{"id":3406,"date":"2021-04-29T10:28:41","date_gmt":"2021-04-29T10:28:41","guid":{"rendered":"https:\/\/journalift.org\/?p=3406"},"modified":"2021-07-01T12:25:22","modified_gmt":"2021-07-01T12:25:22","slug":"mamin-test-kako-proveriti-da-li-bilo-ko-zeli-da-kupi-vas-proizvod-ili-uslugu-pre-nego-sto-ih-napravite","status":"publish","type":"post","link":"https:\/\/journalift.org\/bhsc\/mamin-test-kako-proveriti-da-li-bilo-ko-zeli-da-kupi-vas-proizvod-ili-uslugu-pre-nego-sto-ih-napravite\/","title":{"rendered":"[Mamin test] Kako proveriti da li bilo ko \u017eeli da kupi va\u0161 proizvod ili uslugu &#8211; pre nego \u0161to ih napravite?"},"content":{"rendered":"\n<p>Zamislite da pokre\u0107ete novi biznis. Bilo koji biznis. \u0160ta god vam prvo padne na pamet. Recite mi \u0161ta su najve\u0107e brige i nedoumice koje biste imali u toj situaciji?<\/p>\n\n\n\n<p>Pretpostavimo da va\u0161a pitanja idu u smeru: <em>Da li imam dovoljno novca da finansiram biznis? Imam li prave ljude u timu? Mogu li da napravim dovoljno dobar proizvod ili uslugu? Da li \u0107e iko zapravo \u017eeleti da plati za moj proizvod ili uslugu?<\/em><\/p>\n\n\n\n<p>Svako od navedenih pitanja je validno i bitno, ali hajde da se danas fokusiramo na ovo poslednje: <strong><em>Da li \u0107e iko zapravo \u017eeleti da plati za moj proizvod ili uslugu?<\/em><\/strong><\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"506\" src=\"https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/02-Kako-doci-do-odgovora-na-ovo-pitanje-1024x506.png\" alt=\"\" class=\"wp-image-3418\" srcset=\"https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/02-Kako-doci-do-odgovora-na-ovo-pitanje-1024x506.png 1024w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/02-Kako-doci-do-odgovora-na-ovo-pitanje-300x148.png 300w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/02-Kako-doci-do-odgovora-na-ovo-pitanje-768x379.png 768w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/02-Kako-doci-do-odgovora-na-ovo-pitanje.png 1280w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">Kako do\u0107i do odgovora na ovo pitanje?<\/h2>\n\n\n\n<p>Razumem da se sada pitate zbog \u010dega je odgovor na ovo pitanje bitan. Doda\u0107u, mo\u017eda \u010dak i najbitniji. Jednostavno &#8211; zato \u0161to <strong>ne \u017eelite da do\u0111ete u situaciju da ulo\u017eite va\u0161e vreme i novac u razvoj proizvoda koji niko ne \u017eeli da kupi<\/strong>. Va\u0161 posao, kao nekoga ko pokre\u0107e biznis, je da rizik da va\u0161 biznis propadne svedete na najmanju mogu\u0107u meru. Upravo zbog toga je tra\u017eenje odgovora na ovo pitanje siguran put da \u0161ansu za propast minimizujete.<\/p>\n\n\n\n<figure class=\"wp-block-pullquote\"><blockquote><p>Ako me\u0111u vama ima nestrpljivih koji su u nedoumici u vezi sa tim kome postaviti ovo pitanje, odnosno kako dobiti odgovor, re\u0161enje bi ukratko glasilo: odgovor \u0107ete dobiti od va\u0161ih potencijalnih kupaca, ali njima ovo pitanje nikako ne smete direktno postaviti.<\/p><\/blockquote><\/figure>\n\n\n\n<p>Zvu\u010di \u010dudno, zar ne? Hajde da za\u0111emo u su\u0161tinu i upoznamo metodologiju koja vam u tome mo\u017ee pomo\u0107i.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" width=\"1024\" height=\"506\" src=\"https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/03-Dve-reci-Mamin-test-1024x506.png\" alt=\"\" class=\"wp-image-3422\" srcset=\"https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/03-Dve-reci-Mamin-test-1024x506.png 1024w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/03-Dve-reci-Mamin-test-300x148.png 300w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/03-Dve-reci-Mamin-test-768x379.png 768w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/03-Dve-reci-Mamin-test.png 1280w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">Dve re\u010di: Mamin test<\/h2>\n\n\n\n<p>Postoji metodologija koja se zove <em>Mamin test (Mom Test)<\/em> koju je razvio <a href=\"https:\/\/robfitz.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">Rob Ficpatrik<\/a>, serijski preduzetnik i \u010dovek koji je pomogao mnogim osniva\u010dima kompanija da izbegnu propast svog biznisa \u010dak i pre nego \u0161to ga zapo\u010dnu!<\/p>\n\n\n\n<p>Sada, pre nego \u0161to nastavimo dalje, obavezno pogledajte ovaj video:<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"The Mom Test\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/Hla1jzhan78?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<p>Kao \u0161to ste mogli videti, razgovor sa potencijalnim kupcima ili klijentima je odli\u010dan na\u010din da saznate \u0161ta su zapravo njihovi problemi i da li ih oni zaista mu\u010de u tolikoj meri da su spremni da plate za njihovo re\u0161enje. Va\u0161 proizvod ili usluga moraju biti <strong>re\u0161enje za problem va\u0161ih potencijalnih klijenata<\/strong> da bismo uop\u0161te mogli da pri\u010damo o tome da li \u0107e biti spremni da za to plate.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-pullquote\"><blockquote><p>Logika <em>Maminog testa<\/em> nala\u017ee izbegavanje postavljanja hipoteti\u010dkih pitanja u budu\u0107em vremenu. Umesto toga sugeri\u0161e da se fokusirate na razumevanje navika, potreba i akcija koje su va\u0161i potencijalni klijenti imali u pro\u0161losti.<\/p><\/blockquote><\/figure>\n\n\n\n<p>Naglasio bih da jako malo ljudi ili kompanija bilo gde u svetu sebi mo\u017ee da priu\u0161ti luksuz da napravi ne\u0161to bez prethodnog analiziranja i testiranja \u0161ta njihova ciljna grupa zapravo \u017eeli. Mogu se kladiti da niko od nas nije pojedinac tog tipa i da zato obavezno moramo pristupiti \u0161to detaljnijem razgovoru sa na\u0161om ciljnom grupom.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" width=\"1024\" height=\"506\" src=\"https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/04-Kako-se-ovo-moze-primeniti-na-medijsku-industriju-1024x506.png\" alt=\"\" class=\"wp-image-3427\" srcset=\"https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/04-Kako-se-ovo-moze-primeniti-na-medijsku-industriju-1024x506.png 1024w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/04-Kako-se-ovo-moze-primeniti-na-medijsku-industriju-300x148.png 300w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/04-Kako-se-ovo-moze-primeniti-na-medijsku-industriju-768x379.png 768w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/04-Kako-se-ovo-moze-primeniti-na-medijsku-industriju.png 1280w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">Kako se ovo mo\u017ee primeniti na medijsku industriju?<\/h2>\n\n\n\n<p>U videu ste videli kako izgleda jednostavan razgovor koji koristi <em>Mamin Test <\/em>metodologiju. U njemu je fokus na <strong>\u017eivotu<\/strong> i <strong>problemima va\u0161ih potencijalnih klijenata<\/strong>, a ne na va\u0161em proizvodu ili usluzi. Bitno je pa\u017eljivo slu\u0161ati &#8211; fokusirati se na ono \u0161to sagovornik govori, a ne na va\u0161 proizvod.<\/p>\n\n\n\n<p>Zbog toga, koji god biznis da pokre\u0107ete, treba dobro da osmislite pitanja koja \u0107ete postaviti. Ovome posvetite posebnu pa\u017enju jer je vrlo va\u017ean na\u010din na koji \u0107ete pitanja koncipirati, a sve kako bi vam odgovori pomogli da iskristali\u0161ete va\u0161e ideje i zamisli. Da bih \u0161to jasnije objasnio na \u0161ta mislim, pogledajte nekoliko primera dobro osmi\u0161ljenih pitanja i onih koja to nisu.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td><strong>Dobra pitanja<\/strong><\/td><td><strong>Lo\u0161a pitanja<\/strong><\/td><\/tr><tr><td>Kada ste poslednji put imali taj problem? <br>Kako ga trenutno re\u0161avate? <br>Koliko ste novca do sada potro\u0161ili na taj problem? <br>Koliko \u010desto imate taj problem? <br>Koliko jo\u0161 ljudi znate koji imaju taj problem?<\/td><td>Da li biste kupili na\u0161 proizvod\/uslugu?<br>Koliko biste platili re\u0161enje problema?<br> \u0160ta mislite o na\u0161em proizvodu?<br> Da li se sla\u017eete da je na\u0161 proizvod super?<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p><\/p>\n\n\n\n<p>Primeti\u0107ete da su <strong>u fokusu dobro postavljenih pitanja konkretne akcije<\/strong> koje su va\u0161i sagovornici imali u pro\u0161losti. Lo\u0161a su uglavnom uop\u0161tena i dovode va\u0161e sagovornike u situaciju da vrlo verovatno ne\u0107e govoriti istinu &#8211; mo\u017eda nenamerno, ne \u017eele\u0107i da vam ka\u017eu ne\u0161to negativno, ali svakako ne\u0107ete dobiti prave informacije.&nbsp;<\/p>\n\n\n\n<p><em>Mamin test<\/em> mo\u017eete sprovesti u\u017eivo kroz razgovor ili elektronski, kroz neku vrstu onlajn upitnika (<a href=\"https:\/\/www.google.com\/forms\/about\/\" target=\"_blank\" rel=\"noreferrer noopener\">Google Forms<\/a> je besplatan alat koji \u0107e odli\u010dno poslu\u017eiti za ovako ne\u0161to). <strong>Idealno je da upitnik koji ste napravili za elektronsku distribuciju testirate u razgovoru u\u017eivo sa nekoliko potencijalnih klijenata.<\/strong> To \u0107e vam pomo\u0107i da vidite kako upitnik te\u010de i da li su neka pitanja suvi\u0161na, nejasna ili ne\u0161to tre\u0107e.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"506\" src=\"https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/05-A-sada-zaista-zamislite-da-pokrecete-biznis-1024x506.png\" alt=\"\" class=\"wp-image-3431\" srcset=\"https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/05-A-sada-zaista-zamislite-da-pokrecete-biznis-1024x506.png 1024w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/05-A-sada-zaista-zamislite-da-pokrecete-biznis-300x148.png 300w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/05-A-sada-zaista-zamislite-da-pokrecete-biznis-768x379.png 768w, https:\/\/journalift.org\/wp-content\/uploads\/2021\/05\/05-A-sada-zaista-zamislite-da-pokrecete-biznis.png 1280w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">A sada zaista zamislite da pokre\u0107ete biznis<\/h2>\n\n\n\n<p>Recimo da, pored primarnog medijskog portala, \u017eelite da pokrenete dodatni biznis gde \u0107ete nuditi usluge dizajna i izrade veb sajtova. Primarna ciljna grupa su vam biznisi koji se ina\u010de ogla\u0161avaju na va\u0161em mediju. Primetili ste da dosta njih ima lo\u0161e sajtove ili da \u010dak uop\u0161te nemaju veb sajtove.<\/p>\n\n\n\n<p>Neka od dobrih pitanja koja mo\u017eete postaviti su:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Da li imate sajt?<\/li><li>Kada ste poslednji put a\u017eurirali sajt?<\/li><li>Da li ostvarujete prihode od sajta (prodaja, novi klijenti, itd.)?<\/li><li>Koliko ste platili izradu sajta?<\/li><li>Koliko pla\u0107ate odr\u017eavanje sajta?<\/li><li>Kada vam je poslednji put klijent do\u0161ao putem sajta?<\/li><li>Da li va\u0161a konkurencija ima sajt?<\/li><li>Da li ste do sada dobili neku ponudu za izradu sajta? \u0160ta vam se u njoj (nije) svidelo?<\/li><\/ul>\n\n\n\n<p>Sa druge strane, primeri pitanja koja nikako ne bi trebalo da postavite u ovom delu su: <em>Da li biste platili da vam na\u0161a firma uradi sajt?<\/em> i <em>Koliko biste platili da vam napravimo sajt?<\/em><\/p>\n\n\n\n<p>Hajde da sumiramo kako mo\u017ee da izgleda, korak po korak, <strong>realizacija <em>Maminog testa<\/em><\/strong><em>:<\/em><\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Mapiranje potencijalnih klijenata<\/li><li>Osmi\u0161ljavanje onlajn upitnika<\/li><li>Testiranje upitnika na malom uzorku kroz intervjue u\u017eivo<\/li><li>A\u017euriranje onlajn upitnika ukoliko smo nau\u010dili ne\u0161to novo tokom intervjua<\/li><li>Slanje onlajn upitnika mapiranim potencijalnim klijentima (Google Forms je dobar besplatni alat)<\/li><\/ol>\n\n\n\n<p>Ukoliko \u017eelite da saznate vi\u0161e o ovoj metodologiji i na\u010dinima za njenu primenu, predla\u017eem da pro\u010ditate <a href=\"http:\/\/momtestbook.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">knjigu<\/a> \u2013 vrlo je sa\u017eeta i konkretna. Tako\u0111e, tu je i kurs <a href=\"https:\/\/thomsonfoundation.edcastcloud.com\/courses\/7081\/learn\" target=\"_blank\" rel=\"noreferrer noopener\"><em>Biznis modeli i modeli monetizacije za medije<\/em><\/a>, koji ima jednu sekciju (5.2) koja obra\u0111uje ovu temu.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Zamislite da pokre\u0107ete novi biznis. Bilo koji biznis. \u0160ta god vam prvo padne na pamet. Recite mi \u0161ta su najve\u0107e brige i nedoumice koje biste imali u toj situaciji? Pretpostavimo da va\u0161a pitanja idu u smeru: Da li imam dovoljno novca da finansiram biznis? Imam li prave ljude u timu? Mogu li da napravim dovoljno [&hellip;]<\/p>\n","protected":false},"author":19,"featured_media":3414,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[30,63],"tags":[],"class_list":["post-3406","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-menadzment-i-organizacija","category-razvoj-biznisa","ciTrackContent"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>[Mamin test] Kako proveriti da li bilo ko \u017eeli da kupi va\u0161 proizvod ili uslugu - pre nego \u0161to ih napravite? - Journalift<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/journalift.org\/bhsc\/mamin-test-kako-proveriti-da-li-bilo-ko-zeli-da-kupi-vas-proizvod-ili-uslugu-pre-nego-sto-ih-napravite\/\" \/>\n<meta property=\"og:locale\" content=\"bs_BA\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"[Mamin test] Kako proveriti da li bilo ko \u017eeli da kupi va\u0161 proizvod ili uslugu - pre nego \u0161to ih napravite? - Journalift\" \/>\n<meta property=\"og:description\" content=\"Zamislite da pokre\u0107ete novi biznis. Bilo koji biznis. \u0160ta god vam prvo padne na pamet. Recite mi \u0161ta su najve\u0107e brige i nedoumice koje biste imali u toj situaciji? Pretpostavimo da va\u0161a pitanja idu u smeru: Da li imam dovoljno novca da finansiram biznis? Imam li prave ljude u timu? 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