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Como desenvolver esse relacionamento? Criando a sua Zona de Engajamento, também chamada de Zona de Relacionamento.Tecnicamente, uma Zona de Engajamento é um conjunto de locais virtuais (sites, fan page, caixa de e-mails, twitter etc.) nos quais sua marca está presente e se relaciona com quem estiver lá também, logo, para iniciar essa estratégia, você precisa atrair o seu mercado – que está disperso – para alguns poucos lugares dos quais você tem o controle das ações.
Imagine que você tenha uma empresa B2B que venda soluções em ergonomia para outras empresas. O primeiro passo é entender o que é mais relevante para seu público-alvo. Se tratando de empresas, algo que sempre agrada é falar de produtividade. Crie um “white paper” com o título “Os 10 Segredos da Ergonomia de seus Móveis para Aumentar a Produtividade da sua Equipe em até 40%” (tirei essa porcentagem dessa reportagem). Um white paper é uma estratégia poderosa em negócios B2B (Veja alguns exemplos de white papers).
Tais documentos estarão disponíveis para download, porém, para fazê-lo, o interessado deve deixar seu e-mail e outros dados que você desejar dele. Veja um exemplo do site Adgooroo.com que utiliza muito bem essa técnica. A partir do momento que um interessado deixar o seu e-mail para fazer o download do white paper, você enviará automaticamente o link para download do documento no e-mail dele, conseguindo dessa forma, não só o e-mail, mas também, a validação deste. De posse do e-mail do seu interessado ficará fácil continuar o relacionamento atraindo-o a partir de uma newsletter para seus outros locais virtuais – fan page, blog, Twitter etc, ou seja, engajá-lo cada vez mais na sua marca tornando-a mais familiar.
No próximo post vou lhe ensinar como configurar essa estratégia mesmo sem ter nenhum conhecimento de programação e quais ferramentas utilizar.
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Olá, Conrado. Configurei um alerta no Google Alerts para Inbound Marketing e comecei a ler bastante esse termo “White Paper” entre os blogueiros que divulgam Marketing. Não conhecia o significado. Agora compreendi. Tenho baixado vários ebooks da empresa Hubspot, os quais agora vou denominar white paper. Essa empresa tem puxado o carro do Inbound. Excelente ensinamento esse que você deu sobre a criação de white papers para engajar leitores, embora particularmente eu considere demorada a criação de ebooks desse tipo. Mas é algo a se aprender, se desejamos avançar na conquista de nosso público-alvo.
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