Identify Your Customer and Their Pain Clearly
To be client centric, we must know who
our ideal customer is, what their pain is
and how to resolve that excruciating pain.
You must be clear and targeted - this is
about laser focus and not a spray gun
approach.
To help understand your ideal customers,
it is essential to talk to as many people in
your target market as possible, before you
start and spend money on building your
business.
Instead of asking about their opinion
on your product/ service i.e. “I got
this product will you buy it”, ask them
questions around the problem you are
trying to resolve. Explore through a series
of questions on how painful vit is for them
and how important it is for them to find a
solution. This will determine whether they
would pay for it and if so how much they’re
willing to pay to have someone resolve
their problem. The more people you talk to,
the more insights you will gain.
For Dinesh, after doing his research and
speaking with several people, he identified
his ideal client to be project directors of
global tech companies (e.g. big banks,
major retailers, global financial houses
etc) who had big-ticket projects that
were required to be delivered on time,
with high visibility and little room for
error. These projects had a track record
of budget and time overruns, so they
were happy to talk to an expert who
could help.
NexGroup team were helping them
resolve their excruciating pain as their
high paying jobs, and that of their teams
often depended on an on-time -on-
budget delivery.
“At the start, our clients will only
give you a small project to test you.
However, if you can truly deliver and
surpass expectations with flying
colours, you will get not one, not two,
but a massive avalanche of business as
we did.”
The critical element here was to know
who our ideal customer was, to develop
empathy on what significant issues they
had, and to build trust by demonstrating
that we can help them.
This is about having a clear strategy, that
is then executed to precision from the
start. If you would like to develop your
own clear strategy and achieve similarly
click here for more details and insights.