ЧЕМУ МОЖЕТ НАУЧИТЬ КРИЗИС?

Андрей Стрельцов

В китайском языке слово «кризис» состоит из двух иероглифов: кризис. Один обозначает «опасное время», второй – «время возможностей, шанс». К кризисуследует относиться не как к глобальной проблеме, а как к катализатору, который вынуждаетделовых людей взглянуть на мир под другим углом, сделать выводы и внедрять в свой бизнес что-то новое и полезное

Прежде всего, тому, что такая банальная фраза как «в бизнесе выживает сильнейший» имеет абсолютно конкретный смысл. Но «сильнейший» – это не только наличие финансового ресурса, а и умение максимально эффективно использовать имеющиеся у нас возможности.

Сегодня огромное количество бизнесменов стонет от кризиса. Но если внимательно посмотреть, то мы увидим, что дело не только в кризисе, а и в том, что их бизнес до сих пор находится в «каменном веке».

В своей работе предприниматели не  используют в полной мере интернет и современные технологии. Для рекламы своих товаров или услуг они по старинке пользуются традиционными СМИ, которые уже давно не дают желаемого результата. А управляют своим бизнесом многие из них не на основании конкретных показателей эффективности, а основываясь на догадках и предположениях.

Кризис не добавил в их бизнес ничего нового, он лишь обнажил итак существовавшие проблемы.  Когда все более-менее стабильно и денег хватает, то многие предприниматели недооценивают важность  такого параметра как эффективность.

Но именно эффективность позволяет «выжать» из бизнеса максимальный результат и обеспечить выживание и развитие компании в период даже самого глубокого кризиса.

Почему предприниматели не используют в своей работе современные технологии, дающие возможность значительно увеличить эффективность бизнеса? Может быть, проблема в отсутствии свободных денег?

Нет, проблема вдругом – предприниматели о них просто не знают.

На сегодняшний день в интернете существует множество инструментов и сервисов, которые могут значительно повысить эффективность бизнеса, и использовать их можно совершенно бесплатно.

Например, такой сервис как Google Trends, сравнив динамику поисковых запросов пользователей интернета, подскажет наиболее перспективное направление для развития бизнеса.

увеличенная доставка еды и создание сайтов

Как мы видим на графике, пик популярности поискового запроса «создание сайтов» был в 2007 году, а дальше на протяжении уже многих лет спрос на данную услугу стабильно падает. А если посмотреть динамику спроса на услугу «доставка еды», то мы увидим, что ежегодно спрос на эту услугу только увеличивается.

Если вы научитесь правильно работать с Google Trends, то вам даже не придётся ходить к гадалке, ведь Google используя современные технологии, предскажет вам будущее гораздо более точно.

А такой сервис как GoogleAnalytics, при умелом использовании, позволит вам легко определить, почему нет продаж в вашеминтернет-магазине и, узнать, что нужно конкретно сделать для того чтобы они были.

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И это лишь несколько примеров из десятков существующих сервисов, которые абсолютно бесплатно позволяют предпринимателю получать очень ценную информацию для своего бизнеса. Умело используя её, вы сможете значительно увеличить эффективность бизнеса и свою прибыль.

Может ли предприниматель позволить себе игнорировать современные технологии? Конечно, может! Но, в этом случае его бизнес будет обречен на провал. Поскольку конкурировать спредпринимателями, которые активно используют интернет технологии в своем бизнесе предприниматель «динозавр» просто не сможет.

На протяжении 6 лет я жил в Китае и занимался экспортом товаров из Азии в Россию, Казахстан, Украину и ряд европейских стран. Я ежедневно работал с китайскими предпринимателями, наблюдал и анализировал, как они делают бизнес в стране, где уровень конкуренции значительно более высокий.

И один из выводов, которые я для себя сделал следующий.

Использовать интернет необходимо не только тем предпринимателям, которые решили создавать свой бизнес в сети, а и тем у которых бизнес находится полностью в оффлайне (вне интернета).

Ведь любой бизнес – это, прежде всего, клиенты. Нет покупателей, значит, нет продаж и нет бизнеса. Но каким бы бизнесом вы не занимались ваши клиенты – это люди,  а большая часть платежеспособного населения в развитых странах (в том числе и в Украине) сейчас активно использует интернет.

Дальше эта тенденция будет только усиливаться, и уже совсем скоро основным потребителем товаров и услуг в мире станет то поколение молодых людей, которым компьютер знаком еще с пеленок. Поэтому, абсолютно предсказуемо, что и свои деньги они предпочтут тратить именно в сети, посещая различные сайты и интернет-магазины.

И если к тому времени вы не научитесь активно использовать в своем бизнесе интернет, то ваш бизнес станет не конкурентно способным, и вы его потеряете.

Думаю, что любому предпринимателю совершенно очевидно, что если нужно узнать, что будет актуально у нас в ближайшем будущем,то нужно просто посмотреть, что сегодня актуально за рубежом, в более развитых странах.

Рано или поздно, все это обязательно появляется и у нас, товары, услуги, методы работы и т.д. и т.п., поэтому выиграют те предприниматели, которые раньше других начнут использовать эти знания в своем бизнесе.

Сейчас я не буду об этом много говорить и приведу только один пример, думаю, вам как предпринимателям он будет полезен. Около года я жил в небольшом, по китайским меркам,  городке (там проживает около 2 млн. человек), который находится рядом с Шанхаем. Этот город называется Иу, и знаменит он своим рынком.

В Иу находится самый большой в мире оптовый рынок товаров народного потребления. Весь рынок поделен на сектора и в каждом секторе  продают товары из одной группы. Например, в одном секторе только полотенца, в другом только мыло, в третьем только свечки и т.д.

1

Но самое интересное для меня было не  это, а  то, как ухитряются сотни предпринимателей, торгующие практически одним и тем же товаром,  в одном месте, оплачивать очень высокую аренду (стоимость аренды некоторых мест на этом рынке измеряется десятками тысяч долларов в месяц), и еще при этом что-то зарабатывать для себя. Причем я видел, что они живут очень неплохо.

Еще больше меня удивляло то, что на этом рынке я никогда не видел толп покупателей, да покупатели были, но это не такой бесконечный поток как на станции метрополитена. Поэтому секрет явно был не в этом.

Я долго наблюдал за этими предпринимателями, а потом начал общаться с местными бизнесменами и расспрашивать у них, как им удается зарабатывать деньги.

Оказалось все предельно просто. Торговые точки на рынке, это не совсем торговые точки в нашем понимании, где сидит скучающий продавец и с надеждой ждет покупателей. Их торговые точки – это шоурумы, в которых просто выставлены образцы товара, а основная работа с покупателями ведется через интернет.

На рынке подключен интернет, а каждая торговая точка оборудована компьютером, принтером и телефоном.

И основная задача продавца заниматься постоянной наработкой клиентов через интернет.

У них есть собственные сайты, они размещают рекламу в интернете, их компании активно работают на специализированых платформах для бизнесменов, например, на таком известном ресурсе как Alibaba.

алибаба

Они не сидят и не ждут клиентов, которые проходят мимо. Благодаря интернету они находят покупателей не только в Китае, а и по всему миру, от Сиднея до Нью-Йорка. Через интернет демонстрируют свои товары, общаются с клиентами, ведут переговоры и заключают сделки, а на торговую точку заказчики приезжают просто познакомиться лично и иногда посмотреть образцы товаров в живую. Вот и все.

Конечно, у них тоже бывают случайные покупатели, которые просто ходили по рынку и случайно зашли в их магазин. Но, основная масса покупателей – это заранее подготовленные и наработанные в интернете клиенты, которые идут на рынок и уже точно знают какой корпус, какой сектор и какой номер магазина им надо.

А учитывая тот факт, что ассортимент и цены у торговцев на рынке практически идентичные, покупатель, придя на рынок и даже зайдя в несколько других магазинов, все равно в итоге сделает покупку в той торговой точке, с менеджером которой у него уже есть определенные отношения, сформированные в процессе общения через интернет.

Сегодня создать свой  успешный бизнес и обогнать конкурентов можно исключительно за счет  гибкости и способности адаптироваться к стремительно меняющимся условиям ведения бизнеса.

Большая часть предпринимателей просто не успевает подстраиваться к реалиям очень динамичного современного мира.

Именно это часто и помогает менее опытным и обладающим меньшим финансовым ресурсом молодым предпринимателям, «откусывать» свой кусок пирога у гораздо более опытных бизнесменов «старой закалки».

Но получить часть рынка – это одно, а удержать его и создать свой собственный, по-настоящему успешный бизнес – это совсем другое.

Именно по этой причине многие стартапы, показавшие отличный результат на старте, закрываются так и не получив  серьезных финансовых результатов. Парадокс заключается в том, что то, что является преимуществом для одних, является недостатком для других. Молодые начинающие предприниматели, как правило, хорошо разбираются в современных технологиях, активно используют социальные медиа, и гораздо лучше понимают, как использовать в бизнесе различные гаджеты и возможности интернета.

При этом, старшее поколение предпринимателей гораздо лучше умеет организовать работу компании, обеспечить логистику, провести переговоры и решать прочие необходимые задачи для любого успешного бизнеса.

На мой взгляд, предприниматель, который сумеет эффективно объединить опыт и знания  традиционного бизнеса с возможностями современных  интернет технологий, гарантированно добьется успеха.

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