Customers take different things into consideration when they think about buying what you sell. Some factors will be more important than others – this will vary by customer or by customer category. You and your competitors will be, or will have the reputation of being, better at delivering some of these factors than others.
If you know how important the different benefits are to different customer groups you can tailor your proposition to each group. If you know how well you deliver on that benefit then you can work on improving this where necessary.
How do you carry out customer benefit analysis? Identify your different customer categories. list out all the different benefits each category is looking for (this could be low price, reliability, speed and so forth). Weight them in order of importance for the customer category and assess how well you deliver the benefit.
If you'd like to know more about the power of customer benefit analysis then this event is for you.
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