10年经验总结,企业打造品牌的成败竟是这“一念之差”
中国品牌战略定位咨询余师分享
佛魔一念间
一个品牌想要成功,固然需要做好许多环节,但成功的根源是最初的观念要正确。这一 个观念,决定着每一个环节的选择决策,可谓佛魔一念间。那么打造品牌的正确观念是什么? 很多理论给出的答案,是满足消费需求。这个观念随着商业环境的变化,不仅是过时的, 更加是错误的。正确的观念是让品牌占据一个价值。本文提出这个视角进行剖析,以转换旧 有观念。
HEWEIZHANJUYIGEJIAZHI?
DANGDADUOSHUDEXIAOFEIZHEDUIMOUGEJIAZHICHANSHENGXUQIUDESHIHOU,SHOUXIANBEILIANXIANGQILAIDEPINPAI,JIUZHANJUZHEZHEIGE JIAZHI。BIRUWANGGOUXIANGQITAOBAO,KONGDIAOXIANGQIGELI,ERSHOUCHEXIANGQIGUAZIWANG,LIANGCHAXIANGQIWANGLAOJI。WULUNSHIXIAN SHANGHAISHIXIANXIA,XIAOFEIZHEZHIZAIHUJIAZHI。PINPAIZHANJULEYIGEJIAZHI,CAINENGGAOXIAODIJIANGXIAOFEIZHEDEXUQIUYINDAODAO ZIJISHENSHANG。YINCI,QIYEDAZAOPINPAI,DIYIGENIANTOU,YINGGAISHIQUEDINGPINPAISUOYAOZHANJUDEJIAZHI。
RANER,YINIANZHICHA,XUDUOQIYECONGXIAOFEIZHEDEXUQIUQIERU,SHITUTONGGUOCHANPINHUOFUWULAIMANZUXIAOFEIZHEDEXUQIU,YICIHUODEXIAOFEIZHEDEGOUMAI。ZHEIZHONGGUANNIANBIAOMIANSHANGKANSIHUHENHELIYEFUHELUOJI,SHIZHISHANGQUESHIFANLEYIGEJIBENDECUOWU,JIAOTOUHUANGAINIAN。
BEIXIAOFEIZHEGOUMAILEDECHANPIN,CAIYOUZIGESHUOZIJIMANZULEXIAOFEIXUQIU。MEIYOUBEIXIAOFEIZHEGOUMAIDECHANPIN,DINGDUOJIAOYIJUXIAOFEIXUQIUBEIZHIZAOCHULAI,LIMANZUXUQIUHAIYUANDEHEN。YUSHIWOMENJINGCHANGKANDAOZHEIYANGDEXIANXIANG,JIBIANCHANPINHENHAO,YEFUHEXIAOFEIXUQIU,DANQIYEYIRANXUYAOBUTINGDIYINGXIAOHECUXIAO,CAINENGBACHANPINMAICHUQU。
满足需求 VS 占据价值
MANZUXUQIUHEZHANJUJIAZHI,ZHEILIANGZHONGGUANNIANYOUNAXIEBUTONGZHICHU?
1、 满足需求是产品层面,占据价值是品牌层面。
ZAIWEIQIYETIGONGPINPAIZIXUNDE 10 NIANLI,JINGCHANGYUDAOCHANPINJINGLIXINGDEQIYEJIA,YOUYUMINRUIDIBUZHUODAOYIGESHANGWEIBEIMANZUDEXUQIU,KAIFACHUXIANGYINGDECHANPIN。CHUQICHANPINSHOUDAOXIAOFEIZHEDEREPENG,DANHENKUAIYINLAIJILIEDEJINGZHENG,YUSHIXIAOLIANGXIAHUA,QIYEZHUANERYANFAXINCHANPIN,RUCIFANFUXUNHUAN,PINPAIZAISHICHANGZHONGMEIYOURENHEJILEI。QIYEZAIBUDUANDESHICUOHEOURANDECHENGGONGZHONG,LANGFEILEDALIANGZIYUAN。
JIUQIYUANYIN,MANZUXUQIUDEGUANNIANRANGQIYEDESIKAOTINGLIUZAICHANPINCENGMIAN,ERFEIPINPAICENGMIAN。ZAIZHINENGMATONGSHENGXINGDESHIHOU,WOQINYANMUDULEYIGEDIANXINGDEANLI。ZHEIGEQIYEZAIZHINENGMATONGSHANGHUALEJIGEYIDEYANFAHEXIAOSHOUZIJIN,KEYISHUOSHIBADUIMATONGGAIDEXIAOFEIXUQIUCHEDIWAJUECHULAILE。ZUIHOUSHIZAIBUXING,ZHEIGELAOBANJIMATONGGAIJIALEYUYINGONGNENG,KEYIYIBIANSHANGCESUO,YIBIANHEMATONGGAILIAOTIAN。ZHETENGLESANNIANSHIJIAN,ZHEIKUANWUDIMATONGGAIYIGEDOUMEIMAICHUQU。
KANSIHUANGTANGDESHIQING,QISHITIANTIANZAIFASHENG。QIYEJIAFEIJINXINSIZHUOMOCHANPIN,ZHENGTIANXIANGZHEDAODIXIAOFEIZHEYOUSHENMEXUQIUMEIYOUBEIMANZU。SHUOSHIZAIDE,CHANPINDOUNENGMANZUXUQIU,MAIBUDONGDEYUANYINHENDUO,DANBUSHICHANPINDEWENTI,SHIGUANNIANSHANGCHUCUOLE。
LINGYIFANGMIAN,JIBIANCHANPINZHENDEHENHAO,XIAOFEIZHEJIZHULECHANPIN,NEIMEZAITONGZHIHUADECHANPINZHONGXUANGOUYIGEYEKEYI,QIYEDECHUANGXINCHANPINJIUCHENGLEXIANLIE,WEIQITAPINPAIZUOLEYANFAGONGZUO。
今天的市场,企业不缺产品,缺的是自己家的品牌,是与价值紧密关联的品牌。
2、 满足需求无法形成认知,占据价值才能扎根心智。
QIYEWURENWEITONGGUOMANZUXIAOFEIXUQIUJIUKEYIDAZAOCHUPINPAI,YUSHIZIYUANDALIANGTOURUCHANPINCENGMIAN,DONGBUDONGJIUNACHANPINKAIDAO,BUDUANSHENGJIHUANDAI,ZUIZHONGJISHIBACHANPINZUODAOLEJIZHI,HUITOUYIKAN,XIAOFEIZHEBUJINDUIPINPAIMEIYOUYINXIANG,SHENZHIDUICHANPINDEHAOCHUDOUZHIZHISHENSHAO。QIYEJIAZUIPADEJIUSHITAOZUIZAIZIJICHANPINDEYOUYUESHANG。
WOCENGJINGJIECHUGUOYOUYIGEZUOLUOXUANZAOCHANPINDEQIYE,TINGWANQIYEJIADEJIESHAOCAIZHIDAO,ZHEILUOXUANZAOZHENSHIGONGNENGQIANGDA,SHIJIZHONGBAOJIANGONGNENGYIYINGJUQUAN,SHENZHIHAIHUOPILENENGYUFANGAIZHENG。DANLUOXUANZAOCHANPINDEZHEIXIEHAOCHU,XIAOFEIZHEJIBENBUZHIDAO。NEIGEQIYEJIAKAIWANXIAODISHUO,XIANZAIDOUBUGANXUANCHUANZHEIXIEGONGNENG,PAXIAOFEIZHEJUEDEZIJISHIGEPIANZI。
QUEFAPINPAIDEYINDAO,XIAOFEIZHEDUICHANPINDEGANZHIBIRANSHIFUQIANDE,TONGSHI,JIAZHIYEBEIYANMAILE。
LINGYIGEANLIYUCIXINGCHENGDUIBI。ZHEIGEQIYEJIADAILILEHANGUODEYIGEHUFUPINPAI,YESHIKANZHONGLECHANPINGONGNENG,YESHIGONGNENGDUODAOSHUOBUWAN。ZHEIGEQIYEJIASHUO,MEICIDOUYAOGENDAILISHANGJIANGSHANGYIGEDUOXIAOSHICAIBACHANPINSHUOQINGCHU。ZHETENGLELIANGNIANXIAOLIANGZHIYOU 80 WAN,HAIKUILEJIBAIWAN。WOMENZHANKAIHEZUOHOU,CONGPINPAICENGMIANZONGJIECHUDECHENGGUOSHI,YIFENZHONGBAJIAZHIJIANGQINGCHU。DANGNIANZAIMEIBOHUISHANG,XIANCHANGJIUSHIXIANLEWUQIANWANDEDINGDAN,LIANGNIANSHIJIANXIAOLIANGTUPO 1 GEYI,ZHIYOU 7 GERENDETUANDUIYESHIXIANLECONG 0 DAO 1 DESHENGCUNJIEDUAN。 MANZUXUQIUSHILISUOYINGDANGDE,XIAOFEIZHEZHIHUIDUIPINPAIJIAZHIYOUYIN。
3、 满足需求会错过战略时机,占据价值能引领战略升级。
DAZAOPINPAIYOUYIGECHUANGKOUQIDEGAINIAN,JISHISHUO,ZAICHUANGKOUQINEI,PINPAINENGJIANLIQILAIJIUJIANLIQILAILE,RUGUOYOUQITAPINPAIJIEZUXIANDENG,YOUYUXIAOFEIZHEJIYIKONGJIANYOUXIAN,JIUBUZAIJIESHOUHOUJINPINPAILE,NEIZIJIDEPINPAIJIUCUOGUOLECHUANGKOUQI。QIYEDAZAOPINPAIDESHIHOU,RUGUOZHIXIANGZHEMANZUXUQIU,ZUIZHONGQUEMEIYOUZHANJUYIGEJIAZHI,SUOCHUANGZAOCHULAIDESHICHANG,ZHONGJIANGBEIQIANGSHIPINPAISUOSHOUGE。ZHEIYESHIGEXINGGEYECHUXIANGUANGGAODAZHANHEPINPAIGUATOUDEYUANYIN。
ZAICIBUCHONGYIJU,RUGUOQIYEFAXIANYIJINGCUOGUOPINPAICHUANGKOUQI,NEIZUIHAODECELVEJIUSHIJISHICHELIZHEIGESHICHANG,QICISHIZHANLVEZHUANXING,YIBANSHICONGCEYIZHANZHUANXINGJINGONGZHAN,FOUZEJIANGTINGLIUZAIDIXIAOLVDESHENGCUNZHUANGTAI,ZIYUANWUFASHIXIANZUIJIADETOURUCHANCHUBI。
MANZUXUQIUDEPINPAIGUANNIANHUIDAOZHIPINPAICUOGUOZHANLVESHIJI,QIZHONGDEYUANYINSHI,QIYEHUIBUDUANDIYANFAXINCHANPIN,HUOZHEJICHANPINTIANJIAXINDEJIAZHI,SHITUMANZUGENGDUODEXUQIU,PINPAISHIZHONGQUEFAYIGEYIYIGUANZHIDEJIAZHIZAIYINDAOQICHENGZHANGDELUJING。ZHEIHEZHANJUJIAZHIDEPINPAIGUANNIANQIAQIAXIANGFAN,QIANGDIAODESHIPINPAIYUYIGEJIAZHIXINGCHENGZUIMIQIEDEGUANLIAN,RANHOUTONGGUOPINPAIZHANLVEDESHENGJI,RANGGENGDUODEXIAOFEIZHELEJIEDAO,WOZHEIGEPINPAIZUINENGTIXIANNAGEJIAZHI。
CENGJINGYOUYIGEZUOHUAZHUANGPINDEQIYE,QIXIACHANPINZHONGDUO,YIGEJIYURANGQIYELVXIANTICHULEXIEZHUANGSHUIZHEIGEGAINIAN,ZAICIZHIQIANHAIJIAOSUYANSHUI。HENMINGXIAN,XIEZHUANGSHUIDEGAINIANBISUYANSHUIYAOHAOHENDUO。YUANBENZHEISHIZHANJUXIEZHUANGSHUIJIAZHIDEDAHAOSHIJI,JIASHANGTONGXINGDUIZHEIGEXINCHANPINDEPEIFANGHAIBUTAILEJIE,XINPINLEIDEJIHUIJIASHANGSHIJIANCHA,QIYEWANQUANKEYIJIECIXUNSUJIANLIPINPAI。
RANER,ZHEIGEQIYELENGSHIZUOLELIANGNIANDECHANPINPIFA,ZAIXIAOSHOUZHONGDUANSHANGJIHUMEIYOUPINPAIXUANCHUAN,JIEGUOBUDANSHICHANGBEIHOUJINPINPAIQIANGZOU,LIANXIEZHUANGSHUIZHEIGEJIAZHIDOUBEIDUISHOUZHANJU。SHEIDOUNENGMANZUXUQIU,DANBUSHISHEIDOUNENGJIANLIPINPAI。
转念之间
CONGMANZUXUQIUDEPINPAIGUANNIAN,ZHUANXIANGZHANJUJIAZHIDEPINPAIGUANNIAN,ZHUANNIANZHIJIAN,TIANDIYIXIN。
HUIGUIDAOPINPAI,CONGQIYEDEJIAODUKAN,PINPAISHIYIZHONGTISHENGYINGLIXIAOLVDEGONGJU,CONGGUKEDEJIAODUKAN,PINPAISHIYIZHONGZHIYINXIAOFEIJUECEDEGONGJU。QIYEYAOCHUANGZAOJIAZHI,GUKEYAOGOUMAIJIAZHI,QIYETONGGUOPINPAIJIAZHIHUIJUGUKEXUANZE。ZHIYAOSHIYOUJIAZHIDEDONGXI,BENSHENJIUYIWEIZHENENGMANZUMOUGEXUQIU。BIRUSHUIGUANPINLEIYOUYIGEJIAZHISHINAIYONG,RIFENGGUANDE“GUANYONGWUSHINIAN”,MUDEJIUSHILAOLAOZHANJUZHEIGEJIAZHI。QITASHUIGUANPINPAIZUIJIACELVESHIQUZHANJUQITAJIAZHI。
NIANTOUYIZHUAN,QIYEHUIFAXIAN,MANZUXUQIUDESHIJIAZHI,QIYEDAZAOPINPAIDEZHENGQUEGUANNIAN,SHIJIANLIHEQIANGHUA PINPAIYUJIAZHIZHIJIANDEGUANXI。