5 Ways To Find Out What Your Customers REALLY Want

You built a business based on offering a particular product or service.

That decision was predicated on seeing a demand in the market.

However, demand does not necessarily equate with need.

Sure, there might have been a vacuum in the market that you could fill, but are you actually giving your customers what they want?

It might sound counter-intuitive, but too many business owners and entrepreneurs fall into this trap.

They focus on refining their service or product and never actually drill down into the bedrock to find out what their customers really want.

So, how do you identify what they want before they jump ship?

Put Yourself In Their Position

Step into your customers’ shoes for a moment and take a look around.

What other products or services are out there that might address their needs?

Do they all offer the same features and functions as whatever you’re offering?

Is price the primary driver here?

By putting yourself in your customers’ position, you can gain a deeper understanding of their needs, and what drives their purchase decisions in the first place.

What Do Your Customers Value Most?

When it comes to marketing your product or service, it’s important that you lead off with what your base values the most.

It might not be the price.

It might not be the features that you think make your option the best on the market.

Find out what your core customer base values most, and you’ll have a better idea of what they really want.

Don’t Ask

All too often, your customers aren’t really aware of what they want.

Henry Ford famously said, “If I asked my customers what they wanted, they would have said a faster horse.”

Your customers often don’t know what they want.

All they know is that they have a need that must be addressed.

You need to discover what that need is, and build an answer around it.

Ultimately, that’s all your customers want – a solution to their pain point.


While you can’t really come out and ask what your customers want, you can listen to them.

Observe their behaviour, listen to their complaints.

What is the problem they’re trying to address?

If you ran a shoe store and your customer asked about a new pair of shoes, but was complaining about shin splints, you might realise that they need a pair of orthotics first, and then a new pair of shoes (possibly) second.

Follow The Trail

Chances are good that you’re not the only game in town.

Follow your audience to other locations (online works just as well as offline in many instances).

What are they buying?

What are they saying about the product or service?

What are the differences between your product and those of your competitors?

As a business owner, it’s vital that you understand your audience and identify what it is they want. It can be challenging to do this, but it is possible.

Thanks again

The Retail Sales Academy Team

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