Perceived Needs/Value Pillars and Drivers
Understanding potential customer’s/candidate’s value pillars and drivers begins with exploring perceived needs and how they relate to the understanding of Business Value. This is only done with word dynamics reseach and the numbers. Perceived needs are not, what you think they are. But, what do they really need, based on researched data. This begins an understanding of needs and value pillars. Yet, getting to outside-in thinking really must take place for understanding perceived needs. If you think you know customer’s perceived needs without third party research you are guessing.
Finding what potential customers really need and value, from their perspective, with verifiable data and how it relates relates to your products/services begins identifying value pillars and drives. It is asking the right questions with careful question development. Then best practice surveys, statistics and data collection methods begin to unfold your value pillars and drivers for optimizing business value.
Often times a company guesses about potential customer’s needs or what is making them so important to customers. And or their value pillar and drivers have not been identified or documented. This results in a low response rate, no pathways, buyers are not interested and the business appraisal is below comparables. Have you found any of these to be true?
What are the real needs of your potential customers? Finding the actual perceived needs are vital to a start-up or established business in developing real business value. Click this link to set a time for a complimentary review of your specific situation.