Strategies: Match marketing to customers' needs, desires
03/07/2008 14:10
If I asked you, "Why do your customers buy your product or service?" could you tell me? If I probed further and challenged you, "And why do they buy from you?" do you think you'd have a really good understanding of their true reasons?
Sure, you might answer, "Because they need what I offer, and I provide good value." Fair enough. But WHY do they need what you offer? Why do they consider YOU to provide good value?
Most of us are so busy producing our products and services, running the day-to-day operations of our companies, that we gradually lose touch with the real needs, desires, and choices of our customers. We don't really understand what's going on with them when they make a purchasing decision.
To increase sales and grow your business, you have to get inside your customers' heads. What are their needs and wants? Not just the obvious ones, but the deeper needs and desires that compel them to make a purchase?
Read the entire article here.