How you can use
... to check Focus and create Ideas for Improvements
Sales Barriers and
Ask us to take the role of a demanding,
analytical, critical customer
How we help you
... and find profitable business improvement opportunities
inluding your Marketing & Selling
We work through the Customer-Focusing
Process, with your teams or by ourselves,
♦ team/group workshops attended
by your teams (and customers or agencies if
♦ diagnostic interviews … with your staff and managers, or customers
♦ research and surveys … on the market, customers, staff, or literature/internet
♦ business process analysis … by working through a process, from start to end
♦ visits to your premises … to go through a customer experience (or test selling)
♦ customer role-plays … to check out any aspect of your business, especially your training, product design, store design, and selling
♦ visits to your exhibitions stands … to test signs, displays, selling (see AdQA)
♦ by post, email, courier … on any communication ‘document’ or plan (see AdQA)
Barrett's Law of Subjectivity.
The originator can’t even be sure
See ‘Classic Cases’
Anyone can work through this 4-stage Process. But to guarantee profitable results, with minimal errors, the Customer-Focusing Process must be facilitated by someone who has no involvement with your organisation, or your plans, products, or communications.
This is the basis of Barrett's Law of
The Customer-Focusing Process must be facilitated by someone who is totally objective, with Business---Customer Thinking skills and dual-perspective experience of Selling and Buying.
How we facilitate the Customer-Focusing Process
… to spot ‘hidden’
In customer role-play situations we 'naturally' switch between Business Thinking and Customer Thinking - from our dual-perspective experience in Selling and Buying.
When working with your teams, we guide and stimulate
your teams to focus on, and switch between, up to 30
specific ways of thinking (Thinking Styles, such
as Design Thinking, Imagination Thinking) as they
work through the 4-stage Process. It is particularly
important to engage, and be able to switch quickly between,
Business Thinking and Customer Thinking –
polar opposite ways of thinking.
We pose the Customer Focus Questions and Tests then look for clear, satisfactory, and persuasive ‘answers’. The Process automatically pinpoints sales barriers. Our Prompts stimulate ideas for solutions and improvements.
The Process often spurs ideas for new products and services, for example by discovering 'unmet-needs' opportunities
|Have a Demo||Email us for an introductory discussion and demonstration of our Customer-Focusing Process applied to any aspect of your business.|