Article: Connecting With Customers
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Connecting With Customers
I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but the more we spoke about it the more concerned I became.
"What do you mean, you don't know why they're buying?"
"We never know why they buy," he told me.
"Never?"
"Nope. They just do."
My friend thinks he knows what is great about his product. They believe they understand it's applications, they just don't understand what drives sales.
And there's something else - it has to do with pricing and profits.
Since they don't really know why customers buy from them, it follows that they don't understand the full value customers get from their products. So they don't k...
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