Concepts like "getting out of your office to see your customers" or "talking to your customers" are not really new, even if today, the modes of interface with customers are notably enriched by the digitalization of customer relations and inbound marketing. Many authors have advocated the countless proven virtues of customer interaction. Many managers have used market and customer studies as a key vector for growing their business. However, is it through these market studies that you will be able to bring the most substantial value to your customers? phone number list
When most of us take on a market study or a customer study, what do we do first? We gather our team, we brainstorm and establish a list of questions or propositions for which we will seek validation. But are you sure that you are starting from reliable elements? That you have avoided the pitfalls of cognitive bias? What if your customer has a radically different view of your products and services? Then you may never be able to understand the true value of your offer. Because it will not meet your customer's expectations and your commercial offer will be obsolete.
Of course this seems obvious, but it is necessary to first question your customer so that they tell you what they expect. In addition, ask them questions in order to detect what they actually expect and that they do not want or cannot express. Try to discern through the nature of your questions how your products and services bring them added value. Note and keep these points to then build your customer argument questionnaire that they can then more easily validate or amend. If you favor direct information to establish the questions and value propositions, then these will resonate more with them.