Tehoa myyntiin uudelleenmarkkinoinnilla
Kuinka monesti olet ostanut tuotteen ensimmäisen mainoksen perusteella mitä olet tuotteesta nähnyt? Todennäköisesti aika harvoin, sillä tilastojen mukaan vain noin 2% edes mainosta klikanneista sivustovierailijoista tekee ostopäätöksen ensimmäisellä vierailulla. Mutta entä ne loput 98% kävijöistä? Tätä oston tekemättä jättänyttä massaa varten rakennetaan digitaaliset ostoprosessit. Asiakkaan polku ensimmäisestä kohtaamisesta tuotteen kanssa ostopäätökseen on monivaiheinen prosessi ja jotta siinä pysyy kärryillä alusta loppuun, tulee olla varautunut jokaiseen ostoprosessin vaiheeseen. Kysymys kuuluu, kuinka helpotetaan asiakkaan ostoprosessia digikanavien kautta?

Hyödynnä Facebookin seurantatyökaluja
Esimerkiksi Facebookissa monipuoliset kohdennustyökalut antavat mahdollisuuden luoda erilaisia kohderyhmiä ostoprosessin eri vaiheissa olevista asiakkaista. Pystyt määrittämään tarkasti ketkä ovat niitä henkilöitä, jotka haluat tehdä tietoiseksi tuotteestasi ensimmäistä kertaa tai heistä ketkä jo harkitsevat tuotteesi ostoa. Näitä eri ostoprosessin vaiheissa meneviä kohderyhmiä pystyy määrittämään verkkosivuilla tapahtuvien konversioiden kautta. Kun asiakas tuottaa tietyn konversion, liikkuu hän ostoprosessissa kohti seuraavaa konversiota ja lopulta päätyy ostoon.
Facebookissa äärimmäisen tehokas keino auttaa asiakasta eteenpäin ostoprosessissaan on käyttää remarketingia, eli uudelleenmarkkinointia. Uudelleenmarkkinoinnilla pystyy jatkuvasti edesauttaa asiakasta lähemmäs ostamista tarkkailemalla asiakkaan toteuttamia konversioita ja ohjaamalla tätä mainosviestien avulla. Remarketingista hyötyy yhtä lailla niin pienemmätkin kuin isommatkin yritykset, jotka haluavat muuttaa tuotteistaan ja palveluistaan kiinnostuneet asiakkaat ostajiksi.

Kuvassa Asiakas A:n ensimmäisen remarketing kampanjan kulutus ja myynti. Mainosbudjetti toi noin nelinkertaisen mainostuoton.
Kuinka löydät oikeat kohderyhmät?
Kaikki lähtee Facebookin uudelleen markkinoinnissa omien asiakkaiden ostoprosessin ymmärtämisestä. Ostoprosessin askeleiden määrittely ja kohderyhmien jaottelu ostoprosessin vaiheen mukaan on ensimmäinen askel onnistuneeseen remarketing kampanjaan. Hyvä lähtökohta on luoda Facebookiin mukautettuja kohderyhmiä verkkosivuvierailijoista, eli yksinkertaisesti heistä ketkä ovat käyneet sivustollasi.

Kuvassa kohderyhmän luominen viimeisen 30 päivän aikana sivuilla käyneistä ihmisistä. Tämä on yksinkertaisin tapa poimia ne henkilöt kohderyhmäksi, jotka ovat osoittaneet kiinnostusta yritystäsi kohtaan viimeisen 30 päivän aikana.
Tehokas kohderyhmien käyttö
Mukautettujen kohderyhmien luonti ei ainoastaan jää sivustovierailijoiden erottamiseen muusta massasta. Esimerkiksi verkkokaupan eritasoisista konversioista pystyy luoda useampia eri kohderyhmiä eri ostoprosessin vaiheisiin. Pystyt luomaan verkkokaupan konversioista kohderyhmiä esimerkiksi ostoskoriin lisänneistä tai vaikkapa tiettyä tuotetta katselleista asiakkaista. Alkuvaiheessa mainontaa tehdessä kannattaa olla tarkkana mukautettujen kohderyhmien koon kanssa. Alle 1000 henkilön kohderyhmät voivat olla nihkeitä tuottamaan tuloksia tai ylipäätään mitään kunnollista dataa mainonnan tehokkuudesta. Mukautettujen kohderyhmien käyttäminen edellyttää tasaista ja runsasta liikennettä sivuille, mitä enemmän kävijöitä, sen parempi!
Kuinka luon yksinkertaisen myyntiputken?
Kun olet päässyt käsiksi omaan kohderyhmäjaotteluusi, on aika miettiä millä tavoilla kutakin kohderyhmää liikutetaan eteenpäin ostoprosessissa. Yksinkertaisesti ajateltuna halutaan rakentaa mahdollisimman aukoton suppilo, jota pitkin potentiaaliset asiakkaat menevät. Tässä esimerkkinä kuinka koostat kampanjat verkkokaupan asiakkaiden ostoprosessin vauhdittamiseksi.

Facebookin ostoprosessit kuvattu yksinkertaisimmillaan.
Liikennekampanja
Tämä kampanja on se, jolla haluat saada mahdollisimman suuren otannan tuotteista ja palveluistasi kiinnostuneita ihmisiä vierailemaan sivustolla ilman sen suurempaa opastusta. Sivustovierailijat ovat se ensisijainen kohderyhmä, josta lähdetään koulimaan potentiaalisia ostajia erilaisilla remarketing kampanjoilla. Liikenteen maksimoimiseksi nämä kampanjat tulisi luoda Facebookissa käyttäen liikennetavoitetta.
Remarketing kampanja 1
Ensimmäiseen remarketing kampanja on paras kohdistaa suoraan verkkosivuilla käyneistä ihmisistä muodostetulle mukautetulle kohderyhmälle. Tässä kohtaa tulisi miettiä mikä voisi olla seuraava looginen toimenpide joka asiakkaalle tulisi suoritettavaksi. Se voi olla tietyn tuotteen katselu, sähköpostikirjeen tilaaminen, tai tuotteen lisääminen ostoskoriin. Tällaisen pehmeämmän konversion tavoittelu toimii ostoprosessin välissä erityisen hyvin, jos tuote on ns. ”pitkän harkinnan tuote”, eli sen ostopäätöstä harvoin tehdään nopeasti ja spontaanista.
Remarketing kampanja 2
Riippuen tuotteesta/palvelusta, et välttämättä kuin liikennekampanjan ja ostokampanjan. Kun sivuillasi alkaa olemaan tarpeeksi liikennettä, voit kohdistaa suoraan verkkosivuvierailijoille kampanjan, jonka tavoittena on tuottaa myyntiä. Myynti onnistuu parhaiten asettamalla Facebookista kampanjan tavoitteeksi myynnin. Ostajia voi myös herätellä yhdistämällä tähän kampanjaan tarjouksen tuotteista mitä sivustovierailija on käynyt katsomassa.
Testaa mikä toimii, käytä sitä mikä toimii
Loppujen lopuksi uudelleenmarkkinoinnissa on kysymys oikeiden palasien löytämisestä ja niiden hyödyntämisestä. Näillä yksinkertaisilla ohjeilla sinun tulisi päästä alkuun toimivien elementtien löytämisessä. Kyse on myös pitkälti siitä, kuinka ohjaat asiakkaasi ostoprosessin eri vaiheissa toteuttamaan uusia konversioita lähestyen koko ajan ostoa. Markkinoinnin ja uudelleen markkinoinnin tulee muodostaa yhdessä asiakkaallesi selkeä ja helposti seurattava putki, joka myös tukee tavoitteitasi. Mukavia uudelleenmarkkinointihetkiä!
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