Come aumentare le Lead grazie ad una Omnichannel Strategy

Il tema della Omnichannel Customer Experience non è una novità nel mondo del web ma data la complessità del tema, sempre più aziende stanno realizzando strategie per applicarla in modo semplice.

 

Le modalità di implementazione di una strategia di omnicanalità sono tante e dipendono ovviamente dai canali che si vogliono integrare. In sostanza per Omnicanalità s’intende l’integrazione di tutti i canali web presidiati facendo vivere all’utente un’esperienza “senza soluzione di continuità”, dove il visitatore ritrova le medesime informazioni (comprese quelle personali inserite da lui) nel passaggio tra le diverse piattaforme (ad esempio nel passaggio dal chatbot di messenger al sito, fino ad arrivare al form di contatto).

Quando si parla di raggiungere nuovi clienti tutte le aziende produttrici di beni e servizi devono considerare due principali driver:

  • la moltitudine di dispositivi dal quale è possibile navigare online
  • la tipologia di utenti con le loro diverse necessità e preferenze

Delle soluzioni esistono già: piattaforme CMS self-adaptive (che si adattano automaticamente a diversi dispositivi) e data screening (i cookies ad esempio) che vanno a filtrare gli interessi dei clienti e che possono essere utili per orientare le campagne pubblicitarie online.

Qual è quindi la difficoltà nel disegno di una omnichannel integration?

Disegnare l’esperienza utente in tutti i suoi passaggi tra le diverse piattaforme e al contempo creare un back end integrato che raccolga i dati aggregati e li organizzi.

 

Le soluzioni odierne, spesso, sono progettate per far vivere una buona esperienza utente sulla piattaforma, ma non propongono proattivamente soluzioni di integrazione native con altre piattaforme, come per esempio un CRM.

In altre parole:

  • le piattaforme online sono disegnate per adattarsi nativamente a qualsiasi tipo di schermo
  • le campagne pubblicitarie, grazie alla user browser activity (i cookies), vanno direttamente a toccare coloro che sono già sensibili al prodotto

 

Il problema risiede nel fatto che, per quanto le piattaforme siano belle e funzionali grazie alle tecnologie sopra descritte, spesso non sono integrate con “lo step successivo” e l’azienda perde potenziali lead.

Mapadore, partendo dall’esperienza concreta di un cliente, ha sviluppato una soluzione semplicissima nella sua complessità, che é possibile integrare in qualunque sito per non perdere lead potenziali.

 

Il cliente in questione ha un sito curato e un buon portafoglio clienti. L’azienda, però, era scontenta della percentuale di lead che effettivamente passavano dalla compilazione del form sul sito alla conferma dell’appuntamento una volta contattati telefonicamente

 

Per questo cliente una lead era tale se lo web-user avesse richiesto di prenotare un appuntamento con l’agente di riferimento. Prima dell’intervento di Mapadore, su 100 utenti che richiedevano di essere contattati per fissare un appuntamento, solo il 55% alla fine confermava l’incontro.  

I dati raccolti ci hanno fatto capire come il problema risiedesse nel processo di prenotazione della chiamata: il web user richiedeva una chiamata, il marketing dirottava la richiesta al call centre, l’operatore chiamava e fissava un appuntamento (quando riusciva a parlare con il cliente). Troppi passaggi che potevano durare anche dei giorni e si rischiava di perdere l’opportunità, come i dati confermavano.

Mapadore ha risolto questo problema grazie ad un form “adattivo” che integra il sito, il CRM, le agende degli agenti e i social network dei potenziali clienti: l’utente stesso compila il form di contatto che già gli propone alcune data ottimali per incontrare l’agente in base al calendario di quest’ultimo. Se in più il potenziale cliente compila il form usando direttamente il log dei social, l’algoritmo di Mapadore è in grado di trovare il matching migliore tra agente e utente in base alle caratteristiche di entrambi.

L’utente, una volta fissato l’appuntamento, viene salvato in automatico nel CRM, senza richiedere alcun tipo di attività manuale da parte dell’operatore dell’agenzia.

Risultato: con la possibilità di prenotare direttamente un appuntamento con l’agente, e saltando lo step del call center, la percentuale di clienti gestiti è aumentata all’ 87%. In sostanza: +58% di clienti presi.

Il principio dell’omnichannel integration è applicabile a qualunque industry e a qualunque azienda che ha un’attività on line di lead acquisition. Lo scopo di Mapadore rimane lo stesso: creare valore aggiunto aiutando le aziende a vendere di più e meglio, semplificando i processi.

Mapadore, your guide in the sales journey.

Incuriosito dalle nostre soluzioni? Prova Mapadore

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