La stratégie publicitaire
Vous avez peut-être essayé d’utiliser la publicité jusqu’à aujourd’hui sans réels résultats. Sachez qu’il faut beaucoup d’erreurs et d’essais avant d’arriver à être rentable.
Ici l’intérêt est de vendre des produits et des services haut de gamme, que vous allez vendre plusieurs milliers d’euros. De ce fait la marge de manoeuvre est bien plus importante.
Imaginez pouvoir investir 1euro et les transformer en 20euros. Ou mieux, investir 1000euros et les transformer en 20 000euros.
L’idée est de créer des publicités ciblées auprès de vos personas, pour les inciter à entrer dans vos tunnels de ventes.
Pour cela vous avez besoin de vous créer un compte Facebook Business Manager pour profiter de la mise en route de publicités Facebook et Instagram.
Nous ne pourrons aller plus en détails dans ce domaine mais voila ce que vous devez retenir.
Les publicités Facebook fonctionnent à l’enchère.
C’est-à-dire que si vous êtes sur un marché très concurrentiel et peu ciblé, alors nombreux annonceurs (personnes qui font des publicités comme vous) risquent de faire augmenter le prix des enchères.
Lorsque vous mettez en avant une publicité, vous allez pouvoir vérifier certains indicateurs pour vous assurer d’être rentable dans vos annonces.
Le CPC (cout par clic) en fait partie. Il s’agit du prix que cela vous coute pour qu’une personne clique sur votre annonce.
Dans notre cas, si votre CPC est à 0,30euro environ, c’est plutôt correct.
Ensuite le CPA (cout par action) va nous intéresser. Une fois que vous l’aurez indiqué dans votre Business Manager, vous saurez le nombre de personnes inscrites à votre Webinaire grâce à votre campagne publicitaire. Le CPA vous indique combien ça vous coute pour chaque nouvel inscrit.
Dans notre cas, si votre CPA est à 2euros environ, c’est plutôt correct.
Ensuite les variables vont être un peu ambiguës puisque nous ne vendons rien directement dans notre tunnel de ventes. De ce fait Facebook Business Manager, n’a pas plus d’informations quantifiables à nous envoyer.
C’est ensuite à vous de constater combien de personne se sont inscrites à des rendez vous téléphoniques et combien ont été converties en client.
Voici l’exemple de campagnes et d’indicateurs.
Ici le CPC de la campagne Webinaire = 300/1200 = 0,25e. C’est plutôt correct puisque cela m’a couté 25cts pour qu’une personne clique sur mon lien et intègre mon tunnel de ventes.
Le CPA pour cette même campagne = 300/143 = 2,09e. Ca m’a donc couté 2euros pour chaque inscrit au webinaire.
Je rappelle souvent la théorie des 3 10%. Si la publicité est bien faite et bien ciblée, cela doit être le minimum à suivre pour atteindre de bons résultats.
Dans ce tableau on voit que vous acquérir 2 clients (campagne Webinaire), il m’aura fallu dépenser 300euros, soit 150euros par client. Cependant ces deux clients m’ont rapporté 4000euros de chiffre d’affaires combinés.
En d’autres termes, j’ai fait un retour sur investissement de x13,3.
La seule chose qui fait que vous allez réussir à atteindre des résultats similaires est que votre offre soit mise en face des bonnes personnes.
C’est pourquoi le ciblage de vos personas doit être minutieusement effectué.
A) Quels types de publicités ?
Lorsque vous mettez en place des publicités, c’est le moment ou vous allez mettre en avant vos services sur Internet. Quiconque vous ciblerez, pourra accéder à ce contenu.
Je recommande toujours le format vidéo. En effet ce format permet de montrer auprès de votre audience qui vous êtes, votre manière de parler et d’exprimer les choses. Souvent votre personne et élocution suffit à convaincre ou non les gens d’aller plus loin et donc de cliquer sur votre annonce.
Vous pouvez également user des publicités photos.
B) Qu’est ce qu’une bonne publicité ?
Un texte de pub ne vend pas, il donne simplement envie d’en savoir plus. Pour donner envie de cliquer sur le lien. (rdv, page, inscription…).
C’est la page qui suit qui permet de vendre.
Le travail d’une pub est de faire cliquer, et faire cliquer les bons prospects.
1- Elle doit raconter une histoire
2- Elle doit donner de l’émotion
3- Capte l’attention et/ou créative
4- Elle doit être connectée au niveau de saturation du marché
5- Elle doit être connectée au niveau de conscience du marché
Formule mathématique :
Clic = (D+T+R) x E < (U + C) x D
Quand la douleur, le temps, les ressources et l’énergie sont inférieurs à l’urgence la curiosité et le désir alors j’obtiens le clic.
Plus clairement, quand je lis une publicité à suscité ma curiosité, qu’elle a mis en avant un désir, créé suffisamment d’urgence pour que je passe à l’action, et que ces 3 choses la sont plus forts que la pénibilité, le temps, les ressources, l’énergie que je dois dépenser, alors je clique.
Si elle ne m’excite pas suffisamment pour cliquer et sortir de Facebook, ca marche pas.
L’objectif de l’image ou de la vidéo, est de faire s’arrêter afin de lire le texte. Ensuite elle lit le titre. Le titre doit être sous forme de promesse. Peu importe si l’image est en lien avec la pub.
Déroulé d’une pub :
- Accroche
- Douleur
- Douleur
- Transition
- Solution
- Plaisir
- Plaisir
- Appel à l’action
Afin d’être certain de capter l’attention, ce qui est le plus difficile à faire, vous pouvez qualifier le prospect dès les premiers mots de votre texte, directement dans l’accroche.
La personne doit comprendre si la pub lui est adressée ou non.
C)A qui adresser mes publicités ?
En fonction de vos personas vous pouvez cibler vos prospects grâce à l’outil Audience Insights de Facebook. Il vous permet de mieux comprendre ou se trouvent vos prospects, et de les cibler très précisément.
Pour cela vous devez avoir un compte Facebook Business Manager.
Plus vous aurez d’informations sur vos prospects plus vous pourrez être efficace dans le ciblage.
Connaitre ses prospects, c’est connaitre, ses centres d’intérêts, ses envies, sa situation, son âge, son sexe et ses motivations. En connaissant les pages Facebook qu’ils aiment, ce sera un très grand pas de fait.
En effet, pour faire ce travail, je recommande souvent d’aller dans des groupes ciblés dans votre thématique. C’est-à-dire trouver des groupes ou se trouvent vos potentiels prospects et cliquer sur les profils des gens qui interagissent avec les publications.
Ensuite cliquer sur la partie ‘Pages J’aime’ pour voir les pages aimées par ces personnes-là. Ensuite vous essayez de tisser un maillage pour voir si certaines pages reviennent souvent afin de cibler toutes les personnes qui aiment cette page.
Je me suis rendu après maintes recherches, que les indépendants, auto entrepreneur et personnes qui travaillent sur Internet, sont très intéressées par Airbnb. Du coup je cible très souvent les personnes qui aiment Airbnb en tant que page.
Etant donné que c’est un centre d’intérêt commun avec ma cible, en ciblant ce centre d’interêt j’ai de fortes chances que ma pub apparaisse en face de mes personas.
Ici je ne parle que de la publicité Facebook mais vous pouvez également tester d’autres plateformes telles que :
1) Facebook ads
2) Google Ads
3) Bing ads
4) Taboola
5) Reddit
6) Pop ads
7) Snapchat ads
8) Pinterest ads
9) Tiktok ads
10) Revcontent
11) youtube ads
12) MegaPush
13) PropellerAds
14) Out Brain
15) Maxiweb
16) Le bon coin
17) Moolineo
18) 1tpe ADS
19) Deep reach
20) Twitter ads.
Nous recommandons de se focaliser sur une plateforme en particulier et Facebook reste tout de même celle qui permet le meilleur ciblage même si elle coute cher.
Etant dans un processus de vente haut de gamme, nous serons toujours rentables tant que nous arrivons à confirmer des rendez téléphoniques avec des prospects qualifiés.
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