マインド・教訓 The Turning Point編集部

あなたは起業でこんな８つの間違いをしてませんか？～後編～

５．「まずは自分でやってみます」と言って、自分でやる

「まずは自分でやってみます」と言う人で、その後に起業してビジネスで成功した人は見たことが無いので、実際にごく僅かでしょう。色々な起業家や経営者に訊いてみても、同じ答えが返ってきました。

何でも自分でやってみる、そのチャレンジ精神はもちろん素晴らしいことですし、やってみることで初めて理解できるので大切なことです。
しかし、リソース、特に時間は有限であり、刻一刻と寿命に向かって減り続けています。その中で、マーケティング、集客、広告、経営、税務、労務などなど、ビジネスでやるべきことは山ほどあるのに、その全てを一人でやるには無理があります。

その道のプロに頼むのが結局はベストです。なぜなら、あなたが大変な思いをして膨大な時間をかけてやったとしても、その道のプロには叶わないからです。
あなたはあなた自身の強み、あなたにしかできない仕事に集中することです。そうすればするほど、結果として売上も利益も上がります。

６．自分の頭の中だけでビジネスモデルをつくる

どんな天才でも、自分の頭の中だけで考えたビジネスモデルがそのまま通用することはありません。なぜなら、そこには最も肝心な「顧客目線」が無いからです。
どんなビジネスも売り手と買い手の関係でしか成り立ちません。そして、どんなに売り手が良いと思っても、買い手が欲しいと思わない限り売れることは絶対にあり得ません。

だから、見込客に意見を聴くことが超重要なのです。
どんなビジネスも何らかの「問題解決」の手段を商品・サービス化して提供します。つまり、相手の解決したい問題は何か、それに対する適切な手段は何かを知ることが鍵です。

それを知るためには、見込客に直接聴くしかありません。
よく、インターネット上で全ての情報を収集しようとする人がいますが、特にこの見込客理解に関しては、インターネット上に載っている情報では浅すぎて使い物にならないことがほとんどです。そんな環境で何時間も検索してリサーチするよりも、見込客1人に直接インタビューした方が、得られる情報の量も質も、かかる時間も、圧倒的に効果的かつ効率的なのです。

あなたのビジネスモデルは自己満足で終わらないようにくれぐれも気をつけてください。見込客、顧客が満足するビジネスモデルでなければ成功はありません。

７．優れた商品・サービスさえあれば成功できる

優れた商品・サービスというのはもちろん必要ですが、それは前提条件に過ぎません。

飲食店が一番分かりやすい例です。
「あんなに美味しくて、サービスも立地も悪くないのに、なんで潰れちゃったんだろう」
あなたもきっとこんな経験があると思います。
優れた商品・サービスというのは、飲食店なら美味しい料理ですが、美味しいだけで売れるなら、なぜ多くの飲食店は消えていくのでしょうか？

一概には言えませんが、マーケティングができていないことが大きな要因です。
マーケティングの定義も多々ありますが、「マーケティングとは、セールスを不要にすること」と言われ、これをさらに言い換えれば「自動的に売れ続ける仕組みをつくる活動」と言えます。

経営者の仕事で外注できない、外注してはいけないのがこの「マーケティング」だと言われるくらい、ビジネスにおいて最も重要な活動なのです。

８．人脈づくりに熱心である

「あなたが一緒にいる時間が長い5人の平均が、あなたという人間だ」という言葉があるので、あなたがどんな人と付き合っているかがあなたをつくっていると言っても過言ではありません。

自分より人間的にもビジネスマンとしても優れていると思う人と繋がろうとすること自体は、間違っていません。
ただ、忘れがちなのが、「相手にとって必要な自分である」ことです。相手の持つ人脈や影響力を得ようとするばかりで、相手にとって役立つ情報を提供したり、恩を形にして返さない人も多くいます。

そんな得ようとするばかりの「クレクレ」マインドの人を、あなただったら応援しようと思いますか？そうは思わないはずです。
自己成長が無いのに、交流会などに参加することに熱心になっても、本当に良い出会いはないでしょう。

やるべきことをコツコツとやり、中身と骨のある人物になれば信頼も評判も上がり、あなたから追いかけようとしなくても、自然と魅力的な出会いを引き寄せられるようになります。

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