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如何利用市场细分找到目标市场?

成功的企业都明白只有少数人会购买他们的产品或服务。然后,应尽可能准确地确定是哪些人在购买,并“定位” 企业的营销策略

您也可以通过识别和服务特定客户群 – 确定你的目标市场来建立更好,更强大的业务。你应该怎样做呢?你可以通过学习如何使用目标市场细分来找到最有兴趣购买您必须提供的产品和/或服务的潜在客户群。

成为行业专家是目标市场细分的关键

您需要做的第一件事就是优化您的产品或服务,这样您就不会浪费时间去做所有的事情”。一定要成为行业专家!

例如,在我的业务,​​一个生态旅游公司,我们在市场规划的早期做出了一些具体的决定。作为租船业务,我们知道该地区有许多捕鱼包船运营商。所以我们决定提供观光或特殊活动包船业务,我们不允许在船上喝酒或钓鱼。是的,这个决定消除了一定比例的市场 – 但它也给了我们一个可以利用的“ 利基 ”,并以其他包船运营商无法利用的方式扩大了我们的市场。

接下来,您需要了解人们购买产品或服务的原因有三个

  • 满足基本需求。
  • 解决问题。
  • 让他们感觉很好。

您需要确定您的产品或服务是哪些类别的解决方案,并准备相应地推销它

您的产品或服务也可能适用于多个类别 – 我们的包船业务主要针对那些只想要感觉良好的人 – 在水上度过一天,放松和等待。但它也针对那些来自城外,甚至海外的访客,因为我们代表了解决“我们公司在这里时我们会做什么?我们如何娱乐他们,或向他们展示我们的服务? “

目标市场

现在,您已准备好通过使用目标市场细分来找到目标市场。

首先,您的产品或服务是国际的还是国家的?或者您更有可能主要在自己的地区或社区销售它?

就我们的包船业务而言,我们的  主要市场  实际上是国内或国际 – 来自世界各地的游客。我们的  二级市场  是本地市场 – 有特殊活动庆祝,公司会议或休息计划,或来自城外的公司。

假设您的主要市场是本地或区域性的,并且您居住在拥有25,000人口的社区中。您需要做的第一件事是研究社区的人口统计数据,并将其  划分为细分市场

  • 年龄:儿童,青少年,年轻,中年,老年人
  • 性别:男,女
  • 教育背景:高中,大学,大学
  • 收入:低,中,高
  • 婚姻状况:单身,已婚,离婚
  • 种族和/或宗教背景
  • 家庭生活周期:新婚,结婚10 – 20年,有或没有孩子。

您可以通过当地城镇,大厅,图书馆或商会获取相关信息   – 您可以获得的详细信息越多越好。

接下来,您需要使用心理信息  作为指南尽可能细分市场  :

  • 生活方式:保守,刺激,时尚,经济
  • 社会阶层:低级,中级,高级
  • 意见:容易领导或自以为是
  • 活动和兴趣:运动,体能,购物,书籍
  • 态度和信仰:环保主义,安全意识

*注意:如果您是B2B公司,您还需要考虑可用的行业类型,员工人数,年销售量,地点和公司稳定性。此外,您可能想了解他们的购买方式:季节性,本地性,仅限量,谁做出决定?值得注意的是,与个人不同,  企业仅出于三个原因购买产品或服务

如果您满足一个或多个这些公司需求,您可能已经找到了目标市场。

根据您的目标市场细分描述您理想的客户

到目前为止,您应该了解您认为理想客户是谁或者您希望成为谁。

根据您的业务性质,您甚至可以编写客户描述。“我的目​​标顾客是一位30多岁或40多岁的中产阶级女性,已婚并有孩子,并且具有环保意识和身体健康。”

根据您在上面的细分研究中发现的数字,您甚至可能知道,您所在地区约有9000名潜在客户!很可能其中有3000人已经  忠于  竞争对手,但仍然有6000人没有,或者还没有从任何人那里购买过产品。 做研究

如果需要,可以扩展或重新定位目标市场

很多时候  潜在客户  不了解您的公司,或者无法区分您公司与其他公司之间的差异。一旦你知道你的最佳客户  是谁,那么你的工作  就是“瞄准”你所识别的群体- 即使你有竞争对手。

此外,您可以使用上面的示例决定,您还希望将目标市场扩展到包括50至60岁的女性。如果您回到人们购买商品或服务的基本原因,并且可以找到将您的工作定位到该年龄段的方法,那么您可能会成功占领更大的市场份额。

另一方面,如果您“专注”您的产品或服务,然后研究您的目标市场,但发现可能会有少于75人从您那里购买,该怎么办?

首先,如果这75个企业客户每年在您的产品或服务上花费数百元,那么您无需担心。但如果这75个人每十年只花10元购买你的产品或服务,你需要回到规划业务的绘图板上,或者确定更广泛的目标市场。但至少,您拥有重新开始或朝不同方向前进所需的所有信息。

让我们面对现实 – 一切都是市场和目标市场。综上所述,企业通过利用市场细分找到目标市场还是很重要的。

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