Guest Contributor Chris Blanton is a former serial entrepreneur and business
advisor. He is currently editor of Ingenious Business Guide, a collection of proven practical techniques to ignite business growth and profitability. He can be reached by email
One of the most important questions business owners should be able to answer is why their customers are buying their product or services. You have to determine what benefit your customers pay for. You can employ a skilled marketing consultant to guide you in this exercise. But if you’re determined to go it alone, you can get great mileage performing a thought experiment to uncover the true benefit your client realizes buying from you.
Our consumer culture so artfully manipulates us that we are often unaware of our own motivation. For instance, examine the process of buying a new car. Why does someone buy a new car? What wants or needs does it satisfy?
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