If You Don’t Know What Your Customer Values, You’re Not Selling It March 2, 2009
Posted by Jeff Fuchs in Lean Thinking.Tags: Lean Thinking, value
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If you think your product or service defines your value to customers, think again. Your value is what your customer believes it to be and nothing else. Even if you’re selling the fastest, smartest, most efficient or effective, if you’re not reinforcing what your customers value, or worse yet, you don’t know why they keep buying from you, you’re not selling value.Reliably providing your customers with the value they seek – and making them aware that you’re doing so — isn’t necessarily easy, but it isn’t complicated either. You have to:
- Understand what they value,
- Sell that value,
- Deliver it, and
- Reinforce it.
This article expands on each of these elements.
If You Don't Know What Your Customer Values, You're Not Selling It March 2, 2009
Posted by Jeff Fuchs in Lean Thinking.Tags: Lean Thinking, value
add a comment
If you think your product or service defines your value to customers, think again. Your value is what your customer believes it to be and nothing else. Even if you’re selling the fastest, smartest, most efficient or effective, if you’re not reinforcing what your customers value, or worse yet, you don’t know why they keep buying from you, you’re not selling value.Reliably providing your customers with the value they seek – and making them aware that you’re doing so — isn’t necessarily easy, but it isn’t complicated either. You have to:
- Understand what they value,
- Sell that value,
- Deliver it, and
- Reinforce it.
This article expands on each of these elements.
If You Don't Know What Your Customer Values, You're Not Selling It March 2, 2009
Posted by Jeff Fuchs in Lean Thinking.Tags: Lean Thinking, value
add a comment
If you think your product or service defines your value to customers, think again. Your value is what your customer believes it to be and nothing else. Even if you’re selling the fastest, smartest, most efficient or effective, if you’re not reinforcing what your customers value, or worse yet, you don’t know why they keep buying from you, you’re not selling value.Reliably providing your customers with the value they seek – and making them aware that you’re doing so — isn’t necessarily easy, but it isn’t complicated either. You have to:
- Understand what they value,
- Sell that value,
- Deliver it, and
- Reinforce it.
This article expands on each of these elements.
If You Don’t Know What Your Customer Values, You’re Not Selling It March 2, 2009
Posted by Jeff Fuchs in Lean Thinking.Tags: Lean Thinking, value
add a comment
If you think your product or service defines your value to customers, think again. Your value is what your customer believes it to be and nothing else. Even if you’re selling the fastest, smartest, most efficient or effective, if you’re not reinforcing what your customers value, or worse yet, you don’t know why they keep buying from you, you’re not selling value.Reliably providing your customers with the value they seek – and making them aware that you’re doing so — isn’t necessarily easy, but it isn’t complicated either. You have to:
- Understand what they value,
- Sell that value,
- Deliver it, and
- Reinforce it.
This article expands on each of these elements.
