Зачем создавать клиентское сообщество, или Никто лучше клиента не знает, чего он ждет от продукта

Зачем создавать клиентское сообщество, или Никто лучше клиента не знает, чего он ждет от продукта

Сегодня КМ-журнал начинает разговор про клиентские сообщества. Вместе с Александрой Федоренко мы попытаемся разобраться, что же такое “brand community”, зачем клиенты объединяются, есть ли выгода у компании в таком объединении.

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Александра Федоренко

Александра Федоренко,
владелец и директор компании «Репутация Плюс».
Сферы деятельности: репутационный менеджмент, community management, внешние коммуникации. Член Российской Ассоциации по связям с общественностью, участник Ассоциации российских специалистов и экспертов управления знаниями «КМ-Alliance»/

Сейчас отношения являются важным ресурсом, которым владеет компания наряду с материальными, финансовыми, человеческими и другим ресурсами. А поскольку индивидуальные отношения с каждым клиентом не всегда возможны, эффективны и управляемы, некоторые компании решают задачи взаимодействия с клиентом с помощью создания клиентских сообществ или комьюнити бренда (brand community).

Комьюнити позволяют поддерживать открытый диалог с клиентом, предоставляя ему возможность наравне с производителем участвовать  в создании и усовершенствовании продукта. То есть  сообщества образуют качественно новый тип взаимодействия между компанией и  клиентом.

В общем смысле клиентские сообщества образуются группами людей, которые объединяются (формально или неформально) на основе схожих интересов или потребностей.

Клиентское сообщество — это инструмент маркетинга взаимоотношений, который позволяет клиентам взаимодействовать как между собой, так и с компанией для совместного создания ценностей.

Существует  несколько определений, которые характеризуют клиентское сообщество или тождественное ему понятие brand community.

Впервые данный термин был введён чуть больше 20 лет назад Альбертом Мунисом и   Томасом  С. О’ Гинном на ежегодной конференции «Association for Consumer Research». По их мнению, brand community – это специализированное, географически не связанное сообщество, на основе структурированного набора социальных отношений среди поклонников бренда,  представляет собой форму объединения, встроенную в контекст потребления определенного продукта.

Клиентское сообщество Старбакс

Клиентское сообщество Starbucks

Характеристики клиентского сообщества

Исходя из этого определения, можно выделить две основные характеристики, которыми обладает любое клиентское сообщество.

Во-первых, оно  дает возможность для клиентов взаимодействовать  друг с другом для достижения своих потребностей.

Во-вторых, участники в сообществе объединены общим интересом к конкретному  продукту (бренду).  Понятие «интерес» в данном контексте достаточно широкое — это советы по использованию продукта (услуги), область его применения, дискуссии по улучшению функционала, обсуждение продуктов-конкурентов, разрешение проблем с использованием продукта, логистика и т.д.

Что дает клиентское сообщество

Если же рассматривать клиентское сообщество как метод взаимодействия с клиентами, то этот метод дает возможность:

  • формирования доверия потенциальной целевой аудитории,
  • построения взаимных и взаимовыгодных отношений с целевой аудиторией,
  • возможность услышать ее потребности,
  • совершенствовать свой продукт без вложений в маркетинг.

Итак, клиентское сообщество — это инструмент маркетинга взаимоотношений, который позволяет клиентам взаимодействовать как между собой, так и с компанией для совместного создания ценностей.

Отдельные лояльные клиенты не образуют сообщества и остаются лояльными до того времени, пока продукт или услуга их устраивают.

Три типа клиентских сообществ

Д. Хинчклифф, эксперт в области информационных технологий, бизнес-стратегий, а также бизнеса нового поколения,  выделяет три общих типа клиентских  комьюнити, это:

  • Social Networks – социальные сети, на основе которых организуются индивидуальные частные сообщества.
  • Grass-roots Communities – сообщества, стихийно созданные пользователями вокруг продукции, услуг компании. Такие сообщества являются автономными и не контролируются компанией.
  • Customer Communities (brand community) – клиентские сообщества, созданные самой компанией. Такие сообщества находится в совместной собственности компании и потребителей.

Клиентское сообщество Тема

Клиентское сообщество Тёма

7 основных задач, которые решает компания, создавая сообщество

Компания, создающая клиентское сообщество (customer community или brand community), решает такие задачи, как

— распространение и обмен информацией о бренде;

— продвижение ценностей, культуры и истории бренда;

— осуществление клиентской поддержки;

— повышение лояльности клиентов благодаря взаимодействию на всем пути потребителя от информирования до послепродажного обслуживания и далее к приверженности бренду компании;

— внедрение инноваций благодаря идеям потребителей и их обратной связи;

— повышение качества и ускорение работы сервисных служб, снижение нагрузки на персонал;

— выявление интересов каждого конкретного члена сообщества, выражение признания и уважения по отношению к активным сторонникам бренда.

3 основные характеристики участников сообщества

Членами клиентского сообщества являются лояльные потребители.  При этом, отдельные лояльные клиенты не образуют сообщества и остаются лояльными до того времени, пока продукт или услуга их устраивают. Как правило, они не стремятся улучшить его, заниматься продвижением. Поэтому основными характеристиками участников клиентских сообществ  являются:

  • осознание принадлежности: внутренняя связь с другими участниками сообщества, а также коллективное чувство отличия от других людей, не являющихся членами сообщества;
  • общие ритуалы и традиции: все социальные процессы, через которые сохраняется, распространяется и передается смысл сообщества;
  • чувство моральной ответственности: чувство долга и обязательства, как перед сообществом, так и перед другими его участниками.

Таким образом, клиенты компании, входящие в состав клиентского сообщества, обладающие вышеперечисленными характеристиками, образуют группу людей, в действиях и образе жизни которых наиболее полно отражаются главные ценности компании.

Потребителям важно осознавать, что к их мнению прислушиваются, следовательно, продукт создается для них, а не для зарабатывания денег.

В каждом клиентском сообществе есть свои лидеры мнений. Это те пользователи бренда, которые настолько лояльны к компании, что готовы отстаивать интересы бренда, работать на его благо, добровольно выступать от имени бренда. Они распространяют информацию, влияют на принятие решений, а также помогают новым идеям найти своё применение. Но то, что лидеры общественного мнения могут стать началом запуска сарафанного радио, является ошибочным подходом к построению сообществ.

18 социально-культурных ролей членов сообщества

Прочные сообщества создают культурную почву, позволяя каждому играть в ней важную роль.

Члены сообществ остаются вовлеченными и повышают ценность бренда, играя самые разнообразные роли. В составе клиентского сообщества выделяют 18 социально-культурных ролей.  При разработке нового сообщества или укреплении существующего компании должны рассматривать список ролей в структуре конкретного сообщества и помогать его членам  примерять на себя новые роли по мере изменения их потребностей.

Ниже приведены 18 ролей, которые имеют решающее значение для функции сохранения и развития сообщества:

  • ментор: учит других участников и делится опытом;
  • ученик: получает удовольствие от изучения и стремится к самосовершенствованию;
  • дублёр: помогает другим участникам попробовать что-то новое, в том числе новые роли;
  • партнер: поощряет, делится и мотивирует;
  • рассказчик: распространяет историю сообщества по всей группе;
  • историк: сохраняет историю сообщества, систематизирует традиции;
  • герой: действует как образец для подражания в сообществе;
  • знаменитость: служит в качестве украшения или символа того, что представляет собой сообщество;
  • decision maker: делает выбор, влияющий на структуру и функционирование сообщества;
  • провайдер: заботится о других членах сообщества;
  • приветствующий: приветствует новых членов сообщества;
  • гид: помогает новым членам ориентироваться в культуре сообщества;
  • катализатор: знакомит участников с  новыми людьми и идеями;
  • исполнитель: находится в центре внимания;
  • приверженец или сторонник: принимает участие пассивно как аудитория для других;
  • амбассадор: продвигает сообщество за его пределами;
  • счётчик: отслеживает участие людей в деятельности сообщества;
  • разведчик: привлекает и набирает новых членов.

Один участник сообщества может совмещать несколько ролей. Это происходит в том случае, если клиентское сообщество состоит из небольшого количества участников.

Клиентское сообщество владельцев Harley

Клиентское сообщество владельцев Harley 

4 плюса создания сообщества

Главные причины, по которым потребители становятся участниками клиентских сообществ, заключаются в их желании идентифицировать себя с определенными брендами (компаниями), общаться с другими бренд-пользователями, помогать компании-фавориту становиться лучше. Тем самым они формируют для себя лучший продукт, а также определяют самих себя и свой круг потребностей.

Клиентское сообщество дает компании возможность постоянно и тесно взаимодействовать с клиентами. Потребителям важно осознавать, что к их мнению прислушиваются, следовательно, продукт создается для них, а не для зарабатывания денег. Никто лучше клиентов не знает, чего они ждут от продукта.

Зачастую один пользователь не в состоянии увидеть всей картины и дать объективную обратную связь, поэтому нужно создать полноценное и многочисленное клиентское сообщество вместо того, чтобы получать единичные отзывы.

Постоянное сотрудничество и взаимосвязь с клиентами позволяет добиться четкого понимания потребностей и их пожеланий, что дает возможность значительно улучшить качество продукта.

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Алиса Кононенко

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