Sunday, January 7, 2007

Your Clients Don't Need YOU!

Yes, that's the real truth. Your clients don't need you. When doing business or just going to buy your product no-one cares that you have a mortgage to pay. Moreover not a single client is interested why his delivery has been delayed or what your hobby is. If you thought you are special for your clients, believe me - you are not. What's special is your product and it's good to concentrate on that in case you want big profits.

I'm working in the telecommunication sphere and can assure everyone that all clients are interested only and only in what they pay for. Again, if we want to be profitable, we should stick our minds to what our clients need not what our company is. When you are talking with your clients the first thing to be done is to ask about their problems and listen up them to the end. A bad mistake is to start narrating about the glory of your firm. Usually if a client has come to you, he just has a problem and already knows about you. Remember - first ask for their trouble.

I'll quote Steve Jobs: "You can't just ask customers what they want and then try to give that to them. By the time you get it built, they'll want something new". In fact that doesn't mean to stop asking your clients what they want. The idea here is to continuously be interested of your clients` needs, even while you are building what they want. So if you want to be profitable, remember that it's most important what your customers need now, not what you are building now.


Rashid said...

"To give our best in helping the mid-sized and small
companies in Bulgaria and Balkan region to become
more profitable and competitive in their core business,
due to successful implementation of well proved
Enterprise Resource Planning Solutions.". This is the moto of the company I work in. I claim that it is succesfull and progressing because they always want their clients to be happy and smily. :)

Stanislav Bozhkov said...

In the software field of ERP it's even more important to talk and ask questions your clients. That's because almost everything is client-specific.

10x about the example, Rashid

Vanya said...

Sometimes the client doesn't know what he really want. He has a problem and he is looking for solution. In this situation you are the man, who should convience him that your solution is the best one. You should convince him that you know better than him which is the best way to fix the problem. In other words the client has to believe that you are a real professional and he can trust you. This means to provide him with more info about your company.

Vanya said...

By the way, great job with the site:)

Rashid said...

An interesting situation is when you are on both sites. Two weeks ago me and some collegues went to BILLA to buy some supplies for the office. We wanted an invoice and they had problems printing it. Their system has gone down for a moment. Most of the people in this situation would get nervous and start blaming the people working their for unprofessionalism. We just smiled each other, becausa we all know what is a system to go down. :)

Stanislav Bozhkov said...

vanya: "You should convince him that you know better than him which is the best way to fix the problem.".

That's right, however some people even don't let the customer to tell what he want's :)

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