Gli early adopters sono delle figure fondamentali per le startup, soprattutto per quelle che offrono un prodotto o servizio totalmente nuovo e diverso rispetto a ciò che già si trova sul mercato.
Il termine significa letteralmente “utente precoce”, ovvero un utente apripista che per primo si trova a sperimentare, utilizzare un prodotto o un servizio prima della sua distribuzione su larga scala. Molto spesso il termine early adopter viene sostituito con trendsetter che tradotto significa proprio “chi detta la moda”.
Ecco perché anche tu dovresti cercare di intercettarli e come farlo attraverso i 4 canali più efficaci.
Perché andare alla ricerca degli early adopters?
Come abbiamo già detto, gli early adopters sono i primissimi clienti di un’azienda. Se ti stai chiedendo perché sono così importanti e perché si differenziano dal resto dei clienti, devi sapere che grazie al loro aiuto puoi mettere in atto il Customer Development Approach.
Si tratta di un approccio totalmente orientato al cliente che permette alla startup di perfezionare la propria offerta sulla base dei feedback ricevuti.
Dovresti davvero ricorrere agli early adopters se desideri sperimentare e migliorare il tuo prodotto prima di iniziare a distribuirlo sul mercato. Un primo confronto con i tuoi clienti ti aiuterà anche a conoscere bene il tuo target, mettendo a fuoco le successive tappe di marketing strutturando una comunicazione specifica.
Inoltre, questo tipo di utenza ha la caratteristica di essere particolarmente reattiva agli stimoli dell’azienda. Con loro, basta chiedere per avere risposta. Se si troveranno bene con te non esiteranno a lasciarti recensioni positive e anche a parlare bene di te! Potrebbero diventare i tuoi primi sostenitori.
Early adopters e modello AIDA: come richiamare i tuoi primi clienti
Nel mondo delle vendite, per lanciare un nuovo prodotto o servizio, viene utilizzato il modello AIDA. Questo modello è quello che si può definire il vademecum delle vendite ed è perfettamente applicabile anche al marketing.
Non si tratta, infatti, di un mero passaggio informativo, quanto di un vero e proprio “richiamo” per i probabili clienti.
L’acronimo AIDA riassume quattro aspetti fondamentali ai quali dobbiamo puntare per ogni tipo di comunicazione, affinché questa sia efficace. Nel momento in cui vai alla ricerca dei tuoi early adopters, tieni conto di questi step che, generalmente, l’utente compie prima di adottare l’innovazione, cioè il tuo prodotto o servizio:
- Attenzione: richiama l’attenzione su ciò che offri attraverso un messaggio chiaro e comprensibile, ma memorabile.
- Interesse: una volta che hai la loro attenzione, devi puntare sul suscitare interesse entrando in empatia con gli early adopters, facendo capire che conosci bene i problemi che stanno affrontando.
- Desiderio: adesso che sono consapevoli del fatto che tu li comprendi, proponigli la tua soluzione. Non limitarti a trasmettere ciò che hai disponibile al momento, ma punta sulla vision, cioè su qual è il tuo obiettivo futuro perché la tua soluzione attuale potrebbe non essere abbastanza per convincerli, dato che devi ancora perfezionarla. Questa fase ti aiuterà anche a creare un rapporto di fiducia con questa tipologia di utenti.
- Azione: cerca di convincere gli early adopters a prendere in considerazione la tua offerta, chiedendo feedback e possibili suggerimenti. È la fase più importante per te, ma anche per loro che si sentiranno parte attiva del progetto e non dei semplici utilizzatori.
I canali più efficaci per acquisire trendsetter
Gli early adopters o trendsetter sono, in pratica, dei veri e propri tester della tua soluzione. Non tutti i tipi di utenti sono disposti a provare qualcosa a scatola chiusa, per questo non è semplice andare ad intercettarli all’interno del target che hai definito.
Ecco perché potrebbe esserti utile questa lista dei migliori canali per acquisirli e farli innamorare della tua vision:
- Utilizza al massimo la tua rete di conoscenze online/offline In questa fase il network è fondamentale. Sfrutta le tue conoscenze dirette e indirette. Coinvolgi tutto il tuo team e, se ne hai, anche investitori, mentor e business angels.
- Sfrutta gruppi e community virtuali Che siano gruppi o community su Facebook, Linkedin o Telegram oppure che tu chieda il supporto di un influencer su Youtube o di un personaggio di rilievo del settore su Twitter, poco importa. Scandaglia tutti i Social Network alla ricerca di persone che potrebbero essere interessate a ciò che offri, e troverai sicuramente i tuoi primi clienti.
- Partecipa ad eventi e meeting di settore Sii presente ovunque possa essere anche il tuo target. Seminari, eventi online ed offline e webinar ti permettono non soltanto di fare network e di imparare qualcosa di più sul tuo target, ma anche di farti conoscere attirando potenziali early adopters e non solo.
- Campagne advertising I principali canali Social come Facebook e Linkedin permettono di creare campagne pubblicitarie ad alta segmentazione. Sfruttando queste informazioni potresti mirare esattamente al tuo target, indirizzandogli una comunicazione studiata ad hoc.
Purtroppo, molte startup passano direttamente alla fase della realizzazione e vendita del prodotto, senza aver superato questo step di fondamentale importanza.
Il risultato? Un inserimento affannoso in un mercato già ben consolidato e che non si è testato, con una soluzione non perfettamente calibrata sulle necessità dei clienti, purtroppo porta spesso al fallimento di ogni buon proposito.
E tu hai trovato i tuoi early adopters? Se vuoi supporto per iniziare la ricerca o per adattare la tua soluzione ai primi feedback
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