Question for you… Do you really know what your clients value about your product? When working with clients we stress that value is subjective.
Meaning that what you think is important and what your customer thinks is important are often not the same.
Your customers buy from you to solve an issue. Put another way they have certain jobs to be done and you provide a mechanism to do this.
Working with a new client who’s providing a very technical solution highlighted this point.
They’d “sold” the solution to the MD – as a way of streamlining a very complex, time-consuming process.
But as is often the case with technical solutions, IT got involved. As the project progressed, IT had a longer and longer list of demands. The solution became over complicated. Timelines slipped. Errors came in.
It’s a trap easy to fall into.
The MD (who was the actual buyer) was worried and staring to lose confidence in our client and the solution.
My strong advice was, “Figure out exactly what the ‘business’ needs – i.e. the person paying the bill and make sure you deliver that. Anything else is nice to have and can be handled later for additional investment”.
If you’d like my help figuring out exactly what your clients value and are willing to pay for, reach out. I’m a phone call away on +61 414 913 334.
