Consumering

Se o marketing adapta um negocio ao mercado o que que fazem as empresas que se adaptam ao consumidor? Fazem Consumering. Um blog de artigos sobre como transformar uma empresa comercial num negocio de produtos preferidos pelos consumidores. www.consumering.pt

20/03/2005

9.II) Só há para todos os gostos, se não tiver gosto nenhum

Uma das fases decisivas de qualquer relação é o momento em que ambos se conhecem e compreendem. Decisiva porque, mais do que fruto de primeiras impressões sempre cheias de preconceitos físicos, as relações proveitosas emergem quando ambas as partes se dedicam a compreender e entender-se. É aquela fase do quem és, do que é que gostas e qual é o teu filme favorito, e que serve mais para a criação de empatia do que para a verificação numérica de pontos em comum. É sabido que os gostos e interesses não são condição para o sucesso de uma relação, mas também não fazem mal.

Ora o que nos milhões de anos que já dura a caça ao parceiro ninguém se lembrou de fazer (ou se se lembrou não deixou descendência) foi gostar de tudo para que os outros possam escolher. É verdade. Não se está a ver como é que uma abordagem ao desconhecido com ideias do género: “eu gosto de todas as coisas para o caso de alguém querer isso” ou “tenho sobre esse assunto uma ideia que é igualzinha às que oiço” e até “a minha actriz favorita são as que os outros preferem” e etc. vá dar algum resultado.

Ainda assim, no mundo empresarial, esta falta de personalidade patológica tem praticantes. Tanto assim é que há uma quantidade incrível de marcas que fazem gala de “ter tudo”, com “uma solução para cada necessidade” para que o cliente “possa escolher”. Ainda por cima, estas marcas disponíveis para tudo, só não estão disponíveis para recomendar a melhor solução de entre as tantas de que dispõem.

Normalmente começa o disparate quando o gestor da marca descobre que há gente que pode não gostar do que eles fazem lá na empresa e que uma solução para o problema será fazer também algo completamente diferente. Depois seguindo a ilusão de agradar a toda a gente ao mesmo tempo, põe-se a marca a ter de tudo, apenas para argumentar que “também se tem”. Fica então o gestor encurralado numa marca que faz de tudo, mas nada faz bem feito, não lhe restando mais alternativa do que anunciar terem as tais “soluções para todas as necessidades”.

Gostariam de pensar os adeptos da multi-especialização que a sua versatilidade é uma vantagem competitiva que lhes permite ser uma opção em qualquer cenário de compra. Ora, infelizmente, a experiência privada, de quem a tem, facilmente desmente essa ilusão. Enquanto poucas coisas são mais atraentes que uma personalidade forte, ser um banana incapaz de assumir uma preferência é um triste caminho para o onanismo.

Na verdade, a variedade é inimiga do vendedor. Quanto mais houver variedade, menos vende cada unidade. E como o vendedor quer ver a sua especialidade vendida em maior quantidade, de cada vez que introduz uma novidade, está a reduzir a sua rentabilidade. Prosaicamente quer isto dizer que oferecer muitas soluções diferentes não só não ajuda o comprador a escolher, como apenas demonstra a indecisão do fabricante em ser melhor do que os concorrentes.

A variedade de soluções só ajuda a uma venda depois de escolhida a marca que se compra. Antes disso, enquanto a decisão está pendente entre concorrentes, ter de tudo não passa de indecisão e falta de carácter.

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