Pazarlamada Tamamlama Psikolojisi
Pazarlamanın her alanında kullanım örneklerine rastladığımız tamamlama, bölünmüş iş parçacığının hatırlanma dürtüsü, yarım kalmış işler gibi çeşitli isimler ile tanımlanabilir.
Bu fenomenin tanımlanması ve tezlerinin oluşturulması Rus psikolog Bluma Wulfovna Zeigarnik tarafından 1920 başında bir restoranda garsonun davranışlarını ve iş akışını gözlemlemesine dayanarak ortaya çıkmıştır. Zeigarnik bu davranışın nasıl işlediğini sorduğunda, garson davranışının siparişleri not olarak tutmak yerine aklına kazıyarak daha sonrada bu sipariş sürecini tamamladıktan sonra ilgili veriyi aklından sildiğini açıklamıştır.
Daha sonrasında hipotezini test etmek ve bu durumu irdelemek amacıyla bir kısım deneyler gerçekleştirdi. Deneylerdeki amaç katılımcıların hatırlama beceresini ölçmekti. Basit görevler verildi. Bu görevlerin bir kısmı tamamlandı, diğer kısmı kesintiye uğratıldı. Deney sonunda katılımcılara hangi işleri hatırladıkları sorulduğunda ortaya çıkan tabloda %90 oranında kesinti yapılan görevleri hatırladıkları gözlemlendi. Raporlar ışığında Zeigarnik tamamlanmamış görevlerin, tamamlananlara oranla daha fazla insan belleğinde kaldığını gözlemledi. Psikoloji penceresinden bakıldığında bir işi yarıda bırakmak insan üzerinde stres, huzursuzluk ve kaygı yaratmaktadır. Ve gün içinde bu tamamlanmamış işler sürekli aklımıza gelerek bilginin güncel kalmasına sebep olur. Böylece günümüzde bu durumu Zeigarnik etkisi olarak adlandırmış oluyoruz.
Pazarlamada bu durumu geleneksel medyadan örneklendirecek olursak, TV dizilerinde bize verilen bölümü tam net akışını hatırlamayız, ama bölüm sonunda yer alan o 5 dakikalık sahne aklımıza kazınır, çünkü rutin akışta izlediğimiz dizi sahneleri son sahnede heyecan ve merak edecek şekilde kurgulanır ve akabinde “Devam edecek…” yazısıyla bitirilir. Ve tüketici bir sonraki dizi bölümünde, aklına kazınan o 5 dakikalık bölümü zihninde tamamlamak için bir sonraki haftayı iple çeker ve şirket sonraki bölümün satışını garantilemiş olur.
Dijital pazarlama üzerinden bir kurgu oluşturalım. Müşterisine abonelik modeli ile satış yapan bir dizi platform markamızın kayıt formunu oluşturduğumuzu düşünelim.
1- Kullanıcıya motivasyon aşıla
“3 adımda ücretsiz, kayıt ol” başlığı atarak, kayıt sürecinin onu zorlamayacağı, deneme yapsa bile kayıp yaşamacağı hissini verelim.
2- Böl, parça
İnsanlar uzun formları doldurmayı sıkıcı ve güvensiz bulurlar. İlk sayfadan kimlik bilgisi gibi veriyi almaya kalkarsanız, müşteri bu bilgileri istemeyen alternatif seçenekleri araştırmayı dener. Kayıt formunu 3 parçaya bölelim, ilk parçada eposta, şifre ve onay alalım.
Bu adımı tamamlayan kullanıcı, süreci tamamlama dürtüsüyle ikinci sayfamıza geçecektir. Bu sayfada talep edeceğimiz kritik verileri, kullanıcıdan almayı tamamlayalım. Güven aşılamak amaçlı verilerin ne amaçla kullanıldığını, açıklama metni olarak girerseniz çekinceyi yıkmış olursunuz.
3- Seçenek sun
Son sayfamız satışı gerçekleştirmek istediğimiz sayfa olarak düşünelim. 2 model oluşturalım bu modeller ücretsiz(limitli) ve ücretli(tam erişim) olan modeller olsun. Burada ücretsiz sunduğunuz seçenek ile kullanıcıyı soğuk kitleden, ılık kitleye alıyoruz ve kullanıcının markamızı tanımasına olanak tanıyoruz, birinci ve ikinci adımda veriler ile bu kullanıcıyı sıcak kitleye geçmesi için çeşitli re-marketing kampanyaları düzenleyebiliriz. İkinci ihtimal direkt satış, hizmete aşina olan kullanıcıdan direkt ödeme alarak kullanıcıyı, müşterimiz haline getiriyoruz.
Bu sürecin planlanması çok daha detaylandırılır. Örneğin formumuzun altına basit bir yeşil renkte ilerleme barı koyarak zihnindeki tamamlama dürtüsünü tetikleyebilir, satış yapacağımız sayfada aylık, yıllık, indirimli model gibi seçenekleri sunarak kullanıcıyı eyleme geçirebiliriz. Bu tür stratejiler çok daha kapsamlı noktaya getirilebilir.
Zeigarnik etkisinin etkisinin her zaman işlemediği de bir gerçektir. Kullanıcının o an bulunduğu ortam, ruh hali, yarım bırakıldığı andaki zamanlama, ön yargıları gibi durumlarda başarısızlık sağlanabilir. İnsanları tamamlama etkisine sokmak için ilk önce o sürece giriş yapmasını sağlamalıyız. Burada görevi pazarlama yönteminiz, oluşturduğunuz içerik ve eylem metinleriniz gibi kapsamlı konular devreye giriyor.
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