Tendencias del Marketing en Internet en 2012 – parte 2

Tendencias del marketing 2012Tendencias del Marketing en Internet en 2012 – parte 2

Este material es la segunda entrega sobre las tendencias y predicciones respecto al marketing en Internet y los negocios en 2012. Estas son las observaciones de John McTigue

Móvil + Local = Marketing Personal

Enfrentémoslo, ésta es la tendencia número uno en el marketing de hoy en día. Posibilitada por la tecnología smartphone, una explosión estilo big bang de apps y la convergencia de medios geosociales y búsquedas locales, este poderoso cóctel de tecnología y estrategia les permite a las empresas atraer nuevos consumidores a sus puntos de ventas físicos cuando están listos para comprar. Sabiendo dónde estás y cuáles son tus preferencias, los marketineros pueden enviarte contenido relevante y ofertas valiosas en el momento preciso. El hecho de que los consumidores de todas partes están “a la escucha” para conseguir oportunidades locales significa que las compras offline y las ventas cara-a-cara están disfrutando un resurgir en su popularidad. Incluso los marketineros B2B pueden atraer clientes a una visita en la oficina o compartir la última información relevante con los tomadores de decisiones al paso, manteniéndose top-of-mind para las decisiones de compra inminentes.

Aceleración del Embudo de Ventas

Los avances en la tecnología del marketing online también permiten análisis más rápidos del comportamiento de los visitantes y de las pistas de ventas, y respuestas más rápidas y relevantes de los representantes de ventas. Mediante el rastreo de los clicks que hace la gente cuando visita tu sitio Web y poniéndolos en contexto (qué página, formulario, link u otro elemento guió a la persona al resultado analizado), puedes comenzar a comprender sus preferencias y necesidades. Mediante la configuración de elementos que se gatillan con acciones o conversiones específicas puedes monitorear el comportamiento de la pista en casi tiempo real y reaccionar instantáneamente con contenido que apoya a la venta o contacto directo vía teléfono, email o SMS. El reciente lanzamiento del rastreo en tiempo real de sitios Web de Google Analytics significa que puedes analizar y reaccionar incluso más rápido, como si estuvieras en el salón de ventas con tus clientes potenciales en todo momento.

Marketing Multi-Canal

Mientras el multi-canal no es nuevo, el número de canales disponibles está creciendo rápidamente. Ahora puedes elegir de un conjunto de canales interactivos de campañas de marketing como la búsqueda pagada, códigos QR, SMS, anuncios en medios sociales, anuncios en banners, email, blogs y sindicación de blogs y a la vez los medios de transmisión e impresos tradicionales.

Una proporción siempre creciente de las emisoras de noticias y del sector del entretenimiento se está mudando al ámbito online, así que hay muchas nuevas oportunidades para patrocinios y publicidad allí también. Lo que es relativamente nuevo es la habilidad para procesar los resultados de todos estos canales en una plataforma de marketing individual, donde los marketineros y sus clientes pueden analizar los datos, y tomar decisiones presupuestarias de una manera flexible y responder rápidamente.

Personalización SaaS

Las compañías de desarrollo y hosting de software (plataforma) se están mudando rápidamente a un modelo de software-as-a-service (SaaS) basado en la nube, en el cual sus servicios se entregan exclusivamente vía la Internet. Este modelo costo-efectivo les permite entregar sus productos y servicios más rápido y con costos de adquisición y de soporte más bajos que nunca antes. Por otra parte el SaaS atrae al mismo tiempo a consumidores individuales y negocios de todos los tamaños reduciendo los costos de adquisición de software y de soporte IT. Lo que frecuentemente se pierde es el grado de personalización que siempre ha estado disponible con programación en tu PC o servidor local. En respuesta, la mayoría de las compañías de SaaS proveen una API (application programming interface) de fuente abierta que permite a los desarrolladores agregar valiosas “apps” o extensiones a la funcionalidad primaria del software. Las apps personalizadas son algo común entre las plataformas líderes de software para marketing y ventas (CRM), permitiendo la integración de medios sociales, mejores comunicaciones y presentación de informes sofisticados.

Inteligencia de Marketing de Manos Libres

Con el rumor a voces sobre el iPhone 4S y “Siri”, podemos comenzar a imaginar un modelo completamente manos libres para ventas y marketing. No más encadenados a su laptop para actualizaciones y análisis, los profesionales de marketing y ventas pueden dedicar más tiempo a edificar relaciones reales y a hacer torbellinos de ideas para atraer a nuevos consumidores. Nuestros “agentes smarketing” estarán con nosotros en todas partes, permitiéndonos monitorear visitas, comentarios y preguntas para cualquiera de nuestras marcas y responder en tiempo real con respuestas verbales. Podemos hacer query’s con comandos de voz para encontrar las oportunidades más atractivas y crear micro-campañas optimizadas para cerrar tratos antes de que lo hagan nuestros competidores.

Autor: John McTigue en business2community.com (Traducción: Miguel Angel de Alzáa, marketineros.com)

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