L’étude de marché, l’étape cruciale à ne pas négliger en entrepreneuriat ou pas... !

Après de nombreuses heures de réflexion, ça y est vous tenez enfin une idée de création d’entreprise ? Génial !
Avant de vous lancer pleinement dans votre projet, il y a une étape qu’il ne faut oublier : la célèbre étude de marché. Vraiment ? Rouedad vous expose sa vision de l’étude de marché.

L’importance de réaliser son étude de marché

Faire une étude de marché ? Pourquoi ? Selon l’Agence pour la création d’entreprises (APCE), 70 % des défaillances d’entreprise ont pour origine une mauvaise étude de marché. Il est donc indispensable de bien se poser sur l’élaboration de cette enquête de faisabilité bien qu’elle semble longue et fastidieuse. Une étude de marché bien identifiée vous permettra de :

  • connaître, prévenir et réduire les risques pour votre entreprise
  • préparer et fiabiliser votre futur business plan
  • définir ou ré-ajuster votre stratégie (notamment vis à vis de la concurrence !)

Théoriquement, une étude de marché c’est quoi ?

Etape 1 : Une recherche documentaire

La première chose à faire est de se documenter sur le marché que l’on veut pénétrer. Il va falloir répondre à plusieurs questions. Vous n’êtes sûrement pas le seul à vous lancer sur ce marché, utilisez donc les ressources déjà existantes ! Rencontrez les professionnels déjà implantés. Les grandes lignes sur lesquelles il faut être incollable :

  • Le marché (taille, taux de croissance, rentabilité,…)
  • Votre clientèle et cibles potentielles
  • Les concurrents directs ou indirects et leur positionnement sur le territoire
  • Vos potentiels fournisseurs (qui sont-ils? leur prix?)
  • Les modes de distribution de votre marché
  • La réglementation (quel cadre juridique? quelle législation?)

Etape 2 : Une enquête terrain

Beaucoup plus amusant que la recherche documentaire : rencontrer sa future clientèle ! C’est le moyen le plus efficace de tester son offre et de connaître les attentes des consommateurs.

Qualitative seras l’enquête

Rencontrez un échantillon de cibles potentielles. Posez-leur des questions sur votre produit ou service.  Obtenez des retours sur votre offre. Comprendre leurs habitudes d’achats ou encore leurs comportements face à l’offre que vous souhaitez lancer est important. Pourquoi pas organiser des interviews ou entretiens face à face et aussi  des réunions d’informations collective.
Ces rencontres vous permettront de mieux définir votre cible principal et de vous créer des portraits de client idéaux également appelé personas.

Plus il y aura de chiffres, et mieux ça sera

Pour faire très simple, le calcul du chiffre d’affaires prévisionnel s’obtient grâce à deux chiffres. Le prix de vente (que vous pouvez avoir estimé grâce à l’étude qualitative) et le nombre de clients potentiels, déterminé par le nombre de clients de la zone de chalandise et le pourcentage de clients intéressés.
CA prévisionnel = Prix de vente prévisionnel * Nombre de clients prévisionnel

Etape 3 : Un dossier complet à rédiger

Il est maintenant temps de rédiger votre business plan pour convaincre vos partenaires.
Pensez qu’il faut que votre dossier soit compréhensible et lisible. Un mot d’ordre : synthétique ! Faites ressortir au premier plan les chiffres et les informations clés.

Résumons les étapes d’une étude de marché

Théoriquement et selon ce schéma, il faut donc initier chaque étape, les unes après les autres pour enfin lancer un prototype et le soumettre à ses potentiels clients. Nous sommes donc dans des montages de projets de plusieurs mois voir années avant de lancer vraiment l’activité..
Combien de projets (même viables) ce sont arrêtés avant même d’avoir vu le jour ? Beaucoup ! La raison ? La peur face aux résultats théoriques de l’étude de marché.
Nombre d’entrepreneurs n’iront pas plus loin que la recherche documentaire ou de l’enquête terrain car leurs résultats ne sont pas à la hauteur de leurs attentes. Fort dommage quand on sait que ces projets auraient pu aboutir…

Est il alors possible de mettre en place cette étude de faisabilité autrement ?

Avez vous déjà entendu parler de lean Start up ?

Chez Rouedad, notre vision de l’étude de marché est beaucoup plus circulaire ! On parle donc de lean start up.
Cette méthode théorisée vers 2011 par Eric Ries, co-fondateur d’IMVU notamment, a pour but de maximiser les chances de réussite d’une entreprise en mettant en place, dès le départ, une dynamique d’amélioration continue.
Plutôt que des mots , cette infographie résume parfaitement le principe du lean Start up.

Créer un produit ou un service n’est donc pas une étape linéaire. Le Lean Startup préconise de créer une ébauche, une version beta (notamment via la présentation d’un prototype qui apporte de la valeur au client) puis de la faire tester par les clients. Vous apporterez, au fil de l’eau, les correctifs et ajouts nécessaires.

Votre étude se fait donc en continu et de manière incrémentale. Ce mode de fonctionnement a deux avantages :

  1. Vous êtes au plus près de vos clients, donc au plus près de la demande. Cela vous permettra de réaliser le produit/service parfait avec la garantie qu’il répondra à un besoin réellement défini !
  2. Vous avez la possibilité de rectifier le tir, de réorienter le projet voire de l’abandonner s’il ne correspond à aucune demande réelle. Cela vous permettra de faire des économies et de réinjecter l’argent dans un projet plus porteur.

En résumé, toutes les étapes de l’étude de marché théorique ne sont pas oubliées et se font en parallèle ! Les mots d’ordre sont donc expérimentation et adaptation !

Cette méthode vous séduit ?
Pour aller plus loin, rejoignez les butineuses de Rouedad en participant à l’un de nos ateliers sur l’entrepreneuriat. Vous pourrez échanger et avoir des retours d’expérience !
En attendant de vous accueillir,  consultez lean startup , vous y trouverez notamment des idées d’outils pour vous accompagner dans votre lancement.

Alors vous voilà rassurés ? Cette enquête de faisabilité vous semble plus abordable ? Prêt à vous lancer ? Alors c’est parti !

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