If you get this right, everything else falls into place.
Define your customers' optimal or improved value at the intersection of a newly-created nexus between either: pricing, customer need, product innovation, delivery innovation, or marketing innovation. Don't rest on where the market sees their value today but find where you can make them stand out--and know that you will have to keep moving, keep innovating, keep finding new customer value and new combination values.
Your competitors will copy you--which is a good thing. It means that they are spending their time trying to be like you and not finding where their next value point lies.
Next tip later-
Shawn
Ambush Idea: always ask a customer or lead 'who should I talk to next?' find a reason (for example: you're only in town for a day but have an extra 2 hours.) It exposes what they think of you, where the see your value in the marketplace and most importantly, it gives you a live ,referral lead.
Define your customers' optimal or improved value at the intersection of a newly-created nexus between either: pricing, customer need, product innovation, delivery innovation, or marketing innovation. Don't rest on where the market sees their value today but find where you can make them stand out--and know that you will have to keep moving, keep innovating, keep finding new customer value and new combination values.
Your competitors will copy you--which is a good thing. It means that they are spending their time trying to be like you and not finding where their next value point lies.
Next tip later-
Shawn
Ambush Idea: always ask a customer or lead 'who should I talk to next?' find a reason (for example: you're only in town for a day but have an extra 2 hours.) It exposes what they think of you, where the see your value in the marketplace and most importantly, it gives you a live ,referral lead.
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