Many entrepreneurs without marketing backgrounds assume marketing is just about telling your story and your client’s stories, and then convincing and selling them on it. But those assumptions often cause us to overlook the one part of marketing that far too few businesses practice.
Are you ready for it?
Entrepreneurs should realize that unless you listen to your customers long before you try to sell them anything, you’ll never understand the RIGHT way to sell your product or serve that client. Ask your customers open-ended questions. Learn about their fears, their challenges, their needs, and their hopes. Do a ton of customer development.
Listen. Listen. And then listen some more.
God gave us two ears and one mouth for a reason – to listen twice as much as we speak, especially as entrepreneurs. I have learned this the hard way and the easy way. When you speak to your clients, take copious notes about their concerns. Listen to everything. And then repeat it back to them to make sure they feel heard and taken care of.
Listen to your customer and put your ego aside. And before you know it, you can act on what you’ve learned. Every product in my product suite has come from my customers. Listening to them and getting to know what they really wanted, and needed, allowed me to build a multimillion-dollar enterprise.
Don’t know where to start with your customers?
Try conducting a focus group, perform case studies, or send out surveys. Gather information from them in any form you can. But you need to listen to them, and I mean really listen.
Listen twice as much as you speak and take copious notes about what your customer needs. Then you can turn this into the financial foundation of your company.
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