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Christian Leborg
Need grader

Customer needs assessment

You as an entrepreneur should provide the arguments to make others buy your product.

What is assessment of customer's needs?  As an entrepreneur and sales person you need to assess customer needs to find arguments for them to buy your product. A needs assessment serves entrepreneurs pondering about having defined a problem and searching for a solution, or having a solution and searching for the need.

Why do you need to assess customer's needs?  As the provider of a service, you need to conduct a needs assessment to determine whether a customer has needs that your offer might satisfy and also to sell the arguments that your product is a good match. Even though some purchases might seem unconscious, impulsive transactions, the choices are nonetheless rooted in personality traits that reflect a set of values.

How to assess products, services and needs?  The easiest way for the consumer to assess several solutions to a given problem is to compare sales/buying arguments from a sales representative or found on the Internet. For customers that shop online it is easier to compare offers and access reviews and discussions about them. This gives consumers the possibility to make more considered decisions.

“What needs or problems does my customer have that my cause might help address?” – Hillary Rettig, author, coach

When do customers assess the offer?  Providers of digital services often give access to parts of the service, or give access for a period of time, so that the assessment may be done in interaction with the service. Trying out a service gets you close to the solution for your problem and might give you an assessment of the gravity of the need.

Where do customers most easily assess their needs and products to satisfy them? In some instances with online shopping, buyers get more knowledge about a product and review those findings more thoroughly than with traditional purchases.In other instances with online shopping, the hurdles and costs of the transaction are so low that some customers skip the assessment altogether.

How does physical assessment differ from digital?  The in-store experiences are for many shoppers imbued with a sense of urgency to decide or to move on. This is often not in accordance with making a conscious assessment. While it might be more difficult for a sales person to talk to customers through digital channels, it’s easier to measure what customers do. Their actions speak volumes.

As a consumer I don’t always know what the root of my problem is; as an entrepreneur I often find the answers through talking to others.

Have you as an entrepreneur done a thorough assessment of the needs that you are serving?

Christian Leborg

Christian Leborg

Christian Leborg is a visual communicator and branding consultant. He specialises in building brand strategies and brand identities. Christian has worked with several specializations within visual communication as well as teaching and being an author. Christian now works on his third stint as an entrepreneur.