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Como criar a sua lista de e-mails do zero

Já que no último post falei de lista de e-mails de clientes, certamente alguns dos leitores se perguntaram: “Tudo bem. Tendo uma lista de clientes fica fácil, mas e para quem está começando um negócio agora e não tem nenhum e-mail sequer?”. Não é tão fácil de responder, e menos ainda de fazer, mas vou ensinar uma das técnicas que ensino no meu curso 8Ps.

Para começar, você tem que entender qual o seu público. O que eles querem? Desejam conteúdo denso, dicas rápidas? Preferem algo que lhes traga economia ou algo que lhe dê conforto? Perseguem status ou preenchimento de carências? Até agora não falei nada de listas. Falei de pessoas. Uma lista de e-mails, nada mais é do que a ligação direta com pessoas. Não pense em como “atrair e-mails”, pense em como atrair gente. Se você tiver sucesso nessa etapa, as pessoas gentilmente deixarão os seus e-mails.

Para quem achou ao começar a ler esse e-mail que ia sugerir comprar listas, trocar listas, capturar e-mails na internet, esqueça. Isso já não dá certo há algum tempo.

A próxima etapa após entender profundamente o que o seu público quer é criar um conteúdo que seja completamente adaptado a esses desejos. O conteúdo define o público. Se seu público for sobre viagens e só criar conteúdo sobre viagens baratas, vai atrair um público preocupado com economia e barganhas. Se criar conteúdo sobre os melhores restaurantes do mundo, atrairá um público interessado em status com dinheiro para gastar. Não há nada errado em atrair um público ou outro – são apenas escolhas diferentes.

O conteúdo define o público! Escolha o público que quer e então, crie um conteúdo para este público. Algo bem específico. Se quiser ser mais eficiente, pergunte a ele o que ele quer. Há diversos softwares de pesquisa de mercado como o SurveyMonkeys que podem fazer o trabalho para você. Fácil de usar e de tabular resultados. E a versão gratuita é bem parruda.

Uma vez descoberto os desejos mais íntimos do público que quer atrair, passe a produzir conteúdo incessantemente. Porém, não é qualquer conteúdo. As pessoas, em geral, não querem toneladas de conteúdo. Elas querem o conteúdo que conseguem digerir. O conteúdo que elas tenham a sensação de início, meio e fim e sintam o alívio de terem terminado a tarefa. Pode acreditar que bem sei disso uma vez que tenho um livro de 900 páginas. O simples ato de pensar em ler um livro desses já cansa. Não é à toa que muito mais gente “conhece” o 8Ps do que “tem” o 8Ps. E dos que o tem, menor ainda a quantidade de pessoas que de fato o leram.

Conteúdo deve ser medido e entregue em porções cada vez maiores só para quem pede mais. Tenha, sim, toneladas de conteúdos, mas em camadas distintas e cada vez mais profundas com porções com início, meio e fim distintas para fornecer o alívio cognitivo necessário para que o leitor fique satisfeito.

Esse conteúdo pode ser filmes, e-books, planilhas de Excel, imagens e tantos outros. Agora basta você disponibilizar tal conteúdo em uma página em que a pessoa tenha que fazer um pequeno cadastro com nome e e-mail para baixar, por exemplo, o e-book ou ver um vídeo. Veja um exemplo claro disso que uso para capturar e-mails de pessoas interessadas em aprender Google Adwords.

Depois que a sua landing page de captura, como é o nome técnico desse tipo de página (também chamada de Squeeze page) estiver configurada, basta divulgar que seu site tem tal conteúdo apontando um link para tal página. Quanto mais pessoas entrarem na página e se interessarem pelo conteúdo, mais e-mails segmentados pelo conteúdo apresentado você terá.

Dica simples e muito eficiente 🙂

 

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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266 comentários

  1. Tiago Rocha Sarno em 22/11/12 às 12:16

    Ótimo post, realmente não existe uma fórmula mágica para captação de e-mails relevantes. À medida em que fui lendo o post, imagens vão se formando na mente sobre como formatar os blocos de conteúdos em nossos sites.

  2. André Gonçalves Fernandes em 23/11/12 às 23:07

    Conrado,

    Boa Noite!

    Para uma empresa ter sucesso tem que aplicar da forma correta a metodologia do Primeiro ao Oitavo P dos 8Ps do Marketing Digital.

    Com certeza terá sucesso.

  3. Sérgio em 27/12/12 às 10:31

    Bom Dia, Conrado

    (Mas para perguntar eu preciso saber por quais canais de comunicação que eu utilizarei para realizar a pesquisa. Isto já não pressupõe que eu tenha uma lista de e-mails para enviar a pesquisa? Seria totalmente improcedente comprar uma lista de e-mails composta por um público, que de ante-mão pode ter interesse em participar de uma determinada pesquisa?

    • Conrado em 27/12/12 às 21:07

      Olá, Sergio,
      Você tem que criar as suas landing pages de captura e construir a sua própria lista. Dê uma lida nessa parte no livro “Você já tem um Plano B?”. Lá eu explico detalhadamente essa parte.
      Abraço

  4. António Santos em 31/12/12 às 12:41

    Ainda continua a ser possível tirar um pouco de benefício de uma lista comprada por exemplo. Mas esse benefício é de muito pouca qualidade e alto risco comparada com um a lista obtida por captura.
    Ao usar a captura, já está a segmentar. Ao usar a lista comprada, tanto pode estar a conseguir alguns leads, como ao mesmo tempo pode estar a criar anti leads que se vão lembrar de você como alguém que um dia lhe enviou SPAM. É tão mau ou pior que perder um cliente.
    Na captura demora mais mas é totalmente compensado pela qualidade do lead.

  5. Luciano rocha em 18/09/13 às 01:04

    OLa Conrado. Tem indicação de softwares para criação de listas?

  6. Ozeas Negreiros em 25/11/13 às 18:37

    Bom dia, Conrado estou começando agora mais não sei como colocar no meu site um sistema para pegar os emails dos meus visitantes gostaria que voce me indica-se um guia, tutorial, ebook, algo que desse para mim
    começar a criar minha lista de Email. Obrigado!

  7. Danilo Soares em 06/01/14 às 05:31

    Legal as informaçoes Conrado…bem interessante criar conteudo direcionado para o publico alvo…sempre queremos pegar o maior numero de e-mails possivel mas nao pensamos que estamos nos prejudicando atraindo pessoas que nao vao interagir com nossas mensagens

  8. Edmundo Lopes em 10/02/14 às 17:54

    Muito legal a dica..Alias o conteúdo disponibilizado por você é sempre relevante. Parabéns!!

  9. Flaviano em 20/02/14 às 12:39

    òtimo artigo,criar lista é realmente uma missão que o empreendedor tem que fazer, se não sabe tem que aprender ,pois se não tiver uma lista ativa você não conseguirá alavancar o seu negócio e essa lista tem que ser alimentada com conteúdo de qualidade.

  10. Sergio Evangelista em 10/02/15 às 16:56

    Olá Cónrado! Gostaria de divulgar um projeto, novidade no Brasil, que é a Brinde Digital, para atender empreendedores digitais que têm dificuldades em escrever ou montar o ebook. São ebooks de qualidade, conteúdos de valor, editáveis. Fica a dica para seus leitores. Espero que curtam; obrigado e sucesso!

  11. higor vieira em 13/02/15 às 20:33

    olá, Conrado! Gostaria de parabenizá-lo pelo excelente trabalho que vem desempenhando. Porém, fazendo pesquisas na internet sobre criação de listas, descobri que esse artigo seu foi plagiado. Segue o link: http://qualificacaodigital.com/lista-de-email-como-criar-a-sua-do-zero/

    • Jeffrey S. Lima em 09/05/16 às 12:32

      boa estrategia de back link kkkk

  12. Emerson Carvalho em 08/01/17 às 00:22

    Frases da Conquista Parabéns pelo maravilhoso artigo. Sou seu fã. Obrigado pelos belos conteúdos.

  13. DALVA em 24/09/17 às 15:09

    Parabéns Conrado. Conteúdo sempre excelente!

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