THE CUSTOMER LIFECYCLE (1st PART : from NEED to CONTRACT)
What are looking for our customers when they contract our services?
What are looking for our customers when they contract our services?
How are they thinking?
Think about our customer’s mental path and the keys to advance on it , is essential in our organization :
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Think about our customer’s mental path and the keys to advance on it , is essential in our organization :
.
.
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An example of our customer’s mental path and the keys:
1st . I have a need, as for example, optimize my energy waste, reduce my CO2 emissions, create a CO2 credits strategy, develop a wind farm, etc…)
2nd . Where can I find an expertise provider that helps me to solve it? Here the solution provider POSITIONING is the key.
3rd . Who is the best solution provider? Here the solution provider EXPERTISE is the key.
Only you’ll be able to be the solution provider if you are appropriately POSITIONED when the customer has the need, and you have a GOOD EXPERTISE to create the confidence necessary to get the contract.
The POSITIONING could be achieved , either because the customer knows the solution provider from other contracts, or knows some people that recommended it, or because the solution provider has been working a positioning strategy that has created a reference in the sector, and the customer knows it.
The other one depends of less variables than the first, and we must work on it.
1st . I have a need, as for example, optimize my energy waste, reduce my CO2 emissions, create a CO2 credits strategy, develop a wind farm, etc…)
2nd . Where can I find an expertise provider that helps me to solve it? Here the solution provider POSITIONING is the key.
3rd . Who is the best solution provider? Here the solution provider EXPERTISE is the key.
Only you’ll be able to be the solution provider if you are appropriately POSITIONED when the customer has the need, and you have a GOOD EXPERTISE to create the confidence necessary to get the contract.
The POSITIONING could be achieved , either because the customer knows the solution provider from other contracts, or knows some people that recommended it, or because the solution provider has been working a positioning strategy that has created a reference in the sector, and the customer knows it.
The other one depends of less variables than the first, and we must work on it.
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THE CUSTOMER LIFECYCLE (1st PART : from NEED to CONTRACT)
What are looking for our customers when they contract our services?
How are they thinking?
How are they thinking?
Think about our customer’s mental path and the keys to advance on it , is essential in our organization :
An example of our customer’s mental path and the keys:
An example of our customer’s mental path and the keys:
.
1st . I have a need, as for example, optimize my energy waste, reduce my CO2 emissions, create a CO2 credits strategy, develop a wind farm, etc…)
.
2nd . Where can I find an expertise provider that helps me to solve it? Here the solution provider POSITIONING is the key.
.
3rd . Who is the best solution provider? Here the solution provider EXPERTISE is the key.
.
Only you’ll be able to be the solution provider if you are appropriately POSITIONED when the customer has the need, and you have a GOOD EXPERTISE to create the confidence necessary to get the contract.
.
The POSITIONING could be achieved , either because the customer knows the solution provider from other contracts, or knows some people that recommended it, or because the solution provider has been working a positioning strategy that has created a reference in the sector, and the customer knows it.
.
The other one depends of less variables than the first, and we must work on it.
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