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Positioning Statement: tuyên ngôn định vị

Là lời tuyên ngôn về một vị trí mà công ty mơ ước rằng sản phẩm hay thương hiệu của mình có thể chiếm giữ được trong tâm trí khách hàng. Trong marketing, định vị được xem là linh hồn của một kế hoạch truyền thông hiệu quả. Một bản tuyên bố định vị tốt sẽ giúp bạn xác định được phương hướng chính xác cho cả công ty.

Một trong những phát biểu sâu sắc về định vị lại có nguồn gốc từ câu chuyện cổ tích “Alice lạc vào xứ sở thần tiên”. Khi Alice hỏi Ông mèo Nhăn Nhó cô cần phải chọn con đường nào để đi, ông ta đã trả lời :”Nếu cô không quan tâm cô sẽ đi đến đâu, mọi con đường đối với cô đều như nhau”

Thị trường ngày nay đã có quá nhiều chiến dịch marketing truyền thông diễn ra xung quanh bạn. Nếu không có định hướng hay sự tập trung rõ ràng, công ty của bạn cũng sẽ hành động không khác mọi người – nói quá nhiều nhưng truyền đạt không được gì và cũng chẳng đến đâu cả.

 

Trong marketing, định vị được xem là linh hồn của một kế hoạch truyền thông hiệu quả. Một bản tuyên bố định vị tốt sẽ giúp bạn xác định được phương hướng chính xác cho cả công ty. Nó giúp bạn trả lời 7 câu hỏi mấu chốt sau:

 

·         Bạn là ai?

·         Công việc kinh doanh của bạn là gì?

·         Cho ai? (Ai là người bạn đáp ứng)

·         Điều gì cần thiết trong thị trường mà bạn đáp ứng?

·         Bạn cạnh tranh với đối thủ của mình như thế nào?

·         Sự khác biệt của bạn nằm ở đâu?

·         Đâu là lợi ích độc đáo trong sản phẩm hay dịch vụ của bạn?

 

Đừng bị nhầm lẫn giữa bản tuyên bố định vị và định vị thị trường. Harry Beckwith đã mô tả bản tuyên bố định vị khá rõ ràng trong cuốn sách “Selling the Invisible” của mình: “Bản tuyên bố định vị thể hiện rõ ràng mong muốn của bạn đạt được vị trí nào trong tâm trí khách hàng. Đó là thông điệp cốt lõi mà bạn sẽ chuyển tải trong mỗi phuơng tiện truyền thông”. Hãy nhớ, các công ty không thể nào định vị mình trở thành mọi thứ có thể. Nó hoàn toàn do thị trường nhận thức về vị trí của họ. Đừng bao giờ mong muốn những điều không thể thực hiện được.

 

Vậy, làm cách nào để thông điệp đối thoại của bạn đi đúng hướng ? Bằng việc xây dựng một bản tuyên bố định vị rõ ràng, thuyết phục và khác biệt cùng với những thông điệp chủ đạo sẽ giúp bạn và công ty bạn lựa chọn cho mình vũ khí tốt nhất và hiệu quả. Và hơn nữa nó sẽ tạo được sự nhất trí và đồng lòng từ tất cả các nguồn lực của bạn.

 

Dưới đây là những bước cơ bản giúp bạn thiết lập một bản tuyên bố định vị:

 

Thiết lập hoạt động

 

Hãy bắt đầu bằng việc tạo ra một qui trình bắt buộc mỗi khi bạn tạo dựng một chương trình truyền thông (dựa trên bản tuyên bố định vị) và cách tiếp cận (dựa trên thông điệp chủ đạo), Mục đích là để chiến dịch đối thoại với khách hàng và công chúng của bạn luôn được rõ ràng, nhất quán và liên tục. Thông qua đó mọi hoạt động của bạn sẽ không còn quá phức tạp và dễ dàng quản lý một cách có hiệu quả. Hãy tạo một qui trình kĩ lưỡng, tuân thủ những nguyên tắc đề ra, và thảo luận không dựa vào nhận thức 1 chiều. Các công ty quảng cáo hay quan hệ công chúng cũng có thể tham gia trong qui trình này.

 

Đúng thông tin

 

Để bắt đầu, bạn cần phải có thông tin. Nắm những thông tin cần thiết sẽ giúp bạn trả lời 7 câu hỏi mấu chốt của một bản tuyên bố định vị. Có thể có nhiều lý do mà nhiều công ty không muốn chia sẻ chiến lược kinh doanh – marketing cho các nhà quản trị truyền thông. Bạn có thể bằng cách nào đó, nhưng ít nhất cũng cần có những tài liệu có giá trị để xây dựng bản tuyên bố định vị cho công ty của mình và trả lời những câu hỏi trên. Nếu công ty bạn thật sự không có chiến lược kinh doanh thì công việc của bạn phải bao gồm cả việc xây dựng nó.

 

Đúng người

 

Kêu gọi những nhà quản trị thật sự quan tâm và sẵn lòng tham gia những hoạt động chủ đạo của bạn. Hiệu quả của việc định vị sẽ cần sự góp sức quan trọng cua họ. Họ có thể là giám đốc điều hành (CEO), giám đốc tài chính (CFO) và lãnh đạo các bộ phận marketing, bán hàng và dịch vụ khách hàng. Sự có mặt của họ đóng vài trò rất quan trọng trong qui trình và chiến dịch truyền thông mà bạn đang xây dựng.

 

Suy nghĩ đúng

 

Trước khi lập mục tiêu cho buổi thảo luận, hãy giành thời gian cùng mọi người trong nhóm tìm hiểu về định vị, nhất là cuốn “ Định vị – Cuộc chiến trong tâm trí” của Trout và Ries ( Positioning – The Battle for Your Mind). Cuốn sách đề cập rõ ràng, dễ hiểu và không quá tốn kém để giúp bạn có một suy nghĩ đúng đắn về vai trò và sức mạnh của việc định vị.

 

Kế đến, ghi ra những mong muốn của bạn về những kết quả và lợi ích mà chiến dịch truyền thông sẽ đem lại, gửi cho mỗi thành viên trong buổi họp đầu tiên. Nó sẽ giúp bạn tiết kiệm thời gian và tiền bạc trong việc thực thi từng bước trong kế hoạch của bạn. Những chiến lược truyền thông đem lại hiệu quả cao nhất luôn là kết quả của việc xây dựng một thông điệp khác biệt, nhất quán và phù hợp để tạo sự nhận biết cao, nhằm đạt đến mục tiêu định vị của công ty.

 

Tạo ý tưởng

 

Trong những buổi thảo luận đầu tiên hãy tập trung vào việc góp nhặt ý tưởng từ những góc độ khác nhau. Hãy để mọi người trao đổi và tranh luận về 7 câu hỏi chủ đạo của định vị. Những nghiên cứu về thị trường và về nhận thức người tiêu dùng có vai trò quan trọng để có được góc nhìn từ bên ngòai và mang tính thực tế đối với việc thiết lập định vị cho công ty. Bên cạnh đó hãy tìm hiểu và xác minh những thông tin về đối thủ cạnh tranh.

 

Những chuyên gia bên ngòai, bao gồm cả những nhân viên cấp cao của các đại diện tư vấn cũng cần tham gia buổi thảo luận, lắng nghe và đóng góp ý kiến. Một người ngoài công ty đôi khi sẽ có những thông tin quan trọng và những ý tưởng có giá trị mang tính đột phá.

 

Một trong những khía cạnh quan trọng của việc xây dựng bản tuyên bố định vị là cần có sự tham gia của các lãnh đạo cao cấp để lắng nghe ý kiến mọi người. Việc gặp mặt trực tiếp sẽ giúp họ  nắm vững và thấu hiểu những gì đang diễn ra. Sử dụng viết và giấy khổ lớn sẽ giúp ghi chép và góp nhặt tất cả các ý tưởng dễ dàng hơn. Luôn cố gắng đảm bảo rằng những suy nghĩ và ý tưởng của các nhà quản trị phải được ghi lại. Sau đó, mọi ý tưởng sẽ được dán lên nơi mà ai cũng có thể nhìn thấy.

 

Thách thức suy nghĩ

 

Nhắc lại với các nhà quản trị về mục tiêu là vạch rõ đường hướng đâu là thực tế và đâu là tầm nhìn viển vông của họ. Nó phải bao gồm điểm mạnh, điểm yếu, cơ hội và thách thức (phân tích SWOT: Strengths, Weaknesses, Threats, Opportunities) của công ty và của đối thủ cạnh tranh. Những gì công ty theo đuổi sẽ là những gì có thể thực hiện và thật sự thuyết phục (thông điệp chủ đạo) để tạo nên một định vị có tính cạnh tranh cao chứ không phải là một cái gì đó xa vời.

 

Điều khó khăn nhất chính là việc tập trung thu gọn thay vì mở rộng những mục tiêu của công ty. “Điều luật tập trung” của Trout và Reis đã thể hiện rất rõ. Khác biệt hóa là sự thiết yếu. Nếu không xây dựng được đâu là sự khác biệt trong hoạt động của bạn, thì công ty sẽ phải nỗ lực bội phần. Sự khác biệt về giá luôn luôn là những lựa chọn cuối cùng.

 

Kết quả mong đợi là bạn đang từng bước xây dựng cho chiến lược truyền thông của công ty một bản tuyên bố định vị và những thông điệp chủ đạo phản ánh thực tiễn, thật sự khác biệt và là đường hướng cho mọi hoạt động của công ty .

 

Tổng kết và duyệt

 

Khi buổi thảo luận kết thúc, tập hợp các ý tưởng hay lại và nhờ đó tổng kết thành một bản báo cáo và nhận xét về định vị. Bản tổng kết ghi rõ những điểm tương tự và những điểm trái ngược của các ý tưởng, từ đó sáp nhập chúng lại với nhau để rút ra những yếu tố chủ đạo cần thiết cho việc định vị. Có thể sẽ có 2 lựa chọn hay nhiều hơn cho bản tuyên bố định vị và nhiều thông điệp chủ đạo. Bản tổng kết sẽ được gửi cho mọi người cùng tham khảo trước buổi họp tiếp theo. Điều này rất quan trọng vì nó sẽ giúp mọi người có thời gian hiểu hơn và đóng góp ý kiến tốt hơn.

 

Buổi thảo luận lần này sẽ tập trung vào việc chọn lọc và thống nhất để rút ra một bản định vị duy nhất và chỉ một vài thông điệp chủ đạo. Những gì rút ra được trong buổi thảo luận sẽ được đưa lên bàn làm việc của những nhà lãnh đạo vào buổi họp cao cấp cuối cùng. Tránh để xảy ra tình trạng kéo dài, thay đổi ý kiến liên tục và có quá nhiều bình luận.

 

Nào Alice, con đường đã rõ ràng

 

Cuối cùng, công ty có thể bắt đầu áp dụng bản tuyên bố định vị cho tất cả mọi hoạt động đối thoại (cả bên ngoài và nội bộ công ty) – từ marketing cho đến bán hàng, từ trang web cho đến các thông cáo báo chí. Qui trình này sẽ được kiểm tra và lặp lại tùy thuộc vào yếu cầu của thị trường, mà điều kiện tiên quyết là khách hàng – chứ không phải thay đổi theo từng tháng hay từng quí.

 

Hãy bắt tay vào thực hiện

 

Trên đây là những bước cần thiết để có thể tạo ra một chiến dịch truyền thông hiệu quả lấy định vị làm gốc. Khuyến mãi hay tiếp thị trực tiếp cũng cần tuân theo kết quả của qui trình này. Tẩt cả đều nhằm đảm bảo sẽ hỗ trợ và thực hiện bản tuyên bố định vị và thông điệp chủ đạo.

 

Bây giờ tất cả phụ thuộc vào chiến dịch truyền thông marketing tích hợp (IMC) của bạn. Các nhà quản trị các chương trình truyền thông, quan hệ cộng đồng và quảng cáo cần dẫn dắt và điều khiển tất cả quá trình tiếp xúc với người tiêu dùng để đảm bảo luôn giữ được tính nhất quán của bản tuyên bố và của thông điệp chủ đạo. Bạn sẽ đối mặt với rất nhiều khó khăn, nhưng kết quả đạt được sẽ thỏa mãn sự mong đợi của bạn !

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