En este momento estás viendo 4 cosas a tener en cuenta sobre tu publicidad en medio de una recesión económica

4 cosas a tener en cuenta sobre tu publicidad en medio de una recesión económica

Las empresas llevan mucho tiempo ya padeciendo los devastadores efectos del Coronavirus no solo en salud, sino también en la economía.

Sin embargo  muchas empresas cometen un error de base en este tipo de situación, en el afán de reducir sus costes, tienden a dejar de hacer publicidad y comienzan a cesar todas las acciones de marketing a veces llegando a suprimirlas totalmente.

¿Por qué las empresas deben seguir haciendo publicidad durante una recesión?

Nuestro primer instinto es empezar a cuestionar el valor de nuestro presupuesto de marketing. Sin embargo, lo que no nos damos cuenta es que las empresas que reducen sus esfuerzos de comercialización durante una crisis económica terminarán en realidad poniendo en peligro su total participación en el mercado a corto plazo.

Los competidores que sí mantengan sus esfuerzos publicitarios, con estrategias diferentes acabarán ganando esa cuota de mercado frente a aquellas empresas que tienden al inmovilismo. Es una cuestión de adaptación Darwiniana ante una situación cambiante.

El aumento de una inversión publicitaria durante una recesión, con una estrategia adecuada, puede revertir la situación y conducir al crecimiento de las ventas y apoyar la continuidad de la empresa a largo plazo.

Mantenerse en la mente de compradores y consumidores

Las empresas que continúan anunciándose durante una recesión se mantienen en la primera línea de las mentes de los consumidores y compradores, así que cuando los compradores recuperan el dinero para gastar, instintivamente regresan hacia estas marcas.

Además, cuando se continúan los esfuerzos de publicidad durante una recesión económica, el mensaje que se transmite a la audiencia es de fortaleza, de solidez, liderazgo y continuidad, que es lo que los compradores buscan en tiempos tan inciertos.

Incluso si la empresa no está en su mejor momento, los clientes y prospectos se sentirán atraídos si hay un mensaje de estabilidad y una imagen de continuidad.

Por otra parte, reducir  mucho o totalmente tu publicidad durante una crisis financiera reducirá tu presencia en el mercado dejando la puerta abierta para que los competidores se aprovechen y llenen el vacío que estás dejando y incluso acaben dejándote totalmente fuera del mercado y abocado al cierre.

4 tips para aprovechar al máximo tu presupuesto de publicidad durante una recesión

1.- Vender a los clientes existentes

Tu base de datos es tu activo más importante y si no lo la tienes, es momento de invertir en ella. Tener una base de clientes leales es tu más valioso activo durante la recesión. Es más barato, más simple y efectivo comercializar tus productos a tu clientela existente. Por su puesto que todos buscamos nuevos clientes, pero si tienes poco presupuesto, empieza por quienes ya son tus clientes en lugar de enfocar sus esfuerzos en atraer nuevos clientes. Si puedes hacer ambas cosas, entonces tienes una fórmula que seguramente te dará buenos resultados.

Tu presupuesto de publicidad durante una recesión te permitirá mejor retorno si te diriges a los clientes existentes.

Hazle saber a tus clientes actuales que los aprecias manteniéndote en contacto a través de correos electrónicos de agradecimiento, mensajes de empatía, descuentos exclusivos, y así sucesivamente. Después de todo, ellos son los que hacen compras repetidas, entienden tus servicios, y lo mejor de todo, te recomiendan a otros clientes.

2.- Apóyate en ser una marca consistente y de confianza

Si mantienes la consistencia y la coherencia de tu marca, el público sentirá tu compromiso.

3.- Manda siempre un mensaje positivo y empático

Un paso crucial aquí es asegurarte de que tu marca está enviando un mensaje positivo, uno que se ajuste al estado de ánimo sensible de tus clientes y prospectos y que evite cualquier resentimiento. Tu mensaje debe alentar y potenciar al público, lo que ayudará a construir un fuerte vínculo emocional.

4.- ¿Qué cambiar en la publicidad durante una recesión?

Te compartimos algunas ideas que te ayudarán a adaptarte a las circunstancias ocasionadas por esta recesión:

Tus ofertas

La recesión puede tener un doble efecto. Mientras que algunos negocios sufren, otros pueden prosperar. La principal diferencia entre estas dos categorías es el tipo de bienes o servicios con los que trabajan.

Los negocios que venden soluciones a necesidades siempre tendrán compradores, independientemente de su situación financiera. Por lo tanto, si tu empresa vende bienes o servicios que no se consideran “imprescindibles”, te convendrá reconsiderar su oferta de precio, alcance y forma de pago y deberás centrar tu publicidad  durante la recesión en comunicar estos atributos. Probablemente no puedas cambiar tu mix de productos para vender gel o tapabocas como los cientos de miles de empresas, pero seguramente al hacer un análisis siguiendo la norma de Pareto descubrirás que el 80% de tus ingresos vienen del 20% de tus productos, es cuestión de identificar esos productos y focalizar ahí tus ofertas.

Tu tono

Una recesión es un período marcado por emociones intensas, por lo que es posible que tengas que cambiar el tono para atraer al público con el que deseas continuar los negocios y la lealtad de los clientes. Un tono empático, flexible y comprensivo siempre será mejor recibido que un tono duramente vendedor.

Tu enfoque

Si la montaña antes venía a Mahoma es muy probable que ahora Mahoma deba ir a la montaña. Muchas empresas en pandemia se han reinventado bien mediante la atención a domicilio o por la digitalización de sus negocios.

Considera esto como una oportunidad, una oportunidad para proporcionar a los clientes potenciales lo que más necesitan en una recesión, posicionarte mejor frente a la competencia o incluso erosionarla. Fidelizar a la clientela más habitual centrando y mejorando la atención al cliente.

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