NEUROMARKETING Y COLOCACIÓN DE LOS PRODUCTOS EN LAS TIENDAS

NEUROMARKETING Y COLOCACIÓN DE LOS PRODUCTOS EN LAS TIENDAS

Uno de los aspectos más estudiados dentro del marketing es la decoración del interior de las tiendas. Los elementos visuales pueden adaptarse y reorganizarse para atraer a los clientes y maximizar las ventas. Es lo que en ocasiones se conoce como vitrinismo. No se trata solo de la arquitectura y diseño de suelos y paredes, sino que incluye también la iluminación, señalización, accesorios y decoración.

La idea es que con todos los elementos se pueda combinar una narración, crear una identidad de marca y ofrecer al consumidor una experiencia no solo buena sino intuitiva. Poder contar una historia que conecte al consumidor con el producto. Evidentemente no es tarea fácil pero afortunadamente el neuromarketing puede ser de gran ayuda.

La realidad es que hay un número creciente de clientes que van a las tiendas en busca de inspiración e ideas y el neuromarketing sugiere que más de la mitad de las compras son compras por impulso o no planificadas.

Teniendo esto en mente, hay que conseguir que esos clientes que entran buscando ideas, acaben comprando. Para ello, hay unas reglas que se pueden seguir:

-          Los artículos más nuevos deben colocarse en la entrada de la tienda. La razón radica en la diferencia entre querer y necesitar. Si el cliente necesita un artículo que está al fondo de la tienda irá hasta allí para buscarlo, pero es importante que conozca que existen otros artículos.

-          Rotar el inventario para ampliar el número de productos que están en la mente de los consumidores.

-          La disposición de la tienda debe ser simple pero impactante, evitando demasiado desorden visual, que sea fácil de seguir para el ojo del cliente, sin demasiados colores.

-          Contextualizar los productos por estilo de vida. Por ejemplo, utilizar nuevas prendas de temporada con una selección correcta de accesorios, arte, libros, perfumes, etc. que actúan como accesorios de compra.

-          Utilizar colores que inciten a la compra. El rojo y el naranja son colores cálidos y sensuales, el azul y el verde calmantes y relajantes, mientras que todo parece indicar que la combinación de rojo, negro y blanco es atractiva en el comercio minorista. Algunas investigaciones sugieren que más del 60% de la decisión de compra de un cliente se basa en el color.

-          En cuanto a la experiencia de usuario, los productos deben mostrarse al alcance de la vista. Es importante aplicar la regla de tres, un principio clásico del neuromarketing por el que es más probable que se capte la atención del cliente cuando se desencadena un desequilibrio, como puede ser un número impar de objetos.

-          Utilizar una iluminación adecuada. Según los estudios de neuromarketing, los clientes pasan más tiempo en tiendas que tienen una iluminación cálida. Los productos nunca deben estar a la sombra y es conveniente usar focos para resaltar las estanterías inferiores y superiores y enfocar la mirada del comprador.

-          Utilizar marketing sensorial. Las herramientas para sorprender al cliente a través de los sentidos, como pueden ser sonidos que incentivan sus deseos, texturas que agradan, etc. son determinantes para la decisión de compra.

-          Cuidar la señalización. La señalización es un elemento que muchas veces se pasa por alto, pero la realidad es que la búsqueda confusa puede desencadenar frustración y provocar una salida rápida. Es por ello que la señalización de orientación clave debe ser grande y legible desde el frente de la tienda.

 

RELACIÓN EMOCIONAL CON LOS CLIENTES

El objetivo principal debe ser demostrar a los clientes que ellos son lo primero y para ello, lo importante es decidir qué emoción se quiere dirigir a la audiencia. Una vez decidida, es necesario comunicarla en la tienda y atender a las necesidades de los clientes: lo que quieren, desean y aspiran.

Crear narrativas visuales consistentes, centradas en las necesidades emocionales de los clientes es fundamental. Cada punto de contacto debe reforzar el mensaje de que la marca está respondiendo a las necesidades emocionales de sus clientes y esto es especialmente importante en los denominados momentos de la verdad.

Hay que tener en cuenta que los vínculos emocionales que las personas forman con las marcas no son muy diferentes de los que se forman con otras personas. Se vuelve difícil para la persona separarse de la marca y comenzar una nueva relación con otra. Y esa relación emocional sólo se puede lograr poniendo lo que los clientes consideran más importante por encima de todo lo demás.

Entre las razones para elegir un producto sobre otro se pueden señalar:

-                      Precio: el producto es el más barato.

-                      Conveniencia: es más fácil de conseguir, de instalar o de usar.

-                      Características: el producto tiene el conjunto de características perfecto o algunas opciones innovadoras.

-                      Emoción: el comprador está emocionalmente en sintonía con la marca debido a los valores o a la historia.

Hoy en día, las diferencias en el precio, conveniencia y características de los productos no suelen ser muchas, por lo que es la emoción la que hace que los consumidores tomen la decisión de compra.

Se define la marca emocional como el arte de diferenciar la marca, creando conexiones con los clientes a un nivel emocional. Se basa en la idea de que las personas se definen a sí mismas, en parte, por las marcas con las que deciden asociarse, incluidos los productos que comen y usan. Este hecho es aún más acentuado cuando hablamos de consumidores millennials.

Y puesto que todos los puntos de contacto con el cliente deben reforzar el mismo mensaje, la tienda no puede ser olvidada en la creación de marca emocional, manteniendo una consistencia con la web o las redes sociales.

En este sentido, la psicología de los colores, las formas y la música son elementos que refuerzan los mensajes emocionales, así como también el empaquetado o el diseño de los productos.

Los clientes pueden ser sofisticados, pero no dejan de ser seres emocionales que tienen necesidades que cumplir, así que apostar por las emociones siempre es un valor seguro.

Posted in Branded Content, Cliente, Emociones, Engagement, Experiencia, Interacción, Marketing, Neuromarketing, Reputación, shop, Viral.

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