If we are all lucky enough, we have customers.
The problem comes when we have customers that we haven’t really ever qualified or decided that we want to do business with.
When we first get started, we take any business we can get.
That’s just a fact.
But the thing about it is that you need to make sure that you understand your customer, know your customer, and put them in several bins that relate to your business:
- Good targets
- Bad targets
- Targets for later
The question becomes: how do we find out and understand our customer so that we can actually serve the people that we can help; not work with the people that aren’t a good fit for us; and have targets for people that I need to work towards helping.
Here are a few questions that we can use to guide our customer discovery:
1. Ask yourself what is their desired outcome:
What are your customers trying to achieve?
Are your customers facing some internal issues?
External challenges?
What are their goals?
And, so on.
Begin by understanding what will make your client’s lives better or help them achieve their goals.
2. What are some of the complex problems that your customers aren’t able to solve for themselves:
You have to understand the complex problems your customers are facing because anyone can solve problems, but one of the really big things you can do for your customers is help them identify and solve the really big, complex problems.
By understanding these problems, you can understand how your customer is suffering or where they are struggling.
3. Where do your customers go to learn?
You need to know how to reach your desired clients.
So it is important for you to learn where these people go to learn, to get references, and to figure things out.
4. Ask yourself, what’s the best way to reach them?
You need to figure out how your customers are being reached and engaging with things.
Not the best way for you, but the best way for them.
8 Comments
Elisabeth
After I initially left a comment I seem to have
clicked on the -Notify me when new comments are added- checkbox and from now on whenever a comment is added I receive four emails with the exact same comment.
There has to be an easy method you are able to remove me from
that service? Cheers!
Elisabeth
After I initially left a comment I seem to have
clicked on the -Notify me when new comments are added- checkbox and from now on whenever a comment is added I receive four emails with the exact same comment.
There has to be an easy method you are able to remove me from
that service? Cheers!
Ezequiel
Keep on working, great job!
Ezequiel
Keep on working, great job!
Deloras
When I originally commented I clicked the “Notify me when new comments are added” checkbox and
now each time a comment is added I get three e-mails with
the same comment. Is there any way you can remove me from that service?
Appreciate it!
Deloras
When I originally commented I clicked the “Notify me when new comments are added” checkbox and
now each time a comment is added I get three e-mails with
the same comment. Is there any way you can remove me from that service?
Appreciate it!
Rodolfo
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Rodolfo
Asking questions are in fact fastidious thing if you are not understanding something totally, except this paragraph presents nice understanding even.