Responding To The Rapidly Changing Customer Demands And Environments

How can you use the value proposition canvas to adapt your services to your customers' changing needs?

It is vital to know your customers and to identify their needs.

Some businesses do not really have a defined view about who they serve and who their customers are.

They try to appeal to a market that is too broad. We have also noticed that organizations often make assumptions about their customers' needs rather than truly understanding them.

If you do not define who your customers are, you cannot identify what they need, and you cannot define your unique value proposition.

Needs evolve over time and can be influenced by many factors: changes in living circumstances, advances in technology, and external factors.

If you do not offer value to your customers, they will stay away, and you will not deliver on your mission.

You should be able to give a clear answer to whom your organization is seeking to help and who is seeking your service. It is impossible to serve everyone because your funding and resources are limited, and doing too much at the same time risks that you achieve very little.

At the same time, your customer base can't be too small because it will be difficult to secure funding and operate viably if you support only a small amount of people.

You should develop a customer profile and answer the following questions:

What pain points and barriers do they try to avoid: what gains and positive outcomes do they expect?

What do they need to get done: list the functional, emotional, and social jobs your customers need to have done.

The best way to understand your customers' needs is to speak to your customers.

You can conduct surveys or interviews with existing customers; you can review your customer intake data, also speak to your frontline staff.

After you have developed your customer profile, you should ask what value do your programs or services offer?

List the programs and services that are available to your customer segment.

Secondly, list the pain relievers. Describe how your services reduce customer pains and how your services make their life easier.

Describe how your services create gains and offer value to your customer.

Create a clear fit with your customers' needs:

There are four customer needs that you need to know: Price, quality, convenience, and choice

Price: You need your product and service to be affordable, but affordability is contextual. It depends on the segment that you are targeting. If you're targeting a lower disposable income segment, then clearly, you need to ensure that the price is lower.

Quality: you want it to be as high as possible, but this needs to be balanced with the price.

Convenience: e-commerce, online delivery, as well supportiveness.

Help support those busy lifestyles that are of the current era that we live in. Customers need to be able to get what they want easily.

E-commerce and online delivery: the website they're using needs to be easy to navigate and easy to check out.

Choice: you want to be providing a wide choice, a wide product range as opposed to a narrow front wrench. That's important because you want to cater to a wide range of customer needs.