Últimamente me encuentro con un montón de personas que, a la hora de crear una web, quieren llenarla de un discurso emocional. Copys que pregonan a los cuatro vientos que hay que «conectar con la audiencia». Historias muy sentimentales en cada web que visitamos. Pues os voy a decir una cosa… No es obligatorio emocionar a tus clientes.
¿Qué significa exactamente «emocionar a tus clientes»?
En los últimos tiempos, el marketing emocional le está ganando el terreno a otras formas más convencionales de promocionarse. El famoso storytelling es una moda en auge. Apuesta porque cada persona, cada empresa, tiene una historia que contar. Y ésta debe quedar reflejada en tu web, en tu marca y en tus redes sociales. Apelar a las emociones de nuestros clientes tiene sus ventajas obvias: Te ayuda a conectar con ellos y el engagement es mucho mayor. Vamos, que su compromiso contigo aumenta, porque se siente comprendido y valorado. ¿Queréis un ejemplo práctico? Recordad los anuncios de Campofrío, en los que, cada navidad, tratan un tema de actualidad. O aquella campaña de una bebida alcohólica que nos recordaba el escaso tiempo que pasamos con nuestros seres queridos. Yo misma participé en una campaña que transmitía que mi cliente era capaz de ayudar a sus usuarios, que tenían problemas de salud. Y era cierto. Y también es cierto que la campaña fue un éxito, porque muchas personas se sintieron identificadas con los problemas a resolver.
¿El marketing emocional y el storytelling son para mí?
Pues depende. Puede que en un momento dado te interese emocionar a tus clientes. Por ejemplo, a la hora de crear una campaña de publicidad para captar usuarios. Pero también es posible que yo, como potencial compradora de una nevera, no quiera saber ni la historia de la tienda de electrodomésticos, ni cómo ha llegado la nevera a su almacén.
Cada caso es un mundo, pero hay webs que funcionan mejor siendo más prácticas. Si seguimos con el ejemplo anterior, nos daremos cuenta de que las tiendas de electrodomésticos online suelen centrarse en el producto. Son claras, nos ofrecen resultados y se centran en las características de aquello que venden. Porque saben que sus clientes ya han hecho búsquedas. Ya están informados. Y seguramente no quieran perder tiempo emocionándose con una nevera.
Esto no quiere decir que no se puedan hacer campañas publicitarias emocionales. O humanizar sus redes sociales. La imagen de marca puede «respirarse» en otras cosas: Una web que permita una compra fácil en pocos pasos, el buen trato al cliente, el transporte e instalación en el hogar, contacto sencillo en caso de duda, la atención post-venta… pero no necesitaremos storytelling en estos casos. No, al menos, en el grueso de nuestra web, que debería ser clara, concisa y ponérselo fácil al potencial comprador.
Recuerda: Debes buscar cuál es tu modelo de negocio y cuál es la mejor forma de potenciar que tus clientes compren tus productos o servicios. No te enrolles sólo porque está de moda. A veces, menos texto es más.
¿No sabes si deberías emocionar a tus clientes o no?
Gracias a mi auditoría (incluida en el kit de arranque) sabremos qué tono y mensaje debes transmitir en tu página web. ¿Quieres saber más?
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