Használd az AARRR Tölcsérelemzés modellt, hogy növeld webshopod forgalmát
Ahogy az ügyfélszerzéstől a vásárlásig haladunk a folyamatban, egyre kevesebb ügyfél marad az egyes szinteken, így a folyamat ábrázolása egy tölcsérformát ad ki; innen a tölcsérelemzés elnevezés.
Egy kis tölcsérelemzés-történet
Elias St. Elmo Lewis 1893-ban, saját értékesítői tapasztalataira alapozva alkotta meg az AIDA modellt (Attention, Interest, Desire, Action). Ez az elmélet a figyelemfelkeltésre, érdeklődésre, vágykeltésre, valamint végső soron az aktivitás ösztönzésére koncentrál.A modell a reklámpszichológiára épül és főként az offline marketingeszközök elemzésére szolgál. Egészen a kétezres évek elejéig a marketingesek körében a használat terén rendkívül nagy népszerűségnek örvendett, azonban az online kommunikáció és a weboldalak elterjedésének köszönhetően megjelent egy új modell, amelyet 2007-ben Dave McClure alkotott meg. Ez az volt AARRR-modell, vagy más néven AARRR tölcsérelemzés.
Mindez persze nem azt jelenti, hogy az AIDA-modell már nem használatos (sőt!), hanem pusztán arról van szó, hogy más aspektusból közelíti meg a folyamatot. Az online világ gyors változásai és az ezek alapján szerezett tapasztalatok miatt újabb és újabb modellek és ötletek születnek. Az AARRR-modell pedig főként az online marketingre és az adatvezérelt marketingre koncentrál, továbbá ideális a konverziós (főként tranzakciós) folyamatok nyomon követésére és optimalizálására.
Az AARRR-modell 5 mérhető dimenzión keresztül vizsgálja a felhasználót:
- A: ACQUISITION (Látogatók megszerzése) ‒ Honnan érkeznek a látogatók? Mennyibe kerül egy látogató megszerzése (pl. CPC, CPA)?
- A: ACTIVATION (Aktiválás) ‒ Vajon kellően pozitív első benyomást szereztek-e az ügyfelek, amikor meglátogatták webshopunkat? Sikerül-e őket felhasználókká tennünk?
- R: RETENTION (Felhasználók megtartása) ‒ Visszatérnek-e a kommunikációs felületeinkre? Milyen gyakran használják a termékünket/szolgáltatásunkat? Milyen gyakran vásárolnak tőlünk? Mekkora a lemorzsolódás (churn)?
- R: REVENUE (Bevétel) ‒ A felhasználók vásárolnak is? Mekkora a kosárérték? Mekkora az egy felhasználóra jutó bevétel? Milyen profitnövelő eszközöket vetünk be (cross-sell, up-sell)?
- R: REFERRAL (Ajánlás) ‒ Vajon tetszik nekik az oldal és/vagy a termék annyira, hogy bátran ajánlják másoknak? Elégedettek-e a vásárlók?
Az AARRR funnel analízis minden egyes dimenziójában különböző, mérőeszközökkel mérhető mutatók határozhatóak meg. A mutatók meghatározása után képesek lehetünk mérni, majd optimalizálni ezeket a számszerűsített és skálázott értékeket, ezzel is növelve hatékonyságunkat.
Ezek a mérhető adatok McClure szerint a következők lehetnek:
- kvantitatív – mennyiségi,
- kvalitatív – minőségi,
- kompetitív – lehetővé teszi a versenytárs adataival való összehasonlítást.
- komparatív – lehetővé teszi a saját adatokkal való összehasonlítást.
Az AARRR-modell ábrázolása
A modell többféleképpen is ábrázolható.
I.
Lépjünk be a Google Analytics-be, majd a Jelentéskészítőbe. Itt Konverziók/Célok/Csatornaábrázolás menüpont alatt találhatjuk meg az általunk meghatározott modell ábrázolási lehetőségét (a csatornaábrázoláshoz szükséges, hogy megfelelően beállított célokat és elérési útvonalakat hozzunk létre).
Példa Google Analytics csatornaábrázolásra
II.
A másik módja az ábrázolásnak oszlopdiagramos, vagy más néven bar chartos megoldással történik. Az elemzőszoftverek nagy része inkább ezt részesíti előnyben.
Példa oszlopdiagramos csatornaábrázolásra
Honlapunk hatékonyságának növelése érdekében (több feliratkozás, vagy bevétel generálása) különböző ingyenes (Google Analytics) és fizetős (Kissmetrics) szoftvereket használhatunk. Miután kiválasztottuk a legmegfelelőbb elemzőeszközöket, feltétlenül be kell kötnünk a webshopba a mérőeszközök kódját. Ez a lépés azért létfontosságú, mert így a tölcsérmodell összes indikátorát és szintjét mérni tudjuk majd.
Most lássuk részletesebben az AARRR tölcsérelemzés dimenzióit!
Acquisition ‒ Látogatók megszerzése
Az AARRR funnel elemzés első dimenziója a látogatószerzésre vonatkozó adatokat gyűjti össze. A látogatószerzési csatornákat mindenképpen meg kell határoznunk. Ilyen csatornák lehetnek például a közösségi média, az organikus keresések, az e-mail kampányok, a display kampányok és a különféle hirdetések csatornái.
Miután meghatároztuk a csatornákat, elengedhetetlen lépés a kapott eredmények folyamatos auditálása. A megszerzett látogatók száma és a látogatószerzés költségének meghatározása a csatorna függvényében megfelelő mutatók lehetnek. Ennek a szakasznak a célja az, hogy honlapunknak minél több releváns látogatója legyen, és mindezt a lehető legalacsonyabb marketingköltséggel érjük el.
Activation ‒ Aktiválás
Miután a felhasználók megtalálták webshopunkat, a modell második dimenziója az ő aktivitásuknak a növelésére és annak mérésére irányul. Látogatóink (és később már felhasználóink) aktivitását különböző analitikai mérőeszközökkel vizsgálhatjuk. Ilyen eszközök például a bárki számára elérhető Google Analytics és a különböző hőtérképes elemzőeszközök (például Mouseflow).
Az aktiválás szakasz kulcsmutatói lehetnek: az oldalmegtekintések száma, a vásárlók adott oldalon eltöltött ideje, vagy a cég által célként meghatározott konverziók száma és költsége is.
Konverziós mutatók a következők lehetnek például a teljesség igénye nélkül (cégtől és profiltól függően):
- regisztráció,
- bejelentkezés a webshop fiókba,
- feliratkozás a hírlevélre,
- fizetési folyamat elindítása,
- bizonyos termékoldalak megtekintése,
- termék kosárba helyezése,
- videó megtekintése.
Retention ‒ Felhasználók megtartása
Ha saját cégünkre vonatkozóan nem feltétlenül fog teljesülni a Vilfredo Pareto által kidolgozott 80/20-as elv (mely szerint a következmények 80%-áért az okok 20%-a felelős), mégis kulcsfontosságú szerepe van webshopunk azon látogatóinak, felhasználóinak, akik mutattak valamilyen elköteleződést, hűséget (teljesítették a már említett konverziós mutatók egyikét) és visszatértek a webshopunkra.
Fontos: A már megszerzett látogatók elérése jóval alacsonyabb költségekkel jár, mint azoké, akik még nem látogattak el weboldalunkra.
Az AARRR funnel elemzés harmadik szakaszában a következő kulcsmutatókat mérhetjük például: a remarketing és e-mail kampányok ROI mutatója (Return on Investment ‒ megtérülési ráta), lemorzsolódás (churn) aránya, valamint a visszatérő látogatók aránya honlapunk teljes látogatószámához viszonyítva.
Revenue ‒ Bevétel
Minden vállalkozás szempontjából talán a legfontosabb indikátor az árbevétel, valamit az elért profit mennyisége.
A modell ezen dimenziójában a mérőeszközök segítenek nekünk abban, hogy meghatározzuk a vásárlók skálázott értékeit. Ilyen értékek lehetnek például:
- az átlagos kosárérték,
- az egy vásárló megszerzésére jutó költség,
- az egy felhasználóra jutó bevétel,
- a weboldal első látogatásától a vásárlásig eltelt idő
- és természetesen maga a havi árbevétel nagysága is.
Referral ‒ Ajánlás
Az ötödik és egyben utolsó dimenziója a tölcsérmodellnek a virális terjedésen alapul, melynek jelentése, hogy látogatóink vagy ügyfeleink az első pozitív benyomás után megosztják véleményüket, illetve a webshopunk által kínált tartalmakat és/vagy termékeket, melyek lehetnek például: Facebook poszt és/vagy YouTube videó.
Ezután ezen tartalmak további költség nélkül jutnak el a többi felhasználóhoz (ezt nevezzük virális terjedésnek). Ebben a szakaszban fontos kulcsindikátorok lehetnek például: a Facebook megosztások száma és értékelések számértéke (1-től 5 csillagig), vásárlói elégedettségi mutatók, virális mutató (hány új vásárló érkezik a már meglévő vásárlónk ajánlása által), viralitási ciklus (mennyi időbe telik, míg az ajánlás útján vásárló lesz abból a személyből, akinek ajánlották a webshopot).
Az ajánlás szakasznak nem kell feltétlenül az utolsó helyen állnia, hiszen a látogató az első látogatás alkalmával is megoszthatja véleményét a webshopról, vagy annak egy termékéről.
A cikkben bemutatott tölcsérmodell, vagy másképpen funnel elemzés dimenzióinak sorrendje nincs kőbe vésve, azonban az esetek többségében (megfigyelésekre alapozva) ebben a formában található meg.
Továbbá fontos iránymutatást is nyújt arra vonatkozóan, hogy milyen pontokat érdemes meghatározni és elemezni a vállalat céljai alapján meghatározott metrikák és kulcsindikátorok (KPI-ok) segítségével. Általában véve az AARRR-modell elemei kölcsönösen hatnak egymásra; egy összefüggő rendszerben állnak egymással, ezek eredményeit pedig a leghatékonyabban egy több hónap adatait mutató kohorsz analízissel tudjuk megtekinteni.
A modell egyik hátránya az, hogy elsősorban lineáris folyamat ábrázolására alkalmas. Előnye viszont, hogy felismerte azokat a makrolépéseket, amelyeket a látogató tesz meg a vásárlás felé. Ezek sorrendje azonban cégtípustól és célcsoporttól függően is változik, viszont a lépések sorrendje már teljes mértékben a cégprofilra/célcsoportra szabható.
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