El camino hacia la venta inteligente

El camino hacia la venta inteligente- Alejandro Lovagnini

La competitividad de hoy obliga a una nueva gestión “inteligente” de las ventas. Esta nueva visión implica la conversión de su proceso en estrategias a largo plazo, en aras de una exitosa gestión comercial en el tiempo.

Hacia la profesionalización de la gestión de venta.

La competitividad es una realidad y ha obligado a cualquier negocio, no importa su tamaño, a replantear todo su proceso comercial, que necesita girar no solo en torno de la venta, sino en la profesionalización de su gestión, convirtiéndola en clientes, y aún no solo en ello, sino en clientes satisfechos y fidelizados. Sin duda el Productor Asesor de estos tiempos necesita un cambio de paradigma en su enfoque de ventas que pivotea actualmente en los siguientes puntos:

  • Un cambio de modelo: el concepto tradicional de venta evolucionó y pasó a ser de un proceso de captación solamente, a incluir los conceptos de asesoramiento,  satisfacción, fidelización y creación de vínculos estables con el cliente.
  • Gestión del conocimiento: conocer la realidad del comprador, sus necesidades. La compra es una resolución de problemas. El comprador necesita percibir una realidad simplificada, más tratándose de un servicio tan complejo como el seguro. Tiene un “problema que necesita asegurar” y el Productor Asesor de Seguros tiene “la solución”. Para ello es necesario conocer los productos, asesorar y enfocarse en las necesidades del cliente.
  • Creatividad: aportar soluciones innovadoras y creativas al proceso de venta. Hoy día, el proceso de búsqueda de soluciones para ese “problema que se necesita  asegurar” es el primer paso de brindar un buen servicio al cliente. Las personas, (tal como una aseguradora), buscan minimizar los riesgos en el proceso de compra, principalmente los financieros. Buscan protección y soluciones, odian los reclamos y el mal servicio, peor aún si todavía ni han comprado. Aplicar innovación y creatividad en ventas es enfocar nuevas  posibilidades en la experiencia de compra del cliente,  apuntando a solucionar  sus problemas,  proponiendo  alternativas  distintas  y  novedosas, ayudándolo a pensar en su protección.
  • Utilizar toda la información disponible: todos los contactos con el actual o futuro cliente deben utilizarse como oportunidades para recoger más información sobre él. Las técnicas de enriquecimiento de la información comercial se basan, fundamentalmente, en la obtención de modelos de comportamiento de los clientes actuales o prospectos. Para obtenerlos es necesario tener un repositorio de información histórica y clasificarla. Hoy día existen técnicas aún convertidas a softwares como el CRM (Costumer Relationship Management, vinculadas con la recolección y archivo de información de clientes) y el Data Mining (Minería de datos, vinculadas a un conjunto de técnicas utilizadas en el proceso de búsqueda de modelos comprensibles a partir de grandes volúmenes de datos). Sin embargo, si no se cuenta con los recursos, un buen “prospecting”, mucho oído, el armado de una buena base de datos y flexibilidad para adaptarse eficazmente a los cambios y necesidades de los clientes, son un buen comienzo.
  • Crear multiplataformas de atención al cliente: el cliente debe poder acceder al Productor Asesor a través de distintos canales. Esto implica que puede ser contactado por teléfono, SMS o correo electrónico; y a su vez el cliente puede contactarlo a través de otros similares no tan convencionales, pero cuyo crecimiento ha sido exponencial como las redes sociales, el e-mailing, banners con links publicitarios en internet, etc. Tampoco se deben olvidar los dispositivos móviles, debido a que ese nuevo consumidor pasa mucho tiempo online desde su teléfono móvil (un 40% de los mails que recibe los lee en estos tipos de dispositivos).
    A medida que los clientes van ganando experiencia como usuarios de Internet y  compradores online, se origina el fenómeno conocido como “Cross-Channel Commerce” en el que se incrementa la búsqueda online para comprar offline y donde se encuentran compradores típicamente más agresivos y que gastan más dinero.

 

La venta inteligente: algunas consideraciones tácticas y estratégicas para optimizar las ventas.

 

Siendo la venta un proceso indispensable para la vida de cualquier organización, la venta inteligente vendría a ser como el programa de ejercicios para una buena salud comercial.  Utilizar eficientemente la información, convertirla en conocimiento y por fin transformar éste en acción, constituye una buena parte del éxito en la gestión comercial.  A continuación se brindan algunos tips estratégicos a modo de sanos ejercicios comerciales:

 

Objetivo: conocimiento del cliente

Tarea a realizar: Analizar el perfil del cliente y mejorar el conocimiento de la cartera.

Descripción de la actividad: aplicar técnicas de análisis descriptivo para hallar el perfil de cliente afín a cada producto o servicio. Obtener características comunes y aprovechar la información para generar tipologías y necesidades puntuales,  a fin de realizar comunicaciones efectivas, ofertas o promociones a medida o campaña publicitaria puntual.

Resultados: mapa de perfiles de cliente para cada producto o servicio.

Beneficios: mejorar la aceptación de los productos o servicios mediante la oferta afín al perfil concreto. El proceso permite la detección de necesidades no satisfechas y la generación de productos o servicios que las satisfagan.

Objetivo: segmentación de la cartera


Tarea a realizar: segmentación de la cartera de clientes.

Descripción de la actividad: generar segmentos de clientes en función a características distintivas en grupos, de acuerdo a intereses particulares de venta (frecuencia, tipo de producto comprado, uso, etc.) Luego tipificar los grupos de clientes obtenidos para desarrollar acciones diferenciales por tipo de segmento, identificando necesidades puntuales.

Resultado: organización y conocimiento de la cartera. División en segmentos homogéneos de clientes y los umbrales de uso para cada segmento.

Beneficios: tipificación de los clientes en función de características distintivas a fin de personalizar ofertas, mejorar la atención e identificar la relación 80 / 20 del principio de Pareto (el 20% de clientes que genera el 80% de las ventas).

Objetivo: cross y up selling

Tarea a realizar: venta cruzada, aumento de venta de productos.

Descripción: Cross selling: desarrollar la venta de productos o servicios complementarios o relacionados a clientes en cartera. Up Selling:  referido a lograr un nivel superior de ventas reforzado por técnicas como la promoción (descuentos en segundos productos, por cliente referido, por pertenecer a una determinada institución, grupo de referencia, club, etc. -concepto de grupo de afinidad-, entre otros).

Resultado: aumento de ventas, identificación de productos complementarios para el desarrollo de nuevas ventas.

Beneficios: incremento de volumen de negocios y facturación, mejora en la oferta de valor al cliente, conocimiento de las relaciones entre productos y servicios para hallar nuevas oportunidades de venta.

Objetivo: innovación en productos y servicios

Tarea: implementar procesos de innovación para generar nuevos productos y servicios.

Descripción: diferenciarse de los competidores, ir más allá y establecer pautas de comportamiento que permitan estimular la creatividad, orientando la organización hacia el cambio, en aras de un único objetivo para generar valor: lograr superar las expectativas de los clientes.

Resultado: diferenciación, creación de nuevos productos o servicios, desarrollo de mercado.

Beneficios: aumento de ventas, liderazgo en innovación, valor agregado al cliente, nuevos mercados a desarrollar.

Objetivo: fidelización de clientes

Tarea: conocer al cliente, retenerlo, lograr su lealtad.

Descripción: existen una gran cantidad de técnicas (concursos, puntajes, millajes, promociones, juegos, sorteos, clubes de afinidad, bonificaciones, etc.), sin embargo fidelizar implica conocer e interesarse, enfocar la organización al cliente. Las redes sociales son también un medio para mantener comunicación y reforzar el vínculo.

Resultado: repetición de ventas, conocimiento y generación de un sentimiento de pertenencia y vínculo con el cliente.

Beneficios: aumento de valor al cliente, incremento de ventas a largo plazo y mayor rentabilidad.

Conclusiones.

La venta sigue siendo siempre un proceso complejo, muy difícil de pronosticar, y menos en mercados cambiantes como los actuales. Sin embargo, a largo plazo, gozar de una “buena salud comercial para el Productor Asesor” implica establecer metodologías estratégicas para darle un sentido más amplio, vinculado con la obtención y mantención de clientes leales, duraderos y rentables. “Vender a cualquier precio” (literal o metafóricamente hablando) equivale a hipotecar el futuro.

 

Para recordar: vender más no es vender mejor.

 

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    Swart’s remarkable innings included 18 fours and 12 sixes.
    Eight of her team-mates came and went for a grand total of no runs as her side racked up
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    42-run victory over Easterns during Cricket South Africa’s Under-19s
    week in Pretoria on Monday.
    Swart’s remarkable innings included 18 fours and 12 sixes.
    Eight of her team-mates came and went for a grand total of no runs as
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