Once this is done, we move on to the next step, namely understanding the customer's actual needs . To do this, however, a few hours of study are not enough, nor the analysis of the data at our disposal. No, this is rather a process, which allows us to identify the customer's needs over time. Which, it should be emphasized, are not all explicit : just as a normal consumer, who cannot say exactly what the reasons are that push him to buy or not a certain product or service, also the various companies do not know for sure what all their real needs and problems are. Some needs, in fact, remain hidden, unsaid, as they are not identified by the customers.
First of all, because in some cases they cannot see them: a freelancer who the advantages of line database contacts a web marketing consultant, not being an expert, may very well not have realized that he has adopted completely unsuitable tools , or perhaps that he is addressing too broad an audience .
Or, in the case of companies, that need may be unknown because none of the subordinates has had the courage to tell the boss that there is actually a problem to be solved: there are countless companies where things go badly simply because there is no exhaustive communication from the bottom up. This therefore means that, in the case of companies, one should not limit oneself to approaching only the top, moving one's gaze also towards the other hierarchical levels.
This is for the theory. But, in practice, how can you frame the needs of the customers ? Here are four tips to put into practice at the next meeting.
Four tips for identifying your customers’ needs.