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12 janvier 2017

Comprendre l’importance du mobile pour ton entreprise

Importance du marketing mobile

Si je te demande quel est l’objet que tu transportes le plus dans ta journée, je suis quasiment sûre que tu me parleras de ton smartphone. Et oui, peu importe l’endroit de la planète où on habite, c’est devenu un appareil incontournable. Mais au-delà des services qu’il te rend, depuis la détente jusqu’au côté pratique, est-ce que tu as déjà réfléchi à ce que le développement du mobile pouvait changer pour ton entreprise ? Tu comprends bien qu’on ne peut pas négliger la présence d’un tel appareil dans toutes les poches de tes clients ! Alors pour éviter de t’y intéresser seulement quand la vague te sera passée dessus, on va faire un petit tour d’horizon de l’importance du mobile pour ton entreprise.

1/ Pourquoi le mobile présente un intérêt marketing pour ton entreprise

Pour comprendre pourquoi les smartphones et autres appareils mobiles peuvent présenter un intérêt pour ton entreprise, il faut déjà comprendre pourquoi tout le monde ou presque les utilise.

  • Outils mobilesFacile à transporter au quotidien, ils nous offrent un portail permanent vers le web
  • C’est un moyen d’être toujours disponible (on adapte le moyen de nous contacter en fonction des circonstances, par exemple en mettant sur vibreur mais en continuant à répondre aux SMS quand on est dans un lieu public …)
  • On a à disposition une multitude d’applications et surtout les réseaux sociaux auxquels tout le monde se connecte ou presque aujourd’hui
  • Les appareils mobiles concentrent de plus en plus tout ce dont on peut avoir besoin dans notre journée (tous les moyens de communication, de renseignement, des outils de réservation ou de paiement …)

Le résultat de tout ça ?

  • C’est le principal outil utilisé pour se connecter (au moins 1H par jour en moyenne pour l’accès internet)
  • Plus de 50% des mails sont lus sur mobile
  • Le trafic mobile a dépassé le trafic sur les autres écrans
  • 32% des achats en lignes se font sur mobile
  • 2/3 des utilisateurs gardent un appareil mobile en main pendant qu’ils regardent la télé (notamment pour consulter les réseaux sociaux en même temps)
  • Les personnes partagent de plus en plus ce qui se passe en temps réel
  • Les relations avec les clients sont plus spontanées (on échange rapidement et plus simplement, avec moins de formalisme)

2/ Comment intégrer le mobile dans ta communication

Déjà il faut tout simplement prendre l’habitude d’y penser quand tu réfléchis à une stratégie marketing, pour sortir un peu de ce qui se fait classiquement (le voir comme un moyen de te démarquer). Ensuite il faut réfléchir à la manière de le mettre en place en se demandant toujours, pour chaque choix, quels services le mobile peut te rendre ou plutôt rendre à tes clients.

Comme souvent, il faut commencer par une phase d’analyse :

  • Stratégie de communication mobilequel est le moment idéal pour communiquer avec tes clients
  • quel est le canal le plus approprié pour les contacter (appel, SMS, message instantané, notifications push, email …) selon le type de message ou la catégorie de clientèle
  • quel sera le discours le plus percutant
  • comment faire pour personnaliser ton message au plus près de chaque client
  • tes outils actuels sont-ils adaptés à ce mode de communication ?
    • si tu as un site internet, est-ce qu’il est responsive (il s’adapte tout seul à la taille de l’écran) ou est-ce que tu proposes une version mobile ?
    • est-ce que tu as mis en place une base de données pour recueillir les coordonnées de tes clients ? est-ce que tu as demandé l’autorisation de tes clients pour envoyer des messages (on appelle ça l’opt-in) ?
      RQ : je suis en train de mettre en place des outils pour recueillir ces informations ; si ça peut t’intéresser pour ton entreprise, abonne-toi à la newsletter ou envoie-moi un message pour être tenu informé dès que ce sera disponible dans la boîte à outil de l’entrepreneur.
    • est-ce que tu es bien référencé localement (notamment sur Google) pour que les clients te trouvent facilement quand ils font une recherche géolocalisée ?

C’est une étape très importante pour ne pas se lancer à tout va et faire n’importe quoi. Je te conseille donc de noter tes réponses pour te faire un véritable plan d’action dont tu suivras les résultats et que tu pourras remanier au fil du temps.

Une fois qu’on sait vers quoi se diriger, on passe à la pratique. Et là on a le choix, donc le mieux c’est de tester et de voir ce qui plaît le plus aux clients, mais aussi ce qui reste facile à gérer pour toi car le marketing mobile doit être un outil au service de ton entreprise et pas l’inverse en te prenant trop de temps ou d’énergie !

Parmi les choses que tu peux tester (ce ne sont que des exemples, à toi de les adapter en fonction de ton activité, si tu as un point de vente physique ou pas …) :

  • Utilisation des QRcode dans ton entrepriseenvoyer un SMS quand tu as une actualité importante pour ton entreprise ou dans ton secteur d’activité
  • placer un QRcode sur la vitrine de ton point de vente pour mener à ta page Facebook, que ta boutique soit ouverte ou pas au moment où les personnes passent devant
  • inciter les clients présents dans ta boutique à donner leur avis tout de suite sur Facebook (un QRcode à flasher pour arriver sur une publication où ils votent pour la couleur préférée du pantalon en face d’eux, avis qui pourra être utile à d’autres futurs acheteurs et qui donne le sentiment au client que ses goûts sont pris en compte chez toi)
  • envoyer une newsletter mensuelle par mail avec un coupon de réduction, que tes clients pourront te présenter directement depuis leur appareil mobile pour en bénéficier
  • envoyer un SMS aux clients qui viennent juste d’acheter quelque chose chez toi, avec un lien pour noter leur satisfaction par rapport à l’expérience d’achat que tu leur as fait vivre

Il y a aussi des évolutions techniques qui existent déjà mais seront de plus en plus à la portée des petites entreprises, comme utiliser la géolocalisation pour faire des offres précises quand ton client passe à proximité, ou encore des applications en réalité augmentée pour apporter des informations supplémentaires ou une nouvelle expérience en boutique … A toi de te tenir informé des nouveaux outils à ta disposition !

3/ Ce qu’il faut prendre en compte pour utiliser sagement le marketing mobile

Il y a un point à ne pas oublier : il faut aussi manier le marketing mobile avec prudence pour ne pas provoquer un rejet de la part de tes clients :

  • tu dois penser global, c’est-à-dire que tes messages mobiles doivent bien s’intégrer avec le reste de ta communication (en ligne ou hors ligne) et les autres services que tu proposes à ta clientèle ; pour ça

    • fais-toi un planning de publication global, qui intègre tes actions sur mobile et les autres
    • diversifies toujours tes moyens de communiquer et que chacun fasse le relais de l’autre (un flyer qui reprend le lien vers ta page Facebook, un email qui transmet une invitation à un salon où tu seras présent …)
    • garde une vision sur le long terme (ce n’est pas après chaque envoi de SMS que tu peux juger si c’était un bon moyen ou pas, il faut souvent plus de temps et de contacts, et associer le mobile à d’autres méthodes)
  • n’en fais pas trop au risque de saturer tes clients ou d’être considéré comme intrusif
  • pense aussi au budget que tu peux y consacrer pour rester équilibré
  • comme pour toute action de communication, analyse ton retour sur investissement pour voir si c’est rentable et si ça satisfait ta clientèle (reste à l’écoute de tes clients pour que ta communication soit à double sens et efficace)

Bonnes pratiques du mobile pour ton entreprise

Le mobile, on ne peut plus s’en passer dans la vie courante, et ce sera de plus en plus vrai pour les entreprises. Ceux qui ne commencent pas à l’intégrer dans leur activité ont déjà un train de retard alors prends le prochain wagon pour que tes clients continuent à te trouver, à être satisfaits et à communiquer avec toi.

Mais n’oublie pas que c’est aussi une arme à double tranchant : ce sont tes clients qui ont le dernier mot et acceptent ou pas que tu communiques avec eux par ce moyen ! Donc pour savoir si tu agis de la bonne manière, au-delà du résultat sur ton chiffre d’affaire, il faut aussi surveiller le ressenti de ta clientèle … En général, la bonne recette est : simplicité, apport de valeur, gestion des coûts, sécurité et respect de l’intimité.

Si tu gardes ça en mémoire et que tu progresses doucement (mais sûrement) et avec respect de tes clients, tu verras vite que le marketing mobile et les outils mobiles en général sont un formidable outil à la portée de ton entreprise ! Si tu as déjà de l’expérience sur le sujet, que tu « pratiques » déjà au moins un peu le marketing mobile, je ne peux que t’encourager à continuer, mais aussi à partager avec nous dans les commentaires !

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