Business Chops Tip #107: What Drives Your Customers?
A stroll down the aisles at the recent CEDIA Expo reminds us that integrated
systems in homes is burgeoning, made more ubiquitous by robust networks. Historically, a common assumption was that entertainment was the primary driver, and energy savings and centralized control of integrated systems played supporting roles.
Now more than ever, mobile control of all home systems in the entire environment is moving the industry forward. Astute integrators are good at determining what each of their customer's drivers and motivations are. One size no longer (if it ever did) fits all. How good are you at assessing each customer's drivers?
Author's Note: Creative and technical professionals (from musicians and actors to designers and engineers) rely on their "chops": 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.