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PUNTO 4: Le Potenziali bugie dei tuoi clienti

Nel frattempo negli steps dello sviluppo di Clever.do abbiamo avuto un feedback davvero positivo da parte degli users. I numeri dimostrano che c’è stato un forte interesse nella nostra idea e nel nostro prodotto. Ma siamo stati degli stolti a credere che quello sarebbe stato sufficiente a rendere reali le convesioni. Se abbiamo creato un’indagine più profonda avremmo cambiato la nostra decisione del lancio della startup. Questo perché se le persone affermano che la nostra idea è buona, non è detto che lo sia effettivamente.

Loro hanno davvero mostrato che, anche se un potenziale cliente ha questo o l’altro problema, e vorrebbe trovare una soluzione, lui o lei difficilmente cerca di arrivare al passaggio in cui si cerca una soluzione pratica. Se un problema non è abbastanza pressante da creare una azione volta alla risoluzione dello stesso, le persone impareranno a convivere con esso e cercheranno di farlo spendendo più soldi.

Chiedi ai tuoi potenziali clienti che cosa sono disposti a fare pur di minimizzare i loro problemi. Se non sono disposti a fare nulla, non sarà un problema aspettarsi una soluzione.

Marcus Holmes, nella sua Analysis Post Morte scrive così:

“La principale lezione in questo caso è che non puoi soltanto ascoltare quello che i clienti ti dicono quando ti sembra che corrisponda a quello che vorresti sentire. Tu devi avere la loro assoluta certezza che investirebbero qualsiasi cosa pur di poter usufruire del tuo prodotto, che si tratti di danaro o tempo o entrambi.”

Sì, il tuo potenziale cliente ti dirà che il prodotto è fantastico. In realtà anche le e-mail opt-ins e le indagini di mercato a volte non funzionano. C’è una grandissima differenza tra le persone che ti lasciano il loro contatto e-mail nella landing page e le persone che pagano ogni mese per avere il tuo prodotto.

Dovresti quindi testare il comportamento del cliente, non la sua opinione!

Qualche volta dopo che abbiamo lanciato la campagna, abbiamo trovato che le cose sono state differenti rispetto a quello che la fase di pre lancio aveva lasciato trapelare.

  • La maggior parte delle persone nella Beta list non voleva usare il prodotto
  • Quelli che hanno utilizzato il prodotto non lo hanno effetivamente usato per più di 5 giorni
  • Non lo usavano tutti i giorni, il che rappresentava la componente cruciale del prodotto
  • Nessuno ha pagato per esso

Vuoi capire come non far fallire la tua startup? Scopri come a questa pagina!


NUMERO 5: Il Mercato povero ucciderà il Prodotto

Anche quando hai la tua idea è ben validata e il prodotto sarà pronto, sarà davvero difficile guidare la parabola di acquisizione dei clienti. La realtà è davvero brutale. Ragione numero 2 per cui una B2C startup andrà a fallire nel mercato povero. Questo colpisce il 29% delle compagnie nella nostra ricerca (comparate solo con il 7% delle B2B)

Il marketing è qualcosa che fai con l’obiettivo di aumentare le tue vendite e fare più soldi. Non è una questione di quanto è perfetto il tuo prodotto. Anche un grandissimo prodotto potrebbe avere difficoltà a posizionarsi sul mercato.

“Il marketing richiede competenze sempre aggiornate. La principale causa di fallimento di PlayCafè risiedeva nel marketing. Dev e io arriviamo da PayPal, un fortissimo prodotto virale che per una compagnia ostile al marketing. I nostri sforzi nell’ambito SEO e SEM e le partnership strette erano di buon livello ma inducevano i nostri users a usufruire di un evento constante che necessitava di un lavoro costante.
Come la creazione di contenuti, io non credo che sia soltanto un lavoro da portare avanti part-time. Dal momento che il web è diventato iper-saturo, il marketing rappresenta il fattore di differenza ed è un organismo davvero troppo profondo e complesso per essere lasciato in mano ad un dilettante”.

Se vuoi sopravvivere, hai bisogno di spendere molto tempo cercando i migliori canali di distribuzione. Hai bisogno di identificare quei canali che riusciranno a raggiungere il target di riferimento più rapidamente. Devi assumere delle persone che abbaino come principale esperienza quella nel marketing delle startup. La cosa più importante è che è di prendere il tuo prodotto e e portarlo nelle mani del cliente. Dovresti spendere una quantità equa di tempo di MVP di sviluppo e per la distribuzione.

Fonte articolo: Thinkgrowth

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