Продающая группа ВКонтакте для клиники – 3 секрета от Svipe Agency

Маркетинговое агентство Svipe Agency 2,5 года продвигает в социальных сетях «Свою клинику» — центр пластической хирургии и косметологии в Санкт-Петербурге. За это время количество участников группы во ВКонтакте выросло с 905 до 8 500, а Instagram — с 450 подписчиков до 12 100 (и эти цифры постоянно растут). Посещаемость сообществ — от 3000 уникальных пользователей в месяц. Заказчик доверяет SMM-команде и соглашается на любые предложения. Как результат — множество экспериментов, провалов и успехов. Руководитель SMM-направления Юлия Коскелайнен рассказывает о них в цифрах и фактах.

В статистике рекламного кабинета ВКонтакте «Своей клиники» все стабильно. Средняя стоимость клика в 2019 году — 13,2 рублей. За почти пять месяцев мы потратили на рекламу 140 000 рублей и получили около 11 000 кликов.

Любимые и самые эффективные форматы — карусель с результатами до/после и промопосты. Они дают наибольший отклик и рекордные CTR и стоимость переходов. Но подходят не для всех рекламируемых услуг.

Но даже если дела идут хорошо, нельзя бить в одну точку. Нужны свежие решения.
Таргетированная реклама
Сейчас многие «меряются» Instagram-аккаунтами, но забывают о инструментах ВКонтакте. Мы выбрали именно их, потому что площадка:
- владеет вниманием аудитории 50+, которой интересны возрастные пластические операции;
- имеет более гибкие варианты настроек благодаря парсерам вроде TARGET HUNTER и Церебро;
- пропускает наши фото «до/после»;
- не «ругается» на видеозаписи с проведением процедур;
- позволяет быстро решить любой вопрос через техподдержку.
В Instagram этого всего нет.
Наши коллеги сражаются за одну аудиторию: женщины 25-55 лет. Доля пациентов-мужчин традиционно невысокая — всего 7% (по внутренней статистике «Своей клиники»). Мы вышли за рамки и запустили «мужскую» кампанию.
Для рекламы пластических операций определили целевую аудиторию:
- мужчины от 37 лет с интересами: «уход за собой», «знакомства» и некоторые другие;
- мужчины нетрадиционной сексуальной ориентации (таргетолог запретил рассказывать метод поиска).
Первой категории показали вот такое объявление:

Получили хороший CTR, недорогие переходы и три записи на консультацию.

Правда, попадались и вот такие сообщения:

Для мужчин нетрадиционной сексуальной ориентации приготовили более смелое рекламное сообщение.

CTR был еще выше — 2,417, переходы — по 18 рублей. Но аудитория получилась маленькой, записей на прием не было.
Кешбэк за отзывы
Пациенты не любят оставлять отзывы, особенно положительные. Их нужно стимулировать. Мы пробовали разные механики и остановились на двух.
- Кешбэк 1000 рублей за отзыв во ВКонтакте и репост записи.

2. Купон на сумму до 2000 рублей за отзыв на важных для клиники площадках, репост записи, подписку на аккаунты докторов клиники и приглашение в группу друзей.


А еще мы разрешали подарить этот купон подруге.

В результате по запросу в Google «Отзывы «Своя клиника» группа ВКонтакте поднялась в выдаче. В ней кроме сотен сообщений потенциальные пациенты увидят товары, акции в закрепленной записи и предложение записаться на бесплатную консультацию.

Рассылки
Почтовые рассылки почти не работают, sms работают плохо. Полгода назад мы создали рассылку ВКонтакте, на которую уже добровольно подписалось 1 400 человек.
В ней мы рассказываем об акциях клиники, новых процедурах, событиях. Сейчас планируем добавить советы косметологов, трихологов, хирургов и флебологов.

Средняя «прочитываемость» рассылки — 74,7%. Из 1 447 подписчиков наши письма открывают 1 081 пользователь.
Для сравнения: на email-рассылку на сайте клиники за четыре года подписалось 426 человек, а ее открываемость — около 50%, хотя за подписку клиника дарит скидку 10% на услуги косметолога.
Кроме эффективности у рассылки ВКонтакте есть и другие преимущества:
- Бесплатно
Вы бесплатно анонсируете акции и спецпредложения, новые услуги.
- Обратная связь
Пользователь может тут же ответить, задать вопрос или записаться на прием.
- Добровольная подписка/отписка
Рассылкой легко управлять – она не раздражает.
- Разнообразие форматов
Длина сообщения не ограничена, можно добавить изображение, видео и наглядно продемонстрировать услугу.
- Открываемость
Открываемость сообщений в соцсетях в 3,2 раза выше, чем в email: 80% (данные ManyChat) против 25% (данные Mailchimp). Или 74,7% против 50% в нашем примере.
- Тематика рассылок
Рубрикация рассылок, например: «Акции», «Поиск моделей на процедуры», «Новинки компании» – повышают лояльность пользователей. Получатель выбирает интересующее направление и лучше ориентируется в сообщениях.
Во второй части статьи Svipe Agency расскажет о Instagram. Статья появится в ближайшее время. Подписывайтесь, чтобы не пропустить.
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