Sales is not only for selling someone a product they need or even don’t need, but rather to sell them a solution to an existing problem, or a problem they may not even be aware of yet. How can we analyze the needs of a person or company? Through research and getting to know who they are, what motivates them, and where they want to be.
In a recent article, 10 Do’s and Don’ts of Using Data and Research in Presentations:
“A solid understanding of data can help a marketer target niche audiences, sell more products, win new clients, forecast trends, make smart media buys, and do much more.
But, before any of that, a marketer needs to understand how to look at and how to present data.”
They also need to be able to use the data to understand their customer.
How did sales people and marketers approach “knowing the customer” in the past?
In the article from Entrepeneur, For Success in Sales, Learn Your Customer’s Backstory the author gives an example of an old sales strategy:
“Let’s say a couple is shopping for a new car. Most salespeople will immediately launch into the same tired old routine:
“What are you looking for?”
“What price do you have in mind?”
“What key features are you looking for?”
“How did you hear about us?”
And, (triple ugh), “Are you in a position to decide today?”
That line of questioning won’t get you far because you haven’t learned a thing about your customer’s backstory. You don’t understand the context around his or her decision to walk into your showroom.
Marketingprofs.com article, Big Data Can Help You Provide a Personalized, Small-Shop Experience, shows the importance of getting to know your customer on a personal level.
“When I was a kid and shopped with my mom, as soon as we entered the local shop, the shopkeeper would know exactly what we were there to buy.
He recognized my mom from prior visits, and he was always ready with recommendations based on previous purchases, conversations, and preferences. I viewed the shopkeeper as a friend, someone who knew my family and me, and who was there to help us. We were satisfied customers, and my mom never thought to look for another shop.
The shopkeeper achieved true customer loyalty because he made our experience feel personal, not just personalized.
In fact, as Big Data technologies evolve, brands can get to know customers on a personal level before they make their first purchase. The data gives brands the opportunity to create more memorable, personal interactions (reminiscent of the small-town shopkeeper scenario), become a customer’s companion, and improve customer experience.”
reportbrain is a leading technology that monitors and analyzes market development.
Through reportbrain, users can analyze their target market and get to know who they are and what they need. The analytics module on reportbrain can give a clear snapshot of an organizations network, key individuals, customer B2B and B2C interactions and finally news releases about their future developments and goals. All in an easy to navigate interface.
What is reportbrain?
reportbrain is an integrative start-to-finish intelligence platform that helps you process information for insightful business decisions.
reportbrain allows you to:
- Search Global News: find all you need from across the web and from thousands of sources across the globe.
- Analyze In-Depth: learn first every facet of your market by understanding relationships in key developments.
- Report in Style: drag-and-drop articles and add your own editorials to communicate information effectively.