http://yastrow.com/2009/how-will-you-unleash-your-latent-profit/ Author, Speaker, Consultant: Ideas on Creating Profitable Customer Relationships Fri, 03 Feb 2012 15:05:25 +0000 hourly 1 http://wordpress.org/?v=3.2.1 http://yastrow.com/2009/how-will-you-unleash-your-latent-profit/comment-page-1/#comment-2098 Amanda Cullen Wed, 20 May 2009 15:53:53 +0000 http://yastrow.com/?p=788#comment-2098 Hehe, I like your approach, Andy. For those of us who aren't good actors, maybe we could just try asking some of our customers about our company and products. It's amazing to me how much speculation circulates about customer groups and demographics when our best customers are more than willing to talk to another human being about what they think of us. Hehe, I like your approach, Andy. For those of us who aren’t good actors, maybe we could just try asking some of our customers about our company and products. It’s amazing to me how much speculation circulates about customer groups and demographics when our best customers are more than willing to talk to another human being about what they think of us.

]]> http://yastrow.com/2009/how-will-you-unleash-your-latent-profit/comment-page-1/#comment-2097 Andy Thorp Wed, 20 May 2009 15:44:11 +0000 http://yastrow.com/?p=788#comment-2097 I do like the exercise you describe of imagining the buyer is justifying to the boss/spouse why they should continue to use you. It gets at the heart of exactly what value you bring to the customer, and it's often not what you think it is. Our ability to really dig into the minds of our clients, their issues, their processes, their goals is so crucial to our success. Maybe it's the 'Method Acting School of Marketing' - you have to BE the client to truly understand them? I can see Dustin Hoffman warming up in the wings! I do like the exercise you describe of imagining the buyer is justifying to the boss/spouse why they should continue to use you. It gets at the heart of exactly what value you bring to the customer, and it’s often not what you think it is. Our ability to really dig into the minds of our clients, their issues, their processes, their goals is so crucial to our success. Maybe it’s the ‘Method Acting School of Marketing’ – you have to BE the client to truly understand them? I can see Dustin Hoffman warming up in the wings!

]]>