Algo bastante recorrente nos negócios de hoje em dia é que conseguimos ver bem de perto os nossos números, mas temos dificuldades em ver ao longe. Este facto é designado por “Miopia de Gestão”.
Acontece que as empresas estão muito focadas nos seus processos diários (curto-prazo), mas esquecem-se do dia de amanhã (Médio / Longo Prazo).
Porque é que este tema pode ser problemático para a saúde de uma empresa?
Nestas situações, normalmente, as empresas andam um pouco à deriva e ao sabor da corrente para ver onde esta nos leva.
Com este mecanismo de negócio, podemos perder o controlo e não conseguir atingir os objetivos propostos inicialmente.
Como podemos dar a volta a esta situação? Tomar de pulso o controlo da nossa atividade comercial no mercado, tendo estratégias claras de captação de oportunidade e planos de ação.
Esta estratégia passa por deixar a postura de largar as redes de pesca e esperar que o peixe passe para ser pescado, mas sim por adotar a postura do agricultor. Ou seja, colocar as sementes na terra e plantar estratégias de captação comercial solidas.
Agora existe a eterna questão, “Mas isso não vai demorar muito tempo?”…
Sim, mas a essência da questão está centralizada no que poderá trazer de futuro para mim a adoção desta estratégia. É necessário entender que estas são estratégias comerciais complementares ao plano global.
O que prefere para a sua empresa?
Processo tradicional de prospeção, reunião, proposta, negociação e fecho?
Ou
Que os clientes descubram a sua empresa na Web, num evento, nas redes sociais e que a informação chegue diretamente ao seu destinatário …e que este desse início ao contacto por necessidade de ajuda? (Tornado isto num Lead Qualificado)
Hoje em dia os mercados têm muito mais influência pela 2ª opção e a taxa de sucesso é significativamente maior do que na 1ª.
Desta forma podemos analisar e repensar as nossas estratégias internas de comunicação e adaptar os suportes de comunicação para as novas realidades de mercado.
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