REACH! – What Are Your Customers Buying?

The current economic situation will certainly help sort the wo/men from the girls/boys. There's nowhere to hide. Those businesses that have been doing well for the past few years are being forced to examine their activities and results to discover what they need to do to sustain and, if they're good (or lucky!), to continue to improve their performance.

Let's reflect on what things were like in the ‘good old days':

Prospective customers/clients contacted you with their enquiries
New projects were abundant and easy to identify
If you were good, you got them
Budgets existed
Customers/clients were positive and forward thinking

And now...?

You are looking for new customers/clients
New projects are thin on the ground
Budgets (if there are any) are being scrutinised and squeezed
There is a climate of consolidation (at best) or retreat

Sound familiar? What can you do to increase your business' chances of survival?

In this issue, we highlight the importance of really understanding what you bring to your customers/clients and measuring your business' effectiveness.

Best wishes

Trese

Reaching Your Potential

At a seminar I went to last week, we were encouraged to ask ourselves these three questions:

What are the main benefits your customers buy from you?
Do you measure whether they have received them from you?
When do you feel really successful in your business?

If you are familiar with the Amplia philosophy, you will know that what we are interested in is outcomes; in results not activities. So, it will come as no surprise to hear that we believe getting answers to these questions has always been important. More so now than ever. Answering them is vital to the success of any business, ours included. These questions get at the truth – the reasons your business exists in the first place.

So, endeavour (don't just try!) to answer them. When you do, we believe that you will hit on exactly what you should be discussing with your customers:

What they are trying to achieve
What obstacles or problems they face
What results they are getting now
How your business can help them

This has always been the case for high-performing businesses but it's now critical to survival. Understanding your customers and why they buy from you will help you continue to grow and develop your business.

Reaching Further

The old adage, ‘knowledge is power' has never been so apt. The speakers at the seminar were from a company called The Halo Works Ltd. The Halo Works can help you identify and measure exactly what benefits and outcomes your organisation delivers.

We can help you, your people and your business get the results you need. For an organisational ‘healthcheck', to bring your strategy to life and to help make your objectives a reality, contact us at info@amplia.co.uk. For more info, please go to www.amplia.co.uk.