Comment élaborer un argument publicitaire unique

McDonald’s est devenu le parfait exemple du pouvoir d’un argument publicitaire unique (APU) dans les années 1950 lorsqu’il est devenu, grâce à l’énergie débordante de l’entrepreneur Ray Kroc, le restaurant privilégié par les familles américaines qui voulaient un service rapide et le même goût à chaque visite.McDonald’s, publicité

Bien qu’en 2017, la vitesse et la constance ne soient plus des APU, au milieu des années 1950, l’offre de McDonald’s était révolutionnaire — utiliser les techniques et technologies modernes de cuisson pour offrir aux gens la même expérience culinaire rapide chaque fois qu’ils se rendaient au restaurant aux arches dorées.

Deux types d’entreprises

Un APU peut être défini comme cet « élément » unique qui distingue une organisation de toutes les autres organisations similaires — ce qui la rend spéciale ou originale. La distinction est le fondement de chaque APU et les organisations qui ne parviennent pas à se distinguer du groupe se trouvent dans une situation fort difficile pour faire évoluer leur image de type « un visage dans la foule » vers une image du type « le visage » d’un espace commercial donné.

Document connexe : Lire le livre blanc intitulé « Élaborer votre argument publicitaire unique pour le marché international »

La différence pour les entreprises entre être « un visage » et « le visage » est la réponse à une question fondamentale que tous les clients poseront invariablement : « Comment votre entreprise peut-elle me procurer plus d’avantages que vos concurrents? ». Les organisations qui sont confiantes et précises en regard de leur APU seront capables de répondre à ces questions sans sourciller.

Trois types d’APU

Bien que chaque entreprise souhaite la meilleure solution sur tous les plans, ultimement, la plupart des arguments publicitaires entrent dans une de ces trois catégories :

  • Produit – l’objectif étant d’offrir un produit ou un service supérieur à ce que les concurrents ont à offrir. Pensez le plus possible en termes de « niche » sans trop vous cloisonner. Un excellent exemple de ceci serait une entreprise qui vend des éditions originales et des ouvrages littéraires épuisés — leur APU ou élément différenciateur est fondé sur leur capacité à s’approvisionner et à offrir des livres rares sans y mettre trop d’efforts.
  • Prix – l’objectif étant d’offrir des produits à un prix extrêmement concurrentiel — préférablement le plus bas prix possible. Les APU fondés sur les prix ne devraient pas omettre la qualité du ou des produit(s).
  • Soutien – l’objectif étant d’offrir aux clients un soutien et une garantie après-vente incomparables, comprenant des politiques de retour exceptionnellement généreuses, des lignes d’aide des plus réceptives et des possibilités de dialogue en ligne, ainsi que des ressources d’aide en ligne étendues, ou une certaine combinaison de ces éléments. Idéalement, les gens seront amenés à croire que bien que toutes les entreprises offrent un certain niveau de soutien, aucune entreprise n’offre de soutien de la façon dont vous le faites.

Chaque « mouture » d’un APU met l’accent sur une valeur différente. Évidemment, les attentes les plus profondes de votre public cible devraient guider votre approche. Établir une personnalité d’acheteur vous aidera à prendre une décision sur votre argument fondamental.

Le livre blanc sur l’APU

Le livre blanc d’EDC intitulé « Élaborer votre argument publicitaire unique pour le marché international » décrit les APU et vous guide dans les étapes à suivre pour faciliter l’élaboration du meilleur APU possible pour votre entreprise et veiller à ce que votre personnel commercial et vos intermédiaires l’utilisent efficacement pour faire bondir les ventes sur les marchés étrangers.

Le livre blanc couvre une large variété de sujets, dont :

  • Pourquoi vous faut-il un APU?
  • Quelles sont les recherches que vous devez entreprendre dans l’élaboration de votre APU?
  • Des conseils pratiques pour l’élaboration de votre APU
  • La différence entre de « bons » et de « moins bons » APU
  • Des façons d’utiliser votre APU en affaires

Dans « Élaborer votre argument publicitaire unique pour le marché international », vous pouvez passer de la phase de recherches initiales du processus d’élaboration de votre APU à l’étape finale excitante dans laquelle vous pouvez, en tant que propriétaire d’un nouveau APU, travailler efficacement avec vos partenaires et vos représentants pour faire face à la concurrence et élaborer des documents de commercialisation de pointe qui contribueront efficacement à vous démarquer.

Télécharger le livre blanc maintenant

9 462 thoughts on “Comment élaborer un argument publicitaire unique”

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