terça-feira, 25 de novembro de 2014

Pequenos negócios devem se planejar para participar da Black Friday

Fonte: ASN

Com planejamento e organização, as micro e pequenas empresas podem participar da Black Friday 2014, nova data de promoções do comércio brasileiro, e fazer bons negócios. Em sua quinta edição no Brasil, a iniciativa, que acontece no próximo dia 28 de novembro, deve ultrapassar a marca de R$ 1 bilhão em pedidos feitos em 24 horas. Nesse contexto, os pequenos negócios têm uma excelente oportunidade pela frente. Para isso, o Sebrae preparou dicas para os empreendedores que pretendem faturar com a data. 
O primeiro passo para quem pretende aderir ao evento é selecionar cuidadosamente os produtos que serão colocados em promoção. Na Black Friday, os consumidores buscam oportunidades pontuais, mas também esperam realizar sonhos de consumo antigos. Por isso, pesquisar os itens mais desejados em cada ramo de atividade pode ser um bom ponto de partida.  A BlackFriday teve início no ambiente virtual, mas muitas lojas físicas também aderiram às promoções. O evento dá início à temporada de compras de fim de ano, que culmina com o Natal. Para o presidente do Sebrae, Luiz Barretto, é importante que os pequenos negócios aproveitem a data para potencializarem seus empreendimentos. “O comércio é um setor estratégico. Metade das micro e pequenas empresas atua nesse segmento e é fundamental aproveitar todos os espaços que surgem.” Para isso, segundo Barretto, é crucial que os empresários busquem se qualificar para enfrentar a elevada concorrência. 
O segundo passo é definir a porcentagem dos descontos que serão oferecidos. Nesse momento, é importante estudar a margem de lucro de cada produto e negociar parcerias com os fornecedores. Oferecer descontos indiscriminadamente pode colocar em risco a saúde financeira da empresa. Ter um bom controle de seus custos será importante para definir a viabilidade da participação no evento. Os produtos mais procurados na Black Friday estão nos segmentos de informática, eletrônicos, eletrodomésticos, moda e acessórios, além de telefonia e celulares.
É fundamental que haja transparência na definição dos descontos sem camuflar os preços antes da promoção. Nesse sentido, o Sebrae estimula os empreendedores a buscarem o selo Black Friday Legal, que é conferido pela Câmara Brasileira de Comércio Eletrônico, parceira do site Busca Descontos (organizador da Black Friday no Brasil). Para obterem o selo, as empresas não precisam pagar nada, apenas concordarem com o código de ética proposto pela entidade e assinarem um termo de compromisso de não “maquiarem” seus preços.
A pequena empresa Casa da Sogra Enxovais (www.casadasograenxovais.com.br), com sede em São Paulo, por exemplo, conseguiu bons resultados no ano passado vendendo roupa de cama, mesa e banho pela internet. Desde que a Black Friday é realizada no Brasil, a loja virtual oferece descontos em seus produtos na tentativa de pegar carona com o dia de promoções do e-commerce. Mas foi somente em 2013, quando as irmãs Simone e Roberta Saleh decidiram planejar a participação no evento, que a loja conseguiu resultados efetivos nas vendas. Em um único dia, os pedidos aumentaram mais de quatro vezes e o faturamento cresceu 40%. “Na Black Friday, em 2012, recebemos 50 pedidos e, em 2013, foram mais de 200”, conta a coordenadora de marketing da empresa e responsável pela ação, Ainá Paolillo.

Preparo
Os bons resultados só foram alcançados graças ao planejamento feito pela empresa com meses de antecedência. Os funcionários foram orientados sobre as políticas de vendas, de trocas e de entregas durante a Black Friday e receberam treinamento para atender da melhor forma possível o maior número de clientes. Além disso os produtos com descontos foram cuidadosamente estudados e o site recebeu uma nova identidade visual, com banners de publicidade indicando que a loja participava da iniciativa.
A livraria carioca Lei Nova, especializada em livros jurídicos, avalia que a Black Friday é uma excelente oportunidade para conquistar novos clientes. Segundo Hugo Martins, responsável pela gestão da tecnologia da informação da livraria, a exposição da empresa durante o dia de promoções no ano passado resultou em um aumento de 70% nas vendas do mês de novembro e trouxe novos clientes potenciais. “Mais da metade das pessoas que visitaram o site durante a Black Friday de 2013 eram novos consumidores”, afirma.
Os bons resultados alcançados na edição passada animaram a empresa a investir ainda mais para aproveitar o evento com o objetivo de fidelizar o cliente. Hugo conta que foi desenvolvido um cadastro para que os visitantes se identifiquem. A partir dessa base de dados, é possível conhecer o perfil do cliente e prestar a ele um atendimento pessoal, próximo do que o consumidor procura.
Sete pontos de reflexão sobre a Black Friday:
1-Quem compra meu produto? E quem pode comprá-lo? Lembre-se de identificar o perfil dos seus clientes
2-Meu produto é comprado esporadicamente ou é de compra regular? Para produtos de compra esporádica, o cliente pesquisará mais e fará comparações. Mas, uma garantia estendida, entrega mais rápida do que os concorrentes ou um brinde diferenciado podem determinar a escolha.
3-Tenho grandes margens ou são apertadas? 
Se você trabalha com margens apertadas, avalie os prós e contras de participar da Black Friday.
4-Quantos e quais produtos ofertar na Black Friday? 
Selecione bem alguns produtos e deixe claro quais são os que estão na Black Friday e quais não estão com descontos.
5-Conceda descontos honestos. Prometa e cumpra! Não faça maquiagem nos preços.
6-Dê segurança para quem quer comprar seu produto.  Prepare seu site para não sair do ar. Se tiver uma quantidade de acessos muito grande disponibilize um número de telefone fixo na sua loja virtual e assegure que seu site está protegido. O cliente precisa se sentir seguro ao escolher comprar em sua loja. 
7-Sua loja está atrativa? Organize sua loja. Lembre-se, na loja virtual, não há o apelo do contato com o produto e, portanto, uma boa apresentação dos produtos fará toda a diferença. 
Mais informações:
Assessoria de Imprensa Sebrae
(61) 3243-7851
(61) 3243-7852
(61) 2104-2768
(61) 2104-2770


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