhor opção, exibindo suas qualidades e vantagens. Portanto o conteúdo de fundo de funil será sobre a empresa, seus resultados, sucessos, satisfação, o mais institucional possível. Mas também é preciso tomar cuidado para não saturar o seu lead com o que já foi dito nas fases anteriores. É preciso ser direto, e uma linguagem mais agressiva é bem-vinda, pois seu quase cliente está buscando isso: o convencimento. E, claro, todas estas ações devem ser realizadas em conjunto com a equipe de vendas.

 

Guie o lead

 

Agora que você entende o funil de vendas, tenha em mente que além de produzir o conteúdo adequado para cada fase, você também deve tentar guiar o cliente por entre elas. Ficar perdido entre as etapas frustra o consumidor. E se ele cair do topo do funil para o fundo ele vai ficar até assustado com essa mudança. Não é isso que você quer.

 

A melhor opção é trabalhar com a associação de links, o link building. Use hiperlinks ao longo do texto para, caso seja um texto de meio de funil, aquele consumidor que não entendeu muito bem uma ideia possa voltar para um texto anterior ou para aqueles que já pegaram a ideia poderem avançar sem perder tempo. Mas cuidado para não ficar jogando-o de um lado para outro. Seja criterioso com o uso de links e exponha-os “cronologicamente”.

 

Outra forma de fazer esta transição é com o uso de incentivos. Faça seu cliente avançar pelo funil fornecendo o link, ao final do texto, para o próximo conteúdo, incentivando-o a saber mais.
Gostou do nosso conteúdo? Então acompanhe o blog da Inundaweb para ficar sempre por dentro do mercado de marketing digital.

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Jessica Beker Estudante de comunicação organizacional, produtora de conteúdo na Inundaweb, gamer, ativista social e tenta cozinhar de vez em quando.

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