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  ARTIKLER » KUNDENS BEHOV   NYHEDER
 
Da det er kunden, der skal tage penge op af lommen for at betale for din ydelse eller dit produkt, er det vigtigt at analysere, hvilke bevæggrunde han eller hun kan have til at gøre det.

Det er normalt svært for en iværksætter at tænke på, hvilket udbytte en kunde får ved at købe ens ydelse eller produkt. Iværksætteren vil hellere fortælle kunden om alle de egenskaber produktet har. Kunden er dog mest interesseret i de fordele og det udbytte, din ydelse kan give ham.

Fordele kan være inden for forskellige områder. F.eks. er det en fordel, hvis man sparer penge, tid, bøvl eller kørsel. Det er også en fordel, hvis virksomheden øger sin omsætning, man ser pænere ud, bliver fremhævet og lagt mærke til, går blandt smukke ting eller får konkurrenten ned med nakken.

EFU-modellen
Som hjælp til at fokusere på kundens behov kan man bruge EFU-modellen. EFU-modellen hjælper med at se ens ydelse eller produkt ud fra tre indfaldsvinkler:

  • Egenskaber - fakta på varen /varedeklaration

  • Fordele - hvilke fordele giver ydelsen eller produktet kunden?

  • Udbytte - hvilken personlig nytteværdi får kunden af købet?

Et par eksempler kan uddybe modellen:

Børnetøj
Hvis du f.eks. sælger dyrt børnetøj af en god kvalitet, kunne man anskue din forretning/vare på følgende måde:

  • Egenskaber - økologisk bomuld med giftfri tryk, produceret fair trade i Tanzania, miljøvenligt bleget.

  • Fordele - gode syninger, god pasform, allergivenligt, holder farver i vask, kan vaskes mange gange...

  • Udbytte - Signal om at ´Mit barn skal kun have det bedste´, ´Vi har råd til at købe det bedste´, ´Vi støtter udvikling i u-landene´ ...

Ved at stille spørgsmål til kunden får du mulighed for at at afkode hvilke fordele og hvilket udbytte, der er vigtig for den enkelte kunde. Når du ved det, skal du hjælpe kunden med at finde svarerne.

Serviceydelser
Også serviceydelser kan analyseres i forhold til EFU-modellen. Er du psykolog og sælger samtaler til mennesker i en eller anden krise, kunne EFU stilles op på følgende måde:

  • Egenskaber - professionel samtalepartner med forstand på psykologiske problemstillinger, mand/kvinde, specielle interessefelter...

  • Fordele - central beliggenhed, diskret indgang, indbydende samtalerum, behagelig atmosfære...

  • Udbytte - får fjernet angst, lindret sorg, mulighed for at komme videre i livet.....
    Hvilke fordele og hvilket udbytte giver din ydelse eller dit produkt kunderne?


Kilde: Center for virksomhedsudvikling, d. 16. september 2003
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