How do you find the unmet needs of your customers?

The key, of course, is having the insights to know how to diagnose the root cause of their struggles, not just rely on their assessment. While some may understand the full depth and breadth of the cause of their gap, more often than not those in struggle are not as fully aware of all the factors impacting what is holding them back. Even fewer know the proper sequence to the steps in the cure. So while listening to what is said is key, so too is understanding what is not said.

In my experience, the best way to help address your client's gaps are to make sure that you fully understand and know them, their business and the industry/competitors. The key is listening to what they want and to present it in a format that is understandable to them. I had to adjust my management accounts on numerous occasions, especially cash flow statements so that my client could understand the implications of their operations and where gaps were identified. Your relationship with a client is key in gaining their trust and understanding their thinking in order to best serve them

- Talk to your customers. This is the best way to understand their needs and pain points. Ask them open-ended questions about their experiences with your product or service, and listen carefully to their answers. - Analyze your customer data. This can give you insights into what your customers are buying, how they are using your product or service, and what they are not satisfied with. - Look at your competitors. What are they doing that your customers are not getting from you? What are their strengths and weaknesses? - Scan social media. What are your customers talking about online? What are their complaints, suggestions, and requests? - Run surveys and polls. This is a great way to get quantitative data about your customers' needs.

First and foremost you need to have a thorough understanding of the product or service you are trying to sell. 50% of the people that I encounter have some knowledge but not complete knowledge of what they're selling. Only with this knowledge can you assess a potential client's needs as they relate to your service or product.

This is very much defendant on the industry. As an example , when I was involved in the e-scooter micro mobility sector it was very much applicable and essential to use analytics to to determine behaviors, preferences and actions. This enabled us to employ an effective marketing, deployment, pricing and promotional strategies, which not only lead to improved customer satisfaction but also an increase in our operational efficiency increasing our revenue and decreasing our costs.

In my experience, just keep it simple. You talk 10% of the time listen to them 90% ask customers what is holding them back and have they created a fix. if they dont know what the challenge is , help them uncover it and offer a potential solution. If you can deliver on your solution you will have this customer and the associated good will for a long time.

First off, make sure you do everything you can to make your customer feel comfortable and at ease. This may take a little research… you don’t show up at a construction site wearing a full 3 piece suit. It just makes it uncomfortable and they may feel uneasy. The more comfortable and relaxed with you, the more they’re willing to share what exactly their needs are. This is how you really get to the core of what they may or may not need. Also, they should be doing 80% of the talking. Mentally or physically take notes, but if you are quiet, the customer will tell you exactly what they want or need.

In the most simplistic form ask them what they want. Have them tell you if they would be interested in your new idea before you even create it. Ask them to help you identify what goes in it or even name the new offer. They will be invested from the beginning and most likely your early adopter. It’s a win win, you know what they want and you can give them what they need (even if they don’t identify it).

In my experience I always find it extremely useful to begin with the end in mind and create ‘win-win’ situations for your company as well as for your customer. It never fails. When you are willing to ‘walk the walk and not just talk the talk’ your customer will be willing to meet you in the middle. Transparency is key.