Customer Innovation
Today’s reading pick:
Customer Innovation
This reading pick is awesome when you need a kick in the butt to turn outside-in. The focus is on the so called “reverse value chain”. Everything starts with customer wishes and based on those you develop innovative products or services.
No matter if you are a business student or manager and have to develop a company strategy, this book is just right. Not always easy to read but in summary it is all about connecting, converting and collaborating with your customers.
Focus on being a solution provider! It is well known that the salesperson will be more successful by finding out what their customer really wants. Go the extra mile and offer full pack solutions with added features and services, but be aware with these features the price will increase and this might have the effect that the customer turns away.
4 things are crucial:
Everything is one package - one sale one package.
With the purchase of the package your customers have upgrades or service included.
Training or advising your customer is already included.
Your offer comes with different financing possibilities.
Enjoy reading and improving!