Como utilizar os elementos de persuasão de Prova social e Autoridade

Um dos mais importantes elementos de persuasão é o chamado argumento de “prova social”. Ele se resume na seguinte ideia: “Se todo mundo está fazendo isso, então isso deve ser bom”. Em um site, isso significa ter boas avaliações, muitos visitantes e um bom número de depoimentos de clientes falando de sua experiência com o produto — falando bem, é claro.

A prova social também pode ser utilizada fora do site, quando, por exemplo, várias pessoas em redes sociais, fóruns e blogs falam bem de sua marca. Quanto mais gente falando sobre ela, melhor.

Esse recurso também pode ser trabalhado com o argumento de autoridade. Você, certamente, já se deparou com essas estratégias várias vezes e, neste artigo, vou explicá-las em detalhes para lhe ajudar a aplicá-las da maneira certa no seu negócio. Vamos lá?

Por que a prova social funciona?

O ser humano é, por natureza, gregário e precisa de uma sensação de “pertencimento”. As pessoas querem se sentir dentro de um grupo maior, e a prova social confere isso a elas. Quanto mais gente comprou um determinado produto, menor é o medo de comprá-lo. O raciocínio é “tantas pessoas assim não podem estar erradas” ou, ainda, “se eu errar, eu não erro sozinho”.

Sendo assim, a prova social é capaz de aumentar as conversões e vendas, pois promove a aceitação da marca, eleva sua credibilidade e, ainda, garante novos consumidores provindos de clientes reais.

O comportamento típico de um consumidor, atualmente, quando não conhece uma empresa que está prestes a contratar, é pesquisar por seu nome no Google. É importante monitorar e resolver problemas que surgem nos bits da web.

Um problema ocorrido, resolvido e divulgado é tão bom quanto uma menção positiva. Mostra que a empresa tem disposição para resolver suas questões e, de fato, se importa com o cliente.

Como a estatística favorece essa estratégia?

O argumento de prova social também costuma ser utilizado em conjunto com o argumento de números. Quanto mais depoimentos, mais credibilidade seu site terá. Veja, por exemplo, o site Engenharia de vendas, com mais de 3 mil depoimentos de clientes satisfeitos.

A maior credibilidade para um produto é atribuída quando um cliente fala dele. Então, ter depoimentos de clientes é o que aumentará sua taxa de conversão de maneira significativa. Portanto, incentive seus clientes a falarem de você. Crie o ombusdsman digital — pode ser por meio de um e-mail que será enviado dias depois da compra para avaliar o serviço ou o produto.

Quais os modelos mais comuns de prova social?

Observe que o botão “curtir” com a informação de quantas pessoas “curtiram” aquele conteúdo é uma prova social. Você pode ver na lateral direita desse blog o número de pessoas que curtiram o livro Google Marketing. Essas centenas de pessoas constituem uma prova social para o livro.

Uma página que receba notas de clientes ou consumidores, como no caso dos hotéis do Booking.com. Veja a página do Sana Liboa Hotel com mais de mil opiniões com uma nota média de 8,8. Se mais de mil pessoas atribuíram uma nota quase igual a 9 a esse hotel, não há muito como ser ruim, não é mesmo?

Veja também a estratégia de prova social sendo utilizada para o filme “Nosso Lar”.

Eu mesmo fiz um post com depoimentos sobre o livro Google Marketing. Prova social pura!

Essa é a força da Prova Social: a estatística! Tenha a maior quantidade possível de depoimentos no seu site e verá como a sua taxa de conversão aumentará.

Como criar autoridade se apoiando em quem já construiu sua reputação?

O segundo elemento persuasivo que veremos neste post é o que chamamos de “argumento de autoridade”. Imagine que você produza chuteiras e consiga um jogador de futebol para testemunhar que elas são as melhores do mercado. Ele grava um depoimento em vídeo dando uma opinião positiva sobre as chuteiras e posta tal vídeo no YouTube.

O argumento de autoridade é ainda mais válido quando uma autoridade, de livre e espontânea vontade, resolve dar seu depoimento a favor de sua empresa em algum “lugar público” da Internet. Um post em um blog muito visitado ou uma aparição em um vídeo qualquer usando seu produto.

Veja o vídeo abaixo. Ele faz parte de uma sequência que apresenta uma celebridade — o MV Bill — e toda a campanha está ligada à marca Nextel. O filme vale muito a pena ver.

[Vídeo 1]

Ficará mais fácil de entender a campanha com o vídeo a seguir, que mostra o making off da campanha da Nextel com o Neymar.

[Vídeo 2]

Imagine que você fabrique camisetas para o público jovem, e um dos integrantes de um programa de sucesso no momento apareça em uma entrevista usando sua camiseta. O argumento de autoridade tem mais força à medida que tal “autoridade” é mais conhecida do público e relevante com o produto ou serviço que você oferece.

Há também uma forma de utilizar tal argumento “apresentando” uma autoridade. Imagine que você vende um insumo para a confecção de um remédio que pouca gente conhece. Para utilizar o argumento de autoridade, seria interessante contar com a palavra de um médico especialista. Esse médico pode ser alguém desconhecido, pois são suas credenciais que atestam sua autoridade.

Inicialmente, apresente tal médico em seu site. Mostre seu currículo, sua carreira e seus artigos científicos para, posteriormente, apresentar sua opinião. Já viu como que essa é a tática preferida das propagandas de pasta e escovas de dentes?

Você pode utilizar também marcas de clientes seus (se forem empresas conhecidas), atestados de órgãos certificadores e diversos outros símbolos de seu segmento. O selo ouro do E-bit é um argumento de autoridade. Uma certificação Microsoft ou Google também é.

Procure se cercar de argumentos de autoridade para aumentar a credibilidade da sua marca e, com isso, aumentar a taxa de conversão.

Como usar estudos de caso como prova social?

Os estudos de caso, também divulgados como cases de sucesso, são um modelo de prova social que vem ganhando destaque nos últimos anos. A ideia é ir além do depoimento e documentar a transformação vivenciada por um cliente.

O argumento ganha ainda mais força quando um dos seus casos de sucesso, se não o principal deles, é você mesmo. O empreendedor que é uma prova viva dos resultados prometidos não só aumenta sua autoridade em sua área de atuação, como também cria uma conexão instantânea com as pessoas que vivenciam as dores que um dia ele viveu.

Como aplicar a prova social do jeito certo?

Ao longo do texto, você já deve ter tido bons insights sobre como aplicar a prova social, mas, para não restarem dúvidas, vou dar algumas dicas finais para garantir a eficácia da estratégia.

Incentive

Você pode pedir para seus clientes deixarem um relato ou comentário sobre produto em seu site. Porém, o ideal é fazer com que as pessoas façam isso espontaneamente, e isso você só conseguirá gerando muito valor para elas.

Aproveite os canais disponíveis

A internet está repleta de ferramentas de prova social. As redes sociais são uma delas. Mas não se prenda às curtidas em posts, incentive seus clientes a falarem sobre você, deixarem avaliações em suas páginas oficiais e também em sites de recomendação.

Jamais compre depoimentos

A ideia da prova social é justamente conferir mais transparência ao seu processo de vendas. Nem precisa dizer o quão problemático é criar perfis fakes ou comprar depoimentos. As pessoas perceberão, e sua credibilidade será arruinada.

Busque sempre sinceridade e espontaneidade

Você pode motivar as pessoas a falarem sobre seus produtos em suas futuras ações de venda, mas não force a barra. Não é legal quando os depoimentos ficam muito mecânicos, naturalidade é fundamental.

Surpreenda

Sempre entregue algo mais — muito mais — do que as pessoas esperam. Comece pelo conteúdo que disponibiliza, os e-mails que envia, faça com que a sua audiência já se sinta grata antes mesmo de comprar.

A prova social funciona bem porque as pessoas não estão realmente interessadas no seu produto, no seu curso ou no serviço que você oferece. O que elas buscam de verdade é uma transformação, e é isto que você deve vender. Tenho certeza de que esse conhecimento será muito útil para o seu negócio.

Quer receber meus posts em primeira mão no seu e-mail? É só assinar a newsletter para ficar por dentro de todas as novidades!

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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361 comentários

  1. […] as Landing Pages tem uma lista de benefícios, um testemunhal (o fortíssimo argumento da prova social), O botão de ação (o “call-to-action” é grande e bem destacado do fundo) e sempre […]

  2. […] as Landing Pages tem uma lista de benefícios, um testemunhal (o fortíssimo argumento da prova social), O botão de ação (o “call-to-action” é grande e bem destacado do fundo) e sempre […]

  3. […] publique para quem você já trabalhou. Está é a tática da maioria das empresas, pois te trás a prova social e a autoridade. É legal o seu futuro cliente saber que você já trabalhou para empresas sérias e conhecidas no […]

  4. […] outro benefício claro trazido pelo UGC é a prova social (social proof). Esta por sua vez pode ser encontrada em diversos formatos e você, provavelmente, a está […]

  5. […] É importante lembrar que cada pessoa utiliza o perfil no Instagram para um objetivo diferente. Alguns utilizam o perfil como uma forma de aceitação social (nesse caso o uso é pessoal, querendo se tornar uma “celebridade”), outros utilizam para promover seus serviços e negócios (como é o meu caso) e outros utilizam para causar uma boa impressão em seus negócios, sites, etc. (como uma técnica de prova social). […]

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