
Carmen García de Zúñiga: “No podemos pretender fidelizar a todos los clientes por igual”
Carmen García de Zúñiga: “No podemos pretender fidelizar a todos los clientes por igual” 3 septiembre, 2018/
Hoy hablamos con Carmen García de Zúñiga, Consultora y Manager de Experiencia de Cliente y Marketing.
Carmen, ¿cómo ves en la actualidad el sector retail?
“Hoy es distinto de ayer”. Que todo se está transformando es una realidad, pero en el mundo del retail el cambio está siendo de vértigo. Hace tres años planteabas estrategias de marketing y de experiencia de cliente para un medio – largo plazo de 2 a 4 años. Ahora el largo plazo se ha convertido como mucho en 2 años. Con un problema añadido: que situarte entre las primeras opciones de los consumidores necesita un tiempo. Todo esto en el retail se ha multiplicado, en una semana puedes observar que no ha funcionado una campaña o una acción determinada y tener que rediseñarla sobre la marcha.
En este contexto de vértigo, como tú dices, ¿qué papel jugará la tienda tradicional?, ¿crees que ésta tiene cabida en el nuevo panorama?
La tienda tradicional se reinventará pero no desaparecerá. No veo a nadie diciendo, “estoy estresada, me voy de tiendas al salón”. Lo que sí que creo es que aquellas tiendas que no ofrezcan algo “único” sí que se tendrán que analizarse y valorar cuál quieren que sea su futuro. El ejemplo más cercano lo tenemos en marcas como Hawkers, que su nacimiento fue un modelo de negocio pure players y ahora están en plena expansión con un modelo click and mortars. Si Amazon o Alibaba han optado por abrir tiendas físicas, por algo será.
¿Cuáles son sus defectos y virtudes frente a la tienda online?
Para mí la tienda física nunca tiene defectos. Poder entrar en una papelería o librería antigua, como por ejemplo una que está enfrente de Notre Damme en París son experiencias inigualables. Casi todos los sentidos están funcionando y generando sensaciones y recuerdos difíciles de olvidar. Yo tengo grabado en mí memoria el aroma de la papelería de Doña Catalina, sobre todo el de los libros y cuadernos nuevos para empezar el curso. Ahora las tiendas online lo que me ofrecen es que puedo encontrar cosas en sitios insospechados, pero es más difícil que formen parte de mis recuerdos. Al tener menos “apego emocional”, me resulta más fácil probar en otras tiendas virtuales.
En la tienda online uno siente menos apego emocional y por ello resulta más fácil probar en otras tiendas
¿Cuál es la mayor problemática o debilidad a la que la tienda tradicional tiene que hacer frente?
La mayor problemática es que tienen que estar en continuo cambio sin perder la esencia y que los costes no se disparen. Los recursos son limitados, lo que te obliga a tener muy claros cuales son los objetivos y el público. La inversión debe destinarse una parte a tecnología y la otra en un espacio que sea fácil de poner en práctica cambios y propuestas innovadoras sin que te requiera una inversión desorbitada. Hoy en día existen plataformas conectadas con redes sociales que nos dan la información suficiente para saber que está funcionando y lo que no, en un corto espacio de tiempo. La página web, los perfiles en las Redes Sociales son como escaparates en otras ciudades.
En el contexto actual, ¿qué papel juega la tecnología en retail?
Fundamental, no pueden vivir la una sin la otra, pura simbiosis. Bien gestionadas da una oportunidad de crecimiento ya sea en la adquisición de clientes nuevos como en la de aumentar el porcentaje de recomendación de los que ya tienes.
La página web y los perfiles en las Redes Sociales son como escaparates en otras ciudades
Destaca una tecnología o innovación actual que creas que está marcando tendencia.
Para mí todo lo que esta relacionado con el RFID y el Wifi son fascinantes a la hora de ver el comportamiento de los clientes en diferentes contextos. No solo eso, también que te permite cruzar con otros datos que te permiten conocer y desarrollar tantos proyectos e ideas. Inditex han hecho una apuesta por la tecnología RFID que le permite saber lo que el cliente quiere en cualquier parte del mundo. Comenzó con Zara y ya ha comenzado con el despliegue en Massimo Dutti y Uterqüe. Otro ejemplo de inversión en tecnología las MagicBands, son parte de la experiencia en los parques de Disney.
¿Qué hace falta para que una tienda funcione? ¿existe alguna receta mágica?
No sé si existe la receta mágica, creo que como decía Picasso, la experiencia te viene trabajando. Conocer el público, pasar tiempo observando te dan muchas pistas de lo que está pasando y de lo que puedes ofrecer. Lo que sí que creo es que no existen tiendas “personalizadas”, me explico: comprendo, de hecho, cuando hago procesos de branding procuro que las marcas tengan un Look and Feel y el mismo tono en todas las comunicaciones que se realizan con los clientes. El problema es que cuando te enfrentas a las franquicias, cadena de tiendas… todas son iguales, te da igual en que parte del mundo estés. No tienen esos detalles que les hacen ser únicas. Para mí los escaparates de Hermés en la calle Faubourg Saint-Honoré creados por Leïa Menchari eran únicos. Seguramente, mucha gente que iba a verlos no compraba nada, es más, seguro que ni entraban en la tienda, pero lo mismo los sitios cercanos como cafeterías, floristerías…sí que aumentaban sus ventas. Yo no me puedo comprar las “Las Meninas”, pero sí el imán. La receta mágica, en mi caso sería el poder desarrollar diferentes acciones que activen todos 5 sentidos de los clientes.
¿Cómo se consigue fidelizar al cliente?
En Experiencia de Cliente es uno de los objetivos más difíciles. Para mí es la combinación de elementos racionales con emocionales. Puede que tengas el mejor producto, precio, distribución del mundo que sea tan fácil de diseñar el plan de marketing, de comunicación…pero no logras “conectar” con el cliente. Te compra, te prueba, le gusta…pero no lo suficiente como para volver a confiar en ti. Es cuando comienza la batería de preguntas, ¿por qué? ¿qué hacemos mal? ¿qué tengo que cambiar? Al final es cuestión de confianza, de hacerle sentirse bien e intentar ofrecer las cosas lo más sencillas posibles. No podemos pretender fidelizar a todos los clientes por igual. Somos personas y cuando conectamos es porque nos sentimos identificados con una serie de valores, de formas de trabajar y de hacer las cosas. Para lograr tener esa comunidad lo primero es ser honesto con nuestros clientes, coherentes, expresar de forma muy clara y sencilla esta es mi visión, misión y valores. Mis objetivos son estos y esto es lo que te ofrecemos, en ocasiones nos equivocaremos. También es muy importante admitir los fallos porque son herramientas muy poderosas para fidelizar.
La receta mágica sería el poder desarrollar diferentes acciones que activen todos 5 sentidos de los clientes.
¿Cómo ves el futuro del retail?
El futuro del retail es el de seguir siendo los “descubridores” de tendencias. Como decía al principio son los que van abriendo las nuevas rutas. Al igual que los exploradores continuarán con la búsqueda de fórmulas ya sean digitales o físicas o forma individual o integradas, para llegar al público con las mejores propuestas. Lo que ellos descubran serán las acciones que el resto copiaran. Por lo que les espera mucho trabajo, desarrollo de la creatividad y transformación continua. Suena duro, sí, pero a la vez que apasionante.
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El “compañero perfecto” para poder desarrollar todos los planes de acción necesarios para alcanzar la experiencia de cliente 10. Un dashboard sencillo, que nos da la oportunidad de diseñar las características de nuestros clientes perfectos. Sobre todo, que si algo está fallando la localización del problema es casi inmediata. Es una de las mejores herramientas que podemos encontrar en el mercado.
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