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Elementos de persuasão para aumentar a taxa de conversão do seu site

Eu costumo falar bastante sobre taxa de conversão, talvez por perceber que as empresas acabam dando muito valor ao tráfego e pouco pensam em como transformar tráfego em negócios efetivos. Lembre-se de que é a venda que gera retorno sobre o investimento, não o tráfego pura e simplesmente.

A primeira lição que você deve saber com relação à taxa de conversão é a diferença entre preço e valor. Quanto maior o valor que você oferecer em qualquer ação de seu site, maior será a taxa de conversão. Para oferecer esse valor, o ideal é que se utilize de algumas ferramentas clássicas. Elementos persuasivos.

Os elementos persuasivos são estudados e apresentados pelo pesquisador Robert Cialdini, um dos maiores estudiosos do mundo em persuasão. O seu livro “O Poder da persuasão” é um clássico no tema. Veja um breve vídeo da HSM com Cialdini, para conhecê-lo melhor:

Os elementos são 6:

*  Escassez: considero um dos mais importantes argumentos de persuasão. Frases como “Somente 5 unidades”, “Últimas vagas”, “Só hoje”, “Promoção por tempo limitado” e outras representam bem esse argumento de persuasão.

*  Reciprocidade: ofereça algo sem pedir nada em troca. Um e-book gratuito, um desconto, um brinde. Isso fará com que o consumidor lhe veja de uma maneira mais simpática e isso aumenta a chance dele comprar de sua empresa.

*  Prova Social: tenha depoimentos no seu site. Cada depoimento é uma história diferente a respeito da sua marca. Veja os exemplos do site engenharia de vendas ou do Meu Móvel de Madeira.

*  Afinidade: se você fala a linguagem do seu consumidor, é mais fácil convencê-lo de algo porque ele gosta daquilo que se parece com ele ou com o que ele deseja alcançar.

*  Autoridade: uma certificação Microsoft ou Google, um selo e-bit, uma reportagem em um jornal de grande circulação e outros elementos visíveis que mostram que grandes marcas validaram sua empresa. O site da Sensedia tem uma página de Reconhecimentos, que exemplifica bem esse argumento.

*  Consistência: as pessoas tendem a ser consistentes com suas próprias ações. Uma vez que a pessoa dá uma “intenção de compra”, é mais fácil dela acabar comprando.

No próximo post, vou explorar dois elementos persuasivos que certamente seu site pode ter – autoridade e prova social.

Conrado

Conrado Adolpho, empresário há 22 anos, é especialista em alavancagem rápida de micro e pequenas empresas. Formado em Marketing com especialização em Economia, autor, consultor, palestrante, estudioso de filosofia e ativista social. Idealizador do Método 8Ps - método de Marketing Digital e Vendas, que é utilizado hoje por diversas agências, faculdades e empresas por todo o Brasil, e instituições de alguns outros países. Tem como missão pessoal "Transformar o mundo através do empreendedorismo" e já ajudou mais de 8 mil pessoas através do treinamento Imersão 8Ps e impactou mais de 33 mil empresas através do Método 8Ps. Autor do best-seller brasileiro de marketing mais vendido do país e vendido também em Portugal: Os 8Ps do Marketing Digital.

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