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You Must Know Your Customer for Your Company to Succeed

Eric Crews
|
11.17.2022
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In business, there’s a lot of lip service paid to meeting customer needs.

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You’ll hear about it in strategy. You’ll hear about it in marketing. You’ll hear about it in sales.

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But all too often, when it comes down to executing, companies choose to follow their own interests instead.

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They build the product they think their customers want.

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They develop marketing collateral that’s focused on their company instead of solving customer problems.

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They push the offer that has the highest margins or the most open capacity.

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And what happens?

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The product doesn’t fly off the shelves. The marketing doesn’t seem to resonate. The sales pitch works in the moment but leaves customers feeling oversold.

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Most of the time, companies aren’t intentionally setting out to work against their customers. The problem is that they’re unclear as to what their customers actually want.

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You must get crystal clear about what your customers need—then find the way to provide it to them.

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If you feel in the dark about how to best serve your customers, here are a few ideas to help you get started. These initiatives won’t require a massive budget, but they will take some work.

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7 Ways You Can Best Serve Your Customers:

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1. Look at what your competitors are selling and how they position themselves.

What can you hypothesize from their offers and messaging?

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2. Talk to frontline employees who interact with customers on a regular basis.

What are their fears, concerns, and challenges? What solutions do they appreciate most?

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3. Develop and maintain a few key customer relationships so you have a direct line to the people who pay for your products and services.

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4. Conduct customer interviews.

These are great for producing testimonials and case studies as well.

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5. Run customer satisfaction surveys.

Start with something simple like NPS, then solicit additional feedback.

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6. Closely monitor what works and what doesn’t during the sales process.'

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7. Dig into your marketing metrics—what messages seem to resonate based on the data?

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Knowing your customer isn’t a one-and-done kind of project. It’s an ongoing effort to iterate, refine, and evolve as your customer base does.

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But these are the people who buy from you, and you must care deeply about their success. Stick close to your customer, and you won’t go wrong.

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P.S. If you need help developing a customer-centric strategy, we’re here to support you. Contact our consulting team to find out how.

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