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Estoy seguro de que en algún momento de tu vida hiciste o te hicieron encuestas con preguntas como:
- ¿Le gusta el café gourmet de la sierra de Chiapas?
- ¿Usted compraría café gourmet de la sierra de Chiapas?
- ¿Cuánto estaría dispuesto a pagar por un café gourmet de la sierra de Chiapas? (preparado 330 ml)
No se necesita ser un genio para darse cuenta del objetivo de la encuesta. En resumen, una investigación de mercados para validar una idea de negocio.
La investigación de mercados suena como algo forzoso antes de iniciar cualquier negocio. Nos lo enseñaron en la universidad, no puede fallar.
Pero qué sucedería si obtienes las respuestas esperadas en tu encuesta y en ese mismo momento le dices al encuestado: “¡Mira qué curioso! Justo estoy vendiendo café de la Sierra de Chiapas preparado, te lo vendo por la cantidad que estarías dispuesto a pagar”
Estoy seguro de que muy pocos comprarían. Es muy fácil escribir cualquier cosa en un papel que no implica compromiso.
Pilotar para validar
Cuando se nos ocurren ideas millonarias solemos ver las cosas con cierto sesgo hacia nuestro favor. En nosotros ocurre un sesgo cognitivo que se conoce como “efecto velcro”, en donde nuestras mentes funcionan como velcro y solamente se nos pegan las cosas que queremos escuchar y se nos resbala lo que no nos gusta o no nos conviene. Esto puede provocar que fallemos al momento de ejecutar nuestra idea, queriendo forzar el mercado hacia nuestras ideas.
Debe ser horrible invertir todos tus ahorros, o pedir un crédito empresarial, para trabajar en una idea que no logre despegar a pesar de que la investigación arrojó resultados favorables y que estabas muy seguro de ella. Además de perder tu dinero, o quedar endeudado a tope, te va a dejar sin ganas de volver a tocar los campos del emprendimiento. Si quieres disminuir el riesgo, necesitas aprender a pilotar tu idea para no dar paso sin huarache.
Para explicar este punto voy a abusar de la historia de Javi Noble de la película de Nosotros los Nobles. Si eres de México muy probablemente la viste o al menos ubicas a Javi por la infinidad de memes. Si no la has visto, te comparto este video con lo importante:
La idea de “Gasolineras VIP” está clara, descalificarla porque no la usaríamos no sería adecuado, tal vez no somos el mercado pero puede funcionar. Imagínate que Javi hubiera comprados pipas y hubiera armado una infraestructura aceptable para comenzar a operar. Obviamente le saldría en un ojo de la cara y probablemente su idea no funcione y quede endeudado.
Si yo fuera Javi, antes de saltar a la acción, pilotaría mi idea de la siguiente manera:
- Empezaría desde ya a ofrecer gasolina a domicilio por una zona en particular (flyers, lonas, facebook, etc.)
- No crearía una app ni nada, pedidos por teléfono o whatsapp
- Si llegara a tener pedidos se las llevaría en mi coche o una camioneta prestada en unos de esos tambos para gasolina
- Trataría de entender los motivos de las personas que piden gasolina a domicilio, para conocer quiénes son y por qué piden
- Iría ajustando mi producto y mi estrategia con base en los resultados que obtenga
De esta manera estaría comprobando si en realidad habría un mercado para mi idea sin invertir ni arriesgar demasiado. Si no genero resultados desde el primer momento lo mejor será desechar la idea y probar de nuevo con la siguiente.
Pilotar una idea no debe ser complejo, entre más fácil y rápido puedas obtener resultados, mejor será para validar si tendrás un mercado al momento de emprender.
La cantidad de tiempo y dinero que inviertas en tu idea debe ser proporcional a los resultados obtenidos, algo así:
El método científico para emprender
Es curioso que el método científico es una de esas cosas que enseñan en la escuela y creemos que no lo utilizaremos en la vida a menos que nos dediquemos a la ciencia. Sin embargo, lo vemos aplicado al momento de validar nuestras ideas de negocio. Manteniendo el ejemplo de Gasolineras VIP se vería de la siguiente forma:
- Observación: Cargar gasolina es un fastidio, es perder tiempo en la cola de la gasolinera
- Formulación de la hipótesis: La gente estaría dispuesta a pagar un extra con tal de ahorrarse el proceso de cargar gasolina
- Experimentación: Comenzar a pilotar la idea de ofrecer gasolina a domicilio
- Análisis de datos: Determinar si los resultados indican que tu hipótesis es correcta o no. Si hubo pedidos hay mercado, si no los hubo, será momento de despedirte tu idea o volver a experimentar con algunas variaciones.
- Conclusión: Tomar la decisión final de desarrollar o no la idea e invertir más presupuesto y tiempo en gasolina a domicilio.
El MVP (Minimun Viable Product)
Todo lo descrito anteriormente, se le conoce como el MVP o mínimo producto viable. Que básicamente consta de validar tu idea de negocio por medio de la experimentación e ir mejorando tu producto poco a poco con base en resultados en un mercado real. Este concepto fue popularizado en el libro de Lean Startup en el lejano 2013. (Lectura obligada para cualquier emprendedor)
El mínimo producto viable (MVP) es un producto con las mínimas características para satisfacer usuarios tempranos, y para obtener la retroalimentación necesaria para desarrollo futuro – Eric Rise | Lean Startup
Tener claro este concepto es fundamental para validar tu idea de negocio disminuyendo el riesgo de perder grandes cantidades de tiempo y dinero. También es ideal para emprender con bajo presupuesto.
Ahora que tienes claro este método para validar tu idea millonaria, ya no tendrás pretextos para no intentar llevarla a cabo. No importa cuál sea tu idea, no necesitas pedir lana, ni conseguir un socio millonario o perder tus ahorros. Sólo grábate lo siguiente:
Si vas a fallar, que sea rápido y barato. Después vuelve a intentar.
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