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    如何確定創業方向?

    作者: 阮一峰

    1、

    決定創業以后,你面臨的第一個問題就是,選擇什么產品/服務創業?

    動身之前,你必須確定前進的方向。創業不是旅行,你不能先把背包收拾好,然后再考慮去哪里。這就是為什么在融資之前,創業者都要先寫一份《項目計劃書》的原因。

    通常來說,你應該選擇自己最有優勢的方面創業,這樣才能生產出比別人更好或價格更低的產品/服務。這里的竅門是,你不要站在自己的角度思考問題,而是要站在客戶的角度。如果你自己就是客戶,什么樣的東西最能打動你,讓你愿意采購。

    2、

    Michael Moritz 是美國風險投資家,著名的風投公司Sequoia Capital(紅杉資本)的合伙人。他投資雅虎400萬美元,取得約40億美元回報,投資 Google 1250萬美元,獲利約50億美元。目前,他的個人財產據估計超過10億美元。他有幾條創業建議,我覺得很有啟發,可以當作我們的原則。

    第一,創業的核心問題是你能為你的客戶做什么。你的產品能為客戶提供什么?這是最重要的問題。只要有人需要你的產品,你就能活下去;越多的人需要,創業就越可能成功。

    第二,你要創造一些不一樣的東西。如果你跟別人生產一模一樣的產品,就很難吸引顧客,你只能訴諸于低價。真正成功的創業者,都是創造了不一樣的東西,蘋果公司的口號就是叫 Think Different(與眾不同)。

    第三,不要好高騖遠。第一件事就是確保今天能生存下來,然后生存一個月,接下來一個季度,然后全年,然后擔心來年的事情。

    第四,你要注重細節,這是所有成功者的特質。許多成功的創業者,都對各自行業的技術和生意具有巨大的興趣和深刻的理解,他們往往都是沉浸在這個領域的細節之中的人。對于那些只想“撈一把”的人,細節看起來太瑣碎了,很難令他們產生興趣,或者感到興奮。

    第五,如果你的公司不能產生利潤,就不要去借錢。過去,太多的企業采用投資驅動的模式,借錢運作,賺取差價,比如那些杠桿收購。它們只有盡可能多地借錢,才能賺到更多的錢。這種方式最終必然會發生崩潰。

    第六,你要保持熱情。創業將是一次困難的歷險,所以最好是你自己真的想去做它,但也不要頭腦發熱,沖動行事。

    3、

    簡單說,選擇或開發創業產品時,記得問自己三個問題。

    1、它有用嗎?(Is it useful?)
    2、它易用嗎?(Is it easy to use?)
    3、它用起來令人愉悅嗎?(Is it delightful to use?)

    如果這三個問題的回答都是肯定的,那么你就走在正確的方向了。

    4、

    拉卡拉和藍色光標的創始人孫陶然,也說過類似的觀點。他開發一個產品的時候,總是問自己五個問題。

    1、給誰用?
    2、他們用這個產品來解決什么問題?
    3、這個問題對他們而言有多重要?
    4、我們的方法是否足夠簡單方便?
    5、他們要付出的代價與所得是否匹配?

    具體來說,就是使用倒推法,從最終消費者開始一步步倒推到生產階段。

    第一步:誰來購買你的產品?為什么購買?市場有多大?

    第二步:客戶愿意付多少錢購買你的產品?競爭對手是什么價格?

    第三步:客戶在什么地方能買到你的產品?

    第四步:為了讓客戶買到你的產品,你要付出多少銷售成本?

    第五步:你要生產出這些產品,能夠負擔的最高生產成本是多少?

    通過這一系列的步驟,你就可以整理出你的創業的大概輪廓,其中包括這樣幾個要點:產品定位(最終消費者如何看待你的該產品)、原料(你的上游廠商是誰)、生產過程(產品如何生產出來)、定價(你賣給批發商、零售商、消費者的價格分別是多少)、經銷渠道(你怎樣向最終消費者出售你的產品?存在哪些中間商?你如何向他們付酬?)、營銷(你如何讓消費者了解你的產品)、市場的進入壁壘(你的競爭對手會不會輕易地復制你的經營模式)、規模的擴大(如何擴大業務)等等。

    5、

    確定創業方向的時候,有一些常見的錯誤,是你需要避免的。

    (1)不要因為某種企業容易開辦,就去開辦這種企業。容易復制的經營模式往往不是成功的經營模式。

    (2)不要因為某種企業很有趣,就去開辦這種企業。有趣并不代表它會成功,而經營一個失敗的企業,肯定是非常無趣的。事實是,經營很乏味的企業,反而容易生存下去。

    (3)你要搞清楚自己到底屬于自由職業者,還是屬于企業家。自由職業者喜歡創業的自由,而不愿意承擔太大的風險,更不愿意自己的生活被企業管理的瑣事拖累。企業家的目標是創造一項賺錢的事業(business),他愿意承擔更大的風險,愿意把自己全身心地投入企業管理之中,哪怕每周工作60個小時也無所謂。

    (4)不要以為自己可以發明一種全新的經營模式。實際上,世界上賺錢的方式就那么幾種,想要發明一種全新的賺錢方法是很難的,你更應該做的,就是充分利用他人已經被證明有效的經營模式。因為既然這種模式已經被證明可能成功,所以你不至于走入一個完全錯誤的方向,而且你還可以從他人的失敗中吸取教訓。

    6、

    確定創業方向以后,你就要真正動手了,這才是最困難的部分:把夢想變成現實。

    Facebook 的辦公室就貼著下面的標語,作為行動準則,激勵員工。它們都可以當作創業的行為準則。

    比完美更重要的是完成。(Done is better than perfect.)

    快速行動,破除陳規。(Move fast and break things.)

    保持專注,持續發布。(Stay focused and keep shipping.)

    最后生成于 2018-7-9 08:15:49

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