Irrespective of the type of business you are in or the product/services you promote, one thing remains constant, and that is: knowing what your customers want! When you are selling something to your customers, it is important to have a significant understanding of their needs and requirements.
Imagine you being the owner of an organization that provides services related to a business phone system. In order to promote your services, you are bound to conduct research or at least a study to trace organizations that might want to embed a business phone system.
A business that operates mainly in Nigeria would not be interested in buying a Brazil Phone number from you. Prediction is definitely helpful but only when you have significant facts to base the same, but not when you have just a buyer and a product in hand.
While guesswork has powered the selling domain for years, gone are the days when intuition helped organizations drive hundreds and thousands of dollars. Today, we thrive in the consumer-driven information age and so, having in-depth knowledge about what they want, let alone expect from a business is important.
So, how do you know what your customers want? How do you decide whether your buyer is looking for a Brazil Phone number (e.g., the one beginning with +55 21 for Rio de Janeiro) or a local toll-free number?
Here we have three steps to educate you on the strategies or ways by which you can have a clear understanding of what your customers want.
Three Ways To Know What Customers Want?
1. Understand Their Needs
The first and most important thing to do is understand your buyer’s needs. And this understanding is not to be factored on guesswork. Simply conduct surveys or enter into direct interaction with your prospects and ask them what they want or what they expect from your business.
It is believed that when the sales process is designed to map the customer’s expectations or needs are more likely to close deals. The key to interaction lies in listening more and speaking less. One mistake that a majority of the salespeople do is promote their products without adhering to what the customer has to say. Even though you might end up making a sale, it isn’t a long term relationship. Hence, it is imperative that the buyer’s need is prioritized and worked upon.
2. Finding Why?
You are maybe the owner of an organization or say part of the sales team. You are bound to consider your product important at all stages. However, this is not the same with respect to a buyer.
Consider a situation where there are two organizations A and B. A has recently deployed a virtual telephone number and B has been using one for three years now.
Now A has expanded its reach to France whereas B still operates in its native country, Australia.
Your job is to pitch the perks of buying a France Virtual Phone number (For example – the numbers for Paris will start with +33 1 and for Corsica, with +33 4, without the need for setting up offices in the respective regions). So, which of the two seems a stronger prospect?
Definitely, A. Irrespective that they have just adopted the solution and might not be aware of the benefits, it is they who would incline towards the purchase of France Virtual Phone number. Had you not been aware of the buyer’s journey, or what compels them to invest in a product, you might spend more effort in convincing B to make a purchase, which is definitely pointless.
The point being you need to have a simplified idea of who your customers are and what is that forces them to make a purchase. The reason behind the decision is something that motivates the decision and when you are aware of this, you can optimize your pitching process.
3. Gather Feedbacks
At times an organization fails to practice what they preach. This might be unintentional, yet this has a tremendous impact on the value of the organization. It is best to design feedback forms where you ask your existing customers or the ones that have left to drop feedback on the product and the customer service.
This information is strictly gathered to find out the weaklings in the product, fix them, and then reinstate the offerings, this time with a better product. You might even consider revisiting the old customers, convincing them to buy your product and see if the problem is solved. The view of a buyer is considered important and will help gauge the limitations of the selling process. Happy and satisfied customers also leave good feedback. This can be used for creating customer testimonials and it will help you in boosting your conversion rate as well in the future.
Conclusion
Customers are an important part of the selling process and in fact, the drivers of the success of an organization. Whether you are a dedicated service provider, an e-commerce sector, or a consulting company, having information about your buyers, their wants, and expectations are something that helps you scale greater heights. Make sure you have considerable information about the expectations, requirements, etc of your end consumer to better strategize your selling methods and increase profits.
