Why is a Customer Focus Important?

When a customer approaches your firm to do business, the top-of-mind concern of the customer is the customer’s own problem.

• If you begin your conversation with the customer by discussing the customer’s problem (and, once you understand the problem, how you can solve it), you will build an immediate rapport with the customer. After all, you are addressing what is important to the customer.
• If you instead begin your conversation with the customer by talking about yourself, the customer will not care. You are not addressing what is important to the customer.

If you would like to know more, see this curated collection of Bredemarket blog posts on the topic of customer focus.