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Jälkimaterialismin aika muuttaa myyntiä

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Torstai 26.2.2015 klo 23.18 - Antti Kaihovaara


Teollinen vallankumous alkoi 1700-luvun lopulla Britanniassa. Karkeasti sanottuna sitä ennen ihmiset taistelivat täyttääkseen perustarpeensa ja sen jälkeen alkoi materialismin aika, jolloin myös käytännössä turhien tai turhan arvokkaiden (mm. brändituotteet) tavaroiden omistaminen on ollut valtaosan tavoitteena tai haaveena.

Länsimainen kulutuskäyttäytyminen etsii nyt jatkumoa materialistiselle kuluttamiselle. Me olemme ohjautumassa emotionaaliseen kuluttamiseen. Elämme jälkimaterialistista aikaa ja aineettomat arvot nousevat materian rinnalle ja ohi. Ylhäältä alas tuleva hallinnointi tulee hellittämään julkishallinnossa, mutta ensin ja ennen kaikkea yrityksissä.

Muutos näkyy haasteina työelämässä etenkin jäykissä ja globaaleissa suuryrityksissä. Selvä trendi näyttäisi olevan, että suuret yritykset eivät enää kasva, vaan kasvu tulee keskisuurista ja pienistä yrityksistä. Pienemmät ovat joustavia, muuntautuvat markkinatarpeiden mukaan ja palvelevat hyvin lähellä asiakasta. Tämä vaikuttaa myös siihen kuinka tuotteita ja palveluita myymme jälkimaterialistiselle kuluttajalle tai päättäjälle.

Lordi Keynes tiesi sen

Englantilainen taloustieteilijä Keynes ennakoi tulevaa kehitystä vuonna 1930 kirjoituksessaan ”The Economic Prospects of our Grandchildren”. Hän kirjoitti, että yhä useammat ihmisryhmät tulevat vapautuman ongelmista, jotka liittyvät välttämättömyyshyödykkeiden hankintaan. Hän myös totesi, että arvostetuimpia tulevat olemaan ihmiset, jotka voivat opettaa miten tunnit ja päivät voi parhaiten hyödyntää ja jotka osaavat nauttia eri asioista.

Kyse on siis elämän laadun parantamisesta, joka on keskeinen alue jälkimaterialismissa. Kyse on myös arvoista. Entistä useammin valitsemme tuotteen siihen liitettyjen arvojen pohjalta ja samaten yrityksissä valitsemme liiketoimintakumppanit sekä tavarantoimittajat.

Myytkö tuotetta vai merkitystä?

Karkeasti arvioituna nykyjään pääosa myynnissä olevista tuotteista ja palveluista on käyttötarvemielessä riittävän hyviä. Mieti, mitä tuotteesi tarpeen tyydyttämisen lisäksi saa aikaan. Millaista merkitystä, arvoa tai emotionaalista tunnetta myyt tai pyrit saamaan aikaan? Minkä unelmien täyttymystä myyt ja millaisella tarinalla?

Pelkkä hyvä tarina ei riitä, sen sisältö ja merkitys ratkaisee. Ja tarinan pitää olla myös totta, eli sen pitää olla heijastuma yrityksen ja koko henkilöstön toiminnasta. Jälkimaterialistisilla markkinoilla ei muuten pidemmän päälle pärjää.

Globaalisti markkinat ovat eri vaiheessa

Korkean tulotason maat ovat ensimmäisenä tulossa jälkimaterialistisiksi. Aasiassa eletään edelleen materialistista unelmaa vielä ainakin 15-20 vuotta. Ja suuressa osassa Afrikkaan ollaan vasta pääsemässä materialismin vaiheeseen. Ylellisyystuotteiden myynnin painopiste on jo alkanut selvästi siirtyä keskitulotason maihin ja matalan tulotason eliittiin.

Tarinasi ja tapasi myydä pitää sopeutua eri vaiheessa oleviin markkinoihin. Vaikka trendit selvemmin näkyvät kuluttajamarkkinassa, niin ainahan yrityspäättäjä on kuluttaja itsekin ja se vaikuttaa päätöksentekoon.

Myyjät ovat yrityksen näkyvin käyntikortti asiakkaisiin päin, minkä johdosta myyjän pitää olla sisäistänyt yrityksen arvot , yrityksen tarinan – ja elää sen mukaisesti. Erityisen tärkeää on osata tunnistaa asiakasyritysten tarina ja arvot, sillä pian yleisenä ostokriteerinä tulee olemaan arvomaailmojen yhtenevyys. Silloin myynnin ensisijaisiin kohdesegmentteihin kannattaa ottaa myyvän yrityksen kanssa saman arvomaailman jakavat yritykset. Mieti ja varaudu tulevaan, se on lähempänä kuin osaat arvata.

Avainsanat: Myyntitaito jälkimaterialismi arvot tarinankerronta


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