{"id":113,"date":"2018-10-08T12:27:39","date_gmt":"2018-10-08T09:27:39","guid":{"rendered":"http:\/\/argusga.com\/blog\/?p=113"},"modified":"2021-03-31T14:24:09","modified_gmt":"2021-03-31T11:24:09","slug":"adim-adim-katma-deger-yaratmak-2-cekici-bir-deger-teklifine-sahip-olmak","status":"publish","type":"post","link":"https:\/\/argusga.com\/blog\/adim-adim-katma-deger-yaratmak-2-cekici-bir-deger-teklifine-sahip-olmak\/","title":{"rendered":"Pazarlama ile art\u0131 de\u011fer yaratmak #2"},"content":{"rendered":"

Pazarlama yoluyla art\u0131 de\u011fer yaratman\u0131n \u00f6z\u00fc, m\u00fc\u015fteri i\u00e7in daha y\u00fcksek bir fayda\/fiyat dengesi sunmakt\u0131r. \u2018Daha y\u00fcksek fayda\/fiyat dengesi\u2019 ifadesi, m\u00fc\u015fterinin ihtiyac\u0131n\u0131 rakip se\u00e7eneklere g\u00f6re daha iyi \u00e7\u00f6zebilen bir de\u011fer teklifine i\u015faret eder. Gelin bunu nas\u0131l yapabilece\u011finize birlikte bakal\u0131m:<\/em><\/p>\n

    \n
  1. M\u00fc\u015fteri i\u00e7g\u00f6r\u00fcs\u00fc \u00f6nemli ama hangi i\u00e7g\u00f6r\u00fc sizi daha de\u011ferli k\u0131lar?<\/strong><\/li>\n<\/ol>\n

    \u0130nsan haz odakl\u0131 bir canl\u0131d\u0131r. Temel i\u00e7g\u00fcd\u00fcs\u00fc ac\u0131dan ka\u00e7\u0131nmak ve ald\u0131\u011f\u0131 hazz\u0131 art\u0131rmak y\u00f6n\u00fcndedir. Bu bilgi neden \u00f6nemli? \u00c7\u00fcnk\u00fc insan zihni alg\u0131lad\u0131\u011f\u0131 her \u015feyi beynine kodlarken ac\u0131 veya haz etiketleri kullan\u0131r. Ya\u015fad\u0131\u011f\u0131 s\u00fcre boyunca hayat\u0131na giren her olguyu, ki\u015fiyi, nesneyi, durumu ve kavram\u0131 bu \u015fekilde zihninde dosyalar. S\u00fcre\u00e7 i\u00e7inde bu zihin dosyalar\u0131ndaki \u015feyler \u2018ho\u015fland\u0131\u011f\u0131m\u0131z\u2019 ve \u2018ho\u015flanmad\u0131\u011f\u0131m\u0131z\u0131\u2019 \u015feylere d\u00f6n\u00fc\u015f\u00fcr. Ho\u015fland\u0131\u011f\u0131m\u0131z \u015feylerin daha fazla hayat\u0131m\u0131zda olmas\u0131n\u0131 isteriz. Ho\u015flanmad\u0131klar\u0131m\u0131z\u0131 ise bizden olabildi\u011fince uzak tutmaya ve istemedi\u011fimiz bu \u015feyleri hayat\u0131m\u0131za getiren durumlardan olabildi\u011fince ka\u00e7\u0131nmaya \u00e7al\u0131\u015f\u0131r\u0131z. \u0130\u015fte m\u00fc\u015fteri i\u00e7g\u00f6r\u00fcs\u00fc burada devreye giriyor. E\u011fer m\u00fc\u015fterinizin sizin \u00fcr\u00fcn kategorinizle ba\u011flant\u0131l\u0131 ac\u0131 ve haz noktalar\u0131n\u0131 a\u00e7\u0131\u011fa \u00e7\u0131karabilirseniz, bunlar\u0131 daha y\u00fcksek fayda\/fiyat dengesi sunmak i\u00e7in kullanabilirsiniz.<\/p>\n

      \n
    1. M\u00fc\u015fterinin ac\u0131 noktas\u0131 ne demek?<\/strong><\/li>\n<\/ol>\n

      Ac\u0131 noktalar\u0131 m\u00fc\u015fterinin hayat\u0131n\u0131 zorla\u015ft\u0131ran, yapt\u0131\u011f\u0131 \u015feyden ho\u015flanmas\u0131n\u0131 engelleyen ve yeniden yapmak i\u00e7in daha az istek duymas\u0131n\u0131 sa\u011flayan unsurlard\u0131r. M\u00fc\u015fteri ara\u015ft\u0131rmalar\u0131nda ac\u0131 noktalar\u0131 kendisini \u2018zor, yorucu, kar\u0131\u015f\u0131k, pahal\u0131, \u00a0uzun (zaman al\u0131c\u0131), lezzetsiz, zararl\u0131, yarars\u0131z, zahmetli, yabanc\u0131, uzak, farkl\u0131, vb\u2019 s\u0131fatlarla belli eder. E\u011fer \u00fcr\u00fcn kategorinize veya m\u00fc\u015fterinin sat\u0131n alma tercihlerine dair bunun gibi s\u0131fatlar duyuyorsan\u0131z, bunun derinine inip, alt\u0131ndaki k\u00f6k nedeninin ne oldu\u011funa bakman\u0131z gerekir. \u0130\u00e7g\u00f6r\u00fc, m\u00fc\u015fterinin sizin \u00fcr\u00fcn grubunuzla ilgili bir ac\u0131 noktas\u0131na sahip oldu\u011funu bulman\u0131z de\u011fildir. \u0130\u00e7g\u00f6r\u00fc, bir ac\u0131 noktas\u0131n\u0131n \u2018neden\u2019 m\u00fc\u015fteriye ac\u0131 verdi\u011fini anlaman\u0131zd\u0131r. \u00c7\u00fcnk\u00fc insan zihni, tercih yaparken \u2018ne\u2019 sorusuna de\u011fil, \u2018neden\u2019 sorusuna yan\u0131t arar. Bu y\u00fczden sizin sundu\u011funuz se\u00e7ene\u011fin \u2018neden ac\u0131 vermedi\u011fini veya daha az ac\u0131 verdi\u011fini\u2019 ortaya koyman\u0131z gerekir. \u00dcstelik sadece bunu s\u00f6ylemekle kalmak de\u011fil, ikna edici de olmal\u0131s\u0131n\u0131z. \u0130kna i\u00e7in, m\u00fc\u015fteriye sundu\u011funuz \u00e7\u00f6z\u00fcm\u00fcn geri plan\u0131n\u0131 \u00e7ok iyi anlam\u0131\u015f olmal\u0131 ve buna uygun \u015fekilde konu\u015fmal\u0131s\u0131n\u0131z. M\u00fc\u015fterinin ac\u0131 noktas\u0131na kar\u015f\u0131 geli\u015ftirilmi\u015f bir de\u011fer teklifi \u00f6nerisini a\u015fa\u011f\u0131da \u00f6rnek olarak bulabilirsiniz.<\/p>\n\n\n\n\n
      \n

      Ac\u0131 noktas\u0131<\/b><\/p>\n<\/td>\n

      		Ac\u0131y\u0131 ifade etme \u015fekli<\/b><\/td>\n\u00c7\u00f6z\u00fcm teklifi<\/b><\/td>\nFayda<\/b> (De\u011fer)<\/b><\/td>\n<\/tr>\n
      Kad\u0131nlar i\u00e7in ev kad\u0131n\u0131 g\u00f6revleri yorucu ve zahmetli. Kusursuz ev kad\u0131n\u0131 olmak \u00e7ok zor. Bu durum, sadece fiziksel de\u011fil, duygusal a\u00e7\u0131dan da bir y\u00fck.<\/td>\n\u00c7ama\u015f\u0131rlar\u0131 s\u00fcrekli lekesiz tutmak, kirle sava\u015fmak biteviye bir i\u015f.<\/td>\nBir ev kad\u0131n\u0131 de\u011fil, anne oldu\u011funu fark et. \u00c7ocuklar\u0131n b\u00fcy\u00fcrken \u00e7ama\u015f\u0131r y\u0131kayan bir ev kad\u0131n\u0131 de\u011fil, onlar\u0131n b\u00fcy\u00fcmelerine katk\u0131 yapan bir anne ol.<\/td>\n\n

      Omo: kirlenmek g\u00fczeldir. (=\u00c7ocuklar b\u00fcy\u00fcrken tabii ki kirlenirler. Sen iyi bir annesin, onlar\u0131 s\u0131n\u0131rlama. Nas\u0131l olsa Omo temizler.)<\/p>\n

      =Ev kad\u0131n\u0131 olman\u0131n y\u00fcklerinden kurtul. Ferahla. \u0130yi bir anne olman\u0131n hazz\u0131n\u0131 ya\u015fa.<\/p>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

        \n
      1. De\u011fer teklifiniz rakip se\u00e7eneklerden daha cazip oldu\u011fu s\u00fcrece \u00e7ekim yarat\u0131r.<\/strong><\/li>\n<\/ol>\n

        M\u00fc\u015fteriler i\u00e7in bir\u00e7ok \u00fcr\u00fcn grubu hayatlar\u0131nda b\u00fcy\u00fck bir yer te\u015fkil etmez. \u00d6ncelikle \u00fcr\u00fcn kategorinizin m\u00fc\u015fterinin hayat\u0131ndaki yerini ve bu alanda kararlar\u0131n\u0131 nas\u0131l almaktan rahat etti\u011fini a\u00e7\u0131\u011fa \u00e7\u0131kar\u0131n. \u0130nsanlar, i\u00e7lerinin rahat etti\u011fi \u00e7\u00f6z\u00fcm yollar\u0131n\u0131 s\u00fcre\u00e7 i\u00e7inde bir al\u0131\u015fkanl\u0131\u011fa d\u00f6n\u00fc\u015ft\u00fcrme e\u011filimindedir. Bu al\u0131\u015fkanl\u0131klar sat\u0131n alma kararlar\u0131n\u0131 \u015fekillendiren kal\u0131plar yarat\u0131r.\u00a0 M\u00fc\u015fteri i\u00e7in \u00f6nemli olmayan, \u00e7o\u011funlukla kal\u0131pla\u015fm\u0131\u015f al\u0131\u015fkanl\u0131klarla sat\u0131n alma yapt\u0131\u011f\u0131 bir \u00fcr\u00fcn grubunda b\u0131rak\u0131n m\u00fc\u015fterinin karar\u0131n\u0131 de\u011fi\u015ftirmeyi, dikkatini \u00e7ekebilmek bile olduk\u00e7a zordur. \u00c7\u00fcnk\u00fc insanlar kan\u0131ksad\u0131klar\u0131 \u015feyleri de\u011fi\u015ftirmeyi de bir k\u00fclfet olarak g\u00f6r\u00fcrler. B\u00f6yle bir k\u00fclfete katlanmalar\u0131 i\u00e7in de \u00f6nem verdikleri bir konuda ilave fayda alabileceklerini g\u00f6rebilmeleri gerekir. Omo’nun \u00f6rne\u011fini bu y\u00fczden \u00f6zellikle se\u00e7tik. M\u00fc\u015fteri i\u00e7in de\u011feri d\u00fc\u015f\u00fck bir \u00fcr\u00fcn grubundan, onun i\u00e7in de\u011ferli olan bir manevi hazza nas\u0131l bir d\u00f6n\u00fc\u015f\u00fcm sa\u011flanabilece\u011fine \u00f6rnek olmas\u0131 i\u00e7in. \u0130nsanlar\u0131n davran\u0131\u015flar\u0131n\u0131 g\u00fc\u00e7l\u00fc \u015fekilde de\u011fi\u015ftiren t\u00fcm de\u011fer tekliflerinin ard\u0131nda, rakip se\u00e7eneklerin iyi g\u00f6remedi\u011fi bir ac\u0131 noktas\u0131na \u00e7\u00f6z\u00fcm olan bir fayda bulunur. \u015eampuan piyasas\u0131n\u0131 bir anda ele ge\u00e7iren Pantene ProV; market al\u0131\u015fveri\u015fini de\u011fi\u015ftiren B\u0130M; giyim konusunda her kesimden insan i\u00e7in bir se\u00e7enek haline gelen LC Waikiki; bir\u00e7ok uygun fiyatl\u0131, yayg\u0131n servisli yerli \u00fcretim otomobil markas\u0131n\u0131 ge\u00e7erek lider olan VW Passat; Lipton Ice Tea ve Fuse Tea gibi rakiplere kar\u015f\u0131 so\u011fuk \u00e7ay kavram\u0131n\u0131 \u00f6ne \u00e7\u0131kararak ice tea pazar\u0131n\u0131 b\u00fcy\u00fct\u00fcp pazar ikincili\u011fine y\u00fckselen Didi, sadece \u015fansl\u0131 olduklar\u0131 i\u00e7in de\u011fil, m\u00fc\u015fterinin hayat\u0131na daha fazla fayda getiren bir de\u011fer teklifine sahip olduklar\u0131 i\u00e7in ba\u015far\u0131l\u0131 oldular.<\/p>\n

        Her \u00fcr\u00fcn grubu kendi i\u00e7inde bir\u00e7ok f\u0131rsat bar\u0131nd\u0131r\u0131r. Yukar\u0131da payla\u015ft\u0131\u011f\u0131m\u0131z \u00f6rnekler size kendi kategoriniz i\u00e7in nas\u0131l kutunun d\u0131\u015f\u0131ndan bakabilece\u011finizi g\u00f6stermek, ilham vermek i\u00e7in sunuldu. \u0130\u015fin asl\u0131, e\u011fer m\u00fc\u015fterinizin sizin \u00fcr\u00fcn grubu ile olan ili\u015fkisini ve sat\u0131n alma kararlar\u0131n\u0131 nas\u0131l \u015fekillendirdi\u011fini derinlemesine biliyorsan\u0131z, daha y\u00fcksek fayda sunan bir de\u011fer teklifi haz\u0131rlaman\u0131z ve rakiplerinizin \u00f6n\u00fcne ge\u00e7meniz \u00e7ok m\u00fcmk\u00fcn.<\/p>\n

        Bora Al\u00e7\u0131<\/p>\n

        Kurucu,<\/p>\n

        Argus Growth Agency: T\u00fcrkiye\u2019nin ilk ve tek b\u00fcy\u00fcme dan\u0131\u015fmanl\u0131\u011f\u0131 \u015firketi<\/p>\n

        Argus Growth Agency markalar\u0131n ve \u015firketlerin g\u00fc\u00e7l\u00fc ve s\u00fcrekli b\u00fcy\u00fcmelerini sa\u011flayacak dan\u0131\u015fmanl\u0131k ve ara\u015ft\u0131rma hizmetleri sunar. B\u00fcy\u00fcme hedeflerinizi ger\u00e7ekle\u015ftirmeniz i\u00e7in size de yol g\u00f6stermemizi isterseniz bize ula\u015f\u0131n: hello@argusga.com<\/p>\n","protected":false},"excerpt":{"rendered":"

        Pazarlama yoluyla art\u0131 de\u011fer yaratman\u0131n \u00f6z\u00fc, m\u00fc\u015fteri i\u00e7in daha y\u00fcksek bir fayda\/fiyat dengesi sunmakt\u0131r. \u2018Daha y\u00fcksek fayda\/fiyat dengesi\u2019 ifadesi, m\u00fc\u015fterinin ihtiyac\u0131n\u0131 rakip se\u00e7eneklere g\u00f6re daha iyi \u00e7\u00f6zebilen bir de\u011fer teklifine i\u015faret eder. Gelin bunu nas\u0131l yapabilece\u011finize birlikte bakal\u0131m: M\u00fc\u015fteri i\u00e7g\u00f6r\u00fcs\u00fc \u00f6nemli ama hangi i\u00e7g\u00f6r\u00fc sizi daha de\u011ferli k\u0131lar? \u0130nsan haz odakl\u0131 bir canl\u0131d\u0131r. Temel i\u00e7g\u00fcd\u00fcs\u00fc […]<\/p>\n","protected":false},"author":1,"featured_media":255,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"_links":{"self":[{"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/posts\/113"}],"collection":[{"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/comments?post=113"}],"version-history":[{"count":5,"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/posts\/113\/revisions"}],"predecessor-version":[{"id":259,"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/posts\/113\/revisions\/259"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/media\/255"}],"wp:attachment":[{"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/media?parent=113"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/categories?post=113"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/argusga.com\/blog\/wp-json\/wp\/v2\/tags?post=113"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}