We live in a world of rapid change. In recent years, especially, people have changed their behavior a lot. This has also been reflected in the way we do business. Today, the consumer has acquired new needs, desires and expectations. From this context, it is essential that companies make a commitment to understand this new reality.
Have you ever stopped to think if you really know your customer's needs? To serve is to understand and, thus, it is necessary to be aware that identifying with what the customer really needs is synonymous with increasing sales and improving the results of your company in total.
In this post, we will highlight the importance of understanding the needs of the customer, the consumer of the 21st century, how he behaves on the Internet and how this directly impacts the day-to-day of your business. Check it out!
Know the customer's needs
Before finding your customer, it is essential that you study the profile of the person who will consume your product or service. What moves this person towards your company?
It must be borne in mind that serving well is an obligation. It is therefore necessary to surprise and delight. So, another tip is to make a habit of writing down all the questions that the customer has shared with your company. From there, it will be possible to build a very powerful and persuasive sales pitch.
Sell Emotions And Dreams
More than products and services, today's successful companies sell emotions and dreams. The business itself, therefore, is in the background. The focus is the way in which a sale is made. Showing concern throughout the customer journey, from pre-sales to post-sales, values the customer and promotes a humanized relationship.
Putting emotion in the midst of established relationships, with attention to the realization of dreams, is a great space for the definitive conquest of the client. Today's consumer is no longer just another number in the billing and profit spreadsheet. He needs to be understood and understood as a human being.
Build Your Personas
The persona should not be confused with the target audience. They are distinct concepts used on different occasions. While the target audience is comprehensive and serves you to understand the characteristics in common between your customers and potential customers, the persona is specific and aims to personify your ideal customer.
Through personas, you can understand details of that customer. Basically, a persona is the semi-fictitious construction of a consumer, which will help your company to accurately understand who it is and what the customer's needs are. Well-built personas allow your sales strategy to be more successful.
Know How Customers Behave on the Internet
The Internet has definitely changed the way people behave and consume. They are increasingly well-informed and demanding. In addition, the web has also brought more speed and convenience to making a purchase. Increasingly less loyal and price-sensitive, it is necessary for companies to really position themselves differently to attract customers' attention.
To adapt to this new digital reality, it is necessary to understand, for example, that consumers consult information before making a purchase, mainly in search engines, such as Google, and on social networks, such as Facebook and Instagram.
One of the ways to understand this customer happens on channels such as websites, blogs and social networks. In these tools, users are always commenting and delivering valuable information to the company. In addition, as consumers are increasingly aware of what companies are doing, it is also necessary to adopt a social and responsible stance.
In other words, to serve, understand and delight, companies need to do a job with great respect and attention to their customers and also to the place where they are inserted.
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