The fastest way to find out what your next customer wants to buy, and how they want to buy it, is to ask your previous customers what they were looking for and how they went about buying it from you. In other words, if you want to increase your revenue, reverse-engineer your successful sales.
The information you gather, and the customer-driven actions you take afterwards, will start you on a fast track to higher revenue. Everything your company does – from product development to after-sale support – will be more attractive to customers and generate the kind of revenue momentum that makes it fun to come to work every day.
Taking this approach eliminates the chronic problems that plague marketing and selling efforts, including:
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About the Author
Kristin Zhivago is a Revenue Coach to companies of all sizes. She helps CEOs and entrepreneurs increase their revenue, by understanding what their customers really want to buy from them and how they want to buy it. Clients have included IBM, Johnson & Johnson, Dow Jones, Bazaarvoice, and hundreds of other companies. Kristin also speaks worldwide on the subject of increasing revenue, marketing, sales, and social media. To read Kristin Zhivago’s complete biography, click here.
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