Customer Insights
Who are your customers?
Why do they buy from you?
What do they need now?
How long has it been since you’ve asked your customers why they buy from you? They have many choices, including doing nothing. Often, inertia gets in the way of making a decision. Too many choices. Don’t want to make a mistake. Or, it’s still on the To Do List, but not sure how to go about it.
The Challenges:
Struggling to grow?
Understanding your customers’ needs, wants and expectations is the fastest path to “low hanging fruit” for your sales team. The goal is to sell more to existing customers, and find more just like them.
Sales team spending too much time with the wrong prospect?
Identifying the best fits for your sales efforts starts with understanding what the best targets look like. Prioritize your precious sales time is critical for efficiency. Focus on the prospects you’ve got a chance to close. To do that you need to know what “best” looks like.
Products or services meeting your customers’ needs in all your markets?
If you’re not sure about fit you may just find they’re going to look elsewhere for something that better meets their requirements. The more you know the better you can plan—and apply that knowledge to other markets.
Know what your customers are thinking?
If you don’t, you might just be surprised when the next renewal period comes around or you try to sell them something new. They may not be happy with you. They could be talking to your competitors. Don’t be blindsided by dissatisfaction or changed requirements.
The Solution: Gold & Partners’ Customer Insights
Leveraging a mix of qualitative and quantitative techniques, we provide a Gap Analysis through customer and employee interviews and other relevant audiences (influencers, referral sources, partners) to identify current-day needs and wants, as well as future expectations.
A detailed analysis of your customer database and purchase history provides a clear, accurate view of revenue by market, title, purchase decisions, and profitability. All together you know who your customers are, why they buy and where to look for more business.
Benefits and Value
- A clear plan to find new revenue with existing and new customers
- Create preferred customer profiles for sales & marketing efforts (demographic, geographic, behavioral)
- Re-prioritize current prospecting targets
- Capture hidden customer issues
- Increased customer retention and satisfaction
- More powerful sales and marketing messages
- More effective and timely marketing and customer care messaging (content strategy)