Customer Focus

From the Gary Fly / Brooks Group article “7 Tips for Implementing a Customer-Centric Strategy,” at https://brooksgroup.com/sales-training-blog/7-tips-implementing-customer-centric-strategy/

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.

Additional information on customer focus

Here is a sampling of what John E. Bredehoft of Bredemarket has written on the topic of customer focus.

(5/4/2022) Is Calendly customer focused?

If you want to initiate something at your company, it’s always good to note that it will help the company make money. Focusing on customers seems like a no-brainer, but you’d be surprised to learn how many companies focus on themselves rather than their customers.

More at https://bredemarket.com/2022/05/04/is-calendly-customer-focused/

(4/29/2022) Why the Toyota Arena’s square footage is unimportant in Zurdo vs. Boesel marketing…or YOUR marketing

Why not talk about the arena at the beginning of the fight announcement? Because fight promoters are smart. Fight promoters know that to make a sale, they need to maintain a customer focus.

More at https://bredemarket.com/2022/04/29/toyota-arena-zurdo-boesel-marketing/

(4/27/2022) Who pays you? Sarah Greesonbach knows

I could literally write between 2,800 and 3,200 words (geddit?) on this topic, but Sarah Greesonbach expressed the thought much more succinctly.

More at https://bredemarket.com/2022/04/27/who-pays-you-sarah-greesonbach-knows/

(3/12/2022) How Inland Empire West Businesses can attract new customers via testimonials, AND (3/12/2022) How identity businesses can attract new customers via case studies

Why TWO posts, each of which is targeted to SEPARATE Bredemarket social media channels?

Because I need to address the needs of DIFFERENT types of customers, by using my skill set as applicable.

More at https://bredemarket.com/2022/03/12/how-inland-empire-west-businesses-can-attract-new-customers-via-testimonials/ and https://bredemarket.com/2022/03/12/how-identity-businesses-can-attract-new-customers-via-case-studies/

(2/21/2022) Two truths and no lies, the proposals edition

Did Mark ask Carlos about what Carlos likes to see in the meat he purchases?

Did Mark ask Carlos where the meat should be delivered?

No.

Mark’s attitude was that if he shared these important facts about Guasti Meat, Carlos would be so impressed that he would immediately start to do business with such a respectable company.

This is obviously ridiculous, but many companies act in the same fashion when writing proposals. When they write their executive summaries, the first thing that they talk about is themselves.

Who cares?

More at https://bredemarket.com/2022/02/21/2truths0lies/

(5/10/2021) Communicating benefits (not features) to identity customers (Part 1 of 3)

As you can see, benefits are customer-centric.

More at https://bredemarket.com/2021/05/10/communicating-benefits-not-features-to-identity-customers-part-1-of-3/

(11/23/2020) Positioning a sole proprietorship

(Andrea) Olson believes that company positioning is mostly a lost art, and that some attempts to establish a unique company marketing position don’t really work in practice. For example, a Company X claim that it is “customer-focused” will only be effective if Company Y says that it is “not customer-focused.” (This doesn’t happen.)

More at https://bredemarket.com/2020/11/23/positioning-a-sole-proprietorship/