25 Ways to Better Understand Your Customer’s Needs

Understand the Customer’s Needs

This strategy is focused strongly on relationships that are essential to understanding the customer’s needs. Meeting the customer’s needs is the true definition of quality. A sales strategy based on this objective needs to be committed to providing the highest quality product or service possible to meet the customer’s needs. But first you must understand these needs and how you can achieve this understanding.

An important point emphasized in the activity is that it is the customer who determines these needs—not the salesperson.

Even strategies that focus on creating customer needs ultimately lead to the customer making the final decision concerning what is or is not important to them and their business.

25 Ways to Better Understand Your Customer’s Needs

1. Ask them.
2. Study their buying habits.
3. Learn more about their business.
4. Read their annual report.
5. Read their promotional material.
6. Spend time at their facilities or locations.
7. Visit their Web page on the Internet.
8. Study their company’s history.
9. Research the markets they serve.
10. Keep good notes when talking to your customers.
11. Send them a customer satisfaction survey.
12. Make courtesy calls to them to make sure their needs are met.
13. Ask for a copy of their company’s mission statement.
14. Ask them what type of training you could provide concerning your product/service.
15. Study business trends that directly affect them.
16. Pay attention to what their CEO says and writes about.
17. Thoroughly investigate any problems they might experience with your product/service.
18. Frequently review customer’s quality requirements with them.
19. Ensure that customer’s specifications are kept updated.
20. Link yourself electronically (e-mail, intranet, Internet, fax, pager) with the customer.
21. Give customer access to you on off-hours (by pager, home phone, e-mail, fax).
22. Keep informed about the customer’s industry trends and changes.
23. Attend conferences that relate to your customer’s business.
24. Periodically invite the customer to lunch or dinner.
25. Really listen to what the customer is saying to you. They are probably telling you how to keep their business!

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