Campaña online vía Leads - Beople
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Campaña online vía Leads

Un LTO (Lead-to-order) se refiere al conjunto del ciclo que comienza con la identificación de un cliente potencial o lead y con la identificación de sus necesidades, prosigue con la solicitud de presupuesto, y acaba con la presentación del pedido.
leads
Por tanto, un lead es una pista comercial, no un individuo o una entidad, ni tampoco un proyecto. Hace referencia al contexto en el que se ha detectado un principio de interés por parte de alguien, por lo que pasa a ser considerado como cliente potencial. El lead también puede referirse a una oportunidad de negocio conceptuada exitosamente (puede consistir en lograr que un usuario rellene un formulario de solicitud de información, se subscriba a un newsletter u otra acción, lo que ya permite considerarlo como cliente potencial).

Objetivos de una campaña basada en Leads

Con las campañas basadas en leads se buscan dos objetivos:
– que el consumidor realice una compra (que se convierta en cliente);
– en su defecto, que rellene un formulario de contacto (u otra acción que abra una vía de comunicación) que le permita ampliar información sobre la marca, acción que podría derivar en una venta en otro momento.
Con este procedimiento se da un paso más allá de la estrategia de generar tráfico, ya que no solo se espera que el receptor vea nuestro anuncio y además haga clic, sino que se busca convertirle, como mínimo, en cliente potencial. Se trata pues de producir clientes con proyección para la empresa. No nos conformamos con que el cliente conozca en profundidad nuestro producto, sino que intentamos elevarlo a la categoría de cliente potencial con el que poder trabajar en el futuro.
En cierta manera, la estrategia de leads incluye una construcción de marca, con vistas a consolidar relaciones duraderas con los clientes. La rentabilidad de este tipo de acciones es a corto y, eventualmente, a medio plazo.
El procedimiento de campañas de leads consiste en lograr incluir a clientes potenciales en un programa de envío de información, contacto telefónico, suscripción a envío regular de correos electrónicos o newsletters. En definitiva, crear un banco de cliente potenciales al que abordar de la manera que se considere más efectiva.
De esta forma, se crea una relación sostenida que nos permite comunicarnos con el cliente e incitarle a avanzar en su proyecto de compra. Llega un momento en que la citada relación está suficientemente madura como para iniciar una conversación real. El arte de esta estrategia, consiste, en parte, en acertar en el momento más adecuado para entablar un contacto personal fructífero. Claro que el éxito óptimo del lead se produce cuando es la parte destinataria la que toma la iniciativa de la conversación.
El principal parámetro de seguimiento de este tipo de campañas es el Lead Througth Rate (LTR), también llamado Tasa de Conversión. Muestra el porcentaje de las visitas provenientes de los anuncios que han finalizado en lead. Es el resultado porcentual de dividir el número de leads recibidos entre el número de visitas recibidas. Para obtener estos datos, hay que poder acceder a las estadísticas del servidor web, o recurrir a Google Analytics. Este parámetro ofrece información sobre la efectividad de la landing page y el interés que despierta nuestro producto en el público captado.
También es interesante conocer la “Conversión a venta”, resultado porcentual de la división del número de ventas conseguido entre el número de leads recibidos. Este dato evalúa el nivel de calidad de los leads conseguidos así como la eficacia de nuestro proceso de cierre de venta.
 

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