Research is the First Step

Posted by David Bennett Mon, 05 Jun 2006 17:45:00 GMT

Research is the first step towards creating a value proposition

The elements necessary to begin the process are:
  • recognize who your customers are;
  • understand their expectations of you;
  • understand how they measure those expectations;
  • understand how you’re doing against the expectations; and
  • understand what you’re doing to improve each and every day.
And the key to understanding is knowledge. It’s not about making assumptions about what your clients want, but it’s about listening to your clients, interviewing them and being assured that you are dealing with the facts.
 
The more specific and targeted your value proposition, the better. A successfully tested and proven value proposition is essential to open more doors and close more sales.
 
A complete value proposition includes:
  • agreement on customer needs and interests
  • determination of the services provided
  • connection (sales and marketing channels)
  • delivery systems
  • determine what parts you provide and what parts partners provide

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Use existing research

Posted by David Bennett Wed, 14 Jun 2006 17:31:00 GMT

Listen, listen and listen. That’s it, in a nutshell. Your past customers want you to listen, and your future customers want you to listen. They want you to tune in and hear what is on their minds.
 
There are a number of ways in which you can listen to what consumers are saying. Review the survey results from NAR, CAR, RECON and leading consultants.
 
There is a wealth of research available on what buyers and sellers have been saying. Take advantage of the work that has been done and make this your starting point.

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