Talking more to your potential customers and your existing customers pays dividends.
It's kind of obvious, but how much time do you spend, finding out what your customers or clients want? Are they really happy with what you provide for them?
Could you do anything more to serve them better?
What are their frustrations how could you help them overcome them?
How do you compare to your competitors? Ask your customers they will know.
Early this year a client of mine who has a manufacturing business, asked me to create a unique selling proposition for him and part of the process involved talking to his customers.
What we found that his customers felt that all manufactures in his industry, had poor product photographs.
So we hired an expensive product photographer who took some really good pictures and together with a graphic designer produced a great new brochure. It was in fact more than a great brochure it was a presenter that my client's customers used in their own sales presentation.
The presenters were leather bound and they cost around £25 each. Here's the best thing. his sales started to grow, he took on more accounts because of the presenter and the quality photographs.
His prospects and his existing customers all wanted the presenter, this together with the new unique selling proposition, he closed more sales.
Part of the USP made a promise that if his customers placed an order before 9.30 a.m. that the product would be with them the same day by 3.30 p.m. or its FREE.
The moral of the story is ask questions, listen and take action.
Regards
Mark
