Passo a passo para montar uma estrutura de delivery para restaurantes

delivery para restaurantes

delivery para restaurantes

Da preparo do prato à mesa do cliente o caminho ficou mais longo. E isso não é porque o salão do restaurante aumentou, mas porque o movimento de comida em domicílio tem conquistado mais espaço na rotina do consumidor.

Esta tendência, inclusive, consolida-se em cifras. Afinal, o setor de entregas já vem movimentando pelo menos R$ 11 bilhões por ano, segundo dados da Associação Brasileira de Bares e Restaurantes (Abrasel). 

Do dia para noite, muitos restaurantes se viram obrigados a baixar as portas por causa do surto de Covid-19, e o delivery se tornou uma importante –senão a principal– fonte de receita. 

Pensando nisso, o Capterra criou um guia especial para auxiliar na criação de um delivery para restaurantes. Confira as dicas abaixo!

1. Mantenha uma comunicação ativa com os clientes

Imagine um consumidor que é muito fã da sua pizzaria. O quão frustrado ele ficaria ao tentar pedir uma margherita por delivery em uma segunda e, depois de ligar, descobrir que ao contrário do que está no Google você não entrega mais neste dia.

Não adianta seu restaurante explorar as vendas online, mas decepcionar o consumidor porque tem informações desencontradas. Portanto, seja útil e entregue o que ele busca –não somente em produto, mas também em serviço.

Em todos os canais que estiver presente, mantenha atualizados os dados do seu negócio. Isso conta muito no delivery para restaurantes. Certifique-se de ter em dia: 

  • Horários e dias de funcionamento.
  • Número de telefone para contato.
  • Métodos de funcionamento (se dispõe de refeição no local, delivery ou take away).
  • Formas de pagamento disponíveis.
  • Identificação do modelo de delivery.
  • Área de cobertura da entrega.

Os restaurantes devem ter um perfil no Google Meu Negócio, que é o primeiro contato de muitos clientes com o seu restaurante. Caso sua presença online seja recente e sua empresa ainda não apareça no Google, aposte com força nas redes sociais –este tópico será abordado em seguida.

atendimento delivery restaurantes
Exemplo de um perfil completo no Google Meu Negócio (Fonte)

Quando se trata de delivery para restaurantes, você também deve ser proativo para instruir o público sobre o consumo do pedido. O prato que você está entregando deve ser consumido imediatamente ou é necessário aquecer? Se pode ser aquecido, é possível fazê-lo na embalagem? Avise-o para que ele tenha a melhor experiência possível.

O restaurante Komah, por exemplo, optou por enviar juntamente com o pedido um guia explicativo que esclarece como comer certos pratos.

aplicativos de entrega experiencia cliente
Restaurantes também devem trabalhar a experiência do cliente no delivery  (Fonte)

Especialmente neste momento de crise sanitária, também é importante comunicar o cliente sobre as medidas de precaução na hora de receber o pedido. Entre elas, usar máscara e manter uma distância segura de outras pessoas.

Se há possibilidade de oferecer “entrega sem contato”, em que os entregadores deixam o pedido em um lugar pré-combinado, comunique o cliente dessa opção.

2. Sempre use as redes sociais a seu favor

As redes sociais servem de canal para promover ações promocionais, impulsionando o consumo e a fidelização do seu restaurante. Independentemente se sua operação é física ou online, uma coisa é fato: aposte nas mídias sociais se quiser ter visibilidade.

Plataformas como Facebook, Tik Tok e Instagram são muito visuais, portanto aproveite essa abordagem para publicar fotos e vídeos dos seus pratos. Faça com que os consumidores fiquem com vontade de consumi-los.

Se quiser tirar o máximo dessas ferramentas, utilize softwares de marketing de redes sociais para automatizar campanhas online e conhecer melhor seus seguidores. Você pode ter ideias para ações futuras com os insights gerados por relatórios dessas plataformas.

Outro truque que você deve investir é no uso de hashtags nos seus posts. Elas aumentam a visibilidade das suas publicações e maximizam a voz da sua marca.

A hamburgueria Now Burguer, por exemplo, coloca uma sequência de hashtags em todos seus posts. Além de palavras relacionadas à cidade (#saopaulo), a empresa coloca hashtags que estão ligadas à região que atua, como referência ao bairro Vila Mariana.

hashtag entrega de comida
Usar as hashtags corretas ajuda os restaurantes a atrair seu público-alvo  (Fonte)

Uma vez nas redes sociais, não descuide da imagem da sua marca. Sempre responda os comentários e avaliações –mesmo as negativas– para manter o engajamento com o cliente.

Os feedbacks deixados nas redes sociais costumam ser um excelente termômetro sobre o seu serviço ou produto. É importante estar atento às opiniões para saber o que pode melhorar.

3. Delivery para restaurantes: adapte o cardápio

É importante saber que nem tudo que está no cardápio do seu restaurante deve ir para delivery. E por quê? Muitos pratos não funcionam na modalidade de entrega, porque chegam na casa do cliente murchos, frios ou desmontados, prejudicando a qualidade do produto.

Considere criar pratos que suportem o tempo de transporte até o endereço do cliente –ou que pelo menos sejam enviados pré-prontos para ele finalizar.

Ao definir um cardápio para venda online, leve em conta esses pontos: 

  • Pesquise o que seus concorrentes estão vendendo.
  • Pense em produtos que destaquem o seu restaurante.
  • Liste quais são os seus pratos mais vendidos.
  • Verifique quais desses pratos poderiam aguentar o transporte.
  • Analise qual sua capacidade de produção para não comprometer o envio.

Uma outra maneira de ter insights para o seu cardápio é utilizar as informações fornecidas pelo seu sistema para restaurante. Cheque as matérias-primas disponíveis e crie receitas com base nos alimentos que possui.

Aliás, se ainda não automatizou o seu inventário, faça isso o quanto antes. Ao realizar controle do estoque de forma regular, você tem visibilidade da entrada e saída de produtos e do vencimento dos alimentos. Além disso, sabe o momento certo de fazer novas compras e não desperdiça produtos.

Confira opções de sistemas de controle de estoque

Já para definir o preço dos pratos, você pode usar o seu programa para custo de alimentos para ajudar a encontrar um valor justo, administrar o custo do menu e maximizar sua margem de lucro.

É sabido que muitos consumidores serão afetados economicamente pela crise sanitária, por isso também vale a pena adaptar o cardápio pensando no bolso do cliente.

No caso do restaurante Charco, a solução foi lançar um cardápio para o período de quarentena com redução dos valores dos pratos em relação ao restaurante físico para incentivar o consumo.

cardapio delivery restaurantes
Aproveitar o delivery para fazer promoções é uma ótima abordagem (Fonte)

Tenha sempre em mente que manter um cardápio longo exige um estoque grande. Se você não quer assumir esse gasto, então mantenha o menu enxuto.

4. Busque parcerias comerciais

Bons fornecedores são imprescindíveis para os restaurantes oferecerem boa comida –e bons serviços, claro. Na hora de escolher os seus parceiros comerciais, leve em conta os seguintes pontos: 

  • Pesquise a reputação da empresa.
  • Peça certificados de procedência e de órgãos de vigilância sanitária.
  • Analise a capacidade de entrega de produtos para atender a sua demanda.
  • Busque preço justo com garantia de qualidade.
  • Teste os possíveis fornecedores para ver se mantêm um mesmo padrão de serviço e atendimento.

No segmento de restaurante, é importante ter mais de um fornecedor, com foco no que cada um pode oferecer de melhor.

Isso vale também para um mesmo tipo de matéria-prima. Tenha sempre um plano B para fornecedores. Se eventualmente falte algum produto vendido pelo seu fornecedor principal, o serviço não pode ser interrompido por causa disso.

No delivery para restaurantes, há grande preocupação com a embalagem, o que exige que você tenha bons fornecedores também para garantir um envio de sucesso. A embalagem não só vai proteger e manter a qualidade do produto, como também vai garantir a experiência do cliente.

O bar Astor, por exemplo, vende coquetel por delivery, portanto a embalagem é fundamental para que o produto chegue intacto e possa ser degustado pelo cliente. Além da garrafa de plástico, eles  usam sacos a vácuo para proteger os ingredientes.

embalagem delivery para restaurante
Para um bar, por exemplo, pensar na embalagem é fundamental para o delivery (Fonte)

Atualmente, em decorrência do fechamento temporário de restaurantes, a preocupação de muitos estabelecimentos também gira em torno de conseguir honrar compromissos com seus fornecedores.

A orientação da Abrasel é a negociação de prazo maiores de pagamento com parceiros comerciais e prestadores de serviços.

Neste momento, uma boa maneira de se organizar financeiramente é contatar os fornecedores por ordem de vencimento e, se for o caso, solicitar um desconto, melhores condições de pagamento, renegociação da dívida ou ampliação do prazo de pagamento.

Segundo a entidade, os fornecedores também estão interessados no funcionamento dos estabelecimentos –tanto hoje quanto a longo prazo. Portanto, tente negociar!

5. Pagamentos para delivery: escolha as melhores opções

Oferecer várias modalidades de pagamento disponíveis no mercado faz seu restaurante ampliar a clientela. Há diversos novos métodos por aí, fique de olho neles para poder agregar tecnologias inovadoras na sua operação.

Embora o ideal seja fornecer a maior quantidade de opções disponíveis, altos custos de transação fazem que isso seja inviável. Portanto, investigue quais são os métodos que seus clientes mais utilizam e quais têm melhor aderência à sua empresa.

Se você identificar que há pouca busca por um método, elimine-o. Por outro lado, se perceber que há um movimento pedindo um tipo específico de pagamento, considere adicioná-lo.

Abaixo, confira uma lista dos principais métodos de pagamentos usados atualmente no delivery para restaurantes:

Cartão de crédito e débito

O pagamento por cartão de crédito e débito pode ser feito de duas maneiras: por meio de uma plataforma de pagamento (gateway) no seu site ou então por maquininhas.

Se for contratar máquinas portáteis para seus clientes pagarem na entrega, analise contratar as que oferecem funcionalidades adaptadas ao celular, como pagamento por aproximação (contactless) e código QR –assim o consumidor pode usar uma carteira digital para concluir a transação.

Também considere adquirir uma maquininha que esteja habilitada para transações por meio de vale-refeição. Muitos clientes fazem pedidos quando estão no escritório e preferem pagar usando esse benefício.

Algumas das principais bandeiras de vale-refeição do mercado são: Sodexo, VR, Alelo e Ticket. Vale lembrar que para habilitar o serviço são cobradas taxas de transação e outras tarifas de manutenção, portanto pesquise se é viável para o seu negócio.

Carteira digital

As carteiras digitais permitem transferências online intermediadas por um serviço de pagamento eletrônico. 

Neste modelo não é necessário adquirir uma maquininha, pois a transação é intermediada por um celular ou tablet. PayPal, PagSeguro, Bepay, Mercado Pago e Pic Pay são algumas das empresas que oferecem esse serviço no mercado brasileiro.

A vantagem é que as taxas costumam ser menores do que aquelas cobradas pelas operadoras das maquininhas. Com isso, muitas dessas empresas de carteira digital conseguem oferecer benefícios aos clientes (desconto ou cashback) como estratégia de fidelização.

Pagamento via aplicativos de entregas

Os aplicativos de entrega oferecem planos que incluem receber o pagamento e repassar ao restaurante –confira a lista das principais empresas do setor logo abaixo.

Quando você contrata os aplicativos para esta modalidade, no geral se acresce como taxa uma porcentagem em cima do valor do produto. Além disso, o repasse não é imediato: há um prazo para que ele ocorra.

Pagamento com dinheiro

O pagamento em dinheiro ainda é um dos métodos mais democráticos de pagamento, considerando que um em cada três brasileiros não possui conta bancária –por isso é importante continuar a oferecer essa modalidade mesmo com o surgimento de novas maneiras de pagar.

Ao selecionar a opção do pagamento em dinheiro, oriente seus clientes a comunicar se precisam de troco, o que facilita para não haver desencontros quando o entregador for levar o pedido.

Desde março, quando houve o boom das entregas, uma orientação é que os restaurantes deem preferência aos métodos de pagamento online para que entregadores e clientes não precisem estar em contato.

6. Planeje muito bem as entregas

Se você pudesse perguntar a diferentes chefs como criar uma operação de delivery para restaurantes, a resposta seria unânime: estudar como funciona o sistema de entregas, já que essa é uma etapa importantíssima da operação.

Uma coisa é finalizar um prato e levá-lo para uma mesa; outra coisa é montar um prato e despachá-lo para quilômetros de distância da sua cozinha.

A seguir, explicamos as duas principais maneiras de lidar com as entregas do seu restaurante.

Aplicativos de delivery de comida

De uns anos para cá, os ícones de plataformas de entrega passaram a ser presença certa nos celulares de gente do mundo inteiro. Receber comida em casa se tornou rotina para muita gente.

A maneira mais fácil de entender como funciona esses aplicativos é pensar no conceito de marketplace: uma plataforma que oferece diversas marcas para que o cliente segmente sua busca segundo diferentes critérios.

Para o restaurante entregar por um desses aplicativos, é necessário escolher um plano e depois criar o cardápio online.

O ponto positivo dessas ferramentas é que elas se encarregam do marketing, do fluxo de usuários, do pagamento e das entregas, dependendo do plano escolhido. Já o maior problema é que cobram tarifas pelas entregas que podem ser altas para o seu negócio.

Confira as principais plataformas disponíveis no mercado:

Ifood

O Ifood oferece dois planos aos clientes, sendo que apenas um deles inclui a opção de entregas. Pelo serviço, a plataforma cobra uma taxa que varia de 12% a 27% sobre o produto vendido. Também há cobrança de mensalidade ao atingir um valor de vendas –se o restaurante ficar abaixo, não precisa pagar.

Uber Eats

A plataforma da Uber dispõe de um único plano no qual se encarrega da gestão da entrega por meio de motoristas autônomos cadastrados na plataforma. A empresa cobra uma taxa inicial de ativação, que cobre serviços como sessão de fotos profissionais. A taxa cobrada dos restaurantes pode alcançar 30%.

Rappi

A Rappi também conta com dois planos disponíveis para restaurantes. Em um deles o restaurante usa frota própria, enquanto no outro a plataforma se responsabiliza pelo delivery. A taxa comissão por venda pode chegar a 16% e também é cobrada uma taxa de ativação única ao iniciar o serviço.

Loggi

Com uma dinâmica diferente dos concorrentes, a Loggi oferece um serviço de entrega para restaurantes chamado LoggiPresto, que opera sob demanda. Dessa forma, você só paga pelas entregas contratadas, com base em uma tabela de frete.  

Na hora de contratar uma dessas ferramentas, verifique a viabilidade para o seu negócio ao analisar:

  • Taxas cobradas
  • Cobertura de entrega
  • Serviços fornecidos além do delivery

Muito desses aplicativos têm oferecido condições especiais para apoiar pequenos e médios restaurantes durante o período de crise sanitária. Aproveite para checar qual oferece as melhores condições para o seu negócio, mas fique atento com o valor das cobranças no futuro.

Estrutura própria de delivery

É possível criar sua própria estrutura de delivery ao contratar entregadores para fazer parte da equipe, motoboys em sistema de freelancer para atender conforme a demanda ou então uma empresa terceirizada.

Para organizar direito o seu setor de entregas, o ideal é que você use um sistema de delivery que organize a operação em tarefas como atendimento ao cliente, preparação do pedido, otimização de rotas e agrupamento de pedidos.

Conheça a seguir alguns dos softwares que cumprem essa função. Para selecioná-los, foi levado em conta se oferecem outros serviços além da gestão de entregas, opção de rastreamento e integração com aplicativos de delivery.

1. Saipos

Este software permite administrar as entregas desde o recebimento ao fechamento do pedido –também integra na plataforma pedidos recebidos por WhatsApp. Há outras funcionalidades de gestão, como controle de estoque.

Preço: sob consulta.

Versão mobile:  não possui.

2. Meu Delivery

Oferece serviços de controle de entregas, como organização de rotas e emissão de pedidos na sequência escolhida. Um diferencial é a organização dos pedidos online com base em Kanban.

Preço: R$ 99,00 por mês.

Versão mobile: não possui.

 3. Sischef

Possui um módulo exclusivo para delivery que inclui integração com Google Maps, identificador de chamadas, conferência de entregas, etc. Oferece também módulos extras como controle de caixa e de estoque.

Preço: sob consulta.

Versão mobile: disponível para Android.

 4. eComanda

Assim como os outros citados, trata-se de um sistema de restaurante bastante robusto. Possui funcionalidade como comanda eletrônica a cardápio digital, além do serviço de entregas.

Nesta modalidade de delivery para restaurantes, o seu estabelecimento terá controle total do processo.

Preço: R$ 139,00 por mês.

Versão mobile: não possui.

Busca softwares para entrega de comida? Confira o nosso catálogo!

Metodologia:

Para serem integrados nesta lista, os softwares deveriam:

  • Oferecer opções de gestão completa, além da funcionalidade de delivery
  • Ter a opção de acompanhamento de pedido
  • Ter pelo menos uma integração com outros apps de delivery/logística/entrega

8 sales motivation ideas and techniques to inspire your remote sales team

sales motivation ideas

Is your sales department struggling with motivation while working from home? Capterra reveals 8 sales motivation tips from experts in Australia.

sales motivation ideas

8 sales motivation tips to inspire remote sales teams

Lockdown rules may have relaxed a little with the government’s three-stage plan, but many offices remain closed. Most businesses in Australia have been able to continue their operations virtually through the implementation of remote work software. However, there is one thing that is much trickier to replicate from a home environment: Team camaraderie. 

Equipping sales reps with the software they need, such as a quality CRM platform or sales enablement tool, will certainly help drive productivity. However, most sales professionals are used to working off the energy in the room. Working alone can make staying motivated that much harder—especially if business opportunities are slower than usual.

To inspire flagging sales reps, we’ve gathered a list of tips and best practices from a collection of sales leaders already applying them in their own teams.

1. Use slower sales months to facilitate upskilling

The term ‘upskilling’ refers to the process of training staff with further skills to enhance their current capabilities and improve work performance. Sales departments who find themselves less busy than usual should use this time to hone in on the additional skills they need for the bounce back. 

In an office environment, sales managers can work from the same room as their team—giving them visibility over their employee’s skills gaps. When working from home, the opportunity to give spontaneous, in-person guidance isn’t available.

According to Roger Simpson, CEO from The Retail Solution, ‘helping and encouraging team members to grow is a huge motivator for most people, so this needs to continue while they work from home.’

Leaders need to have a conversation about sales training and upskilling with each team member and provide options for online learning as well as challenging team members to take ownership of this process themselves. 

– Roger Simpson, CEO at The Retail Solution

 

 

As well as using traditional online training platforms, team members can join internal mentoring groups, or be assigned an individual mentor to challenge them.

2. Keep conversations flowing with clients

Their ability to spend might be on hold, but it’s important not to allow conversations with clients to stop. If your team is struggling to come up with fruitful conversations with concerned clients, consider what value you could offer them without any kind of monetary transaction. 

One way of doing this is to make your team into a source for industry trends and market movements. This is what DXC Technology’s sales team have been practising during the lockdown.

Reach out to clients to understand how COVID-19 has disrupted their business. By gathering this feedback and analysing it, you can go back to customers with the common themes, prevailing sentiment and questions to keep them better informed on market movements.

– Tom Hammond, Industry Lead at DXC Technology

 

If a marketing department is available, they may also have the time and resources available to run market research too. These activities send a message to clients that you’re there to support them, but they also enable businesses to better align their solutions to the challenges clients are facing.

3. Make time for daily check-ins

More than ever, managers need to ensure they’re regularly checking in with employees and their wellbeing. After all, happy employees make for productive employees. Forbes reported that ‘happy employees are up to 20% more productive than unhappy employees.’ Similarly, Harvard Business Review (HBR) said happiness has an even greater impact on sales teams, raising sales by 37%

CEO of Lawn.com.au, Toby Schulz, suggests that managers should schedule weekly one-on-one time with individual team members. 

It’s crucial to have solo time with your employees. It gives them the chance to genuinely let you know how they’re faring and what areas they may need help with.

– Toby Schulz, CEO at  Lawn.com.au

 

 

A 30-minute window is a sufficient amount of time to problem-solve work issues, but also to lend an ear to their personal challenges. Video conferencing software works well in this instance, as you can hold a conversation face-to-face.

4. Stay connected (& have fun while doing it!)

Be it a birthday cake in the office or a company day out, it’s the small traditions that make staff feel like they’re a valued part of the team. But during times of change and increased stress, it can be easy for the things that help cultivate office culture to become an afterthought. 

According to Capterra research (which was run during the initial stages of Australia’s COVID-19 lockdown response), social connectedness is a prominent issue for staff working from home. This stat highlights why finding opportunities to stay connected is even more crucial for a remote team.

While lockdown rules enable small groups to meet now in public places, a safe space isn’t always available to facilitate an entire team. Additionally, a salesperson may not be isolating in the same location as the rest of the team. 

Here is where managers must be more creative with how they bring their sales team together.

Spend time on virtual team-building exercises, such as trivia, where you can break off into teams and engage inside channels to stimulate the feeling of comradery, even when you can’t physically be together.

– Madison Wappett, Sales Director at MiQ

 

 

With people spending the majority of their workday alone, it’s important to find ways to celebrate another work week together. 

5. Let them find their own work rhythm 

Another communication challenge Capterra’s remote work survey identified was employees experiencing too many digital messages. 27% of employees struggle with an overwhelming amount of information being communicated on their company channels. 

The average person takes about 25 minutes to get back into the swing of things after they’ve been interrupted, according to a study by the University of California Irvine. Disturbances not related to the task employees are working on are more distracting than ones on-topic. 

Considering these findings, it’s easy to see how the seemingly small interruptions could unintentionally take away a large amount of a person’s work day. It’s the role of the sales manager to ensure teams can work at peak productivity. 

According to Stephen Findley, Account Executive at Qwilr, the key to successfully managing a remote team is to allow them to work asynchronously. 

Allow your team to do their jobs uninterrupted for the vast majority of the day. They can then check their team’s collaboration tool for updates when they have a break.

– Stephen Findley, Account Qwilr

 

 

Create space for communication, without people feeling like they need to respond instantly. Managers should also monitor how they deliver key pieces of information to their team. A meeting that could have been an email may have been better spent talking to customers and prospects.

Selecting the right tools for remote communication:

6. Offer the right kind of sales motivation and celebrate wins

According to Brian Kropp from Gartner, celebrating success is even more important during periods of disruption. During change, an employee’s need for recognition increases by 30%. 

There are plenty of ways in which you can reward deserving employees. For example, recognition can be in the form of a monetary bonus, a pay rise or a promotion. These are good examples of extrinsic motivation methods. 

Intrinsic motivation focuses on motivating employees through ways that naturally satisfy them. For example, publicly acknowledging a sales rep lets them know the work they’re producing is meaningful. This is something that Joshua Strawczynski takes into account when managing his remote team at JMarketing.

People are often motivated far more by pride and recognition than they are any monetary reward. A good manager knows this and makes sure to publicly praise their team.

-Joshua Strawczynski, JMarketing

 

 

Positive reinforcement works well as a means to motivate employees in and out of the office. The idea is that it encourages them to continue delivering exceptional work. When a job well done goes unnoticed, it can have the opposite effect: Employees feel unappreciated and unmotivated.

7. Hold inspiration workshops

In our efforts to create rituals to keep sales teams motivated, our routine can sometimes become a little stale. Try mixing it up by bringing in external experts to hold inspiration workshops. 

James Norquay from Prosperity Media has been taking this approach. The objective is to help his reps take inspiration from people who have achieved success against the odds.

Bring in external experts for motivational talks on Zoom (or your company’s alternative). We had a Paralympic Star come on and share inspiring stories with the team. This has been a great way to motivate the team and keep everyone on track whilst working from home.

– James Norquay, Prosperity media

 

Video conferencing software acts as a practical way to host feel-good workshops to motivate flagging teams. 

8. Prepare them for a more flexible future

As Australia works towards a COVID-19 exit strategy, many businesses are beginning to consider what their team’s work environment and interaction will be like in six months. 

Chief Commercial Officer at Salesforce Australia, Ian McAdam, warns businesses that a lack of remote working options could work against them. From a recruitment and staff retention perspective, for example, he says businesses run the risk of losing sales talent to competitors willing to offer this flexibility.

Continuing to provide flexible working arrangements for employees will help maintain a positive culture and assist in retention. We expect retention to increase in importance as the economy regains pace and we enter into a new phase featuring a war for talent”

– Ian McAdam, Salesforce Australia

 

87% of Australian employees want their employer to extend their work-from-home policy after the lockdown ends. Of this number, 54% said they’d prefer a combination of office-based and home working with going to the office, while 33% said they don’t want to go back to the office. 

By making these decisions now, businesses will enable sales teams to work towards and mentally prepare for the next phase of COVID-19. It may also help ease any anxiety about transitioning back to ‘normal life.’

Looking for sales enablement software? Check out our catalogue.

Stap voor stap een afhaal- en bezorgdienst beginnen voor je restaurant

bezorgdienst beginnen restaurant

Binnen de foodmarkt groeit delivery als nooit te voren. Nederlanders lieten in 2019 voor 3,8 miljard euro aan eten thuisbezorgen, een stijging van 20% ten opzichte van 2018. In 2020 zal de food deliverymarkt nog sterker groeien omdat restaurants door de komst van Covid-19 noodgedwongen hun deuren moesten sluiten. Een bezorgdienst beginnen voor je restaurant is daarom een noodzaak geworden. Bezorgen is nu een belangrijke, misschien wel de belangrijkste bron van inkomsten geworden.

Met dat in gedachten heeft Capterra een speciale gids gemaakt om je te helpen starten met het opzetten van een afhaal- en bezorgdienst voor je restaurant. Bekijk de tips hieronder!

bezorgdienst beginnen restaurant

Afhaal- en bezorgdienst beginnen voor je restaurant

Stel je voor dat een trouwe klant een pizza besteld maar er na de bestelling achter komt dat het restaurant op die dag gesloten is en er niet bezorgd kan worden – in tegenstelling tot wat de klant op Google heeft gelezen.

Bij het opzetten van een bezorgdienst moet alle informatie kloppen, anders heeft het geen zin om online bestellen bij jouw restaurant mogelijk te maken. Probeer dus met de klant mee te denken en lever wat de klant zoekt. Niet alleen het product, maar ook de service.

1. Actief communiceren met de klant

Zorg er in de eerste plaats voor dat de informatie over je bedrijf op alle bestaande kanalen actueel is. Dit is erg belangrijk voor ieder restaurant dat wil gaan thuisbezorgen. Zorg ervoor dat de volgende informatie altijd up-to-date is:

  • Openingstijden
  • Telefoonnummer, zodat klanten altijd contact kunnen opnemen
  • Hoe gaat alles in zijn werk (is het mogelijk om op locatie te eten, bezorgen of af te halen)?
  • Betaalmogelijkheden
  • Bezorgingsmodel
  • Bezorggebied

Restaurants kunnen een profiel aanmaken op Google Mijn Bedrijf. Een Google search is voor veel klanten het eerste contact dat ze hebben met jouw restaurant. Als je pas sinds kort online actief bent en je bedrijf nog niet zichtbaar is op Google, is het belangrijk de focus vooral op social media te leggen. Daarover wordt hieronder meer uitgelegd.

eten thuis laten bezorgen
Google Mijn Bedrijf search resultaat

Besteed aandacht aan de vragen van de klant over eten aan huis bezorgen

Als je eten aan huis wilt gaan bezorgen, moet je duidelijk en proactief uitleg geven over hoe de bestelling het beste geconsumeerd kan worden. Bied je bijvoorbeeld een maaltijd aan die direct moet worden geconsumeerd, of moet hij eerst worden opgewarmd? Als de maaltijd moet worden opgewarmd, mag dat dan terwijl hij nog in de verpakking zit? Adviseer de klant van tevoren en bied een optimale service.

Juist tijdens deze gezondheidscrisis is het ook belangrijk om naar de klant te communiceren welke voorzorgsmaatregelen worden genomen op het moment van delivery. Denk bijvoorbeeld aan:

  • Het dragen van een mondkapje.
  • Het houden van een veilige afstand. Leg bijvoorbeeld uit dat de bezorgers contactloos kunnen bezorgen, d.w.z de bestelling voor de deur neerleggen, aanbellen en op een afstand wachten totdat de klant de bestelling in ontvangst neemt.  Geef ook aan dat contactloos bezorgen bijvoorbeeld  gepaard gaat met online betalen. 
  • Het aanbieden van contactloze betaalmethoden (hierover straks meer).

2. Gebruik social media in je voordeel

Op social media kun je snel acties promoten, je zichtbaarheid vergroten en je online bestellingen laten groeien. Ongeacht of je bedrijf fysiek of online actief is, één ding is zeker: zet vol in op social media als je goed zichtbaar wil zijn.

Platformen als Facebook, TikTok en Instagram zijn erg visueel. Maak hier gebruik van door foto’s en video’s van je gerechten op deze platformen te plaatsen. Maak ze zo aantrekkelijk mogelijk, zodat de klant overgaat tot bestellen.

Als je alles uit deze hulpmiddelen wilt halen, gebruik dan social media marketing software om online campagnes te automatiseren en je volgers beter te leren kennen. Met de automatisch gegenereerde rapporten van de verschillende platformen krijg je informatie die weer nieuwe inzichten geven voor toekomstige acties.

Gebruik #Hastags op social media

Een andere belangrijke tip is het gebruik van hashtags in je online publicaties. Hashtags geven meer zichtbaarheid aan je posts waardoor de naamsbekendheid van je restaurant toeneemt.

Restaurant Oud-Zuid bijvoorbeeld zet een reeks relevante hashtags in hun berichten. Naast woorden met betrekking tot de stad (#amsterdam), gebruikt het bedrijf hashtags met hun buurt #oudzuid en een hastag over een van hun specialiteiten #wijn.

thuisbezorgen eten

Als je eenmaal actief bent op social media, zorg er dan voor dat je de naam van je restaurant goed promoot. Reageer altijd op reacties en beoordelingen – ook al zijn deze negatief – om betrokkenheid met de klant te behouden.

De beoordelingen die mensen op sociale platformen plaatsen zijn over het algemeen een goede graadmeter voor de service en producten die je levert. Neem deze meningen altijd serieus en kijk waar eventueel verbeterpunten zijn.

3. Bezorgen voor restaurants: het aanpassen van de menukaart

Realiseer je dat niet alles wat op de menukaart staat ook daadwerkelijk geschikt is voor bezorging. Veel gerechten lenen zich niet voor bezorging, omdat ze koud en niet meer presentabel zouden zijn als ze bij de klant zijn bezorgd. Dit komt de kwaliteit van het gerecht natuurlijk niet ten goede.

Denk na over gerechten die wel geschikt zijn voor bezorging of eventueel gerechten die panklaar worden aangeleverd bij de klant.

Als je een menukaart maakt voor de online verkoop, houd dan rekening met de volgende punten:

  • Zoek uit wat je concurrenten verkopen.
  • Bedenk producten waardoor je restaurant opvalt.
  • Houd bij welke gerechten het meest verkocht worden.
  • Ga na of deze gerechten zich lenen voor bezorging.
  • Analyseer je productiecapaciteit, zodat er geen vertragingen in de bezorgtijden optreden.

Een andere manier om ideeën te krijgen voor je menukaart is om de informatie van het systeem van je restaurant te gebruiken. Controleer welke ingrediënten je op voorraad hebt en baseer hier de nieuwe recepten op.

Als je nog geen geautomatiseerd inventarisatiesysteem hebt, is het verstandig om dit alsnog zo snel mogelijk te installeren. Als je regelmatig je inventaris controleert, heb je goed zicht op wanneer producten binnenkomen en wanneer ze over de datum gaan. Verder geeft het een goed zicht op wanneer je weer nieuwe inkopen moet doen. Zo ga je ook verspilling tegen.

Om de juiste prijzen van de gerechten te bepalen, kun je een programma voor voedingsuitgaven gebruiken waarme je eenvoudig de voedingskosten voor je recepten kunt berekenen om een winstgevende menuprijs te garanderen.

Het is welbekend dat veel consumenten financieel zijn getroffen door de coronacrisis, waardoor het de moeite waard is om je menukaart aan te passen op de portemonnee van de klant.

maaltijdbezorging

Houd altijd in gedachte dat een uitgebreid menu ook een grote voorraad vereist. Als je deze kosten niet wil dragen, zorg er dan voor dat je menu compact blijft.

4. Betaalmethoden

Des te meer betaalopties des te kleiner de kans dat een potentiële klant afhaakt omdat zijn voorkeursbetaalmethode er niet bij zit. Er zijn veel betaalmethoden mogelijk. Houd deze verschillende methoden goed in de gaten en maak gebruik van de meest innovatieve technologieën zoals QR-code betalen.

Alhoewel het ideaal zou zijn als je alle mogelijke beschikbare opties zou kunnen aanbieden, is dit door de hoge transactiekosten praktisch onmogelijk. Onderzoek daarom welke methoden jouw klanten het meeste gebruiken en welke van deze het beste passen bij je bedrijf. Merk je dat een bepaalde methode niet interessant is voor jouw doelgroep, streep deze dan weg.

Sinds de enorme stijging in thuisbezorgen vanwege corona is het gebleken dat er een voorkeur is voor online betaalmethoden, omdat er op deze manier zo min mogelijk contact is tussen de bezorger en de klant.

Hieronder een lijst met gangbare betaalmethodes bij restaurants die aan huis bezorgen:

  • Contant aan de deur (gepast of niet gepast)
  • iDEAL
  • Via creditcard (American Express/Master Card/ VISA)
  • Via PayPal
  • Pin aan huis (via een mobiel PIN-apparaat)
  • QR-code betalen
  • Bitcoin
  • Vouchers of giftcards

5. Tijd om te gaan bezorgen: eten bestelpatform of eigen website/app voor delivery?

Er zijn twee manieren om een bezorgrestaurant op te zetten: via een eten bestelplatorm of via je eigen bestel website en/of mobiele app.

Bezorgrestaurant via een eten bestelsite

De bekendste eten bestelsites zijn Deliveroo, Thuisbezorgd.nl, UberEats, Takeaway, Foodnu en Hungry. Er bestaan ook verschillende lokale eten bestelsites die een bepaald bezorggebied bedienen.

Het voordeel van een bestelplatform is dat je meteen een groot bereik hebt. Bovendien nemen zij de marketing, betalingen en bezorgingen voor hun rekening wat veel werk uit handen neemt. Het grootste probleem is dat ze kosten in rekening brengen voor het bezorgen. Deze kosten kunnen voor jouw bedrijf misschien te hoog zijn en je winstmarge verkleinen.

Wanneer je voor een eten bestelsite kiest, controleer dan het volgende:

  • In rekening gebrachte kosten
  • Leveringsdekking
  • Diensten die na de levering worden geleverd

Veel van deze toepassingen hebben speciale voorwaarden geboden om kleine en middelgrote restaurants te ondersteunen tijdens de periode van de gezondheidscrisis. Controleer welke de beste voorwaarden biedt voor jouw bedrijf, maar wees je bewust van eventueel hogere kosten in de toekomst.

Delivery opstarten via een eigen eten bestelwebsite of app

Als je een eigen online bestelwebsite opzet of een mobiele app, kun je flink besparen op commissiekosten en een meer op maat gemaakte service leveren. Je hebt dan restaurant bezorgsoftware nodig waarmee alle bestellingen eenvoudig kunnen worden verwerkt. Deze bezorgsystemen zijn gekoppeld aan je kassasysteem en zorgen bijvoorbeeld voor automatische routeplanning, urenregistratie, klantherkenning, sms-marketing en rapportage.

En nu? Bekijk onze social media marketing softwaregids om de juiste tool te vinden.

5 Tips for a successful email marketing strategy in times of crisis

email-marketing-strategy-coronavirus

Having a good email marketing strategy during the coronavirus crisis is always a good choice to increase the volume of your business. If you are looking for examples and suggestions for email marketing, in this article we will help you focus on the main steps for a successful email marketing strategy.

email-marketing-strategy-coronavirus

However, there may be circumstances where not everything is going well and you are facing times of crisis, such as the COVID-19 emergency. Now more than ever, every company must implement all possible strategies to avoid the failure of its communication policies.

Even in these times of crisis, the web represents a primary tool to be used to attract new customers to its brand and involve those already loyal to it. In fact, people are now spending most of their time at home and they are connecting more to the Internet for information and entertainment than ever before.

Therefore, SMEs re targeting improved email marketing strategies that are adapted to this difficult environment and that are aimed at delivering the right messages. Email marketing software is a great help for entrepreneurs to communicate even in times of business crisis.

Discover our tips and examples of email marketing below to carry out a successful communication campaign during the pandemic.

5 tips for email marketing in times of crisis

  1. Control email automation flows so you don’t send messages out of place
  2. Suggest the best way to take advantage of a product and/or service at home to your customers
  3. Provide the right materials to make the most of your company’s services
  4. It’s time for storytelling: tell the story and values that underpin your work
  5. Build motivational and reassuring messages for your audience

1. Check email automation flows to avoid sending messages out of place

For a good email marketing campaign, companies can activate the so-called automation flows, with which they can automatically send set messages when certain events occur.

Examples of email marketing can be the welcome messages when a new user subscribes to the email list, the expiration messages to a subscription or rather the messages sent to their subscribers with the activation of a new promotion.

However, in an emergency context, some of the emails sent automatically with automation streams may seem out of place (or even in bad taste). Therefore, it is advisable to check this system and delete messages that do not fit the current scenario, in order to create others that are more appropriate to the new needs.

2. Plan your emails by suggesting the best way to take advantage of a product and/or service at home to your customers

If, due to the coronavirus, you are unable to make new sales due to the closure of factories and stores, make your customers feel that the company is still present in their lives.

To do this, also in this case, use email marketing and communicate with your audience during the corporate crisis: design emails that contain suggestions or useful tips to make the most of the service or product, even at home, preparing columns and ad hoc content to further engage and retain the users who follow you.

3. Provide the right material to make the most of your company’s services

Another tip is to send some materials to download and insert the reference link.

These materials can be discount codes or brochures that are related to some products and can be used when the customer is able to go to the physical store again store and new promotions in-store begin again.

These examples of email marketing can help you to, not only attract your customers now but also to increase their confidence and appreciation in the near future, as they will be able to buy what interests them at a more advantageous price.

In addition, you can also use email marketing to send out new brochures on new products that are about to be marketed, for example, to increase interest and anticipation in your next reopening.

4. It’s time for storytelling: tell the story and the values behind your work

In a context like the one caused by the coronavirus, email marketing is also an excellent tool to bring the company closer to the public and what better way to do it than telling a bit of your story?

Create a message without a strict promotional purpose, but one that explains the values that are the basis of your work.

Talk about your beginnings, the reasons that led to the birth of your company, the relationship with your employees and everything that can reduce the distance between the public and your brand and, above all, make customers prefer you to your competitors.

5. Don’t forget the emotional aspect of email: build reassuring messages for your audience

Last but not least, pay attention to the emotional aspect of your emails.

The current emergency is guilty of creating a sense of anguish and frustration in many people, so if you want to increase the trust in your company, don’t just use email to sell.  Make sure that the content of the emails comes with messages of encouragement and reassurance, both for your user and for you the company in general.

In the end, when this period is over, the closeness and support you have shown to your customers will pay off.

Want to know more about email marketing strategy? Check out our list of email marketing software.

A Step-By-Step Guide: How To Create The Ultimate Live Webinar

How to create a webinar

During the corona crisis, the whole of Australia is advised to practice social distancing to save lives and livelihoods. 

People are working remotely where possible. In fact, 57% of SMEs are already fully remote. However, businesses and entrepreneurs should try to maintain contact with your customers, no matter whether they decide to stay open or not. And what better way to do this than by hosting a live webinar?

How to create a webinar

Hosting a webinar puts you in direct contact with your audience. If you’re new to them and feeling a little overwhelmed, we’re here to help you figure them out. We’ll also reveal our suggestions for top webinar software, making it easy for novices to get started.

What is a live webinar?

A webinar is a seminar on the internet, normally hosted by a business or educator. More and more companies are discovering and using webinars within their marketing sales initiatives. You can involve your customers interactively with your company’s products and services. It’s a particularly suitable method for engaging customers during lockdown because they can participate from the comfort of their own homes—and so can the host for that matter!

Why create a webinar?

Broadly speaking, webinars fulfil three main purposes:

  1. External communication: Allowing customers, experts and authorities to be guest speakers or interviewees on the webinar is an excellent marketing tool to showcase products and services. It also allows customers to learn from each other, adding value to their day.
  2. Training and courses: Consider, for example, a user or maintenance training session of the equipment that a customer has purchased (or wants to purchase.) This could apply when educating students
  3. Internal communication for meetings: This is especially useful if the company has branches in multiple locations. A webinar is a good way to instruct on new software that is being put into use. 

Benefits of a webinar

One of the biggest advantages of webinars is getting ‘in front of’ (or the attention of) your target group. Participants have direct contact with each other and the presenter via a chat. Almost all platforms offer the possibility to conduct a small survey during the broadcast. This way you continue to involve the participants in the presentation. 

Some other advantages are:

  • Recording and making the webinar available to third parties afterwards by, for example, sharing the webinar on social media.
  • The automatic collection of statistical data about the webinar—you get to know your customers even better.
  • Brand marketing your business by using your logo, brand colours, images and expertise. 
  • Both the company and the customer save travel time and travel costs. Everyone can follow the webinar wherever they want.

How do you create a webinar?

Keep in mind the following questions during the preparation stage:

  1. Which target group do you want to reach?
  2. What message do you want to convey? 
  3. What is the optimal length to convey your message with the time your target group will likely have available?
  4. How will you add value? Think about what your customers might have problems with and how a webinar can help.
  5. What can you offer that is unique? If you want to provide multiple webinars, there must be enough interesting content available. 
  6. How will you allow customers to participate?

The minimum hardware you need is a laptop, and a fast internet connection is a prerequisite for live HD streaming. You do not want delays in the broadcast! 

It is possible to create and broadcast a live webinar with a very limited budget. Once you’ve mastered your first few webinars, you can scale up if there is value to be gained from it.

What is the best online webinar service?

There are many platforms for creating webinars and most of them have the following functionalities by default:

  • Confirmation and reminder emails to the webinar participants (you’ll need to invite them beforehand so they’re aware it’s happening!)
  • Chat and survey options during the live webinar.
  • Screen sharing for in-screen demonstration of software or PowerPoint presentations.
  • Collection of statistics on webinars.

We have made a selection of four excellent webinar tools for you*. Check out the methodology for how we chose the software services at the bottom of this article. 

  1. Livestorm

LiveStorm live webinar meeting
Livestorm’s live webinar meeting room (Source)

This platform has a free version that has all the functionalities that the paid versions also have, but only for a limited number of participants. With this in mind, Livestorm makes a good choice for those wanting to gain hosting experience. 

The navigation of the platform is easy to master and you can count on highly rated (by Capterra users) customer support. The lowest costing account option of the platform is the freemium model. After this, it costs US$99 per month. It offers:

  • Up to 100 participants and 4 hours per webinar.
  • Integration of statistical data from the webinars in platforms, including Mailchimp and Hubspot.
  • During the corona crisis, this platform offers its Meet Premium account with unlimited meetings for up to 8 people (normally US$35 per host per month). 

2. LiveWebinar

LiveWebinar webinar presentation
A LiveWebinar presentation with audio and video (Source)

LiveWebinar offers a free version for webinars with up to five participants, making it a good option for first-time hosts. With the help of 1,000 different settings, the program is adjustable to suit your needs. The webinar can also be built modularly.

The paid version starts at US$14.99 per month and offers:

  • Up to 100 participants per webinar.
  • In-screen projection of YouTube or Vimeo player.
  • Integration of statistical data from the webinars in platforms, including Mailchimp and Hubspot.
  • API is available for integration with existing systems within the company (such as CRM).

3. BigMarker

BigMarker webinar hosting
Hosting a webinar online using the BigMarker webinar service (Source)

This platform offers a trial version, which is valid for 7 days. BigMarker is highly rated by Capterra users for its many functionalities and wide integration with many marketing functions. Pricing starts from US$79 per month when billed monthly. This lowest costing version offers:

  • Up to 100 participants per webinar.
  • A variety of functionalities, such as pop-up offers and API access.
  • Excellent integration of webinar statistical data into many platforms, including Mailchimp and Hubspot.

4. Demio

Demio software live webinar in action
A live business webinar with Demio (Source)

Demio offers newcomers a 14-day free trial period. It is a user-friendly platform with well-rated customer service. It includes basic functionalities, but its integration with Zapier allows users to connect to relevant sales and marketing applications. You start on this platform from US$49.00 per month.

This price includes:

  • Up to 50 participants per webinar.
  • Limited functionalities, but expandable with the integration of Zapier

Analysing the success of your webinar

After your first webinar(s), analyse the results and the reactions of your customers. This will help you to determine whether the webinar has indeed produced the desired results. Try asking for feedback, assess how much they engaged, and if you were able to open conversations.

 

If you have a taste for it, you can always upgrade with one of the tools above. Alternatively, check out our buyers guide to help you explore other webinar software solutions

 


*Methodology

The tools are the top four best webinar tools on Capterra Australia, with 5 stars and more than 85 verified customer reviews. All of the platforms operate on the cloud and do not involve complicated installations.

 

Stap voor stap een webinar maken – ontdek 5 goede webinar tools

webinar maken

Tijdens de coronacrisis zit heel Nederland een stuk meer binnen. Iedereen werkt zoveel mogelijk online en veel winkels en bedrijven zijn tijdelijk gesloten. Juist nu heb je als ondernemer manieren nodig om het contact met je klanten te onderhouden. Dit kan op een originele manier: door een webinar te maken. Zo sta je direct met je publiek in contact, alsof je persoonlijk aanwezig bent. Webinar software maakt het ook voor de beginnende webcaster eenvoudig om met webinars te starten.

webinar maken

Webinar? Wat is het en wat kan ik ermee?

Een webinar is jouw eigen interactieve online tv-programma: een seminar op internet. Steeds meer ondernemingen ontdekken het en maken er gebruik van. Je kunt jouw klanten op een interactieve wijze bij de producten en/of diensten van jouw onderneming betrekken. De klant hoeft er de deur niet voor uit en jij in principe ook niet. Dat is op dit moment een groot pluspunt.

Verschillende soorten webinars

In grote lijnen zijn er drie sectoren waarvoor je een webinar kunt inzetten:

  1. Externe communicatie met bijvoorbeeld een tv-programma waar klanten, deskundigen en autoriteiten worden geïnterviewd. Het is ook een uitstekende tool voor marketing om bijvoorbeeld bestaande of nieuwe producten en diensten bij bestaande en potentiële klanten onder de aandacht te brengen en customer engagement te verbeteren.
  2. Trainingen en cursussen: van zowel eigen medewerkers als klanten of leerlingen. Denk bijvoorbeeld aan een gebruikers- of onderhoudstraining van de apparatuur die de klant heeft aangeschaft of aan wil schaffen. Of aan een webinar om je pesoneel te motiveren in moeilijke tijden.
  3. Interne communicatie voor bijvoorbeeld vergaderingen of een instructie over nieuwe software die in gebruik wordt genomen. Zeker handig als het bedrijf op meerdere locaties vestigingen heeft.

Voordelen van een webinar

Een van de grootste voordelen is het direct in contact staan met de doelgroep: je communiceert van persoon tot persoon. Via een chat hebben deelnemers direct contact met elkaar en de presentator/trice. Bijna alle platformen bieden de mogelijkheid tot het houden van een kleine enquête tijdens de uitzending. Zo blijf je de deelnemers bij de presentatie betrekken. Enthousiaste deelnemers leid je met een embedded link direct naar jouw conversiepagina om zich bijvoorbeeld te registreren. Enkele andere voordelen zijn:

  • Het opnemen en achteraf beschikbaar stellen van het webinar aan derden. Dit kan bijvoorbeeld ook door het webinar op sociale media te delen.
  • Het automatisch verzamelen van statistische gegevens over het webinar: zo leer je jouw klanten nóg beter kennen.
  • Branding via webinar. Jouw eigen logo in beeld heeft een professionele uitstraling.
  • Niet onbelangrijk: zowel de onderneming als de klant bespaart reistijd en reiskosten. Geen gedoe met files en laatkomers. Iedereen kan het webinar volgen waar hij of zij dat maar wil; thuis, op kantoor, in het park en ga zo maar door.

OK, maar hoe maak ik een webinar?

Om een succesvolle webinar te maken begin je met een goede oriëntatie. Verlies daarbij niet uit het oog dat je zeer waarschijnlijk meerdere live uitzendingen zult gaan maken. Bij de voorbereiding van het webinar moet je de volgende vragen niet uit het oog verliezen:

  • Welke doelgroep wil je bereiken en wat is de boodschap die je wilt overbrengen? Wat is hier de optimale lengte voor?
  • Wat is de toegevoegde waarde voor de klant? Bedenk waar jouw klanten mogelijk problemen mee hebben en hoe een webinar daarbij kan helpen.
  • Als je meerdere webinars wil verzorgen, moet er genoeg interessante content beschikbaar zijn. Maak hier van tevoren een goede inschatting van.
  • Hoe ga je aan de slag met de reacties van je klanten op een eerste webinar?

Het minimum aan hardware dat je nodig hebt is een laptop met goede grafische prestaties en een HD-camera. Verder is natuurlijk een snelle internetverbinding een eerste vereiste voor een live HD-streaming, want je wilt geen vertragingen in de uitzending. Het kan al met een zeer beperkt budget. Als je het onder de knie hebt, kun je gaan opschalen.

Je webinar aankondigen en deelnemers uitnodigen

Logischerwijs moet je je klanten laten weten dat jouw onderneming webinars verzorgt. Juist nu kun je je daarmee echt onderscheiden van de concurrentie. Gebruik dus alle communicatiekanalen: e-mail, sociale media, een boodschap op de bedrijfscorrespondentie enz.

Jouw webinar maken met een van deze vijf webinar tools

Er zijn vele platformen voor het maken van webinars en de meesten hebben standaard de volgende functionaliteiten:

  • Bevestigings- en herinneringse-mails aan de webinardeelnemers.
  • Chat- en surveymogelijkheden gedurende de live webinar.
  • Delen van scherm voor bijvoorbeeld inscreen demonstratie van software of PowerPoint-presentaties
  • Verzameling van statistieken betreffende webinars.

Wij hebben voor jou alvast een selectie van vijf uitstekende webinar tools gemaakt. De eerste tool is van Nederlandse maak en de andere 4 tools zijn de top 4 beste webinar tools op Capterra, met 5 sterren en meer dan 85 geverifieerde klantbeoordelingen. Voor alle vijf platformen geldt dat zij vanuit de cloud opereren en er geen ingewikkelde installaties aan te pas komen.

WebinarGeek

WebinarGeek wordt door gebruikers aangeprezen als een simpele gebruiksvriendelijke software. Het is een Nederlands platform, dus dat is makkelijk als je hulp nodig hebt. Een klein nadeel van dit platform is dat deelnemers via de smartphone niet altijd de getoonde sheets duidelijk kunnen lezen. Het kleinste pakket kost €12,00 per maand bij maandelijkse facturatie en biedt:

  • een proefversie waarmee je het platform 2 weken gratis kunt uitproberen
  • maximaal 25 deelnemers per webinar
  • mogelijkheid van een co-presentator (2de host) die vanaf een andere locatie kan inloggen

Livestorm

Dit platform heeft een gratis versie die alle functionaliteiten die de betaalde versies ook hebben, maar dan voor slechts een beperkt aantal deelnemers. Wellicht een goede keus om ervaring op te doen. De werking van het platform is gemakkelijk onder de knie te krijgen en je kunt rekenen op een zeer goede en vlotte ondersteuning. Webinars worden opgenomen met een lagere beeldkwaliteit, maar daar wordt inmiddels aan gewerkt. De goedkoopste betaalde versie voor webinars kost € 99,00 per maand en biedt:

  • maximum 100 deelnemers en 4 uur per webinar
  • integratie van statistische data van de webinars in platformen waaronder Mailchimp en Hubspot
  • Gedurende de coronacrisis biedt dit platform een gratis virtuele meeting room voor ongelimiteerde vergaderingen met maximaal 8 personen (normaal € 35,00 per maand). Zo kun je gemakkelijk virtueel vergaderen.

Livewebinar

Livewebinar biedt een zeer complete gratis versie voor webinars tot vijf deelnemers en is daarmee een goed alternatief voor beginnende webcasters. Het speciale van dit platform is dat het modulair opgebouwd kan worden. Met behulp van 1.000 verschillende instellingen kan het programma geheel naar eigen wens worden aangepast. De betaalde versie heb je al vanaf US$ 14,99 per maand en biedt:

  • maximaal 100 of meer deelnemers per webinar
  • in screen projectie van YouYube of Vimeo video’s
  • integratie van statistische data van de webinars in platformen waaronder Mailchimp en Hubspot
  • API beschikbaar voor integratie met bestaande systemen binnen de onderneming (bijvoorbeeld CRM)

BigMarker

Dit platform biedt een proefversie, maar deze is enkel 7 dagen geldig. BigMarker wordt geroemd voor de vele functionaliteiten en de zeer brede integratie van de webinar software met zeer vele marketingfuncties. Het “neusje van de zalm” voor marketeers. BigMarker is in het Nederlands vertaald, maar daar heeft men soms een “steekje laten vallen”. Je kunt aan de slag vanaf US$ 79,00 per maand, bij maandelijkse facturatie. Deze goedkoopste versie biedt:

  • maximaal 100 deelnemers per webinar
  • een keur van functionaliteiten als pop-up offertes, API toegang en nog veel meer
  • voortreffelijke integratie van statistische data van de webinars in vele platformen, waaronder Mailchimp en Hubspot.

Demio

Demio biedt de nieuwkomer een 14-daagse gratis proefperiode. Het is een zeer gebruikersvriendelijk platform met een goede klantenservice. De prijs is, in vergelijking met andere aanbieders, wellicht aan de hoge kant gezien het vrij beperkte aantal aangeboden functionaliteiten. De integratie met Zapier maakt dit echter goed. Je begin op dit platform vanaf US$ 49,00 per maand en het biedt:

  • maximaal 50 deelnemers per webinar,
  • beperkte functionaliteiten, maar uit te breiden met integratie van Zapier 

Analyseer de resultaten

Je ziet dat alle pakketten voor een beginner genoeg functionaliteiten bieden om ervaring op te doen met de webinars. Maak na je eerste ervaring(en) een analyse van de resultaten en de reacties van je klanten bepaal of het webinar inderdaad de gewenste resultaten heeft opgeleverd. Heb je de smaak te pakken, dan kun je altijd upgraden met een van de tools die hierboven of uit deze lijst met meer webinar tools.

Heb je een webinar tool gebruikt? Deel dan je ervaring met andere zakelijke gebruikers en schrijf een review op Capterra, de meest uitgebreide digitale softwaregids van Nederland.

 

Why Sales And Marketing Alignment Is Vital For Growth Strategy Success

Marketing and sales alignment

When you boil it down, a sales team and a marketing team have the same basic goal: To increase revenue. Both teams focus on bringing in new business, retaining existing customers, and spreading the word about your products and services. That’s why so many leading businesses concentrate on sales and marketing alignment.

Why marketing and sales alignment is crucial

If you’re not familiar with the concept, we’ll break down why it’s a useful strategy, and outline the CRM software solutions and other items you’ll need to get your sales and marketing team to work together.

What is sales and marketing alignment? 

Simply put, sales and marketing alignment means these two departments share the same strategy and support one another. In many businesses, sales and marketing are siloed, and will only communicate with each other on an as-needed basis. 

What does sales and marketing alignment look like? Members from both sides of the equation will have frequent and structured communications. They’ll also support each other toward the same larger goal of increased sales and revenue.

Some businesses take what’s known as a “Smarketing” approach. This means that rather than having a separate sales and marketing team, they merge the two departments. 

What are the benefits of aligning sales and marketing?

You can expect major benefits both internally and for your customers when you align sales and marketing.

Here are some examples:

Revenue increases

According to a study by MarketingSherpa, 79% of generated leads never convert to sales. Though there are many reasons a lead may not convert, a big part of the problem for many businesses is the lack of nurturing. To properly turn a lead into a full-fledged customer, businesses need to provide them with useful, relevant content and touchpoints to help them down the funnel. This is very hard to do if the people focusing on the beginning of the funnel (your marketing team) aren’t communicating well with the people responsible for the end (your sales team).

Improved customer retention 

Bringing in more new business is only half the job. It’s equally important for businesses to retain their current customers. Both sales and marketing have a role to play here. The marketing team must continue to offer new benefits, updates, and value to keep customers on board; the sales team, however, has a deep understanding of existing customers (as they are the ones bringing them into the business). By working together, your sales and marketing experts can come up with a strategy that prioritises retention. 

A streamlined customer experience 

The best businesses out there offer a streamlined experience for customers, with no disruptions as they move from cold lead, to warm lead, to a client. As a result, customers now expect businesses to have a smooth transition period, and they’ll take their business elsewhere if they feel neglected. By aligning your sales and marketing team, you can give your customers this same streamlined experience, leading to more conversions and a longer customer lifecycle. 

Improved internal collaboration

When kept siloed, it’s not uncommon for the sales and marketing team to be at odds. Because they are working toward the same goal, it’s hard for teams to know where their responsibilities start and end, which can lead to tension. By aligning the sales and marketing team, this tension will dissipate, and your internal staff with experience new cohesion that will help them function better as a team.  

How to start aligning your sales and marketing team

Does sales and marketing alignment sound like something you want for your business? If so, here’s how you can get started: 

Outline and assign the roles and tasks needed

The first step toward sales and marketing alignment is to take stock of the existing roles you have on both teams and decide how they can begin to complement each other. For this process, involve leadership from both sales and marketing. Start by outlining every role on both teams, looking for places where roles may overlap or complement one another. Once you’ve done this, you can determine whether you want to move to a fully integrated “Smarketing” team, or simply align certain aspects and members of either department. 

Organise a series of strategy sessions

Next, it’s time to get all the key players in your newly aligned department(s) together to build out a growth strategy. The teams may already have some in place, which means you simply need to work to align the strategies, or you can build one from scratch. Start with the goals you want to achieve—set these clearly, and make sure that the overall goals are the same for everyone. Next, have team members discuss the best methods for achieving those goals. As the two teams discuss their plan of attack, they’ll likely discover new ways to support each other and work together. 

Enhance your communication methods

Your team will need to make sure they are communicating effectively and frequently going forward. You’ll need to put standards in place for communication. It’s also a good idea to arm them with technology that makes the process easier. For example, you may want to install a new internal chat system to make it easier for people to communicate no matter where they are.

Don’t be concerned if you hit some road bumps in the process of aligning your sales and marketing efforts. Changes often cause friction, but as long as your team work together and align their goals, you’ll see long-term success. 

A CRM system allows your marketing and sales team to track and update leads as they advance through the funnel. Ready to get started? Compare Capterra’s directory of best CRM software today.

10 Software Companies in Australia To Watch In 2020

capterra's top ten software companies in australia

It’s been a strong year for software companies in Australia. Despite industries battling against turbulent market conditions, it’s forecasted that information technology spending will grow by 4.6% in 2020 (from an estimated $93.7 billion in 2019).

In this article, we reveal a list of Aussie software companies to watch in 2020.

capterra's top ten software companies in australia

As tech companies continue to boom in Australia, we’re making it our mission to highlight those that are consistently recognised by buyers for exceptional standards. We chose ten software development companies, based on a mixture of quantitative and qualitative signals taken from Capterra Australia

You can understand more about the selection methodology we took at the bottom of this article. Until then, keep reading to learn more about the companies and their products.

Top 10 Software Companies In Australia To Watch

1. Canva

Screenshot of Canva's interface.
Screenshot of Canva’s interface.

Headquarters: Surrey Hills, NSW

Software Category: Graphic Design 

Founded: 2012

Founders: Melanie Perkins, Cameron Adams, Cliff Obrecht

What is Canva?

Canva is a drag-and-drop design tool that enables its users to create graphics for digital marketing. The software doesn’t require extensive training to use it and has a freemium and paid-for subscription model. Users can access stock photos, fonts, illustrations, and choose from thousands of templates.

The journey of the startup is an inspiring tale—the Founders pitched more than 100 investors while on the hunt for seed funding. Today, the business is worth AUD$4.7 billion and Canva has more than 15 million users across 190 countries. Also, more than 1 billion designs have been created through the award-winning platform. 

2. Employment Hero

Employment Hero dashboard.
Screenshot of Employment Hero dashboard.

Headquarters: Sydney, NSW

Software Category: Human Resources (HR)

Founded: 2014

Founder: Ben Thompson, Dave Tong

What is Employment Hero?

Employment Hero is a cloud-based HR platform that combines HR software with financial services, scheduling and payroll software, as well as employee benefits. The software product serves small and medium-sized Australian businesses and targets professionals working within HR, payroll, and employee engagement and benefits.

Employment Hero began as a payroll and benefits system but changed its focus to help employees make the most of their work life. As a result, more than 4,500 Australian businesses use Employment Hero today to manage over 175,000 employees. On top of this, the business has won several awards, including LinkedIn’s Top Startups Award in 2018.

3. ServiceM8

ServiceM8 invoicing system
ServiceM8’s invoicing system shown on desktop and mobile devices.

Headquarters: Darwin, NT

Software Category: Field Service Management 

Founded: 2010

CEO: Kim Ford

What is ServiceM8?

ServiceM8 is a mobile and cloud-based technology used by trade and full service-based businesses. Primarily, it allows users to simplify operations and manage the interactions between their clients and hired staff. The application includes communication software, job dispatch systems, quoting and invoicing capability, as well as real-time visibility on job status and staff location.

In 2019, ServiceM8 released a range of new features to help their users reduce the administrative tasks that take over their day. The update included automated time tracking on job attendance, more GPS-based visibility of field staff, and built-in two-way SMS functionality for texting clients. Additionally, the new features are now available on the latest iOS app and can be downloaded on the App Store.

ServiceM8 serves any professional within a business, from individual field staff members to back-office staff, through to top-level management. 

4. Kounta

Kounta point of sale for restaurants
Kounta’s Point of Sale interface for restaurants.

Headquarters: Sydney, NSW

Software Category: Point of Sale

Founded: 2012

Founder: Nick Cloete

What is Kounta?

Kounta is a point of sale software used by thousands of stores and restaurants across the globe. The platform is cloud-based and it’s also available to download on smartphones, tablets and laptops. 

Kounta has gained popularity partly due to the number of integrations and add-ons available (such as social media apps and loyalty program software). It also includes accounting and inventory software, CRM software, and can run offline.

In 2019, Kounta announced it had been acquired by Lightspeed POS. As a result, the platforms have been able to bolster its presence in the Asia-Pacific market.

5. Rezdy

Redzy booking dashboard
Redzy’s booking dashboard.

Headquarters: Sydney, NSW

Software Category: Point of Sale

Founded: 2011

Founders: Hugo Sterin, Simon Lenoir

What is Rezdy?

Rezdy is a software-as-a-service (Saas) product used for the booking and distribution of tours and activities. The product started when its Founder, Simon Lenoir, worked in a dive centre in Thailand. Simon found he spent too many hours behind the desk carrying out administrative tasks than in the water teaching. So, he set out to solve this problem through technology.  

As well as Sydney, Australia, Rezdy has two supporting offices in America (Las Vegas and Raleigh) to help manage the thousands of tour and activity agents that use the platform. Rezdy has customers from more than 100 countries and has had more than $1.3 billion in bookings processed through its platform.

6. Qwilr

Qwirl splash functionality
Screenshot of Qwirl’s splash functionality.

Headquarters: Surry Hills, NSW

Software Category: Proposal Management 

Founded: 2014

Founders: Dylan Baskind, Mark Tanner

What is Qwilr?

Through Qwilr, users can create shareable web documents for clients to view on smartphones, tablets, and desktops. It sets out to remove graphic designers from smaller tasks to allow them to work on more important projects. Users without design backgrounds can use the tool to create web-based business brochures, proposals, reports, and much more. 

Qwirl is already a fully global operation with nearly half of its customers coming from the United States and Canada. The company has thousands of customers across 60 countries and has set out to achieve further growth closer to home.

In a recent interview with the Sydney Morning Herald, Tanner expressed his belief that Australia has a ‘special strength in design that will propel more local businesses into household name status.’

7. Skedda

Skedda booking system
Skedda’s booking system interface displayed in calendar format.

Headquarters: Melbourne, Vic

Software Category: Meeting Room Booking System

Founded: 2013

Founders: Jonathan Fagg, Sam Maurus

What is Skedda?

Universities, training centres, sports venues, co-working spaces, enterprises, healthcare centres, and community facilities use Skedda. 

According to its website, the small business was ‘born from the need to scratch [their] own itch’, but quickly turned into the platform that exists today. The software combines booking calendars, online booking systems, user management, and the distribution of rules and policies of the venue use. 

Skedda is accessible via desktop, tablet, and smartphone devices. 

8. Avaza

Kanban board Avaza
Kanban board displayed through Avaza software.

Headquarters: Sydney, NSW

Software Category: Project Management

Founded: 2012

Founders: Behram Khan, Tim Kremer

What is Avaza?

More than 30,000 businesses use Avaza to deliver service-based work to clients. The platform targets small and medium-sized businesses to offer a project management platform within a range of budgets (free to US$39.95 per month with unlimited project collaborator seats). 

Users can coordinate projects with customers, track time and expenses, and send invoices. Tim Kremer and Behram Khan (long-time veterans of the Australian IT, media and consulting industries) founded the company in 2014. Due to its combination of project management software, financial technology and integrated reporting, the software is now used by users in over 150 countries. 

9. Award Force

Award Force Judging Top Pick dashboard
Award Force scoring dashboard.

Headquarters: Sydney, NSW

Software Category: Competition Software

Founded: 2013

Founder: Richard de Nys

What is Award Force?

Award Force is an award management software, utilised by businesses across the globe to recognise excellence within their field. The platform allows award organisers to manage award programmes, grants, staff excellence initiatives, scholarships and fellowships. It also manages start-up incubation, VC, and funding. The platform is accessible to contest organisers, entrants, and judges. 

In 2019, the software reached 1.7 million users and had 387,414 entries submitted through its platform. While the Award Force headquarters is in Sydney, the company is mostly made up of a remote workforce. Today, the technology company has 34 staff members across 18 countries.

10. Ovatu Manager

Ovatu Manager dashboard
Screenshot of Ovatu Manager’s scheduling dashboard.

Headquarters: Sydney, NSW

Software Category: Appointment Scheduling 

Founded: 2010

Founder: Dave Hole

What is Ovatu Manager?

Ovatu is a cloud-based scheduling system that is widely used by the hair and beauty industry, as well as fitness, well-being, medical and education industries. The platform includes point of sale technology, automated reminders (to avoid no shows), and business reporting.

The platform began as a side hobby for Founder, Dave Hole, in 2010. Today, seven million people book with Ovatu worldwide and the platform processes more than one million monthly appointments. 

What methodology did we follow to create this list?

Content Analysts at Capterra pulled a list of software that had a Head Office in Australia from our website’s directory. We then reduced the list to software that had at least 100 unique user-submitted reviews with an overall user rating of more than 4.5 out of 5. 

Next, we reviewed each software’s brand awareness strength through the number of monthly searches carried out on search engines using the brand name—we set a minimum of 300 searches per month. Finally, we analysed the user reviews to assess the standard of the software’s ease of use, customer service, features and value for money. 

All software included in the list launched within the last decade (2010-2019). 

More than 5 million users utilise the Capterra platform to research which products to invest in. Want to be included on next year’s list? Join over 3,500 software companies from around the world and learn more about how to connect with our software buyers today.

La importancia del posicionamiento de marca en redes sociales 

Valor de posicionamiento de marca en redes sociales

Valor de posicionamiento de marca en redes sociales

Con millones de usuarios a diario, las redes sociales se han convertido en el escaparate más grande del mundo, ¿cómo hacerse un hueco entre tanta información y competencia? ¿Cómo destacar? Una respuesta y una acción que suma a otras, es el posicionamiento de marca en redes sociales.

Si eres empresario o dueño de una pyme, el posicionamiento de marca en redes sociales no solo te ayudará a hacerte ver, dará a conocer tu oferta, te ayudará a comunicarte con tus clientes y potenciales consumidores, y también a crear fuertes vínculos con ellos. 

Por qué es tan importante el posicionamiento de marca en redes sociales

La importancia del posicionamiento de marca en redes sociales es tal, que el 47% de los mercadólogos indica que desarrollar estrategias sociales para apoyar las metas generales del negocio se mantiene como su principal reto. ¿Por qué? 

Porque las redes sociales son los medios de comunicación de cualquier marca. Ellas representan un escaparate para mostrar productos y servicios pero también, la filosofía y los valores de la empresa. Son posicionamiento y en definitiva, publicidad. 

La audiencia en redes sociales, México es el tercer país que más tiempo pasa en ellas

Las redes sociales se han convertido en una parte importante de nuestras vidas. Por ello no debe sorprendernos que hayan 3.4 mil millones de usuarios activos en todo el mundo, según el estudio Digital in 2019, con una media de uso diario de 2 horas y 16 minutos.

En México hay 88 millones de usuarios activos de redes sociales, según el informe de México de Digital in. Esto supone el 67% de la penetración total en el país. La media de tiempo que los usuarios mexicanos pasan en redes sociales es de 3 horas y 12 minutos, siendo el tercer país del mundo en destinar más horas y minutos a su uso.

Según el mismo estudio, los usuarios que más consumen y demandan redes sociales son hombres y mujeres jóvenes, de entre 18 y 34 años. A éstos les siguen el rango de entre 35-54 años. ¿Aquí se encuentra el rango de edad de tu cliente? Las redes sociales aumentan la posibilidad de llegar a ellos y al mismo tiempo alimentan tu posicionamiento en Internet. 

En México la red favorita es YouTube, seguida de Facebook y WhatsApp. Si consideramos ésta última como una app de mensajería, la tercera red social más demandada es Instagram, seguida de Twitter.

Por todo esto, es imprescindible que cualquier negocio que quiera un posicionamiento de marca en redes sociales debe trabajar en la imagen que quiere proyectar a la comunidad. Esto también se conoce como branding en redes sociales: la gestión estratégica y creativa de todos los elementos de identidad de una marca. 

Pero ¿cómo hacerlo y además hacerlo bien? Te hemos preparado algunos consejos para conseguirlo. 

Consejos para posicionar y cuidar la imagen de marca en las redes sociales

  • Publica contenido de valor en redes sociales: la estrategia de contenido es un elemento esencial para posicionar tu marca en redes sociales. Recuerda que antes de crear y publicar, debes hacer un exhaustivo análisis sobre los intereses y las necesidades de tu público objetivo para realmente aportar algo a tu audiencia;
  • Optimiza tu perfil: crea un perfil que genere confianza a los usuarios. La mejor forma de hacerlo es utilizar el mismo logotipo como avatar en todas tus redes sociales, así la audiencia te reconocerá. Pon como nombre de usuario el nombre de tu empresa e incluye un enlace que lleven directamente a tu sitio web; 
  • Analiza lo que está haciendo tu competencia en redes sociales: para esto, identifica empresas que sean de tu mismo sector, que satisfagan las mismas necesidades que tu negocio y que ofrecen servicios y productos similares a los tuyos;
  • Aprovecha el contenido generado por los usuarios: invita a tus seguidores a crear contenido para tus redes, por ejemplo, una campaña de hashtag, vídeos cortos, recomendaciones, entre otros.;
  • En redes sociales, sé empático: Somos personas tratando de hablar con otras personas, no pierdas esto de vista. 

Herramientas para analizar y gestionar marcas en redes sociales

Saber qué dicen de tu marca en internet es igual de importante, o más, que tener presencia en redes sociales. ¿Cómo monitorizar, medir el impacto y la repercusión que tienen tus acciones en la Social Media? 

Existe un gran número de herramientas para gestionar redes sociales, para analizar y gestionar la comunicación, la presencia y la difusión de contenidos de pymes en redes sociales. Pero ¿qué debemos tomar en cuenta al elegir un software de este tipo? 

Principales características del software de gestión de redes sociales

  • Notificación de alertas y avisos: debe comunicar a los administradores de cualquier incidente ya sea a través del correo electrónico o del celular, a través de WhatsApp, notificaciones push, SMS, entre otros;
  • Presentación de los datos en un panel de monitoreo: en esencial que la herramienta muestre el estado de las redes en tiempo real, es decir, lo ya publicado, las listas del contenido programado, entre otras opciones;
  • Colaborativa: una herramienta de gestión de redes sociales debe facilitar el trabajo en equipo, es decir, que todos los miembros puedan acceder desde su propio usuario y ver lo que ha hecho cada uno. 
  • Intuitiva: la aplicación debe ser intuitiva, fácil de configurar y de utilizar (a través de guías, videotutoriales, formaciones…);
  • Multiplataforma: permitir el acceso a más de una red social, para que puedas publicar lo mismo y a la vez, en todas tus redes sociales; 
  • Multidispositivo: que se pueda acceder a través de la computadora, de una tablet o desde el celular;
  • Planes de pago escalables por necesidades: planes gratuitos y de pago en función de las necesidades;
  • Análisis de datos: en Social Media no es todo lanzar publicaciones sin saber qué pasa con ellas. La herramienta de gestión de redes sociales puede proporcionarte esta característica o también puedes utilizar un software para análisis de redes sociales, está diseñado específicamente para generar estadísticas e informes. 

En definitiva, el posicionamiento de marca en redes sociales es clave para conseguir el éxito de tu negocio en internet. Es el mejor método para que los usuarios conozcan tu firma, interactúes con potenciales clientes y mejores tu reputación online.

Mehr Umsatz dank Marketing Automation

header mehr umsatz marketing automation

Wie gut sind die Strategien für Vertrieb und Marketing Automation aufeinander abgestimmt? Die richtige Software kann der Schlüssel zur Lösung sein.

header mehr umsatz marketing automation

Marketing- und Vertriebsteams stehen immer wieder vor der Herausforderung, nachzuweisen, dass sie ihr Geld wirklich wert sind, schließlich erwirtschaften sie anders als die Produktion nur indirekt Gewinne. Leads sind hierfür eine feste Messgröße geworden.

In vielen Unternehmen werden Vertriebs- und Marketing Automatisierung als zwei völlig getrennte Bereiche mit komplett eigenständigen Zielen verstanden. Natürlich ist einerseits nicht von der Hand zu weisen, dass es grundlegende Unterschiede zwischen beiden gibt und dass die jeweiligen Automatisierungsstrategien diese Unterschiede auch abbilden sollten.

Auf der anderen Seite ist aber ebenso richtig, dass Sales und Marketing an einem Strang ziehen müssen, um wirklich gute Leads zu generieren.

Typische Konversionsraten von Leads liegen zwischen 1 und 20 %. Das heißt im Umkehrschluss, dass mindestens 80 % deiner Leads nie Umsatz generieren werden. Hubspot zufolge ist die häufigste Ursache für diese Performance-Probleme schlechtes Lead-Nurturing. Was aber, wenn dein Marketing-Team die Möglichkeit hätte, nur die vielversprechendsten Leads an den Vertrieb zu übergeben?

An dieser Stelle kommt die richtige Marketing Automation-Software ins Spiel. Denn die richtige Software hat ein Feature, dass sowohl Sales als auch Marketing nützt: Lead Scoring, also eine qualitative Bewertung von Leads.

Zwei Arten von Lead Scoring

Im Grunde gibt es zwei Arten von Lead Scoring:

Auf die Demografie ausgerichtetes Lead Scoring gleicht ein Lead mit den Zielkunden-Personas eines Unternehmens ab. So lässt sich ermitteln, ob dein Produkt bzw. deine Dienstleistung für diesen Kunden oder diese Kundin überhaupt von Interesse ist.

Hierauf sollte ein Marketing-Team mit speziell auf die Personas abgestimmten Inhalten reagieren können. Was im Umkehrschluss bedeutet, dass diese Inhalte vorbereitet sein und griffbereit liegen müssen.

Auf das Verhalten ausgerichtetes Lead Scoring beobachtet und bewertet die Handlungen eines Leads, also Dinge wie Websitebesuche, Downloads von Produktdatenblättern, Öffnen von E-Mails.

So lassen sich wichtige Erkenntnisse über die Ziele eines Leads gewinnen, was dir wiederum die Möglichkeit gibt, dich mit den tatsächlich vielversprechenden zu befassen. Will sagen: Du kannst dich in deinen Absatzbemühungen so zum Beispiel auf die Leads konzentrieren, die sich deine Preisstruktur anschauen und darauf bauen, dass diejenigen, die sich im Karriereportal umschauen, vermutlich von selber auf deine Personalabteilung zugehen werden.

Hier ist eine Übersicht über beide Methoden:

Die Marketing Automatisierung mit Lead Scoring-Software verbessern

Also: Lead ist nicht gleich Lead.

Lead Scoring kann helfen. Entsprechende Software verfügt über ein System, das Punkte auf verschiedene Kriterien oder Handlungen vergibt und so dabei hilft, tatsächlich interessierte Leads zu erkennen.

So werden beispielsweise Handlungen, die ein oberflächliches Interesse anzeigen (wie das Öffnen einer E-Mail), mit niedrigen Punktzahlen bewertet und erhalten etwa 2–3 Punkte, während Handlungen, die auf hohes Interesse hinweisen (zum Beispiel der Download einer Preisliste), höher bewertet werden, sagen wir mit 5–10 Punkten.

Damit besteht die Möglichkeit, das weitere Vorgehen an das tatsächlich vorhandene Interesse anzupassen. Und schon können dein personalisierter Content und deine mühsam erstellten Drip-Kampagnen ihr volles Potenzial entfalten.

In moderner Marketing Automation-Software ist Lead Scoring standardmäßig oft schon enthalten, wie auch die Erstellung von Drip-Kampagnen, Landingpages oder die Möglichkeit, Kundensegmente zu definieren. Idealerweise bietet ihre Lead Scoring-Funktionalität folgende Möglichkeiten:

  • Charakteristika des Wunschkundenprofils herausarbeiten und festlegen, welche Handlungen ein gesteigertes Interesse anzeigen (z. B. Sendinblue)
  • Parameter und zusätzliche Regeln festlegen, zum Beispiel Punkte nach einer gewissen Zeit wieder verfallen zu lassen (z. B. Keap, ehemals Infusionsoft)
  • Für verschiedene Kundensegmente verschiedene Bewertungskriterien und die passenden Bewertungsraster bereithalten. Mit einer Standardvariante für alle ist dir nicht geholfen (z. B. act-on)

Suchst du Marketing Automation-Software, die wirklich zu den Bedürfnissen deiner Firma passt? Auf Capterra findest du Hunderte von Lösungen, die zusammen tausendfach bewertet wurden. Achte nur darauf, die Option „Lead Scoring“ in den Filtern auszuwählen.

Du suchst Tools für die Marketing Automation? Wirf einen Blick auf Capterras Liste der Marketing Automation-Software!