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A diferença entre “preço” e “valor” no seu site

A primeira vista os dois smartphones da imagem parecem o mesmo: um iPhone. Se prestarmos mais atenção, veremos que o da direita é um pouco diferente. É o que chama-se vulgarmente de HiPhone. Uma cópia do iPhone.

O HiPhone, ao contrário do primo famoso, custa em média R$199,00 parcelado em 12 vezes sem juros e tem mais funções. Pega até TV. Por que então custa tão mais barato do que o iPhone? Você certamente já sabe a resposta. Marca.

A Apple é campeã em valorizar sua marca. Trabalha boatos, design, percepção de inovação e status, marketing de expectativa e várias outras ferramentas de marketing para obter o maior valor possível percebido pelos seus aparelhos. Uma vez que conseguem um alto valor percebido, podem cobrar um preço muito maior do que um concorrente sem marca, um genérico como o HiPhone.

No caso do case que estudamos do Radiohead, foi exatamente esse embate entre preço e valor que foi exposto.

O que vou falar, intuitivamente, você já sabe. O que dizer da questão de preço e valor em um mundo mais prosaico – no site da sua empresa?

Vamos entender melhor o porquê de acontecer uma compra. Uma pessoa compra algo quando o valor percebido por ela do produto em questão é maior do que o preço pelo qual a empresa está cobrando por ele. Quem escolhe preço é a empresa, mas quem atribui valor é o consumidor.

Só compro um notebook por R$3.000 se percebo que ele vale mais do que isso para mim. Eu sinto, então, que estou ganhando mais do que estou gastando. Estou levando mais valor do que o preço pelo qual estou pagando. Para alguém que já tem um notebook igual, porém, o valor de um segundo notebook já não é tão alto. Não vale os R$3.000. Valor é algo individual e temporal, depende da necessidade do momento. Quanto melhor você entender o valor individual atribuído a seu produto ou serviço, melhor saberá que público enxerga maior valor no que você vende.

Falando um pouco mais de “preço”, este não precisa ser somente monetário, em dinheiro. O conceito de “preço” para se adquirir um produto é bem mais abrangente. Pode ser o medo que se tem de passar o cartão de crédito em um e-commerce de origem duvidosa, o tempo que eu tenho que gastar para preencher um formulário muito longo e até o meu número de celular que eu tenho que revelar para baixar um ringtone.

Se eu preencho o formulário ou passo meu cartão de crédito, apesar do medo ou falta de tempo, estou enxergando mais valor no que eu vou receber posteriormente do que o preço que tenho que pagar, ou seja, o tempo ou o medo.

Quanto maior o preço – monetário ou psicológico – menor será a quantidade de pessoas que irá se converter em compradores. Quanto maior é o preço que sua empresa cobra por algo, maior será o valor que terá que mostrar para convencer alguém a pagá-lo. Cada campo a mais de um formulário, cada passo a mais em um funil de compras, cada clique a mais para o consumidor chegar à missão crítica, significa um aumento de preço. Qual o valor percebido que você está gerando para fazer com que o consumidor, mesmo com todas as barreiras, atinja a missão crítica?

Todos nós sabemos que a melhor estratégia para converter mais clientes é aumentar o valor ao invés de abaixar o preço. A pergunta, então, passa a ser: “como consigo aumentar o valor percebido de um produto ou serviço exposto no meu site”?

Você já leu aqui mesmo no blog que vivemos em uma economia baseada em informação e que é ela o papel de protagonista no mercado. Na maioria das vezes a primeira impressão que seu cliente terá de sua empresa será por meio do site dela. O valor da sua marca será percebido a partir do que ele vir de informações sobre o seu site. Quanto mis você caprichar na informação, mais valor o seu site terá para os visitantes e maior será o “preço” que sua marca poderá cobrar.

Lembre-se sempre de que o consumidor, para perceber valor, se utiliza de critérios muito subjetivos. Um outro ponto é que, para perceber valor, o consumidor dificilmente o percebe na tecnologia. Atualmente, tecnologia já não é diferencial, é condição sine qua non para se estar no mercado. Um HiPhone tem tanta, ou mais, “tecnologia” do que um iPhone, mas não gera o mesmo valor percebido nem de longe. E tem mais, como a maioria dos produtos hoje são fabricados na China, muitas vezes o produto pirateado é fabricado na mesma fábrica do produto original – o que nos diz que realmente a tecnologia é praticamente a mesma, porém, a marca, não.

O que faz uma marca valer mais ou menos é a informação que a empresa disponibiliza sobre ela. Os depoimentos positivos de clientes, o serviço bem prestado, o design e tantas outras informações sobre ela.

Uma vez que você entenda a diferença entre preço e valor no seu site, pense o quanto de valor está entregando para seu consumidor e o quanto de preço está cobrando dele para as tarefas mais simples, como preencher um formulário. Quando passar a entregar mais valor do que preço em qualquer que seja a tarefa, vai aumentar a sua taxa de conversão e gerar mais pedidos de orçamento ou vendas para seu negócio.

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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