What Do Your Customers Need?

January 5, 2011 at 11:36 am Leave a comment

Bluish splash

Originally uploaded by dr_relling

What do your customers need? Taking it one step further – how can you help them serve whom they serve? How can you help them do what they need to do?

What is their pain?

Some marketers talk about their customers’ pain. What causes your customers pain? What bugs them during their day? What makes it so they can’t do what they want to do? Therein lies your opportunity.

Listen for what is below the words

It may be hard to get to the root problem, but a conversation that is allowed to meander a bit, will give you many clues. Listen deeply.

Needs aren’t always apparent

What your customer needs is not always what they think they need. For instance, many people tell me they need more time in their day; which, of course, is impossible. The paradox of time is that if you slow down, stop multi-tasking and work more strategically, you become way more productive. That starts with slowing down.

Try telling a busy business owner they need to slow down and you’ll get 2 responses: I know and I can’t. They think they need to slow down for their health and sanity and they are willing to jeopardize those because those are future effects, but, really, they need to slow down for their productivity.

Here is a worksheet to help you. Worksheet 1.1.2

What do your customers need? Do you have stories about customers who thought they needed one thing, but really needed something else? How did you get to the root of the problem?


Entry filed under: 1. Know Where You Are Going. Tags: , , , , , , .

Who are your Favourite Customers? How Can You Help Your Customers?

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The Three Success Factors

I have worked closely with 100’s of business owners and I have seen too many struggle. I have seen what works and what doesn't.

It takes 3 things to succeed:
1. Hard work - and I know you do that already.
2. Knowledge - domain knowledge: you've got that and continue to learn; and business knowledge: this is where everyone focuses and it's easy to find
3. Mindset - This is the killer app. This is what makes or breaks small business owners.

We work on Mindset here at the Business Owners Success Club: how you think about yourself and your business.

When you focus on a business that gives you what you need to live a Good Life and gives others what they need to solve a problem, everything else falls into place and you have a successful business.

Using that as a framework we work on one aspect of business every month. February is "Your Place in Your Community" month.

In March we will open the doors to our online community. Stay Tuned.

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