So I ask you – Do you know your customers?
Now before you answer, I’m not asking if you know what they like in their coffee, who their favorite team is, or what part their daughter is playing in the school play. I’m not even talking about knowing what their preferences are when buying your products.
I’m talking about knowing what drives the results your customers are seeking. I’m asking do you know:
Let me be clear – the only way you are going to “show value” is by demonstrating how you impact
And you certainly can demonstrate that if you don’t understand their business model to know, as well or better than they do, what’s working, what’s not working, and what you can do to drive results.
By all means, build that personal relationship – people do buy from people they like; but don’t forget to dig deeper for the real knowledge.