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Viver ou morrer na economia digital

“O consumidor está cada vez mais em casa, pesquisando o que ele deseja on-line”

Me perguntaram, nesta semana, se é condição de ‘vida ou morte’ para o pequeno negócio estar integrado ao novo modelo de economia digital – no qual o on-line e o off-line podem caminhar juntos e construir não apenas novos padrões de consumo, mas, sobretudo, novos modelos de negócio.

Desde que lancei a primeira edição do livro “Os 8Ps do marketing digital, em 2011, pela Editora Novatec, tenho refletido sobre a mudança da antiga economia, a qual chamo de ‘economia dos átomos’, para uma economia baseada em bits – o que tem trazido mudanças profundas na maneira como interagimos em diferentes aspectos da sociedade, sejam eles cultural, político, religioso e econômico.

A economia digital tomou lugar da economia industrial e criou uma sociedade da informação, que alterou os parâmetros de valor, de competição e de oportunidades.

Se pensarmos que, na década de 1970, para se montar uma empresa era necessário abrir um ponto comercial físico, contratar funcionários e fazer diversos investimentos, hoje essa barreira de entrada diminuiu consideravelmente: você pode abrir um negócio usando o celular, fazer campanha via Instagram e vender (por exemplo, roupa) usando o WhatsApp – sem nem precisar de um estoque próprio, com a entrega ao cliente feita diretamente pelo fornecedor.

Dados do GEM (Global Entrepreneurship Monitor) de 2017 mostram que, de cada 100 brasileiros, 36 deles conduzem alguma atividade empreendedora – o que significa que quase 50 milhões de brasileiros ou já têm um pequeno negócio, ou criarão um empreendimento em breve.

Estamos, definitivamente, na Era do Autoemprego, que evidencia, por um lado, um aumento marcante das taxas de desemprego em todo o mundo, ao lado do aumento do trabalho, como já sinalizava o economista norte-americano Jeremy Rifkin, em meados dos anos de 1990, quando lançou o livro “The End of Work”, ou “O Fim dos Empregos”.

A economia mudou, as regras mudaram, mas muitos empresários estão ainda jogando com as regras antigas, principalmente o pequeno empresário que, por estar sempre correndo atrás da conta do mês seguinte – a maior parte dos empresários está a 30 dias da falência -, não consegue tempo para absorver o que está acontecendo no mercado.

Com uma barreira de entrada mais baixa, a quantidade de serviços e da oferta de produtos aumenta – e nem todos serão lucrativos.

Quem consegue entender que a Era do Emprego acabou (o número referente ao desemprego no país, que cresceu de 7,6 milhões em 2012 para 13,4 milhões neste ano, confirma essa tese) e compreende que há novas regras para vender e para comunicar seu produto ou serviço ao consumidor estará à frente desse jogo.

As novas regras da economia baseada em bits levam em conta como vender na internet, além da forma como a comunicação – via de regra, pela internet – do seu produto chegará a seu consumidor, que está cada dia mais ativo.

Como era, por exemplo, o comportamento do consumidor nas décadas de 1980-90 para comprar ou alugar um imóvel? Ele pegava o jornal impresso, que continha um classificado e, em seguida, ia ao plantão de vendas ou imobiliária, conversava com o corretor e, só depois, fechava o negócio.

Hoje, o consumidor acessa diretamente os Market Places de imóveis e é o corretor quem o busca para levá-lo ao imóvel. E tudo isso sem precisar fazer uma ligação, apenas pelo WhatsApp.

Por que o ifood cresceu tanto? Porque, também neste exemplo, as pessoas preferem pedir comida pela internet, sem sair de casa, assistindo ao Netflix, no conforto e segurança do lar. Trata-se de um movimento global de reclusão – e não de expansão.

O consumidor está cada vez mais em casa, pesquisando o que ele deseja on-line – e esse comportamento é o maior responsável pela mudança na forma como se vende hoje.

O que é “onffline”?

É no meio on-line que o consumidor descobrirá que um produto existe, o que tenho defendido com a abordagem Onffline: o empresário se mostra on-line, onde a divulgação é mais barata e mais abrangente, uma vez que consegue atingir mais gente, para vender no off-line.

Trata-se de uma complementação, não de uma oposição. E isso não pressupõe, necessariamente, vender pela internet, mas usar a internet para vender e aumentar a lucratividade.

“Eu tenho uma imobiliária, Conrado, eu não vendo pela internet”. Você não venderá pela internet, mas usará a internet para vender. O on-line potencializará os resultados no off-line. O on-line atrai mais possíveis clientes a um custo menor. O off-line fecha as vendas.

A maneira como se vende hoje é muito mais uma maneira de pedir permissão para entrar em contato, de pedir permissão para vender. Portanto, é sim uma questão de vida ou morte se integrar a esse novo modelo digital.

E não tem mais volta. Por isso, os dados divulgados em maio pelo Jornal de Negócios do Sebrae-SP são, ao mesmo, preocupantes, mas indicam um caminho frutífero de crescimento: apenas 1,3 milhões de MEIs formalizados no Brasil, dos 8 milhões existentes, usam a internet para vender. Essa é a regra antiga. Em qual jogo você vai jogar?

Se você gostou do artigo, me siga no Instagram para receber conteúdos diários.  Até a próxima.

Conrado Adolpho

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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  180. Y ese que dice que el coche es un globo le digo que no es un un avion y va donde le diriges tu sin problema y sabiendo en todo momento como pienso que no se ha echo al coche es especial y no lo quitaria por nada en la citroen no me gustan pero este coche es echo la mejor inversion de mi vida.Espero que no se empiece a caer a trozos que me den problemas las suspensiones.

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