4 Customer-Centric Strategies
Everywhere you look, you see new buzzwords. One of the biggest is “customer-centric” and it is often associated with “selling.” That seems to be an oxymoron – isn’t all selling about the customer and his needs? What does it really mean to be customer-centric in your approach? How is that different from what you are already doing? Let’s look at 4 strategies that will help your selling become more customer-centric.
1. Make sure every single contact is valuable – for your customer. Would your customer pay you $500 for every meeting? If not, you’re vulnerable. Unless customers think their time with you is well spent, there’s a high likelihood they could disappear into a black hole.
2. Bring your customers a way to spend less money with your company. While this may hurt you financially at the onset, the trust it engenders pays for itself many times over. And, it’s better for you to bring up this topic than for your customer to hear about it from competitors.
3. Update customers on what their colleagues are doing. Corporate decision makers, with their nose to the grindstone, often have no idea what others in the organization are doing. Bring them ideas from their peers in different divisions. Set up meetings to share best
practices. Be the network.
4. Respect their time; it’s their most precious commodity. The days of “winging it” are past.
Customers today expect you to research their companies prior to meeting, come in with an
agenda, ask insightful questions, and lead the conversation.
