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"Internet es un canal, no un milagro" - Gestion.Org Saltar al contenido Hoy en día muchas empresas siguen trabajando de una forma algo tradicional. Por el contrario otras han actuado de manera proactiva, adptándose al cambio y dándose así a conocer en la red. ¿Crees que esas empresas que siguen trabajando de manera tradicional deberían adoptar nuevas estrategias de cambio y abrirse un camino en el mundo virtual? ¿Les ayudaría a captar nuevos clientes? Internet es un canal más no un milagro. Si una empresa espera que los clientes aparezcan como por arte de magia por el hecho de tener una página web, es que no ha entendido el medio. Internet es un medio no un fin. Ante un mercado tan competitivo en el que nos encontramos, ¿Consideras importante que las empresas dediquen parte de su esfuerzo al conocimiento del consumidor? Considero que es un factor muy importante que muchas empresas pasan por alto, ¿Qué opinas? Importante no, vital. Creo que, en general, en España las empresas ni creen ni invierten en Marketing y, cuando lo hacen, lo confunden con publicidad. Es esta inversión en marketing, que incluye conocer a tu público objetivo, y no nuestra capacidad productiva lo que lastra a las empresas españolas en comparación con las extranjeras. Las redes sociales es un trampolín del que disponen las empresas a la hora de obtener información sobre el consumidor pero, ¿realmente se saca partido a estas informaciones? Una vez más: no. La recopilación y análisis de esa información correspondería al departamento de marketing de una empresa. Pero la mayoría de los directivos de pymes de este país prefieren tener un comercial más en la calle que alguien haciendo que el trabajo de los comerciales sea más fácil y, sobre todo, más productivo. El marketing relacional cada vez se hace más usual en las empresas. Se busca la fidelización por parte de los clientes, y esto es debido a la gran competencia que existe en el mercado. ¿Cómo podemos lograr una buena fidelización con el cliente a largo plazo? Si supiera como, no te lo diría (risas). La verdad es que, del marketing relacional no debemos esperar milagros pero, implementado un conjunto de buenas prácticas -empezando por un CRM-.podemos conseguir que la relación con nuestros clientes sea coherente y consistente. No hay nada que pueda causar peor efecto a un cliente que recibir dos precios distintos al contactar con dos comerciales distintos o tener que repetir una misma consulta varias veces. A pesar del momento que está pasando la economía Española, los puestos que se ofertan en las empresas como Community Manager, van en aumento. ¿Hasta que punto es importante esta comunicación online para la empresa? Insisto, Internet es un canal más. La política de comunicación de una empresa debería ser global y estar coordinada, tanto en Internet, como en medios tradicionales. Veo demasiadas empresas subcontratando Community Managers y, lo que es peor, sin saber lo que contratan. Te defines como un emprendedor, pero ¿hasta que punto es rentable emprender en España? ¿Qué facilidades y dificultades podría encontrar un emprendedor que elija a España como lugar para emprender por primera vez? No me gusta dar lecciones ni consejos respecto al tema del emprendimiento. Hay demasiado ‘gurú’ diciendo lo que se debe o no se debe hacer pero, lo que me funcionó a mi no tiene porque funcionarte a ti y viceversa. Se que no es muy espectacular pero, lo único que puedo recomendar es tener sentido común. Si algo te parece raro o estúpido, probablemente es porque lo sea. ¿Facilidades y dificultades? Me quedaría con unos salarios muy competitivos en comparación con el resto de la Unión Europea y, desgraciadamente, una Administración y una Sociedad que no tienen cultura emprendedora. Dada la crisis que estamos atravesando, los anunciantes han dejado de utilizar los medios de comunicación convencionales y ya no invierten publicidad en estos medios. La mirada cada vez se dirige más hacía los llamados “medios no convencionales”, entre los que podríamos destacar a Internet. ¿Crees que es rentable la publicidad en estos medios? Acabemos con un mito: el CPM, el coste por 1000 impresiones de tu anuncio es infinitamente más barato en televisión que en Internet. La ventaja de Internet es que la barrera de entrada es mucho más baja y que, si quieres, puedes dirigirte a una audiencia mucho más específica. Una vez más, no hay una regla que funcione siempre. Algunas campañas son rentables en Internet y otras no. Personalmente, te confieso que soy mucho más partidario del Inbound Marketing que de la inversión publicitaria tradicional. Internet se ha convertido en un medio de inversión publicitaria pero muchas veces ésta publicidad se impone, se obliga al consumidor a que la vea, algo muy negativo, pues termina por producir rechazo hacia la marca. ¿Qué consejo darías a esas empresas que usan la red como medio para publicitarse para que esa publicidad no se le imponga al receptor? Una vez más, Inbound Marketing. El Marketing “de entrada” deja de buscar al consumidor para centrar sus esfuerzos en intentar “ser encontrado” por el mismo. Por ejemplo, creando contenido con valor para tus posibles clientes, un artículo, una infografía, un video… Hoy día, ¿qué entiende usted por “Empresa Innovadora”? ¿Crees que las empresas y organizaciones que tiren de la innovación serán mucho más eficientes y competitivas que las que no lo hagan? Para mi, una empresa innovadora es aquella que apuesta por métodos o procesos novedosos en todo el ciclo de producción o venta. Creo que una innovación puede aportarte una ventaja competitiva o incluso convertirse en un producto por si misma. Por supuesto, no sale gratis. La innovación supone una inversión constante y a largo plazo. Justamente todo lo contrario de la típica visión cortoplacista de la empresa Española. ¿ Crees que actualmente se está haciendo uso de la tecnología de la información como fuente para obtener ventajas competitivas frente a otras empresas? Algunas empresas si, desde luego. Otras no. Creen que por trabajar en sectores no relacionados directamente con las TIC, como la hostelería o el turismo, la inversión en tecnología no va a tener un retorno de inversión directo. Imagínate la ventaja competitiva que tendría un restaurante que pudiera hacer pedidos automáticamente teniendo en cuenta el consumo medio diario y el tiempo de reposición de sus proveedores para darte cuenta del error que cometen. Hablemos de la reputación, ¿Cuán importante crees que es para una empresa que construya su propia marca personal? Una empresa no puede construir una marca personal, la crean sus trabajadores. Lo que tiene que hacer una empresa es favorecer esa creación de marca personal incentivando que los empleados tengan blogs, den charlas o asistan a las mismas… Hay muchas empresas que no quieren que sus empleados tengan marca personal porque así pueden estar más cotizados en el mercado. Son las mismas empresas que ven a los empleados como un gasto, no como una inversión. Cuéntenos, ¿Cómo ve el futuro de las redes sociales? ¿Lo consideras un buen medio para facilitar la interacción entre la empresa y el consumidor? Yo he resuelto problemas con empresas tan dispares como Banco Sabadell o Qantas gracias a sus cuentas de Twitter. Como ya hemos hablado, es un canal más. Por detrás tiene que haber una maquinaria de atención al cliente perfectamente engrasada. El tema es que, si tus clientes están en las redes sociales, debes estar en las redes sociales. Es como si te plantearas tener o no teléfono, mail o fax. Hemos hablado de redes sociales pero, ¿qué ocurre con los blogs? ¿Puede ser un recurso del que se sirva la empresa para poder promocionarse? ¿Hasta que punto sería rentable? Un blog no sólo sirve para promocionarse, sino que es una magnífica oportunidad para dotar a tu negocio de transparencia, tanto externa como interna. Si no se dispone de un wiki corporativo, puede ser una estupenda herramienta para que los empleados conozcan las noticias de la empresa o que es lo que está haciendo el CEO de la misma. Si no tienes nada interesante que contar acerca de tu negocio en un blog… plantéate si de verdad te gusta lo que haces. Y si tienes miedo de lo que se pueda escribir en un blog, tienes un problema de confianza con tus clientes y/o empleados. Y para terminanar, ¿qué consejo darías a nuestros lectores sobre la utilización de las tecnologías de la información dentro de la empresa? Que utilicen el sentido común. Sentido común. Ni hay que tecnificar la empresa como si fuéramos a meterla dentro de un trasbordador espacial, ni hay que aislarse del resto del mundo y seguir viviendo como en el siglo XVII. Los cambios se implantan mucho mejor gradualmente y, desde luego, desde el convencimiento, nunca desde la imposición. Las TIC son una oportunidad pero no un fin en si mismas.