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Industrial Sales – What is Your Customer’s Passion?

You need to have this conversation with your Industrial Customer.  What is their Wants, Concerns, What do they Stand For and What they dislike!  This conversation is important to align your Industrial Offering.  GO-BIG – Understand Your Customer Passion!

Podcast Transcript:

[00:01]                                     The industrial talk podcast GO-BIG in just six minutes a day. Building a legacy of success in a rapidly changing industrial market. Right. Welcome to the industrial talk podcast. Let's make this a wonderful day. I hope you're having a good day. Thank you very much for joining. My name is Scott McKenzie. I'm ready to rock and roll is good going.  Okay.

[00:24]                                     We're going to talk a little bit today about what is your customer's passion because that's really important. It is. Let's just, uh, let's be candid here. Yesterday we talked about what is your offer and how do you line that offer with your customers’ expectations if it doesn't meet, once again, if it doesn't meet their need, if it doesn't say, Hey, I've got a problem. Your solution, your service, uh, relieves me of that pain, I'm ready to go with you. Barring all of the know, like, and trust. You know, if you're, if you're not a nice person, they're not going to do business with you. So let's just be upfront and candid there with that particular reality. Now we're going to talk a little bit about what is your customer's passion. So when you start to dig deep, you've got an offer. When you start to dig deep, you've got to understand your customer's passion.

[01:14]                                     That only comes through conversation. You're gonna have to have that conversation and it's gotta be customer facing. If it's not customer facing, then it's not going to be a value to what you're trying to do because you're trying to help your customer be successful and to use your product or your service achieves their goal of success. So I've got four categories, four categories. When you sit down and you talk to your industrial customer, okay, first off, first off, it's going to be different. It's going to be weird. It's going to be something that like, Oh, you want to talk to me? So let's, let's just do it. You got to do it. So there's these four points. First off, understand their want, right? What do they want? What is their problem? What is their want? Do they want to increase sales? Do they want to, uh, increase their market?

[02:21]                                     Do they want to eliminate a problem? You're going to have to have that conversation. What is their want? And, and, and beat customer focus. Be Customer directed. You want to know what they want. That's your want. You want to know that because it's important to know what do they want? That's number one. They're want what are their fears? Their fear is going to be, hey, if I go down this road with you, and I mean it, it, it can be a number of things, but if I go down this road with you, will it achieve what I want? That's the fear because I'm going to say yes. If I say yes, will I achieve the desired want? And that is whatever. It could increase sales, increase my market in Korea, whatever. Eliminate this pain that is going to be their fears. You've got to understand their fear and be able to address it in your strategies or solutions.

[03:30]                                     Makes Sense, right? So we got want number one, fear number two. And, and the, the thing is number three, the number three thing is what do they stand for? This starts talking to the soul of that individual, the soul of that company. The, the, what do they stand for? Do they stand for? Um, uh, improving the community, do they stand for, uh, I don't like the way this company does what they do and I'm not going to do that. And that's all important information for you to understand about your customer. Because once again, it's about how your services or solution or product helps them succeed. That's the bottom line. So what do they stand for? What are the, what's that soul that in that industrial soul that they stand for and that that gets down to the, the, the conversation and, and the bottom line, I stand for me personally, I stand for the fact that I want to do everything I possibly can to help you succeed.

[04:44]                                     You do the best you possibly can and the content needs to reflect that period. What is your customer stand for? And then finally, what are they against? What are the, what just grinds their gears? What are they adjust? Like, okay, I just can't stand that. One of the things that I, me personally have a struggle with and that is, that is I don't like to be late. I don't like to work with people who are late. I, and it's, it's an, I don't particularly care to engage with individuals that are not committed to doing the hard work. I'm just not. So find out what that company is against. So what we got, we've got four things. Okay? Write them down. One, what is your customers want to, what's their fears? Three, what did he stand for and what are they against? Those are four very important components. Now, what we're going to do in the next episode is we're going to talk a little bit about how do we align that?

[06:06]                                     Okay? I don't be lying down with your customers' expectations. That's what we got. Thank you once again for joining the industrial talk podcast. Let's make it a great day because you guys are wonderful, high, passionate. You are the heroes in the story. Don't ever forget that. If you need to reach out to Industrialtalk.com and reach out to me, I'm an open book. Thank you very much. Have a wonderful day. I will talk to you tomorrow.

 

About the author, Scott

I am Scott MacKenzie, husband, father, and passionate industry educator. From humble beginnings as a lathing contractor and certified journeyman/lineman to an Undergraduate and Master’s Degree in Business Administration, I have applied every aspect of my education and training to lead and influence. I believe in serving and adding value wherever I am called.

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