Según el informe de la Cámara Colombiana de Comercio Electrónico (CCCE) se vendió $12.2 Billones de pesos en el primer trimestre del año en Colombia a través del canal digital. Un aumento del 47% frente al mismo periodo del 2021 muestra sin duda alguna, que el e-commerce sigue siendo una oportunidad para miles de empresas y personas de todos los sectores.
Sin embargo, a pesar de que los consumidores siguen ganando confianza en el comercio electrónico, aún un 90% de las transacciones al detal se hacen en puntos de venta, según informa Shopify (2021) en uno de sus estudios.
Entonces, ¿por qué no considerar un mix de operaciones físicas y online en su estrategia comercial? A continuación expondremos nuestras consideraciones.
Definición del modelo de negocio “Brick and Click”
Este modelo de negocio refiere a la combinación de unos esfuerzos comerciales que se desarrollan en locales físicos (haciendo referencia al “brick” o en español: “ladrillo”) y a un canal de venta a través del comercio electrónico (tienda online o e-commerce, cuando se menciona el “click”).
Este modelo de negocio permite a las compañías aprovechar ambos canales de venta mediante aplicaciones de estrategia unificada. En pocas palabras, genera más opciones de compra a los clientes.
Funcionamiento del modelo de negocio “Brick and Click”
Es posible que un modelo de negocio haya nacido digital y su driver de ventas sea el e-commerce así como su operación. Piense que este negocio, empiece a abrir sus puertas a cierto tipo de clientes, distribuidores o clientes al detal para transmitir la oferta de valor y experiencia.
Por otro lado, considere un modelo de negocios por ejemplo: Servicios profesionales técnicos, donde es acostumbrado tener un consultorio, oficinas o sala de reuniones para atender a los clientes, pueda abrir su oferta a otras geografías, donde la limitante no sea ni las distancias ni el idioma.
Independiente como sea su empresa, está claro que es una oportunidad tener tanto el canal físico como el digital activo o al menos una parte de su línea de servicio disponible en ambos entornos.
Principios comunes de un modelo “Brick and Click”
Independiente a como sea entorno comercial, considere estos principios como pilares de operación y cultura:
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Experiencia de compra unificada:
Recuerde que el cliente debe SENTIR una experiencia unificada de servicio, lo que significa que desde la marca debe haber un idioma protocolizado, unas políticas comerciales con garantías, términos y condiciones muy bien planteadas a todos los posibles casos, una respuesta corporativa y de cohesión en los procesos de la empresa para que el cliente no prefiera un canal de compra al otro.Considere los canales y medios de pago, involucre aliados transaccionales y dele un abanico de posibilidades al cliente que permitan que se logre la transacción.
No deje de lado el análisis de rentabilidad, fidelidad de las plataformas y políticas de servicio de estos aliados, su bienestar debe estar dentro de la evaluación de la ecuación.Cada detalle importa, y las plataformas digitales deben ser no menos del 100% adaptadas a las versiones de dispositivos móviles, tabletas, pc y desktop. Algo tan simple como ver cortada una imagen o un texto que no tiene sentido en la descripción de un producto, desmotiva de ipso facto la voluntad de compra del cliente.
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Operaciones Flexibles, pero estructuradas:
Además de tener una cadena de operaciones logística bien alineada, recuerde que el cliente puede tener preferencia sobre el picking del servicio o producto que adquiera, por tanto hay que considerar los posibles drivers mandatorios, necesarios y deseables de su oferta al cliente. Deje que su cliente decida cómo iniciar la compra y que tenga diversidad de opciones para recibir su compra, tales como recogida en sitio, domicilios (aplica para que el especialista visite al cliente en un domicilio, o también para entrega de productos), puntos de acopio o encuentro, etc.
Sea claro con el servicio operativo que su cliente ha decidido recibir. Es importante que la comunicación sea efectiva y que los tiempos y movimientos de la operación estén conscientes dentro de la expectativa del cliente, recuerde que una mala experiencia se viraliza más rápido que una buena.Las políticas de servicio deben estar estructuradas a prueba de imprevistos, su stock de seguridad debe tener los niveles considerados por su departamento logístico y comercial, los tiempos y movimientos dispuestos en los procesos y procedimientos de su oferta, serán la carta de navegación de los equipos de trabajo.
Recuerde que a todo nivel su compañía debe conocer al detalle su estrategia. Hoy en día no es un lujo contar con un entorno digital, compuesto por aplicativos tales como: CRM, Gerenciamiento de proyectos y tareas, reportes multidimensionales, historial del servicio, facturación y contabilidad, inventarios, sistemas de costos, cloud drive colaborativo, pasarelas de pago, entre otros. Recuerde que el éxito de los procesos, está enmarcado en un entorno que sea resiliente y crezca en el tiempo para mejorar la experiencia de su equipo de trabajo, optimizando las labores de cada miembro y se vea impactado el cliente.
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Fortalecimiento de la marca:
Se trata de que su negocio sea creciente, rentable y sostenible. Optimice su estrategia de marca y comunique esas buenas experiencias que ha logrado, de la misma manera responda no menos del 100% de los comentarios (positivos y negativos) siempre fomentando una respuesta optimista que propenda a generar confianza. Este es uno de los puntos que encontramos menos inversión en empresas emergentes, pero que después de los años entienden que son muy necesarios para llevar a otro nivel la oferta de la compañía.
No escatime en la producción audiovisual, recuerde que las cosas entran por los ojos y nada habla mejor que una buena imagen, clip o video. Además considere el marketing de los sentidos, con iluminación diferenciada, escenarios de espectáculo, sonido envolvente y adaptado a su negocio.
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Indicadores y estadísticas:
Como práctica fundamental en los negocios, se debe tener datos para la toma de decisiones, pero estos deben servir como base de análisis para que respondan ciertas inquietudes a los líderes directivos. Plantee siempre un esquema que de manera simple pueda comunicar los resultados frente un presupuesto o forecast y la tendencia de crecimiento de los mismos a lo largo del tiempo y las acciones de comunicación realizadas. Procure tener trazabilidad de todas las etapas del embudo de ventas e invierta en los drivers que lo acercan al cumplimiento de sus objetivos estratégicos.
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Talento humano y competencias:
Cada Rol requiere de una experticia, de competencias blandas y duras, que están en los diferentes miembros de los equipos de trabajo que llevarán al éxito un modelo de negocio “Brick and Click”. Existirán brechas de conocimiento entre los equipos de trabajo que usted tiene y es importante cerrarlas, con capacitación, liderazgo o inclusive considerando involucrar nuevo personal a la operación para poder atender la operación. Sin equipos alineados no se logran las victorias.
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Foco en el compromiso con el cliente:
Es claro que se debe fomentar el good will de su oferta y marca y que cada vez se conozca su oferta. Centrar los esfuerzos en cada cliente y su participación, aseguran de que la experiencia haya sido adecuada a lo que usted enmarca en su planteamiento estratégico, estudie cada punto de contacto que su cliente tiene, desde que inicias la publicidad y sus etapas de mercadeo: Sensibilización, Consideración, conversión, Fidelización y Promoción.
Cada momento es importante y cada detalle marca la diferencia en la experiencia del cliente; si el cliente se siente más cómodo en su proceso de compra, seguramente reconocerá su oferta como valiosa y es apto para una segunda compra, una venta cruzada o mejor aún una referenciación.
Optimice su modelo de negocio a la realidad de un mundo hiperconectado, donde las oportunidades siguen surgiendo. Evalúe qué canal de comunicación es más productivo para su posicionamiento de marca y para su conversión en ventas, siempre apoyado de estadísticas, ojalá en analytics de tiempo real y tome decisiones oportunas con dicha información.
Lo invitamos a revisar su modelo de negocio “brick and click” con nuestros consultores de SHARKO. Solicite una visita.
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