You can ask a customer (or a prospective customer) or client “What do you need?” This will give you ideas about products and services.
If you’re listening that can take you forward, depending on your action plan.
I suggest wrestle with this exercise first:
My client/customer values __(short list)__ therefore we should ___(action plan)___.
Example:
My client values speed, quality, and the story that we’re using the latest technology in our delivery. Therefore we can charge higher price (improving our margins) as we emphasize latest tech incorporated, and strengthen our ability to deliver even faster without sacrificing quality. We should adjust our hiring standards accordingly.
Example:
My client values massive data management speed. Therefore, we should invest in the hidden-to-them aspects of network bandwidth, compute power, and a superior data architecture.
Example:
My customer values consistently low price, even if it means waiting an extra 3 days. Therefore we should segment part of our workflows to optimize for low price for this segment of our customers.
This approach helps you (1) create products and services that your customer hasn’t thought of, or can’t articulate, but will make them happy, and (2) deepen your connection with the customer. Values are the foundation of wants and needs.
Note: critically important to test your value list to ensure it’s real. Also, consider that different segments of clients/customers have different value lists.
