Step 1

Market Research: Know who your customers Really are

Fast-growing companies deeply understand their customers and communicate with them through this lens of understanding. Market Research is how they gain this level of insight into customer needs.

When companies grow rapidly, it is almost always because they have identified the right market for them and have built a complete product that fully addresses the need of that market, better than any competitors.

THE VALUE EROSION PROBLEM

Competitive advantage erodes unless relentlessly honed through disciplined market research.

Most companies were founded because they saw a compelling need they could meet. There first few customers were people they knew, referrals, and buyers who were actively searching for a solution.

Over time, however, they started diluting their initial focus by making their products general purpose in the hopes of appealing to a wider market. The products begin to be feature rich as sales people request more features in the hopes of closing this or that deal.

Products become unfocused, and sales people spend their time learning the product rather than their customers and hope to close deals by demo, hoping the “product will sell itself”.

The key to faster, more profitable sales growth is to deeply understand and serve a well-chosen market space--better than anyone else.

Four powerful reason why market focus is critical and why market research is the path to high growth.

1. Deals close Faster

Showing value and return on investment is much easier when products are focused on solving a compelling problem for a given well-defined market.

2. Deals close at a Higher Rate

When sales reps are focused on just a single market, they will have the time necessary to deeply understand that market and become a great resource to buyers.

They will be able to convincingly talk about real pain, how to solve it, and how to demonstrate that. As a result, they close more deals.

3. Higher Average Deal Size

Focused products that easily demonstrate ROI are also easier to justify higher cost. Sellers do not have to discount from list price since they can demonstrate the return on investment. Average deal sizes become larger.

4. Retain customers longer

When customers find products that fully address their needs, they begin to see the product as a “must-have”. Even during recessionary times, they will continue to buy since they greatly depend on the product for their core needs.

ASK YOURSELF

Can You Answer These 3 Critical Questions?

1.  What compelling needs do your target customers have that they must solve now rather than later?

2. Who are the key decision makers and influencers, and how accessible are these to your marketing and sales efforts?

3. Who are the key competitors you must beat to win these customers, and how exactly will you do that?

It's Time for a More Systematic & Targeted Approach

Sellers can consistently and cost-effectively meet their revenue targets when they close more deals, faster, and at a higher price point, and if they keep customers for a long time.

That becomes possible only when sellers deeply understand their customers—how they generate revenue, what their costs and risks, and how they can help them make more money.

When sellers know their customers that well, they become indispensable partners, dominating the market.  Profits will soar as winning and keeping customers becomes easier with each successful customer story.

This is the power of a well executed market research.

Let us help you.