How To Turn Customers Into A Raven Fan

Few businesses seek to meet their customers' needs. Those businesses that do understand their customers' needs, and attempt to satisfy those needs, seem to end up with all the business. You can end up with all the business too, if you'll take the time to learn what your customers need and want. Let's probe the problem a little.

To induce someone to favor you with their business, you normally have to offer them some need-filling advantage. Let's review just a few of the possible needs people want filled...

They want products that offer convenience or better quality. They want things that last longer, save time, look better, perform more functions, and are state-of-the-art. Save money, make life less difficult by saving effort. Generate more money. Or make their owners more effective.

What do your customers want or need most in the product or service you offer? Do they want the convenience of knowing they can go down the block and get it from you, or the knowledge that your firm stocks or offers more items, or sizes, or products than any other company? Do they want the top-of-the-line product or service? Or. Do they want highly personalized service, attention, advice, and instruction?

Perhaps they merely want to acquire the kind of goods or services you sell at the lowest possible price. Or maybe price alone isn't what they're after -- maybe they want the best guarantee or the best service to support the sale.

I don't know which need, or which combination of needs, your potential customer seeks but that customer does seek fulfillment of some singular need or combination of needs, and sometimes he or she doesn't even fully realize it. But once you find and fill that need, you'll own your business niche.

If you don't know what needs your customer most wants you to fill. Start by recognizing that no one can be all things to all people. You'll dilute your image as a need-filler lf you try to do that. So, first determine which you needs can fill, consistent with who you are, what your business is, and how you operate. Then talk to clients, prospects, and customers, and have your salespeople do the same.

Experiment with the image you convey in your advertising and promotion. Monitor the harmony and gauge the feedback. Let your customers tell you which specific needs they most want filled, then determine which of those needs you can actually fill. Then, don't merely fill those needs silently. Make sure your customers, prospects, salespeople, and your entire marketplace learn that your business listened and that you finally did something to satisfy the needs of your customers. Continuously (tactfully) inform, educate, and outright 'point out' that your company is filling those needs for your customers. Change your ads to feature these specific need-filling advantages. Have your field or in-store salespeople point out what you are doing. Send out letters that do the same. Phone your customers and inform them that you're prepared to fill their needs.

Once you determine precisely what your customers' needs are and you commit to fulfilling those needs, then do it.

If you decide that service is the critical element, offer the best service, the fastest service, the most skilled service people, and the most knowledgeable staff. If top quality is the need you decide to fill, don't offer mediocre goods! If you claim to be the best-quality business, make darned certain you're a regular complainer about what you sell, if you promise the lowest price, keep that promise. Integrity requires it.

If you don't genuinely fill the needs you purport to fill, your customers will soon abandon you. I hope that does not happen to you, that is why ought to apply this fast.

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