Start - Business Model performant, Business Plan convaincant - 1re - 35

vous faites ce travail, mieux vous serez performant au lancement de votre
société.
Voici l'approche que je vous recommande :
Formuler une proposition de valeur
(intuitive dans un premier temps, puis de plus en plus précise)

c
c
Définir le portrait-robot de votre client idéal (votre persona)
c
c
Identifier vos clients potentiels
c
c
Interroger vos clients potentiels
c
c
Valider les besoins de vos clients potentiels

Une fois qu'une étape est terminée, revenez à l'étape précédente, complétez
et voyez si vous avez suffisamment d'éléments pour redescendre à l'étape
suivante ou si vous devez remonter à l'étape du dessus.
L'objectif est qu'à la fin vous ayez une proposition de valeur précise, différenciée et intelligible pour votre client.

Formuler votre proposition de valeur unique
La proposition de valeur est la valeur ajoutée que votre entreprise va créer
pour ses clients. Au-delà du produit ou du service que votre entreprise va
vendre, la proposition de valeur doit retranscrire le bénéfice qu'elle va apporter et ce qui rend ce bénéfice unique.
Il est important qu'en lisant votre proposition de valeur, on sache exactement
la raison pour laquelle on va acheter chez vous et pas chez votre voisin.

Les clients : clés de votre succès

35



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