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Le questionnaire qualitatif pour tester son idée

Vous êtes persuadé que vous tenez l’idée du siècle ? Que les gens n’attendent que vous et votre produit révolutionnaire ? Et bien désolé de vous le dire mais ce n’est probablement pas le cas. Je ne dis pas que votre idée n’est pas bonne. Je dis simplement que vous êtes probablement plus enthousiaste que les autres car il s’agit de votre projet. Et je sais de quoi je parle car je suis passé par là. Je vous recommande donc d’avoir recours au questionnaire qualitatif 🙂

Avant de vous lancer tête baissée dans la création de votre produit et d’investir votre temps et votre argent, assurez-vous que votre idée en vaut la peine ! Comment faire ? En testant votre idée par l’intermédiaire de questionnaires. Le questionnaire s’inscrit donc dans la continuité de votre étude de marché.

Menez d’abord des entretiens qualitatifs pour entrer en profondeur dans le sujet. Ensuite, créez un questionnaire quantitatif en ligne pour mesurer les tendances à plus grande échelle.

Cet article est consacré au questionnaire qualitatif. Vous retrouverez la semaine prochaine celui dédié au questionnaire quantitatif 🙂

1. Un questionnaire qualitatif, qu’est-ce que c’est ?

Une étude qualitative est primordiale pour tout projet entrepreneurial. Autant, certaines personnes vous diront que le questionnaire quantitatif n’est pas nécessaire (contrairement à ce que je pense). Autant, tout le monde s’accorde pour dire qu’un questionnaire qualitatif est une étape obligatoire.

Un questionnaire qualitatif est constitué très majoritairement de questions ouvertes. C’est-à-dire des questions pour lesquelles on ne peut pas répondre par oui ni par non. Ce sont des questions orientées « Comment » et « Pourquoi ». Il n’y a pas de propositions de réponses.

Maintenant que vous savez ce que c’est, voyons donc comment le créer.

Questionnaire qualitatif-définition

2. Comment créer un questionnaire qualitatif ?

Pour créer un questionnaire qualitatif, je vous recommande de suivre deux principes : la technique de l’entonnoir et les questions ouvertes.

La technique de l’entonnoir consiste à partir du général et aller vers le particulier. Exemple concret dans le cadre d’Easy Lunch quand j’ai interrogé des restaurateurs. Voici les thèmes de mon questionnaire :

  • Le marché de la restauration en France et à Bordeaux
  • Le fonctionnement de leur restaurant de manière générale
  • Les difficultés et frustrations rencontrées
  • Leur relation avec le numérique
  • Mon projet

Vous remarquez que je ne parle de mon projet qu’à la fin de l’entretien. Sur un entretien d’une heure, je passe peut-être 45 minutes à parler d’eux et 15 minutes de mon projet. Et c’est mon objectif car je suis pas là pour leur vendre mon produit. Je suis là pour les écouter et pour créer par la suite un produit dont ils ont besoin.

Le plus important, ce n’est pas forcément d’avoir leur avis sur votre produit car vous n’en êtes qu’au stade de l’idée et ce n’est pas encore très clair dans votre esprit. Le plus important est de vous assurer que votre interlocuteur est confronté à des difficultés et des problématiques. Ensuite, vous travaillerez sur votre projet pour faire en sorte qu’il réponde du mieux possible à leurs difficultés.

Posez des questions ouvertes pour faire parler votre interlocuteur. Voici des questions que j’ai posées aux restaurateurs avec lesquels je me suis entretenu :

  • Quels sont à vos yeux les critères les plus importants pour les clients ? Que viennent-ils chercher lorsqu’ils viennent manger chez vous ?
  • Par quels moyens fidélisez-vous la clientèle ?
  • Quelles sont les difficultés auxquelles vous êtes confronté durant le service ?

Votre questionnaire est prêt. Maintenant, il s’agit donc de déterminer à qui vous allez poser toutes vos questions 😉

3. Auprès de qui mener l’entretien individuel ?

Il existe plusieurs sons de cloche. Certaines personnes vous diront au préalable de bien identifier une cible et de questionner uniquement celle-ci. En fait, ces personnes partent du principe que c’est à vous d’imaginer votre cible.

Quant à moi, je pars du principe qu’il ne faut pas se fermer de portes et que tous les profils ont quelque chose de différent à m’apprendre. En fait, je suis parti du principe que c’est le marché qui allait me donner toutes les réponses. En effet, si vous vous trompez dans votre cible, votre étude de marché sera biaisée. J’ai donc préféré interroger des profils très différents pour comprendre leurs besoins et leurs attentes et m’aider à peaufiner ma cible finale.

Je trouve dommage de passer à côté de clients parce que j’estime qu’ils ne sont pas intéressés par mon produit. Alors que je ne leur ai même pas demandé. Je préfère qu’ils me disent clairement que ça ne les intéresse pas plutôt que de le décréter à leur place 😉

Concrètement, voici les profils de restaurant que j’ai questionnés :

  • Un restaurant de moins de 30 places en centre-ville
  • Le restaurant de 100 places dans une zone administrative
  • Un restaurant de plus de 100 places dans une zone touristique
  • Le restaurant qui travaille avec une entreprise de livraison (Uber Eats, Deliveroo…)
  • Un restaurant franchisé (Le Régent)

Allez à la recherche des réponses sur votre marché. Ne répondez pas pour lui 🙂

4. Comment mener un entretien individuel ?

Un questionnaire qualitatif se mène de préférence en face-à-face ou par téléphone. Vous devez être en mesure de relancer votre interlocuteur si vous avez besoin de précisions. Ce que vous ne pourrez pas faire si vous envoyer votre questionnaire par mail.

L’objectif quand vous menez un questionnaire qualitatif est d’être neutre et ne pas orienté votre interlocuteur dans ses réponses. Vous devez le faire parler, le faire reformuler, le faire préciser sans jamais juger ce qu’il vous dit.

Autre technique d’étude qualitative que je n’ai pas menée moi-même : le Focus Group. Il s’agit de s’entretenir avec plusieurs personnes en même temps. L’intérêt est d’avoir des interactions entre les différents participants. Cette technique peut vous permettre de recueillir des réponses que vous n’auriez peut-être pas obtenues en entretien individuel. C’est par contre plus compliqué à mettre en place (jongler avec les emplois du temps de tout le monde, trouver un lieu pour se réunir…). Et c’est peut-être plus adapté dans le cadre d’un produit en BtoC (quand vous vous adressez à des particuliers).

Dans tous les cas, je vous préconise lors des entretiens qualitatifs d’enregistrer la conversation. Demandez bien évidemment la permission à votre interlocuteur. Cela vous permettra d’être pleinement concentré sur ce qu’il dit et donc de le relancer plus facilement. Vous procéderez à la retranscription chez vous ou au bureau.

questionnaire qualitatif-entretien

Pour résumer : ne négligez pas le questionnaire qualitatif

Le questionnaire qualitatif est une étape indispensable dans votre projet entrepreneuriale. En fonction des retours que vous obtiendrez, vous pourrez alors décider de continuer ou pas.

Dans la majorité des cas, vous pourrez continuer. En effet, soit vous vous apercevez que votre produit ou service répond à une frustration de vos clients potentiels et vous continuez dans cette direction. Soit vous identifiez d’autres frustrations et vous modifiez votre projet en conséquence.

Pour ma part, ces entretiens qualitatifs m’ont permis d’apporter des modifications à mon idée initiale. Je précise que dans le cadre de ma start-up, je me place entre les restaurateurs et les clients. C’est le principe de la plateforme de mise en relation. Dans mon cas, je ne réponds pas à une frustration du restaurateur. En effet, Easy Lunch répond plutôt à une frustration du client (l’attente au restaurant). Donc l’objectif de mes entretiens qualitatifs avec les restaurateurs était de trouver une solution pour mettre fin à la frustration des clients sans nuire aux restaurateurs.

J’aurais pu vous parler de mes entretiens qualitatifs avec les clients. Le principe est le même. Mais j’ai décidé de vous parler des clients dans le prochain article consacré au questionnaire qualitatif.

En effet, celui-ci s’adresse davantage aux particuliers (donc dans le cadre d’un d’une activité BtoC). Nous parlerons de questionnaire en ligne et de formulaire Google 😉

Même s’il n’est pas obligatoire, le questionnaire quantitatif vous donc permettra de dégager des tendances et de vérifier les conclusions des entretiens qualitatifs qui ont été réalisés sur un petit panel.

Questions

Avez-vous déjà créé un questionnaire qualitatif ? Quelles sont vos techniques ? Avez-vous un retour d’expérience à nous partager ?

PS : Je trouve que cet article est relativement long, faites-moi donc savoir si vous préférez un format plus court pour les prochaines fois ou si vous souhaitez davantage de « longs »articles 🙂

Reçois gratuitement le guide "Les 7 clés pour devenir un entrepreneur libre"

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