If you don’t understand your customers, you are hoping that for some unknow reason they will give you money.
The first and most important question is: What is happening to the size of your target market? If the market size is shrinking, then you may need to rethink your target market. The second most important question is: What have the customers started spending their money on? In other words, are their needs still the … Continue reading What do you do if you’re losing customers?
Over the past years my meetings with leaders always included discussion regarding their customers. There has been a large variation in the degree to which they understand the customer and the degree to which customers understand the leader’s company. Not surprisingly, there seems to be a relationship between business success and the degree to which … Continue reading Do your customers understand you?
You can download a PDF of this article from: How do you interview potential customers? Why interview potential customers? You don’t want to spend time and money to build a solution for which there are no customers with a problem or need you can satisfy You interview potential customers to understand their problems and needs, … Continue reading How do you interview potential customers?
Overview A value proposition is the customers perception of value. The value proposition = (All the customer achieved benefits) / (All the customer incurred costs) You need to understand both the customer and the competition. Your growth and survival in the marketplace requires helping your customers achieve a compelling value proposition. A value proposition is … Continue reading What is a value proposition?