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Saiba como usar gatilhos mentais estrategicamente

Sabemos bem que são inúmeros os desafios enfrentados no dia a dia corporativo e que fazer uma oferta irresistível para o público pode demorar um pouco. Mas sabia que o uso de gatilhos mentais consegue encurtar o caminho e facilitar esse processo?

De maneira geral, a tomada de decisão é um mecanismo cognitivo pelo qual escolhemos um plano coerente de ação dentre vários outros cenários, fatores ou análises correspondentes a um problema. É nessa hora que os gatilhos mentais agem, pois são propulsores para as nossas decisões e atitudes.

Com isso, para conseguir obter bons resultados em seu negócio, preparamos uma lista com alguns dos principais gatilhos e como eles podem ser utilizados. Confira!

Antecipação

Sabe quando você vê um trailer muito bem-feito de um filme e desperta aquele interesse repentino de assisti-lo, pois sente que não se arrependerá da decisão? O gatilho mental da antecipação diz respeito ao ato de desenvolver na mente uma expectativa sobre algo que ainda está por vir.

Pensando em um planejamento estratégico de marketing, esse gatilho é essencial para mexer com a expectativa do público-alvo. Ao mostrar as funcionalidades de um produto, por exemplo, enfatizando os benefícios e como isso pode ser útil para as pessoas, as chances de conquistar uma audiência qualificada são grandes.

Autoridade

Normalmente, quando um assunto se torna relevante para nós é porque a fonte interlocutora despertou algum respeito em relação ao que diz, não é mesmo? O gatilho da autoridade é um dos mais utilizados no marketing digital, afinal, quando você demonstra ter conhecimento do que fala, a tendência é que o público deposite um voto de confiança.

Ser referência de mercado é uma das ambições das empresas, pois proporciona maior visibilidade e faz com que os produtos ou serviços tenham o alcance esperado. Essa estratégia, se for bem realizada, enaltece a importância de uma marca e faz com que ela esteja à frente da concorrência.

Escassez

Você já deve ter percebido que quando perdemos alguma coisa, na maioria das vezes, vem aquela sensação incômoda de que ela era fundamental em nossas vidas, certo? Normalmente, quanto mais difícil for uma situação de perda, maior é a importância dada, pois achamos que pode ser algo raro ou muito valioso.

Para se ter uma ideia, se você anunciar um curso online com pouquíssimas vagas e tempo de inscrição limitado, serão maiores as chances de fechar o número ideal de alunos. No entanto, preste atenção para não cometer equívocos e colocar uma escassez mentirosa — afinal, se o público perceber que você usa essa tática frequentemente, o resultado pode ser o oposto do almejado.

Novidade

Embora as situações familiares gerem uma certa tranquilidade aos nossos olhos, o que consideramos como novidade é que nos tira da zona de conforto e dá a verdadeira sensação de prazer. Na história da humanidade, aprendemos a querer o novo e não nos contentarmos enquanto não alcançamos nossos objetivos.

Isso fica muito explícito quando vemos uma tecnologia avançada substituindo a anterior, visto que a curiosidade humana acaba falando mais alto. Na estratégia digital, por exemplo, o desenvolvimento de conteúdos relevantes permite que o público se mantenha interessado no que tem a dizer, deixando o entendimento do seu produto ou serviço mais efetivo.

Prova social

Provavelmente você há de concordar: somos seres sociais e, diversas vezes, tentamos nos encaixar em grupos com os quais nos afeiçoamos. O gatilho da prova social é muito poderoso, pois tem a capacidade de mudar a percepção do público e fazer com que ele tome o mesmo caminho de outras pessoas sem nem saber ao certo o porquê.

No mundo dos negócios, essa tática é utilizada com muita frequência, visto ser possível contribuir significativamente para o branding de uma empresa. Sendo assim, você pode estabelecer parcerias com influenciadores digitais, estimular a compra das pessoas por meio de pesquisas de satisfação, apresentar índices positivos de unidades vendidas, entre outros aspectos que geram esse gatilho mental.

Razão

Apesar de a maioria de nossas ações serem baseadas nos instintos e na emoção, se você reparar bem, sempre procuramos uma razão lógica para justificar as atitudes realizadas. Inclusive, o lado racional do cérebro é o responsável por colocar em prática as ideias que temos.

Entenda que o público-alvo não vai comprar o seu produto apenas porque achou bonito, e sim pelo fato de ter encontrado um motivo lógico para fazer isso. Ao trabalhar o funil de oferta, você precisa identificar os problemas da persona e, assim, proporcionar meios plausíveis para suprir esses pontos de dor.

Reciprocidade

Entre os processos naturais da vida humana, podemos observar que estamos “programados” para retribuir o que as outras pessoas nos oferecem, de forma instintiva e empática. Ao usar o gatilho mental da reciprocidade em seu negócio, perceba que a sua audiência se sentirá instigada a retribuir as suas ações.

Para atrair a atenção dos visitantes e convertê-los em leads qualificados, você pode compartilhar recompensas digitais, tais como e-books, conteúdos por newsletter, resenhas etc. Além disso, a reciprocidade serve como excelente poder de barganha para firmar parcerias com fornecedores e distribuidores.

Segurança

Por último, mas não menos importante que os demais tópicos apresentados, o gatilho mental da segurança exerce um poder incrível de impactar as pessoas a respeito de um produto ou serviço e, por consequência, influenciar a compra. É absolutamente normal que queiramos nos sentir com a consciência tranquila ao tomarmos uma decisão.

Com isso, vale a pena o investimento em um blog profissional, campanhas com informações precisas sobre o que vende e, principalmente, um atendimento exemplar, pois serão fatores preponderantes para conquistar os consumidores. Ainda convém lembrarmos que, em muitos momentos, o gatilho da segurança pode ser utilizado junto da prova social e formar um combo de sucesso.

Para concluirmos, certifique-se de estar criando estratégias relevantes para o público e condizentes com a proposta da empresa. Todavia, não encare os gatilhos mentais como palavras mágicas, mas sim, um complemento de um planejamento bem definido.

Se você gostou deste post a respeito dos gatilhos mentais, então siga as nossas páginas nas redes sociais para acompanhar as novidades: estamos no Facebook, no Instagram, no YouTube e no LinkedIn!

Conrado Adolpho

Minha missão no mundo: "Construir um mundo melhor por meio da internet". Autor do livro "Os 8Ps do Marketing Digital" e entusiasta da internet como fenômeno social.

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311 comentários

  1. Jeferson Peres em 22/09/19 às 14:29

    Excelente artigo! Tenho uma dúvida sobre como incluir / plugar alguns gatilhos em um “funil” perpétuo…. sou produtor digital e criei meu funil perpetuo (conteúdo, engajamento, conteúdo, oferta, conteúdo, etc) está funcionando e agora estou na etapa de refino (testes), estou com dificuldade de “plugar” os gatilhos de escassez e urgência. Tenho dois bônus que ofereço com o curso principal, e utilizo ambos para provocar escassez & urgência.
    Noto que a oferta está bem construída, etc. Porém, confesso que não estou encontrando uma forma de aplicar estes dois gatilhos no funil perpétuo.
    Alguma dica?
    Parabéns pelo artigo e pelo trabalho.
    Abraço,
    Jeferson.

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