Train yourself to see things from your target audience perspective. Business people often worry about “understanding the customer better”, but it seems to get harder not easier. Here are a few reasons as to why?

    • Customers are far less trusting than they used to be.
    • Consumers are more powerful thanks to social media and the internet.
    • Diversification has increased putting a premium on deep customer insight.
    • Due to data overload customers are confused and less interested in products.

What is product anyway?

For us, it is a solution to a problem that our target consumer is facing. Our task is to put aside what our product does and instead focus on the problem it is designed to solve.

  1. Consider their needs

    The best way to eliminate the guesswork in selling is to ask the right questions and listen to your customers carefully. Giving your buyer information they understand is an attribute of a good salesperson. Understanding customer needs and discovering what they want helps them avoid their fear of buying. If a salesperson offers a product a buyer considers a need their more likely close the sale.

  2. Go join your customers

    Get yourself out there and eavesdrop on your customers in an environment they are comfortable. Hang out with them listen to their complaints and biggest problems. This may go against the first tip, but sometimes customers won't tell you their problems when asked directly. The reason is they often don’t know what their problems are. Listen to what customers say. Take notes and quietly leave the scene like a ninja.

  3. Seek out your competitor's consumer

    Don't overlook those buyers that go for your competitor instead of your own product. These customers provide valuable data on the product fell short by comparison. Buyers who reject your solution may be candid to tell you as to why. Pay close attention to them if they say your product was too expensive. Did your product contain features that the competition didn't offer? or did it lack features they were looking for?

  4. Check out other company's

    Look into other industries, Dan Kennedy's success for one major reason, he borrowed from other places. Search for people on top of their industry unrelated to yours. How they solve their customer problem? and What they offered or create that you can apply to your own product? This unique idea could potentially make you a star on your niche.

  5. Anticipate your customer

    Focus on what consumers could want or need tomorrow. Look for the next problem to solve, not which product to sell. Envision different outcomes of the future and then explore how underlying market shifts may affect your customers.

Steve Jobs said, "It’s not the customer’s job to know what they want." Sometimes you just need to get out of your own way to really understand your target audience. So always listen to what your customers are saying. If you can hear them, they will tell you what you need to know.


Written by: RL.juarez