Know Your Decision Maker
If you want to earn more, you’ll need to learn more, especially when it comes to your customer. It’s not even optional.
I don’t like when people who’ve only just met me make presumptions. They learn something about me and decide they know all about me. Doesn’t that just bug you?
One of my favourite stories happened when I was in my early 20′s and at a new job. A few weeks in, the gal training me said (word for word), “Wow, you’re blonde and you’re not even dumb!” As it was a new job and I wasn’t past my probation period yet, I refrained from stating the obvious comeback.
The presumptions that woman made were way off the mark, though at least she had the decency to ‘fess up and adjust her views. I am sometimes reminded of that incident when I ask myself what presumptions I’m making about a situation or when I’m looking for a solution that is not immediately obvious.
Don’t make assumptions about your customers! Even if you used to know what they wanted, when was the last time you really nosed around to confirm what your customers need and want NOW? And how could knowing more, NOT help you in making better business and marketing decisions?
The more you know about your customer, the more you can meet their specific needs. And people are willing to pay for solutions.
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