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Business Chops Tip #17: Do You Understand Your Customers?

December 28, 2011 By John Stiernberg
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Your customers have specific needs and expectations.  They evaluate your performance based their own unique criteria.  As you build customer relationships, you develop deeper understanding of what their buying criteria are (why they buy from you vs. competitors).  

If you fail to deliver what your customers want, they will not come back. If you deliver above their expectations, they are more likely to 1) return and 2) tell others about you. So, get a clear understanding of how your customers make decisions based on their own needs. Then, deliver beyond than their expectations in order to keep them coming back.

Author's Note: Creative and technical professionals (from musicians and actors to designers and engineers) rely on their ³chops²: those skills and techniques that they use to be successful on the job. Stiernberg Consulting coined the term Business Chops to encompass those skills, experience, and tactics that you rely on to be more successful. Whether you are a dealer, manufacturer, distributor, rep, or design firm, this series includes tips and techniques for optimizing sales, profits, and growth of your Custom Retail business.


 

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