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by Adam Miller0 views·Updated Feb 10, 2022
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  1. So when it comes to figuring out what a customer's needs and wants are,
  2. my personal approach is really to always
  3. start by researching more about the customer.
  4. What does their websites say? Do they have any digital retail capabilities?
  5. What does their Google my business page look like?
  6. Do they advertise elsewhere in the market?
  7. Um, you know, what kind of messages are they relaying through their social media?
  8. Do they even have social media
  9. at times even using social media to track
  10. down the decision maker and finding some common
  11. interest to actually bring up in conversation just
  12. to help make things a little bit more
  13. of a warmer conversation?
  14. But, you know,
  15. by knowing as much as I possibly can about a
  16. business and the people involved before I even walk,
  17. walk in the door or pick up the phone,
  18. I get to show up and start asking questions
  19. about things that I couldn't find
  20. about them online.
  21. And that's kind of the important piece of this,
  22. because I don't really think that people know what they
  23. need or what they want In a lot of circumstances.
  24. Um,
  25. I actually think Steve Jobs was the one who sort of coined the
  26. phrase that people don't know what they want until you show them.
  27. And I
  28. sort of have a very similar lens and thinking to that,
  29. the point being that when I begin asking questions
  30. about somebody's business that they haven't even asked themselves
  31. either in a long time or maybe ever.
  32. I start establishing myself as somebody who
  33. was thinking about them and their success
  34. and based on the answers they give or
  35. the things that they point more interest towards.
  36. I pivot more questions
  37. and try to help uncover problems,
  38. sometimes problems that they're not even really aware of.
  39. Um,
  40. but that's when I get to take
  41. the opportunity
  42. to offer ideas and solutions to help them
  43. overcome those problems and meet their needs.
  44. But
  45. to get to that
  46. get to that spot, it really all comes down
  47. to uncovering as much as you possibly can
  48. before you show up,
  49. so that you can really ask the deeper questions about somebody's business.
  50. That's how you uncover somebody's
  51. need
  52. and help them figure out something that they may want,
  53. even though it's not something that they've ever seen before.