满足了客户的什么需求 它解决什么样的客户痛点.ppt

? Tom Vassos, DestinationI ? Tom Vassos, DestinationI ? Tom Vassos, DestinationI ? Tom Vassos, DestinationI ? Tom Vassos, DestinationI ? Tom Vassos, DestinationI ? Tom Vassos, DestinationI ? Tom Vassos, DestinationI ? Tom Vassos, DestinationI ? Tom Vassos, DestinationI ? Tom Vassos, DestinationI ? Tom Vassos, DestinationI * Market Forces Analysis市场力分析 ? Potential Land Mines 潜在雷区 Potential Gold Mines 潜在金矿 Market Forces 市场力 Negative Trends 消极趋势 Positive Trends 积极趋势 Competition 竞争力 ? ? Demographics 人口因素 ? ? Economics 经济因素 ? ? Globalization 全球化 ? ? Human Resources 人力资源 ? ? Industry Structure 产业结构 ? ? Legal/Regulatory 法律/法规 ? ? Marketplace 市场 ? ? Physical Environment 物理环境 ? ? Political 政治因素 ? ? Society 社会因素 ? ? Supply Chain 供应链因素 ? ? Technology 技术 ? ? Other 其他 * Current Competitors 当前竞争对手 Competitive Strengths, Weaknesses and Positioning 竞争策略，劣势和定位 Possible Emerging Competitors 潜在竞争对手 Competitive Strengths, Weaknesses and Positioning 竞争策略，劣势和定位 Competitive Analysis 竞争分析 * Target Market Analysis 目标市场分析 Target Market Segment 目标市场 Customer Needs and Pain Points 客户需求和痛点 How/How Well/ Who is currently addressing these needs/pain points? 谁/怎样/在何种程度定位客户需求和痛点 What needs/pain points are not being addressed? How is your approach or positioning unique? 哪些未定义的需求或痛点？你是如何实现方式或独特定位？ Next, Priori-tize: 优先考虑 * SWOT Analysis SWOT 分析 Strengths 优势 Weaknesses 劣势 Opportunities 机遇 Threats 威胁 * Your Prospect/Customer Persona 你的预期/客户表现 * The Diffusion of Innovation Acceleration Model – Accelerating eCommerce Success扩散创新加速模式，加快电子商务的成功 Appeal to Core Beliefs 吸引核心信仰 2. Create Value 创造价值 4. Provoke Action 促其行动 3. Provide Evidence 证明 1. CORE BELIEF核心理念 2. VALUE PROPOSITION价值主张 3. PROOF证明 4. ACTION行动 What do you want customers to believe? How is that different from competitors? 你想要客户相信什么？ 这如何有别于竞争对手？ What is your value proposition? Is it compelling? What customer needs does it meet? What customer pain points does it address