Time to Lead

Four Questions Worth Answering

Seth Godin writes about the way ideas spread, marketing, quitting, leadership and most of all, changing everything. He is well known and often controversial.

One of his blog posts is absolutely on the money about knowing your customers. Some of my clients have been re-thinking who their “right customer” is. This is a simple concept, but often not an easy conversation. And, it is crucial to making faster and better decisions.

Start with the answers to these questions at your next leadership team meeting before you spend any time on strategy, tactics, technology or scalability.

  1. Who is your next customer? (Conceptually, not specifically. Describe his outlook, his tribe, his hopes and dreams and needs and wants…)
  2. What is the story he told himself (about the world, about his situation, about his perceptions) before he met you?
  3. How do you encounter him in a way that he trusts the story you tell him about what you have to offer?
  4. What change are you trying to make in him, his life, or his story?

Answer these four questions and you will be sharply focused on your “best-fit” customer who is most likely to buy your product or service in the quantity required for optimal profit.

Contact me for more information and help discovering your core customer.

Check out Seth Godin”s blog site here.

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