Error clásico: olvidar al cliente

Nota publicada en Diario Ámbito Financiero.

«Para salir de la parálisis, tenemos que vender más; vendiendo más saldremos adelante y de esa manera vamos a resolver todos nuestros problemas». Ésta es una frase de la mayoría de los empresarios cuando se encuentran frente al dilema de cómo salir de sus inconvenientes.

La mayoría de las pymes está enfocada en un solo mercado, un solo cliente o un solo producto. Sólo esperan que por arte de magia y voluntarismo se venda más. Los dueños de las pymes arman la empresa desde lo que ellos saben y pueden hacer, en vez de los que el cliente o el mercado necesitan.

Oportunidades

La «idea o habilidad» del empresario no puede ser el comienzo de un negocio, sino el «descubrimiento de una oportunidad» y la necesidad de clientes que se juntan para dar forma a un negocio puntual. Esta «oportunidad y necesidad» sólo nos la da la existencia de un mercado, y si éste no está o no es alcanzable, es sólo una fantasía del empresario que busca justificar su existencia y la de su empresa con el objetivo de provocar un ingreso o generar una ocupación.

Las empresas se arman «de adelante para atrás», y esto quiere decir primero tener el cliente, saber quién es, cómo llego a él, cómo lo fidelizo, qué necesita, cómo puedo ampliar la gama de productos y servicios para poder satisfacerlo. Luego, una vez consolidado este cliente, hay que ampliar el mercado y trabajar sobre otros potenciales clientes y cómo los alcanzamos.

Arraigo

Los clientes son la base de la existencia de una empresa. La historia industrialista de la Argentina está arraigada en todos nosotros. Primero pensamos en qué podemos producir, o que máquina podemos traer en vez de ver realmente quién es el cliente.

La mayoría de las empresas arma su base en relación con un cliente y luego se queda esperando que el resto venga. Esto es un tremendo error de base. Cada cliente es distinto, necesita productos y servicios a medida y cada vez en forma más parametrizada y tipificada a su gusto y necesidad, un ejemplo de esto es la industria automotriz que suma a sus productos base otros nuevos con una amplia variedad de adicionales, subadicionales, gustos y adaptaciones para alcanzar con una mayor variedad de productos a todo el mercado potencial.

Los empresarios primero esbozan sus ideas y todo lo que pueden hacer, gastar tiempo y recursos en planes de negocios y planificaciones comerciales y financieras sin saber si el cliente los espera para realizar el primer pedido.

La inversión más importante en una empresa es llegar, mantener y hacer crecer a su base de clientes, porque esto le da sustento, existencia y a la vez proyección de futuro, para ampliar su línea de productos y servicios. Sin inversión y recursos reales en el canal comercial no hay viabilidad física a ningún proyecto.

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