"Satifacer al cliente es la fuente para crear valor sostenible".Kaplan.
El catedrático de estrategia de empresa de Harvard, Michael Porter, explica que el proceso de creación de valor pasa por la definición de la Propuesta Única de Valor que permite diferenciar nuestra empresa de los competidores, nuestro conjunto de servicios y productos a de nuestros competidores. ¿Por qué los clientes no te compran a ti y compran a tus competidores? 
Esta diferenciación basada en un análisis estratégico nos permitirá competir de manera singular.
Hay algunas preguntas que debemos hacernos: ¿ Cuáles son las motivaciones de compra? ¿Qué hacen que permanezca con un proveedor?¿ Cómo perciben los clientes nuestra propuesta de valor?

Los elementos de la propuesta de valor desde el punto de vista del cliente incluyen:
  • Descripción del cliente: sus características en el mercado objetivo
  • Necesidades del cliente: Qué buscan o esperan lograr.
  • Motivaciones del cliente: Razones de compra y fundamentos de la permanencia en la marca.
  • Descripción del producto/servicio y sus características: revisar si nuestro producto o servicio aporta esa diferenciación
  • con respecto a la competencia.
  • Estándares del servicio: ¿Cómo se entrega el servicio?, ¿se explica adecuadamente?
  • Precio y condiciones de venta en comparación con la competencia.
  • Fuerza comercial: ¿quien venderá y atenderá las necesidades del cliente? ¿qué tipo de relación se establecerá? 
  • canales de acceso a los servicios: ¿cómo obtienen tus clientes los servicios?
En CrearValor nos esforzamos por ayudarte a tagibilizar tu Propuesta de Valor Online para que sea única, diferenciada y finalmente rentable.
 


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