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Как справиться с конкурентами

Один из наших самых больших страхов — это то, что наши клиенты уйдут к кому-то другому, кто сделает то же самое, что и мы, но только за более низкую цену.

Страх стремительно сменяется гневом: Как им вообще не стыдно?! Они ломают рынок. Заканчивается все тем, что мы пытаемся вбить в голову нашим клиентам, что работа с дешевыми дизайнерскими решениями и платформами — непременно закончится крахом бизнеса/банкротством/плохой репутацией.

Что с этим можно сделать? Никому же не нравится, когда кто-то пытается урвать его кусок. Особенно, когда это нарушает весь ваш привычный устрой жизни и внутреннее равновесие.

Основные факторы, которые сбивают цены (не только на дизайнерские услуги, а вообще на все) — это глобализация и технологический прогресс.

Несколько месяцев назад мы с женой переехали в  новую квартиру. С тех пор мы ездили в  IKEA уже 4 раза. В прошлый четверг я хотел съездить с женой в кино. Просто угадайте, куда мы поехали вместо этого? В IKEA. Держу пари, ей просто там больше нравится, чем в кино.

Я уверен, что сборщики, дизайнеры и художники, которые работают в мебельной индустрии, просто ненавидят IKEA за то, что те нарушают их внутреннее равновесие. Наверное, они даже периодически мямлят себе под нос что-то типа: Ну как эти глупые люди не могут понять, что IKEA — это отстой??? Дешевые материалы. Да не пройдет и года, как все развалится. Как можно не понимать, что хороши дизайн — это очень краткосрочное вложение, в то время, как вложение в надежную конструкцию и хорошие материалы — это вложение на всю жизнь?.

Да нет, я, вообще-то, понимаю. Вот только мой бюджет на приобретение стола — $150, а не $850. Уж простите.

Как вести себя с низкоценовыми конкурентами

Споры в дизайнерской сфере сфокусированы в основном на идее образования рынка. В том смысле, что нужно объяснять и вдалбливать истинную ценность хорошего дизайна, показывать и рассказывать, как его ценят в Европе. Я целиком и полностью за эту идею. Но нужно понимать, что это очень дорого и требует много времени. Почему? Потому что нужно объяснять снова и снова массе людей, потому что с первого раза они не понимают и не воспринимают. (можно, в принципе, это назвать промыванием мозгов)

Спросите любую огромную корпорацию, которая готовится к запуску нового продукта, чего ожидать, когда людям нужно дать понять, что питаться надо правильно или пользоваться пластиковыми пакетами в магазине — это плохо. Ожидать стоит…долго. Ожидать стоит больших затрат.

Майкл, дизайнер-сборщик мебели, попытался убедить меня в том, что мне нужно его супер качественное покрытие для кухонного стола и я точно его оценю и не пожалею, что куплю. Может, оно и так. Но ничто меня не остановит перед походом в IKEA.

Я полностью за образование рынка. Но давайте будем реалистами: это не то, что можно сделать за ночь.

А что тогда, собственно, делать?

От того, что McDonald’s массово продает кофе за 99 центов, очереди за кофе в премиальные кафе меньше не стали. Даже не смотря на то, что там намного дороже. Ну возьмем, например, кафе GreyDog в Нью-Йорке. Это модная кофейня, где Каппучино стоит $4. И там просто море народа, все они хотят приобщиться к моде на качественный свежесваренный вкусный кофе. И всем им плевать на это ваше обучение рынка. Им плевать на то, что они платят за кофе так много.

Нужно быть Премиум

Если вы хотите быть гуру дизайна и давать вашему клиенту первоклассный продукт — я полностью это поддерживаю. Нет необходимости ненавидеть ваших низкоценовых конкурентов. Потому что вы ими просто не являетесь, даже не смотря на то, что предлагаете одни и те же услуги.

Согласитесь, сложно себе представить, что вы придете в GreyDog и начнете возмущаться, почему это кофе у них стоит $4, а в MCDonald’s через два дома — $0,99.

Потому что это GreyDog создано так, что приходя в него за кофе, вы понимаете, как дорого все это стоило и как дорого это будет стоить вам. Если вы хотите быть такими же, как GreyDog, только в сфере дизайна, донесите это до своих клиентов. Покажите им это своей одеждой, внешним видом, покажите им это своим портфолио и не просто портфолио , а тем, как оно оформлено, донесите эту мысль через дизайн вашего офиса, предложите им услуги в таком виде, чтобы просто не оставалось никаких сомнений, за что они платят.

И, пожалуйста, запомните, если вы придете в грязный фаст фуд, где за гамбургер у вас попросят $9.90, вы имеете полное право в удивленном возмущении поднять бровь и спросить, как так получилось, что по соседству в  MCDonald’s тот же самый гамбургер продают за  $1.

Если ваши клиенты все же в замешательстве, должно быть, вы где-то допустили ошибку и неправильно подали себя и свои услуги и клиенту недостаточно обоснования, почему это столько стоит.

То, что действительно стоит денег

Несмотря на глобализацию и развитие технологий,  есть вещи, которые действительно сложно сделать: их нельзя взять откуда-то извне и их не могут создать компьютеры. Собственно, поэтому они стоят много денег.

Что же это?

— Новаторство

— Воображение

— Проницательность

Три этих качества — обычные навыки хорошего дизайнера. И именно они стоят клиенту больших денег. Потому что именно эти качества являются основой Хорошего дизайна. И многие дизайнеры используют эти качества в своей работе, и именно это делает их дизайн дорогим, потому что это долгий и сложный процесс.

Можно купить логотип за  $10. Но по прошествию времени станет ясно, что те компании, которые сделали упор на дешевую эстетику вместо хорошо продуманной идеи, попросту не выживут в джунглях конкуренции. Поэтому давайте дадим им эту идею!

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