William Shakespeare said, “Know thyself – and to thine own self be true.” Today I’m telling you to know thy customer and to them be true.
Knowing your customer means answering these 3 indispensable questions:
- What problem is your prospect waking up with?
- How do they want this problem solved?
- What is it worth to them to have their problem solved?
The answers to these questions are not only essential for having the best year ever, but they are also major components of your business model.
The last question “What is it worth to them to have their problem solved?” essentially takes “price” right out of the equation.
You must pin down what is important to your customers. If it’s not important to them, it’s not important to you. Any questions?