¿Qué hace que marcas Premium puedan ofrecer con éxito productos y posicionarse en segmentos de cliente que no habían trabajado antes, mientras que otras no lo consiguen? ¿Porque algunas excursiones fuera de nuestros segmentos de mercado no funcionan y otras sí? ¿Porque algunas viejas ideas funcionan en el mercado y otras nuevas no lo hacen? ¿Por qué algunos negocios de emprendedores triunfan pese a su simplicidad y una alta inversión en un producto o servicio nuevo y complejo no funciona? ¿Por qué si he invertido en un buen plan de marketing, o he desarrollado una buena estrategia para mejorar mi posicionamiento, mi proyecto de negocio no parece funcionar?
La respuesta a la mayoría de estas preguntas puede obtenerse atendiendo a un factor: La Propuesta de Valor. Este concepto es algo que va más de la capacidad de un producto o servicio de ofrecer respuesta a una necesidad de un grupo de clientes, aúna esta capacidad de respuesta con una serie de características que configuran un bloque de atributo y valor y que proponemos a un grupo de clientes, segmento o mercado. Esta propuesta consigue que este grupo sea capaz de diferenciarlo de otras propuestas y valorarlo lo suficiente como para comprarlo.
El éxito se producirá no sólo por este motivo, es necesario tener en cuenta otra serie de aspectos como nuestra capacidad para trasladar esa propuesta a los clientes, la capacidad para diferenciarnos en el mercado, nuestra estrategia, los costes de operaciones frente a las fuentes de ingresos y….todo aquello que configura el modelo de negocio. La propuesta de valor significativa no es condición suficiente para tener éxito, pero si necesaria, por lo que si ésta no ofrece ese valor, el modelo de negocio no funcionará independientemente de lo bien rematado que esté el resto.
Todos los productos de un mercado ofrecen una propuesta de valor a ese mercado, algo que les califica y que si es valorado por los clientes de ese mercado, conseguirá que se venda. No sólo es una idea nueva para un producto o servicio que no existe, o ampliar una idea vieja que funcionaba o dejó de funcionar. Siguiendo el modelo Canvas de Alexander Osterwalder en su desarrollo de la definición de la propuesta de valor, para validar si los atributos que configuran nuestra propuesta son adecuados y aportan ese valor diferencial al sector de clientes al que nos dirigimos para satisfacer una necesidad o resolver un problema, debemos hacernos las siguientes preguntas:
1 ¿Cómo responde frente al trabajo que motiva la compra o que aporta frente a lo que esperan que ese tipo de producto o servicio haga para ellos? En el mercado hay soluciones que responden en modo y grado diferente a la necesidad que las origina.
2 ¿Qué beneficios relevantes para el cliente aporta nuestro producto o servicio? Las campañas de marketing pueden destacar atributos nuevos o grandes ventajas de un producto servicio, pero si estas no son relevantes para el cliente, en esa necesidad, son un gasto inútil.
3 ¿Qué respuesta genera frente a los posibles miedos o resistencias existentes para el uso o compra de ese tipo de producto o servicio? Grandes ideas y buenos productos originales e innovadores han fracasado porque, aún contando con grandes ventajas para ofrecer, no han sabido como disipar temores de los clientes (reales o no) de tipo barrera tecnológica, dificultad de uso, necesidad de tiempo de adaptación, temor a ser engañado en la forma de pago….
El modo en que nuestra propuesta es capaz de generar atributos capaces de responder a esas preguntas para nuestro sector o grupo de clientes y aportarles valor, determinará en gran medida el posible éxito de nuestro negocio en el mercado.
Algunas organizaciones “estiran” su propuesta de valor en el tiempo, otras tratan de complementarla con más elementos que no añaden valor, otras amplían su propuesta a otros mercados sin estimar si su propuesta aporta valor a los nuevos clientes a los que se dirige. Para A. Osterwalder, las organizaciones o los negocios pueden agruparse en 4 categorías según su capacidad para generar propuestas de negocio, una estrategia de éxito y sostenibilidad a futuro es la que es capaz de generar nuevas propuestas de valor.
Lo que sí parece claro es que tanto si estás empezando un proyecto de negocio o si tu negocio no está funcionando o si estás perdiendo cuota de mercado o tus ventas descienden, es necesario realizar el análisis de tu propuesta de valor.
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