The previous blog on this subject discussed a 10-step decision process for a customer and what may take place. Now, the next requirement from a Lean Marketing perspective or any other perspective for that matter is to understand the meaning and to define it in a useable manner. Listed are just a few of the perceptions outlined:
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The perceived seriousness may determine the call to action.
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Who values what outcomes. They may differ through out the company.
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Understand the underlying symptoms, much like a doctor would.
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What are the up-front parameters, your customers need met. Good solutions can often get thrown out early because they are perceived to costly or to complicated in the early stages.
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You must determine that your solution satisfies the needs of key decision makers. Maybe as importantly, know who needs you may not satisfy.
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What are the possible outcomes with your product or services and with others. Is yours really the best solution?
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What is the worst possible scenario with your product. It may be better than the best possible outcomes product. People fear the worst.
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Preventing the worst case may win the battle. Even at that provide a parachute and describe it.
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When the plan is created for purchasing, are you part of it? Can you help create it. Can you write the plan and spec your product in?
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The checklist provides a systematic method on how to determine the decision. If used it should bring forth the best possible solution.
This is the 3rd in the series of 5 blog post based on Mirroring your customers buying process.