Mirror your Customer – Making it your process

Posted onAuthorbusiness901

The previous 2 steps is very similar to creating a Current State Value Soutcomes 2tream, much of what we do in Lean Processes or Lean Marketing. This step. I would relate to creating a Future State Value Stream.  You are now going to start thinking about the marketing materials to use or create for this process.

  1. The more your product/service has demonstrate that it is the best solution or you are perceived as the expert in the area will determine how quickly you flow through the process.
  2. Do you have proof that your product will provide the desired outcomes.
  3. What will change in your customers life if you provide this? Or what improvement in his processes will happen.
  4. How relevant is your product to the desired outcomes. Does he understand it to be an effective and easy solution?
  5. List the decision makers or in a general sense the typical decision makers. Review how these people are used to receiving and the type of material they would want. More importantly is thee different DM involved that need different material than others. This is not the time to hand out the tri-fold.
  6. Understand you competition and all the alternatives that may be available. If you are not the strongest outcome be realistic, you can still get the job.
  7. Develop worse case scenarios not only for product/service but others. Maybe, if you can provide the best evaluation or test of the product that may be better than the perceived value.
  8. There is a chance for something bad to happen on any purchase. What preemptive steps can you provide your customer to minimize his risk. What provisions are already build into the product/service that will minimize the risk. 
  9. Your customer has a strategy to make the best purchase. Do you have a better strategy in place? Take his purchasing criteria and match your marketing with answers.
  10. Create your checklist and rate your strong areas and your weak areas. Rate your self against your competition even. You are more than likely not the best in every category. It is important to know that so that you can hit a few high notes when the opportunity is there.

This is part 4 of 5 blog post on Mirroring your Customer.