- Siapakah pelanggan target spesifik yang Anda tentukan?
- Dalam kategori apa bisnis Anda berada?
- Apakah manfaat unik yang Anda berikan?
- Siapakah pesaing Anda sebenarnya?
- Bagaimana Anda menjelaskan bahwa Anda berbeda dari para pesaing Anda?
Agar taktik Anda lebih berhasil lagi, untuk menumbuhkan bisnis sehingga Anda tidak mengalami stres, Anda harus menentukan jawaban satu persatu dari pertanyaan ini dengan sederhana dan membulatkan niat untuk tidak merubah jawaban-jawaban tersebut untuk satu atau dua tahun.
Ini adalah fokus Anda. Dan fokus adalah hal yang hampir selalu membedakan bisnis yang tumbuh dengan baik dengan bisnis yang nampaknya tidak mendapatkan momentum apa pun. Anda dapat terus berharap bahwa “berikutnya surel tersebut akan bekerja lebih baik lagi,” atau Anda dapat mengembangkan fokus yang jelas dan strategi yang realistis.
Siapakah Pelanggan Target Anda?
Keputusan pertama dalam strategi pemasaran apa pun adalah untuk menentukan pelanggan target Anda. “Siapa yang Anda layani?” selalu harus dijawab dengan jelas sebelum Anda dapat melaksanakan taktik apa pun dnegan efektif. Ini berarti, Anda harus menolak pelanggan potensial lain yang mungkin akan melakukan pembelian dari Anda namun jelas-jelas tidak sesuai dengan fokus spesifik Anda. Memerlukan waktu untuk membiasakan disiplin ini, namun Anda tidak dapat melakukan pemasaran yang efektif jika melewati tahap ini.
Memfokuskan diri pada target yang telah ditentukan memang dapat menjadi hal yang tidak menyenangkan pada awalnya, namun teruslah lakukan dengan sebaik mungkin. Teman saya yang merupakan seorang akuntan merubah usahanya dari “melakukan layanan perpajakan untuk siapa saja di Phoenix” menjadi “Akuntan Publik Bersertifikat yang hanya melakukan layanan perpajakan dan investasi untuk dokter” – pelanggan terbaiknya yang memiliki kebutuhan khusus. Ia mengadakan perubahan ini selama periode dua tahun dan membuahkan hasil bagi usahanya sebesar tiga kali lipat, membatasi penawaran layanannya, dan menguatkan pitch-nya.
Jika Anda menghabiskan waktu dan uang dalam pemasaran namun upaya Anda tidak mendorong penjualan yang cukup, masalahnya hampir selalu timbul dari belum ditentukannya pelanggan target yang cukup spesifik agar usaha Anda efektif. Semakin kecil pasar Anda sehingga Anda dapat fokus kepada mereka yang dapat Anda berikan layanan penuh dan memberikan timbal balik yang bagus bagi Anda, semakin efektif keseluruhan usaha Anda.
Apakah Kategori Anda?
Kategori Anda adalah deskripsi singkat akan dalam usaha apa Anda berada. Kata-kata seperti apa yang dapat orang-orang ucapkan untuk mendeskripsikan usaha Anda? Starbucks adalah “kopi berkualitas tinggi”, Chipotle adalah “burito Meksiko segar.” Usaha layanan perpajakan teman saya adalah “akuntansi pajak untuk dokter di Phoenix.”
Kebanyakan pemilik usaha tidak dapat menahan diri untuk memperumit deskripsi perusahaan mereka. Ini membuat orang-orang tidak yakin akan apa yang sebenarnya Anda lakukan dalam usaha Anda, yang kemudian membuat keefektifan pemasaran Anda melemah. Peraturan sederhana: Jika seseorang tidak dapat mengingap deskripsi kategori Anda dengan jelas sebulan setelah Anda bertemu orang tersebut, ia tidak pernah mendapatkan kejelasan akan usaha Anda pada awalnya.
Menentukan kategori Anda dengan jelas membantu meningkatkan upaya pemasaran dan penjualan Anda. Pikirkan apa yang diperlukan agar usaha Anda menjadi yang terbaik – terkemuka – dalam kategori Anda. Anda bukan yang terkemuka? Maka perkecilkan kategori usaha Anda (atau fokus pasar target Anda) hingga Anda adalah yang terdepan. Laser yang fokus dapat melelehkan baja dari kejauhan, namun cahaya sama yang diarahkan secara tak menentu tidak memliki efek apa-apa. Jadilah laser tersebut dalam fokus Anda.
Apakah Manfaat Unik Anda?
Manfaat unik Anda seharusnya menggarisbawahi satu (atau dua) hal utama yang diberikan produk atau jasa Anda (manfaat), yang sebenarnya diinginkan oleh pelanggan target Anda, bukan daftar panjang dari semua hal yang produk Anda berikan.
Di Infusionsoft, kami tahu bahwa para pelanggan tidak hanya menginginkan perangkat lunak kami: Mereka ingin mengembangkan penjualan dan menghemat waktu. Kami tidak mendesktipsikan semua hal yang diberikan perangkat lunak kami atau ratusan manfaat, kami tetap fokus kepada tiga manfaat kunci tersebut dalam semua yang kami lakukan. Dan semakin sederhana kami menjelaskannya, semakin baik pemasaran kami berjalan.
Siapakah Pesaing Anda?
Keitka seseorang ingin membeli solusi bagi masalah mereka, ia akan dengan cepat mencari alternatif untuk perbandingan – pesaing Anda. Namun, kebanyakan wirausaha belum secara spesifik menentukan siapa pesaing mereka sebenarnya dan tidak memfokuskan pesan-pesan mereka untuk membuat perbedaan yang jelas bagi pembeli mereka. Hal inilah yang membuat frustasi dalam proses pengambilan keputusan untuk membeli dan membuat upaya pemasaran Anda lemah.
Anda harus jelas dalam kepala Anda mengenai siapa pesaing Anda. Jika Anda adalah akuntan pajak, apakah pesaing Anda sebenarnya akuntan pajak lain di kota? Atau Akuntan Publik Bersertifikat lain, atau ahli rencana finansial lain? Perangkat lunak pajak DIY? Melakukan urusan perpajakan secara manual? Rantai akuntansi perpajakan negara? Masing-masing tipe pesaing akan membuat perbedaan yang berbeda, maka Anda harus menspesifikasikan pesaing Anda hingga satu atau dua tipe pesaing utama.
Mengapa Anda Berbeda dan Lebih Baik untuk Pelanggan Target Anda?
Setelah Anda menentukan pesaing Anda, buatlah daftar hal-hal yang Anda lakukan yang membuat Anda berbeda dan lebih baik. Kemudian susun tingkatan berdasarkan kepentingan faktor-faktor ini bagi pelanggan target Anda. Pilihlah yang satu atau dua hal teratas dan taruh di homepage Anda serta masukkan mereka dalam pitch Anda.
Jangan rumitkan hal ini. Orang-orang hanya ingin tahu satu atau dua hal untuk membantu mereka memilih. Apakah lebih murah? Apakah Anda memiliki sistem pengiriman yang lebih cepat? Layanan personalisasi terbaik? Apakah Anda satu-satunya akuntan yang secara eksklusif melayani dokter di Phoenix?
Seperti Apa Pernyataan Strategi Pemasaran Anda?
Ketika Anda susun lima kunci kepastian strategi pemasaran Anda dalam bentuk kalimat, akan terlihat seperti ini:
Nama perusahaan Anda adalah kategori terdepan yang memberikan manfaat untuk untuk pelanggan target. Tidak seperti pesaing Anda, perusahaan Anda melakukan hal yang berbeda dalam usahanya.
Tingkat pertumbuhan kita berlipat ganda ketika kita fokus dan komitmen kepada strategi pemasaran yang jelas dan sederhana ini.
Cobalah sendiri: Isi bagian yang kosong untuk membuat pernyataan strategi pemasaran untuk bisnis Anda sendiri. Ambil perspektif dari para pegawai, teman, dan pelanggan terbaik. Buat daftar mengenai semua kemungkinan yang dapat terjadi kemudian buatlah keputusan. Ucapkan beberapa kali dengan lantang, kemudian Anda akan merasakan kejelasan dan kekuatan. Ini juga menunjukkan Anda beberapa hal yang dapat Anda berhenti lakukan dalam usaha Anda yang dapat membangun fokus yang lebih kuat.
Dapatkah Anda lihat mengapa tidak masuk akal untuk mengirim Tweet, mengirim surel massal atau membangun website baru jika strategi pemasaran Anda tidak memiliki fokus yang jelas? Melakukan taktik ini tanpa petunjuk – strategi marketing Anda – tidak akan membantu bisnis Anda untuk melayani pelanggan yang tepat dan akan menghasilkan penjualan yang sedikit dibandingkan jika Anda telah menggunakan waktu untuk melaksanakan strategi pemasaran yang terfokus dengan baik.
Ini adalah rahasia yang dilakukan perusahaan-perusahaan sukses dengan disiplin yang sangat baik: Membuat strategi marketing yang jelas bukanlah hal yang dilakukan perusahaan setelah mereka berhasil, tapi hal yang dilakukan perusahaan kecil untuk tumbuh dan berkembang dari awal.
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Medikal Türkiye hasta karyolası satış ve kiralama hizmeti vermektedir. Hasta yatağı imalatı yapmaktayız.
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Web medikal yatan hasta ürünlerini uygun fiyatlarla eve teslim etmekteyiz. Evinizde yatan hastanız varsa hasta yatağı kiralama çeşitleri, yatan hastalar için havalı yatak modellerimizde vardır.
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Today, I went to the beach front with my kids. I found a sea shell and gave it to my 4 year old daughter and said “You can hear the ocean if you put this to your ear.” She placed the shell to her ear and screamed. There was a hermit crab inside and it pinched her ear. She never wants to go back! LoL I know this is entirely off topic but I had to tell someone!
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