¿Qué es la propuesta de valor y cómo crearla para mi negocio?
Destacarse con un producto o servicio que logre estar un paso adelante de las expectativas de los clientes es el deseo de toda empresa. Ya no es suficiente con satisfacer una necesidad o solucionar un problema; hoy es clave conseguir ese factor diferenciador, que se denomina, la propuesta de valor. 🤩
Una propuesta de valor es una forma de presentar, ante los clientes, los aspectos que diferencian un producto o servicio, de su competencia. Son aquellas ventajas, detalles agregados que se convierten en el Unique Selling Point (USP), es decir aquello que más les importa a los clientes. Por ejemplo, un USP podría ser: Precio más bajo.
Y, ¿cómo se crea una propuesta de valor? Existen unas preguntas base que ayudan a conseguir la definición de la propuesta valor, por ejemplo:
- ¿Qué ofrece el producto o servicio qué la competencia no entrega?
- ¿Por qué el cliente debería escoger el servicio o producto de la empresa y no el de la competencia?
- ¿Cómo conseguir que la vida del cliente se más sencilla, mejor?
- ¿Qué es eso adicional, ese valor agregado que se le ofrece al cliente al escoger el servicio o producto?
Para responderlas, es necesario conocer perfectamente al cliente y sus necesidades. Así como a la competencia. Investigar qué no ofrece la competencia es un buen punto de partida, al mismo tiempo que comprender el problema o dolor que genera una necesidad del cliente. 👀
La propuesta de valor, más allá de las necesidades y soluciones
Al crear una buena propuesta de valor se debe pensar, también, en aquello que permite inmediatez, conveniencia y simplicidad frente a las necesidades de los clientes. Sumando, un par de preguntas más: ¿Cuál es el detalle que hace único al producto o servicio? ¿Qué beneficio ofrece al cliente, que no le ofrece nadie más? 🙌🏻
En algunos sectores, existe el reto de vencer estereotipos negativos relacionados con ciertas actividades o experiencias. Es ahí donde también se encuentra una ocasión más para diferenciarse y ofrecer una propuesta de valor que derrumbe ideas preconcebidas. La empresa que lo consigue, ¡triunfa!
Definir la propuesta, y luego presentarla
La propuesta de valor debe ser concreta, su presentación de igual forma. Es así que se propone hacerlo a través de un modelo canvas; ya que este permite visualizar de una manera sencilla y concisa lo que hace el negocio, quiénes son los clientes y cómo el producto o servicio responde a sus necesidades, entregando un valor agregado. 👈
La investigación y definición del público objetivo se ha hecho previamente, por lo tanto, la información demográfica, la edad, el momento de vida, las preferencias y gustos ya deben ser claros. Esa información se contrapone con lo que ofrece la competencia, buscando precisamente aquello en lo que se encuentra oportunidad para convencer al cliente con un valor único, diferencial.
Lienzo canvas para la propuesta de valor
Es un método de representación visual, creado por Alexander Osterwalder (quien también diseñó el Business Model Generation Canvas). El canvas de la propuesta de valor consiste en mostrar dos segmentos, cada uno con tres secciones.
- Segmento del cliente, en el que se incluye el perfil del cliente y sus necesidades. 👩👨👧👦
1.1. Trabajo del cliente: aquí se definen tareas funcionales, sociales y emocionales relacionadas con el producto o servicio.
1.2. Problemas del cliente: obstáculos y riesgos para conseguir sus objetivos.
1.3 Beneficios del cliente: eso que espera o, tal vez, no es consciente que espera el cliente.
- Segmento de la propuesta o mapa de valor:
2.1 Productos y servicios: lo que ofrece la empresa. 🎁🎁
2.2 Soluciones: cómo lo que ofrece la empresa alivia, reduce o elimina las frustraciones de los clientes.
2.3 Beneficios: ventajas únicas, resultados excepcionales que logran los clientes al usar el producto o servicio. Suele ser la parte más compleja, y en la que se necesita mayor investigación y creatividad, porque de hecho es lo que da vida a la propuesta de valor.
Cuando ambas partes coinciden y se genera conexión/equilibrio, se consigue el encaje o fit, que es un tercer elemento del exitoso modelo.
En definitiva, entregar beneficios únicos y diferenciales es la exigencia que cumplen las empresas exitosas, en medio de un actual ambiente volátil, digital y globalizado. 🌎
Para conseguirlo, este modelo canvas señala que la forma de obtener la atención y preferencia de clientes, con tantas opciones para escoger, es a través de una propuesta de valor, que primero identifica el problema o necesidad, y a partir de ahí busca resolverlo. No al contrario, como hacen algunos que crean productos, para luego ver si alguien lo compra. 😳
El reto, además, es que ese valor diferencial sea tan único que la competencia no pueda intentar copiarlo. ¡Ah! y lo mejor de todo, ya se ha visto que algunas propuestas que antes eran de valor, ahora son el mínimo deseado por los clientes. 😉
¿Te gustaría aprender más sobre innovación y creatividad para tu negocio? Te invitamos a conocer más de nuestro contenido en iwie.blog.
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لماذا YYY هو الخيار الأول للاعبين
العرب
لماذا YYY هو الخيار الأول للاعبين العرب
يتم تحسين كازينو YYY بدقة لتفضيلات اللاعبين العرب.
لا تقتصر منصتنا على واجهة باللغة
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resonates بعمق مع لاعبينا. فريق دعم العملاء لدينا، الذي يتقن اللغة العربية، متواجد على مدار الساعة طوال أيام الأسبوع لمساعدتك في أي استفسارات
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إلى رسومات اللعبة، مصمم للراحة والرضا وتجربة بصرية
مذهلة. التنقل سهل، مما يتيح لك الانتقال بسلاسة من لعبة إلى أخرى، والانغماس في عالم المقامرة عبر الإنترنت بأناقة
وسهولة.
ترقبوا المزيد حول ما يجعل كازينو YYY الوجهة النهائية للاعبين العرب.
من المكافآت السخية وتنوع الألعاب إلى الميزات الفريدة التي
تميزنا، اكتشف لماذا يعتبر كازينو YYY أفضل كازينو عربي على الإنترنت.
مكافآت كازينو YYY
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