How to think like a customer: step #2
Now that we’ve admitted that we aren’t customers, we can progress to step 2: actually talking to a customer.
Ironically, the closest many marketing people come to the sales cycle is the 2-way glass in the focus group facility.
Which is nice. But you’ll learn the most, and fastest, about your customers (in the B2B complex sale) by riding along with your sales people.
Chatting with customers at events is also helpful. But the customer in the wild is the customer who’s trying to buy something. That’s who you want to hear from.
Related posts:
- B2B complex sale = influencing a community.
- How to think like a customer: step #1
- How to think like a customer: step #3
- The end of top-down message control
- People won’t buy what they don’t know about. Or will they?
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