A recurring role for the Business Innovation Coach is to motivate startup and SME leaders to get out of their comfort zone - their office or behind their computer screen - and build the communication skills and confidence necessary to engage with B2B customers, face to face - whenever possible - as it provides insight that no remote market research might offer.
Building the collecting of customer insights into your business DNA delivers many benefits:
Building lasting client relationships beyond the transaction
Maintain or improve your competitive advantage
Strengthen your product design and go-to-market strategy.
It will also help you perform a number of product development and marketing tasks, such as:
Drafting the ideal customer(s) and user(s) profile
Designing the customer journey
Defining your economic benefits metric
Setting your product performance metric
Building a competitor benchmark
Quantifying your value proposition
Testing your value proposition
Moving from firmographic market segmentation (desk research data) to market segmentation based on up-to-date customer insights.
Download the following PDF highlighting 10 ways to discover customer needs using online tools, channels and market research techniques and 10 ways to collect insights face-to face-before you reflect on what is possible to research your ideal customer(s) and user(s).
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Still need support to start your customer needs discovery? Do not hesitate to contact me.