Charla de Juan Martitegui sobre Marketing Directo
Ayer martes 27 se realizó una charla sobre Marketing Directo, organizada por el team de Palermo Valley, aprovechando la presencia en Argentina de Juan Martitegui, COO de MindValley.com, el Publisher Online de Desarrollo Personal mas grande del Mundo. Juan, un argentino de 27 años que esta trabajando en Malasia, nos contó algunos de los tips implementados en la empresa, que permitieron quintuplicar la facturación de la misma a fines del año 2008.
A pesar de que el anuncio fue bastante de último momento, desde Redgiga.com estuvimos en la charla y aquí van algunas de las notas que tomé:
Somos como Sprayette pero en Internet, así arrancó Juan la charla bromeando sobre los prejuicios habituales que se tienen sobre el Marketing Directo y sus técnicas de venta. Muchos de nosotros miramos con escepticismo o desconfianza a las clásicas campañas de “Llame ya!!” que sin embargo, retornan muuuuchos dolares para sus anunciantes, porque -crealo o no- siempre habrá compradores para productos como la crema de baba de caracol 
¿Dónde esta el secreto entonces?
Aprendizajes de Marketing Directo:
- No subestimar las pequeñas diferencias. En una carrera de caballos la diferencia en velocidad entre el caballo ganador y el segundo es mínima, sin embargo, el primer premio paga el doble que el segundo.
- ¿Cómo duplicar cualquier negocio? Modelo F5: las pequeñas mejorías que se puedan lograr en factores claves, redundan (por acumulación) en beneficios mucho mayores: trafico, clientes, ventas repetidas, precios de los proveedores.
Si aplicamos esto a una Web App estaríamos hablando de poder mejorar el 15% en factores como: trafico al sitio, visitantes que retornan, precio de tus costos fijos (proveedores de productos o de tecnología), etc.
- Ser Freudiano. Las técnicas de venta tienen mucho de motivación y otros mecanismos humanos que no pasan por la lógica. Por ejemplo, el simple cambio del texto de un botón de Order Now a Add to cart, representó para MindValley un 30% de mejoría de ventas. Aquí se da muchas veces la discusión entre diseño y marketing: lo que vende más, no necesariamente es lo estéticamente más agradable. De hecho, si vemos la web de uno de los emprendimientos propios de Juan Martitegui donde vende materiales de desarrollo personal lo que a él le funciona (grandes flechas, textos en distintos colores, resaltado amarillo) sería el horror de varios diseñadores amigos. Es un sitio pensado para vender…. y vende!
- El único error. En Internet, el único error es no testear. El testing es un negocio de números y resultados, por lo cual permanentemente hay que ir probando y midiendo: cambiar la tipografía, cambiar la imagen, cambiar la orientación de la imagen, el color, etc. Las variables son miles y se puede empezar a medir pequeños cambios con muy bajos costos. La idea es: equivocarse, pero con metricas 
La ventaja de tener un proyecto web es que todo se puede medir, si no medimos es igual que poner un cartel en vía pública.
- Mirar la competencia: analizar lo que hace la competencia en nuestro nicho para tomar lo que les funciona y mejorarlo. Hay una probabilidad de 1 en 10 000 de hacer mil millones, pero hay una probabilidad de 1 en 10 de hacer un millón, y por otro lado, uno tampoco necesita inventar un nuevo Facebook para vivir bien. Lo que prima es la ejecución, es preferente ir a un modelo ya probado.
- Hacer algo que nos apasiona pero no subestimar el poder acumulativo que tiene testear.
Finalmente, dentro de la ronda de preguntas del público, le consulté cuales habían sido los tres cambios principales que realizó en la empresa para lograr quintuplicar la facturación al final del año:
- Focalizarse “eramos un zoológico que hacía de todo y debíamos elegir si queríamos ser jirafas o qué” La decisión finalizó en hacer foco sobre la venta de productos (pdf, videos, audios) de desarrollo personal.
- Crear expertos. Al llegar a la compañía la mayoría de las personas hacían muchas tareas y se pasó a que cada uno se dedicara a una función. Esto devino en crear expertos en distintas áreas, al tiempo que se reducía también el riesgo de dar todas las herramientas a una futura competencia, en caso de que alguno de los miembros decidiera hacer lo mismo por cuenta propia.
- Aumentar el valor del ticket promedio con técnicas de Up grade (lo que a nivel popular conocemos como la frase “¿y no quiere agrandar su combo por 0,50 centavos más?” y cross selling . Tienen estructurado el sistema de ventas para que -aprovechando el contacto por una demo gratis- se le ofrezca otro producto al posible cliente, y con la aceptación del primero, un segundo producto a precio rebajado y así sucesivamente.
Gracias a Juan Martitegui por la buena onda y disponibilidad con la que compartió conocimientos, y al resto de la gente que asistió y organizó la charla con quienes se dieron muy buenas conversaciones y debates luego
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