Start to Think Like Your Customers

April 30th, 2014

If you were your customer, how would you want a salesperson to approach you? Would you enjoy having spam emails in your inbox or always receiving the same types of cold calls? Would you want the salesperson to fulfil your needs in exactly the same way they resolved their other client’s challenges or would you want a solution that is modified to fit to your needs? If you see a convincing commercial, would you purchase the product, or would you ask good friends or do internet research and buy the product with the highest customer satisfaction rate?

Putting yourself in your customers’ shoes helps you to learn more about their business and their needs; it increases your customers’ loyalty and supports your customers, helping them to achieve their goals. But starting to think like your customers do does not only bring value to them, it will help you to get and retain loyal customers and bring value to your organization.  This article will give you 3 tips that will assist you with this sales approach.

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Target Your Marketing Activities Through the huge variety of products and the increased focus of the media on them, people are getting more and more discerning and well informed about products. Therefore, you need to target your marketing activities accordingly to get new prospects. In the digital age, there are so many more ways to engage your customers. The main source for researching activities is the internet, so it is crucial to have a strong online presence. The most important task in your marketing strategy is to have a professional and comprehensive corporate website, offering useful information about your organization and its products. You can then move on to further activities like using social media profiles, communicating via blogs and optimizing search engine results (SEO), etc.  Make your activities more indirect so that your customers don’t get overwhelmed or offended. This could happen, for example, with cold calls or mailings. Know Your Customers’ Individual Needs Customers research suppliers. You as a sales person need to do the same. Know your customers business and future vision– even before the first contact. Then ask your potential client what they want and show that you care about their needs and that you can align with them in order to deliver them an individualized product. Speak the customer’s language and build a relationship to increase customer satisfaction. Happy Customers are Loyal Customers Word-of-mouth recommendations are very influential so the best customer is a happy customer! They return again and again, bring their friends and family, and deliver tons of free advertising via word-of-mouth and social media. But having happy customers that bring value to your business is not as easy as it sounds. Unfortunately, two types of loyal customers exist. First, there are the active loyalists who do not only stick with your products but also recommend them and willingly practice indirect marketing. Second, there are the passive loyalists. These customers stick to your product, either out of laziness or habit, but they do not actively recommend your products to others. Active loyalists are the perfect customers. They will stick with your products and advertise them because they are truly committed to them. Passive loyalists might switch if a competitor offers them a compelling reason to do so. Therefore, you need to expand your base of happy, loyal and active customers so that you can benefit from good word-of-mouth recommendations. Thinking like your customers demonstrates to your customers that you are a caring and professional supplier and that will help you more than anything else with your sales and marketing efforts. Trust, loyalty and value for your business will be the end results. Do you think like your customers? Leave a comment below and let us know.

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