Marketing to dziedzina niezwykle rozległa, która dynamicznie się rozwija oraz oferuje coraz to nowsze rozwiązania i ewoluuje z miesiąca na miesiąc.
Podejrzewam, że każdy pasjonat marketingu przyzna mi rację, że czasem aż trudno nad tym wszystkim nadążyć – ale to między innymi w tym tkwi piękno marketingu!
Jednym z najnowszych terminów, który pojawił się w świecie marketingu jest growth hacking – brzmi trochę poważnie, prawda?
Jednak, czym właściwie jest growth hacking i co właściwie „hakowanie” może mieć wspólnego z marketingiem?
Tego wszystkiego dowiedzą się Państwo z niniejszego wpisu. Zachęcamy do lektury!
Co kryje za sobą termin growth hacking?
Duży sukces odniesiony małym kosztem i minimalnym nakładem sił – brzmi nieco utopijnie, ale jak mniemam to marzenie każdego przedsiębiorcy.
Dokładnie do tego celu ma służyć „hakowanie wzrostu”, czyli maksymalizowanie wzrostu sprzedaży w możliwie najkrótszym czasie, przy ograniczonym budżecie – rozwiązanie idealne dla startupów.
Kreatywność oraz nowoczesna technologia to główne cechy składające się na sukces growth hackingu. Pomimo faktu, iż jest to nowy termin, ma on ogromny potencjał do wprowadzenia w świat marketingu niemałego zamieszania (chociaż tutaj należy być raczej rozsądnym i powściągliwym).
Może ciężko w to uwierzyć, ale portale, które dzisiaj zna każdy internauta, między innymi Facebook, Pinterest, czy Linkedin, były niegdyś niszowymi stronami, które swój sukces zawdzięczają właśnie koncepcji growth hackingu!
Pierwszy raz terminu tego użył Sean Elvis – autor książki „Hacking Growth” (tutaj warto wtrącić kolejny tytuł warty przeczytania – „Growth Hacker Marketing. O przyszłości PR, marketingu i reklamy” R. Holiday’a).
Metoda ta stała się niezwykle popularna w USA, ponieważ doskonale sprawdziła się w małych przedsiębiorstwach, które w początkowym stadium rozwoju nie dysponowały wielkim budżetem do rozdysponowania na działania marketingowe.
Growth hacking pomija niektóre, zdawać by się mogło istotne aspekty tradycyjnego marketingu, takie jak np. budowanie świadomości marki na rzecz optymalizacji i intensyfikacji działań w Internecie. Dzięki temu, możliwe jest pozyskanie klientów z ustalonej grupy docelowej oraz zmaksymalizowanie liczby konwersji w krótkim czasie.
Co growth hacking ma wspólnego z marketingiem?
Oblicze marketingu, a właściwie podejście do tej dziedziny przeszło znaczne przeobrażenie na przestrzeni lat. Czas na małą lekcję historii w oparciu o koncepcję ewolucji marketingu Philipa Kotlera!
Sięgając wstecz, do początków nauk o tej dziedzinie, marketing był skoncentrowany tylko na produkcie: głównym celem była sprzedaż danego produktu bądź usługi, a klienci byli traktowani jako masa z jednakowymi potrzebami.
Jest to tak zwana koncepcja marketingu 1.0. Idąc dalej, klient zaczyna odgrywać coraz to większą rolę. Wraz z postępem technologii, konsumenci zaczynają być coraz bardziej poinformowani oraz porównują różne oferty produktów czy usług.
Na firmach wywiera to coraz większą presję związaną z koniecznością koncentracji na potrzebach klienta jako jednostki, która czuje i rozumie (Marketing 2.0).
Następnym krokiem w ewolucji marketingu jest koncepcja Marketingu 3.0, czyli Era Wartości, gdzie to klient zaczyna odgrywać najistotniejszą rolę, a zaspokojenie jego indywidualnych potrzeb, a nawet zachcianek, stanowi cel marketingu.
Płynnym krokiem przechodzimy do Marketingu 4.0, obecnej koncepcji, gdzie marketing online staje się ważniejszy niż marketing offline, a klient traktowany jest do pewnego stopnia jako współtwórca danego produktu.
Decyzja o zakupie nie wynika już tylko z potrzeby klienta, ale jest świadectwem realizowania przez niego wyższych celów i dążenia do osiągnięcia satysfakcji.
Więcej informacji na temat tej koncepcji można odnaleźć w książce Kotlera „Marketing 4.0. Era Cyfrowa”, którą serdecznie polecamy.
Zgodnie z koncepcją 4.0, growth hacking ma na celu dotarcie do konkretnego odbiorcy, czyli podsunięcie mu “pod nos” tego, czego aktualnie potrzebuje i pragnie w odpowiednim czasie. Dokonuje się tego za pomocą wielu nowoczesnych technologii (np. e-mail marketingu).
Growth hacking stawia na customer centric organization, czyli budowanie firm wokół klienta w taki sposób, aby każdy kontakt klienta z marką pozostawiał w nim pozytywne odczucia, wszystko zgodnie z ideą marketingu 4.0.
Akwizycja, aktywacja, retencja, polecenia i zysk
Szukając informacji na temat growth hackingu możemy natrafić na lekko zmodyfikowaną wersję tradycyjnego lejka sprzedażowego.
Growth hacking funnel składa się z następujących etapów:
Akwizycja
Działania mające na celu przyciągnięcie maksymalnej liczby nowych klientów oraz zbudowanie zasięgu różnymi kanałami (np. SEO, PPC, działania PR).
Aktywacja
Dochodzi tutaj do wykonania przez odbiorcę konkretnych czynności łączących go z marką, między innymi zapisanie się do newslettera, polubienie fanpage’a, przeczytanie materiałów na stronie czy subskrypcja.
Retencja
Retencja polega na zatrzymaniu użytkowników, czyli zmniejszeniu liczby odchodzących klientów. Stanowi jeden z ważniejszych etapów.
Polecenia
Ten etap polega na przekształceniu zadowolonego klienta w orędownika marki, który będzie polecał ją dalej. Można się do tego przyczynić na przykład poprzez organizację różnego rodzaju programów lojalnościowych.
Zysk
Ostatni i jednocześnie najważniejszy etap, podczas którego klient dokonuje konwersji, przynoszącej zysk firmie.
Źródło: Slideshare
Wracając do pytania zawartego w tytule , czy growth hacking może być początkiem rewolucji? Oczywiście trudno odpowiedzieć jednoznacznie tak lub nie.
Patrząc w przeszłość, już kilka koncepcji aspirowało do miana rewolucyjnych, jednak dość nieudolnie. Jak będzie tym razem? Czas pokaże…
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