How to Deliver Business Value

Put more effort into delivering business value based on your customer's needs.

Business today is more competitive than ever. With so many businesses providing similar products and services, standing out from the crowd is the foremost way to get noticed. The best way to accomplish this is to put your customers first. Knowing how to deliver business value to your customers is an effective way of creating customer trust, loyalty and respect.

Instructions

1. Identify your customer needs. This is an important part of market research you'll need to conduct through surveys, interviews and other market analysis. Find out about the real results and benefits your customers get from your product or service. One example is sending out a survey or poll to repeat customers asking what would happen if you no longer offered your product or service.

2. Group your target market into segments. If you sell a variety of products or services, group customers with similar interests and needs accordingly. These segments groupings may be the result of different departments, products/services or industries served. When you provide the same general service to everyone, the result is mediocre service. When you segment your market and tailor products and services to meet each group's individual needs, the service you provide is perceived as much more valuable.

3. Use technology to your advantage. Technology allows businesses to automate certain business tasks to save time. For example, e-mail marketing can be automated. You can keep in touch with your customers to let them know about special sales, promotionals and share "how to" information with them. This communication can be completely automated, which save you time in the long run. You can also use technology to create video tutorials instructing your customers about how to use your product or service.

4. Encourage evaluation and feedback for the products and services you provide. Including customer feedback as part of your marketing strategy is one of the best ways to improve the product or service you offer. One way to do this is to provide your customers with a feedback sheet whenever a product or service is delivered. Include questions such as how your product helped them save time, money or provided some other solution.

5. Publish testimonials. Authentic testimonials from satisfied customers go a long way toward delivering business value. Third-party endorsements carry more weight than anything you say about yourself. They make it easier for customers to trust your business and give your product or service instant credibility. If a customer praises your service, ask permission to use their complementary statement as a testimonial. Publish testimonials on your website and other marketing materials like brochures.

References

• David Skyrme Associates: Ten Ways to Add Value to Your Business