In 9 stappen jouw positionering implementeren

In 9 stappen jouw positionering implementeren

Delen op twitter Delen op facebook Meer leads en verkopen genereren? Jouw positionering implementeren volgens deze 9 stappen zorgt ervoor dat deze goed uit de verf komt. Een unieke, opmerkelijke positionering bepalen is vaak een hele klus en een team haalt opgelucht adem als het gelukt is. Maar dan begint het echte werk pas. De implementatie is waar het succes van de positionering mee staat of valt. Dat verdient alle aandacht. Daarom bespreken wij in dit artikel de 9 stappen voor de implementatie van jouw positionering.

Positionering implementeren: 9 stappen


  1. Klantprofiel opstellen
  2. Klantreis in kaart brengen
  3. Propositie ontwikkelen
  4. Doelstelling formuleren
  5. KPI’s bepalen
  6. Gedrag organisatie afstemmen
  7. Middelen en kanalen bepalen
  8. Resultaten bijhouden
  9. Jaarlijks evalueren en bijsturen

Natuurlijk bespreken wij met veel plezier de individuele stappen.

1. Klantprofiel (buyer persona) opstellen


voorbeeld klantprofiel buyer persona
Voorbeeld klantprofiel (buyer persona) Bron

Bij het opstellen van de positionering spreken we van een doelgroep, een segment waarbinnen het grootste deel van onze (potentiele) klanten valt. Maar voor de implementatie van de positionering is deze te algemeen. Daarom is de eerste stap bij de implementatie van de positionering het opstellen van klantprofielen.

Het opstellen van een klantprofiel of buyer persona geeft een werkelijk ‘gezicht’ aan jouw ideale klanten. Je gebruikt alle kennis die je hebt om te vertellen wie deze persoon is en hoe zij (of hij) denkt. Wat houdt haar dagelijks bezig, welke houding heeft ze ten opzichte van jouw product, welke criteria gebruikt ze om een beslissing te maken? Het antwoord op deze en nog veel meer vragen moet blijken uit het klantprofiel dat je opstelt.

2. Klantreis in kaart brengen


Per klantprofiel breng je vervolgens de klantreis in kaart. De klantreis is de verzameling fases waar een klant doorheen gaat in zijn aankoopproces en interactie met een bedrijf. Jouw onderzoek naar het klantprofiel heeft je waarschijnlijk al veel inzicht gegeven in welke contactmomenten er zijn maar het loont om hier echt bij stil te staan en het resultaat grafisch uit te werken.

Vervolgens leg je het klantprofiel (of meerdere) naast het resultaat en geef je aan wat de belangrijkste contactmomenten zijn. Dit worden ‘Moments of Truth’ genoemd:
Moment of Truth: Het moment waarop een potentiële klant contact heeft met een merk, product of dienst en daarover een mening vormt of verandert.

Google onderscheidt nog een stap, het ‘Zero Moment of Truth’. Lees er hier alles over.

Houd in gedachten dat de belangrijkste contactmomenten vaak verschillen per klantprofiel. Het loont zich dus om deze per profiel vast te stellen.

Lees meer over branding of ga naar gerelateerde merkopleiding.


3. Propositie(s) ontwikkelen


Een propositie is de transactiegerichte stelling die kort samenvat waarom een klant een voorkeur moeten hebben voor een specifiek product of dienst ten opzichte van alle concurrentie en alternatieven. Een bekende is ‘smelt in je mond, niet in de hand’ van M&M’s.

Bepaal per klantprofiel de primaire propositie. Hiervoor kan je verschillende structuren aanhouden, enkele voorbeelden:
  • Wij helpen X met Y zodat Z.
  • Voor {klanten} die {probleem of vraag} hebben is er {product of dienst} dat ervoor zorgt dat {resultaat}.
  • What, how, why
  • {Enorm probleem}. {Geboden oplossing} dat {waarom anders is} en {bewijs/track record delen}.

Wij schreven over het verschil tussen propositie en positionering een uitgebreid blog.

De overtreffende trap is om per Moment of Truth (belangrijk contactmoment) de best passende propositie te bepalen. Dat klinkt als overkill maar wat iemand overtuigt hangt natuurlijk sterk af van de fase van het verkoopproces waar zij zich in bevindt. Waarschijnlijk is je conversie een stuk hoger met specifieke proposities. Dit kan je trouwens ook in een later stadium nog doorvoeren en als onderdeel van het jaarlijks evalueren en bijsturen zien.

4. Doelstelling(en) formuleren


Wat wil je bereiken met jouw marketing inspanningen? Meer klanten of leads binnenhalen waarschijnlijk maar je begrijpt dat deze doelstelling veel te vaag is. Ik zal je niet vermoeien met de uitleg van SMART (Google lekker zelf) want dit moet vanzelfsprekend zijn.

Een andere valkuil is niet kiezen voor één of enkele doelstellingen maar voor een hele lijst. Dus een grotere naamsbekendheid, meer leads, groter marktaandeel en betere klantretentie. Ook al zijn jouw doelstellingen nog zo SMART, teveel doelstellingen hebben maakt het moeilijker om keuzes te maken.

Noah Kagan, inmiddels bekend van SumoMe maar gestart als werknemer #30 van Facebook, vertelt over zijn werk bij Facebook het volgende:
“In elke meeting had ik weer nieuwe ideeën voor Mark (Zuckerberg) om geld te verdienen. Hij keek me dan aan en vroeg: “Maar hoe zorgt dat voor meer gebruikers?”. Als mijn antwoord daarop weer uitbleef ging de actie niet door. Mark had maar één doelstelling, meer gebruikers krijgen. De rest kwam later. En dit is de basis van Mark en Facebook’s succes. Toen ik SumoMe begon heb ik mij ook gehouden aan één enkele doelstelling, en het werkt!”

De beste doelstelling(en) zijn dominostenen, als deze vallen volgt de rest natuurlijk.

5. KPI’s bepalen


Er staat wel KPI’s maar in het ideale geval is het er één: welke variabele belichaamt het best in welke mate je aan de doelstelling(en) voldoet? Ik zal je een concreet voorbeeld geven:
De eerste paar jaar van Merkelijkheid waren wij binnen onze online-only strategie vooral gericht op het aantrekken van bezoekers, het vergroten van ons bereik. We schreven wekelijks artikelen over uiteenlopende onderwerpen, sommigen bijvoorbeeld gericht op SEO en anderen op social media. Onze doelstelling was om onze naamsbekendheid te vestigen en vergroten. Onze KPI was het aantal unieke bezoekers dat per maand onze site bezocht. Na een aantal jaar hadden we een respectabel aantal bezoekers, op dat moment zo’n 6.000 unieke bezoekers per maand. We werden af en toe gebeld maar het liep nog niet storm. Tijdens onze evaluatie besloten we daarom onze aandacht te verleggen, we wilden met nieuwe potentiele klanten in contact komen en dat betekent NAW en contactgegevens verzamelen. De overkoepelende KPI was conversie; het % bezoekers dat contactgegevens achterlaat.

Helaas is het doel niet altijd zo eenduidig te vatten maar ik zou je aan willen raden het aantal KPI’s zo klein mogelijk te houden. Het maakt de evaluatie veel simpeler en KPI’s zijn belangrijke handvatten voor het bepalen van zowel gedrag als middelen en kanalen. Voor het vervolg, van dit artikel klik hier.

Auteur: Merkelijkheid. Bij Merkelijkheid is de deadline en snel schakelen minstens even belangrijk als creativiteit. Dat klinkt logisch maar in de praktijk werkt het helaas vaak anders. Een no-nonsense attitude zit in ons DNA, hierdoor weten onze opdrachtgevers één ding zeker: Het komt in orde.

Lees meer over branding of ga naar gerelateerde merkopleiding.

NIBAA Institute

Dit is NIBAA Institute


NIBAA is een opleidingsinstituut gericht op brand management en merkstrategie en gevestigd te Utrecht. NIBAA leidt managers en executives op via diverse korte en langere merkopleidingen. NIBAA werkt met ervaren professionals, hoogleraren en vakdocenten.




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