FIVE INSIGHTS INTO WHAT CUSTOMERS WANT
(Summary extract from MAXIMISING THE VALUE OF YOUR BUSINESS)?
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1.?To drive sales – facilitate self-actualisation.?While the needs might not be addressed in the prescribed order – Maslow's Hierarchy still has much to offer in terms of understanding the drivers of consumer behaviour.
2.?To drive sales – understand the two levels of motivation.?Identify the hygiene and motivational needs your product satisfies, ensure that hygiene needs are fully met, and then use motivational needs as the basis for product differentiation.?
3.?To drive sales – understand six core consumer needs.?Understand the six core needs of the 21st-century consumer and consider how your product can deliver added value by addressing all or some of these needs.
4.?To drive sales – address nine product-related needs considered by consumers.?Understand consumers needs and how your product performs against the nine criteria for assessing the merits of a product. Ensure your product excels on as many as possible.
5.?To drive sales – embrace seven service-related factors considered by consumers.?Understand consumers needs and how your service performs against the seven criteria for assessing the merits of a service. Ensure your service excels on as many as possible.
FOR AN EXPLANATION OF THESE TIPS AND HOW TO ADDRESSTHEM
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D. John Carlson - +61 (0) 402 273 350