As we approach the end of the year, there’s always a huge intensity of activity. A lot driven by the various holidays we celebrate, a lot driven by year end (or quarter end), and some driven by preparations for the new fiscal year.
It’s easy to lose focus on our customers.
But perhaps it’s worth a few minutes to reflect. Perhaps even spending some time in review with them.
The key issue is, “How have you helped them improve their outcomes in the past year?”
At the core of everything we do, our success is measured less on achieving our sales numbers, but more on the results we’ve helped our customers achieve.
It’s important to both our customers and us, but too often we tend to forget about it–or we realize they haven’t achieve the outcomes expected.
This isn’t driven by some airy concept of customer-centricity, though that’s very nice. These are really data driven, tough minded business discussions.
How have you helped your customers improve their outcomes?
Sure you may have gotten an order, but customers don’t buy just to buy. They buy to achieve results. Did they achieve them?
More of the Customer Think post by Dave Brock
