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۶ مرحله‌ برنامه‌ بازاریابي

ارسال توسط مدیر سایت در تاریخ 14 تیر 1393 09:58

«برنامه‌ی بازاریابی» قدرتمندترین ابزار بازاریابی برای کسب‌وکارهای کوچک در این کره‌ی خاکی است. هنگامی که از «برنامه‌ی بازاریابی» سخن می‌گوییم، مرجع تنها تمرینات موجود در کتاب‌های دانشگاهی بازاریابی یا برنامه‌های از پیش تعریف شده‌ی نرم‌افزاری برای «برنامه‌ی کسب و کار» نیست .

در این مقاله قصد نداریم سهم بازار را بر آورد کنیم؛ بلکه هدف این است که کسب و کارهای کوچک با خواندن این مقاله بتوانند ترتیباتی در پیش بگیرند تا به تعداد مشتریان خود، ده مشتری اضافه کنند .
«برنامه‌ی بازاریابی» یک سند یا نوشته‌ی ساده (در بیش‌تر موارد یک صفحه) است که به شکلی اختصاصی به سوالات زیر پاسخ می‌دهد .

شناسایی شرکت شما، ‌نوع کار و فعالیت شما، شناسایی کسانی که به فعالیت شما نیاز دارند، برنامه‌ی شما برای به چنگ آوردن آن‌ها (به طور دقیق هدف نه جذب مشتری است، ‌نه به دست آوردن با روش‌های محتاطانه، بلکه هدف به چنگ آوردن مشتری است آن هم به هر قیمتی. پس به یاد داشته باشید در این رابطه نه با کسی تعارف داشته باشید و نه به رقبا رحم کنید !!)،‌ زمان اجرای برنامه ونحوه‌ی تامین مالی آن. نحوه‌ی توضیح و پاسخ به مجموعه سوال‌های بالا باید به نحوی باشد که برای تمام افراد سازمان،‌ شبکه‌ی اعضای کاری و موکلین به روشنی قابل درک باشد .

مورد دیگری که باید به آن توجه کنیم این است که صاحبان مشاغل کوچک «فاعل» هستند، نه «برنامه‌ریز و طراح». اگرچه گفته می‌شود که «اقدام کردن بهتر از نشستن و فکر کردن است»، اگر اقدام بدون مسیر و هدف باشد به روزمرگی و نوعی از بازاریابی لحظه‌ای و هفتگی منجر خواهد شد و هر فرصت و شانسی را برای رشد و توسعه‌ی واقعی مشاغل کوچک از بین خواهد برد .

مراحل شش‌گانه‌ی ایجاد یک «برنامه‌ی بازاریابی» به قرار زیر است :

مرحله‌ی یک: بر روی یک بازار ویژه متمرکز شوید .
در این مرحله به آن بخش از بازار و مشتریان توجه کنید که «در حال حاضر» بیش‌تر با آن‌ها کار می ‎کنید. مشخص کنید که چرا و به چه علت آنها با شما کار می‌کنند و چه ویژگی منحصر به فردی در کار شما وجود دارد که مورد توجه آن‌هاست. در یک پاراگراف وضعیت ظاهری و خصوصیات کلی آن‌ها را توصیف کنید و بیان کنید که آن‌ها از زندگی چه چیزی می‌خواهند. سپس نگاه عمیق‌تر و آگاهانه‌تری به بقیه‌ی ‌موکلان و مشتریان خود بیاندازید و بررسی کنید که این گروه تا چه حد با ویژگی‌های مربوط به گروه بهترین مشتریان شما تطابق و هماهنگی دارند. در ضمن زمانی که تلفن زنگ زد، بی‌اختیار نگویید «نه خدای من، این مربوط به بازار هدف من نیست!» به قول معروف،‌ مشتری را روی هوا بقاپید .
مرحله‌ی دو: موقعیت کسب وکار خود را مشخص و تعریف کنید .
مشخص کنید که چه کاری را بهتر انجام می‌دهید،‌ چه سرویسی را بهتر ارایه می‌کنید،‌ بازار هدف شما، برای کدام محصول و یا سرویس شما پول بیش‌تری پرداخت می‌کند. نقطه‌ی قوت خود را به تمام دنیا بگویید،‌ شاید نوع بسته‌بندی شما منحصر به فرد است، هر خدمت یا محصول ویژه‌ای که شما را از دیگران متمایز می‌کند،‌ می‌تواند در بوق وکرنا نواخته شود و به گوش همگان برسد. به این نکته هم باید اشاره کرد که شاید شما به نقاط قوت یا ضعف خود واقف نباشید. در این صورت حداقل از 3 یا 4 موکل یا مشتری بخواهید که به شما بگویند به چه دلایلی از شما خرید می‌کنند .

مرحله‌ی سوم: پیام‌های جامع وکامل
چند مورد از کامل‌ترین و قطعی‌ترین مزایای انجام معامله با شرکت خود را عنوان کنید و سعی کنید به آن‌چه که می‌گویید پای‌بند باشید و به آن عمل کنید. به یاد داشته باشید مزیت زمانی معنا پیدا می‌کند که در ذهن مشتری نقش ببندد، نه ذهن شما . مشتری وموکل شما چیزی را که شما می‌فروشید، نمی‌خرد،‌ بلکه آن‌چه را که برای او سود به بار می‌آورد، خریداری می‌کند .

مرحله‌ی‌چهار: ابزار و وسایل بازاریابی .
ابزار و وسایل بازاریابی را دوباره خلق کنید، ‌برای مثال وب‌سایت‌تان را دوباره بسازید. بگذارید آن‌ها پیام‌های شما را انتقال دهند و با بازار هدف شما سخن بگویند .

مرحله‌ی پنج: هرگز به سردی سخن نگویید .
اطمینان حاصل کنید که تبلیغات شما در گام نخست مشتریان آینده را با حفظ مشتریان فعلی هدف‌گذاری کرده است. بازار هدف شما نیاز دارد که بداند و یاد بگیرد که با پرداخت پول برای کالا یا سرویس شما چه ارزش‌هایی کسب خواهد کرد .

مرحله‌ی شش: بر اساس یک تقویم کاری زندگی کنید .
پس از کامل کردن مراحل یک تا پنج، برآورد کنید که برای اجرای آن‌ها به چه چیز یا چیزهایی نیاز دارید و آن‌ها را بر اساس تقویم کاری برنامه‌ریزی کنید . برنامه‌ریزی‌های شما مستلزم آن است که در موعد مقرر انجام شود. اگر قرار است فلان کار را در مدت یک ماه انجام دهید، طبق تمام برآوردها و محاسبات، ‌آن کار باید شدنی باشد و شما باید متعهد به انجام آن باشید. مطمئن باشید اگر طبق برنامه شروع کنید و هر فعالیتی را (برای مثال یک یا دو فعالیت را در یک ماه) با برنامه به انجام برسانید. می‌بینید که در طول شش ماه توانسته‌اید به شکلی ایده‌آل تمام کارها را انجام دهید. پس سعی کنید آهسته، ‌ولی پیوسته برابر برنامه فعالیت‌های خود را انجام دهید .

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# اميرمختار كياني راد (چهارشنبه 15 مرداد 1393 02:55 ق.ظ)

سلام
با تشكر از تمام دست اندر كاران و مسولين محترم سايت، به دليل زحماتي كه در اين زمينه كشيده ايد
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