Posted in Marketing and Strategy Terms, Total Reads: 812
Definition: Customer Needs
The bases of selling of any product is its need, thus no matter how good the product and service is, the customers won’t buy it if they don’t feel the need. Thus in order to sell a products a marketer needs to identify the specific needs of the customers and clearly understand their wants. If the seller understands the needs then he will be able to persuade the customers to buy their product. The products services are then sold as a solution to the intended customer problems.
Customers usually think about their requirements and then go for purchasing. Constantly changing motives, influences decisions whenever there is a choice to be made. Organization become more successful when they understand closely customer needs in order to understand why customers make decisions such as what they buy, who buys it and how will they buy.
In order to understand customer needs 10 things a seller should know about the customer:
1. Who are your customers?
Information about the customers' gender, age, marital status and occupation. If the customer is an organization then find out what size and kind of business they are in.
2. What they do
Understand the interests of the customer.
3. Why they buy
In order to match their needs to the offerings, it is important to understand why they buy.
4. When they buy
In order to increase the chances of sales, it is important to match their timings.
5. How they buy
To increase the distribution channels
6. How much money they have
matching your offering to what you know your customer can afford, led to better sales.
7. What makes them feel good about buying
In order to serve them in the way they prefer, know what makes them tick
8. What they expect of you
In order to gain repeat business, understand what the customers value your brand as.
9. What they think about you
Know what they are in order to tackle them and keep them content for future sales.