Think Like Your Customer, Make More Revenue

You hear it asked all of the time, “How do I make more revenue?”  The simple answer is to think like your customer.  This simple rule can make a world of difference when applied to your marketing plans, product development and the services you offer.  Often times, businesses approach their marketing from their own perspective, making money.  Your business’ goal is to sell, sell, sell, but you can actually sell more if you try to think from the perspective of your customer.  Put yourself in their shoes.  Ask yourself why your current customers buy your product or use your service?  Yes, it solves a problem that they have, but what made them buy your product or use your service over something or someone else?  If you can identify what that is, you can use it to your advantage and begin to look at your business through their eyes.  Give them what they want to see, hear and how they want to see and hear it.

No one, not even you, wants to be “sold to,” but businesses constantly bombard potential customers with “buy me,” “try me,” “I’m great!”  It’s all about them, the business, the product, the service.  What about the customer?  Step into their shoes and make it about them and not about you.  Here is a fictional example to illustrate my point, Lucy is a tax professional who’s clients love her because she is a certified tax professional.  This eases their minds and gives them confidence that their tax returns are done right, because they are afraid of being audited.  In her flyers to new potential customers, she uses this to her advantage.  The sales copy on the flyer plays on the fear of being audited while showcasing the fact that she is a certified professional and her years of expertise.  She even lists that in 5 years, she has only had one client selected to be audited, and she was able to help them through that process with a favorable end result.  Potential clients that view the flyer are still being “sold to,” but the language feels more relevant to them.

If you take this approach, thinking like your customer, you will be able to better engage them and sell to them.