Newsletter | February 8, 2023

02.08.23 -- How customer centric is your business?

  In This Issue:  



How customer centric is your business? 


Companies love to proclaim how their customers always come first. The practice is as predictable as pizza and wings during a Superbowl party.  


If this is true, why is so much marketing communications about sellers, their products and services, how great the new facilities are, how long they’ve been in business…yada, yada, yada.


Your prospects and customers don’t care about this. They care about how your offerings can help them solve the problems they have. Your messaging should connect the two and begin by expressing an understanding of your target audience’s biggest challenges.


A customer centric approach to marketing and sales builds trust with prospects, shortens their buyer’s journey, differentiates you from your competitors, and puts the connection between buyer and seller on the fast track to a business relationship.


It includes identifying, learning about, helping, engaging, and fully understanding your buyers.


The first opportunity we have to put our business on this path is when we develop a positioning statement and value proposition. Most often we craft these basic tools to be all about ourselves, which puts us on a “me”, “I” or “we” centric trajectory. And we don’t even get that critical 3-second consideration from the very busy people we’re trying to attract.


This issue of our newsletter is all about placing our buyers at the center of all we do including every bit of external communications we develop to attract them.


Adam Lofquist offers expert advice in helping us develop an effective value proposition that serves as a “bridge” connecting customers and all the issues they face with the seller and the solutions that can help them.


Additionally, we have great advice on helping you ask better questions of your buyer and developing a comprehensive customer centric marketing and sales model. We also have an article that explains why a buyer centric approach is so important and successful now.


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- Perry

Perry Rearick

Chief Editor | Follow Your Buyer


Exclusive Content From Follow Your Buyer
What Makes A Great Value Proposition? And How Do You Create One?

A value proposition is a bridge in the mind of your customer to show them how a need they have can be achieved and giving them a reason to buy from you.

Customer Centricity

Customer centricity is a term that has been well used in business over the past decade. But what exactly does it mean? Why should you do it and what benefits can it bring? 

Follow, Understand, And Help Your Buyer: The Modern Paradigm For B2B Marketing And Sales

Paradigm is one of those big words that is packed with meaning. It is often used to introduce ideas intended to be epic and have a foundational impact on us. B2B marketing and sales is overserved with tactics and failproof processes to deliver better results. What we need is a modern paradigm, a different way to think about B2B marketing, sales, and our buyers. The paradigm is called follow, understand, and help.

Helping Your Buyer With The Right Questions!

Have you ever considered the questions your buyer has for you? Not the FAQs, but the real questions!