Customer needs: simple ways to identify and formulate them
Posted: Wed Jan 22, 2025 7:23 am
What is it? The company's profit directly depends on the number of transactions with clients. There are different ways to increase sales: using certain advertising channels, providing discounts, holding promotions, and so on.
How to implement? The surest way to attract a customer and make him make a purchase has always been and remains one: to offer a person what he needs. And for this, it is necessary to know the needs of the client or to form them artificially.
The article explains:
What are customer physician database needs?
Benefits of identifying customer needs
Types of customer needs
Methods for identifying customer needs during sales
How to Identify Client Needs: A Step-by-Step Guide
Where to get information for customer needs analysis
Common Mistakes in Identifying Client Needs and Expectations
Formation of client needs using the SPIN technique
5 Scenarios for Using Neural Networks to Increase Website Conversion by 40%
Download for free
Everything is as simple as it seems. Point-blank questions like: "What do you want to buy?" most often do not work. Understanding what exactly the client wants, finding out his pain points, gently pressing on them - this is a kind of science. And only having mastered it from start to finish, can you count on a result.
What are customer needs?
Any transaction includes five stages: finding and evaluating a buyer; determining his needs and establishing contact; presenting the product; dealing with disagreements and objections; and the sale itself.
Identifying the client's needs is the second of the above mentioned stages. However, the manager must understand what the target audience requires in advance, and not while working with it.
What are customer needs?
In most companies related to sales, the rule "You need to sell according to needs" works. It would seem that there is nothing complicated here: the visitor wants to buy a TV, which means that this is the item he needs, and you need to talk about it. However, everything is not so simple. A person wants to receive information with maximum convenience and comfort, that is, watch news, films, etc.
If we go further, it becomes clear that this particular buyer is most attracted by entertainment, emotions, new knowledge. In other words, his motivation is much deeper than it might seem at first glance. Only when we have identified the specific needs of the client, we can offer a suitable TV, because completely different models are suitable for comfortable viewing of news and football.
It is important to understand that all people have different preferences and principles: one person wants to have the most fashionable things, the latest generation phones, while another is inclined to save money for the future. And if for the first, prestige is most important, then the actions of the second are based on saving. And offering them the same products is simply irrational.
It is worth dwelling separately on the very concept of "need". We are talking about the internal state of a psychological or functional feeling of insufficiency of something, which can manifest itself depending on the current situation. We are talking about a person's feeling, which is of an inconstant nature, therefore it easily changes.
Read also!
How to implement? The surest way to attract a customer and make him make a purchase has always been and remains one: to offer a person what he needs. And for this, it is necessary to know the needs of the client or to form them artificially.
The article explains:
What are customer physician database needs?
Benefits of identifying customer needs
Types of customer needs
Methods for identifying customer needs during sales
How to Identify Client Needs: A Step-by-Step Guide
Where to get information for customer needs analysis
Common Mistakes in Identifying Client Needs and Expectations
Formation of client needs using the SPIN technique
5 Scenarios for Using Neural Networks to Increase Website Conversion by 40%
Download for free
Everything is as simple as it seems. Point-blank questions like: "What do you want to buy?" most often do not work. Understanding what exactly the client wants, finding out his pain points, gently pressing on them - this is a kind of science. And only having mastered it from start to finish, can you count on a result.
What are customer needs?
Any transaction includes five stages: finding and evaluating a buyer; determining his needs and establishing contact; presenting the product; dealing with disagreements and objections; and the sale itself.
Identifying the client's needs is the second of the above mentioned stages. However, the manager must understand what the target audience requires in advance, and not while working with it.
What are customer needs?
In most companies related to sales, the rule "You need to sell according to needs" works. It would seem that there is nothing complicated here: the visitor wants to buy a TV, which means that this is the item he needs, and you need to talk about it. However, everything is not so simple. A person wants to receive information with maximum convenience and comfort, that is, watch news, films, etc.
If we go further, it becomes clear that this particular buyer is most attracted by entertainment, emotions, new knowledge. In other words, his motivation is much deeper than it might seem at first glance. Only when we have identified the specific needs of the client, we can offer a suitable TV, because completely different models are suitable for comfortable viewing of news and football.
It is important to understand that all people have different preferences and principles: one person wants to have the most fashionable things, the latest generation phones, while another is inclined to save money for the future. And if for the first, prestige is most important, then the actions of the second are based on saving. And offering them the same products is simply irrational.
It is worth dwelling separately on the very concept of "need". We are talking about the internal state of a psychological or functional feeling of insufficiency of something, which can manifest itself depending on the current situation. We are talking about a person's feeling, which is of an inconstant nature, therefore it easily changes.
Read also!