Hey, welcome back to the Six Figure Mastermind, Marianne DeNovellis here and
we've got some very specific techniques and how to help you find what your
customers needs and wants are so stay tuned and take some notes.
How do you know what your customers need? Well, it's time to find out. The first
thing you're going to want to do is start collecting feedback from your
customers. This almost seems like a no-brainer but that the official person
that knows what they need is that person so how do you find out exactly what your
customer needs, exactly what they want? Maybe they're your client, maybe they're
your potential client. How do you find out exactly how to serve them best
because as an entrepreneur, that's what you do,
you're a solutions provider. So let's dig really deep on how to find out exactly
how you can serve them and what their needs are. The first thing that you need
to do is go and ask and there's many many ways to do that but my favorite way
is just to have a one-on-one conversation or to do a feedback on
social media. I love going on posting online and saying, what are your favorite
things about this? Or what you need most in this arena? So think about what you
have to offer, think about your product or your service or whatever it is that
you are giving to the world as an entrepreneur, whatever you're building
your six figures with and find out what exactly the customer is looking for. Now
I work in a group with several entrepreneurs and one of my favorite
entrepreneurs is of men who has a big Amazon store and he did some research
and found out they heard some bulletin boards on sale on Amazon but they had
several reviews that weren't so hot and maybe he had three and a half stars
which if you have three and a half stars on Amazon, your sales are going to tank.
Three and a half stars is the breaking point for when your sales tank versus
above that going up to five stars and people are loving your product.That's
one of my favorite things to do, is to go on Amazon and read reviews and see what
people are saying. So he sees this product, he sees that it's got three and
a half review, three and a half star reviews
and we're going to find out, okay, what are people saying? So he's going to go in,
look at the feedback, look at the comments and he finds out that the
magnets that are holding this little bulletin board together were not strong
enough, they were there were too weak, it wasn't even his product but he thought
you know what, this product has really good sales but it looks like the
feedback is not doing well so you know what he did? He re-engineered the product,
redesigned it and marketed it himself and he created a new product based on
the feedback of the customers that was already pre-existing and create a
new product. It was very successful in selling that has done that over and over
and over with products that either have were defective in some way or had
negative or low reviews. So that's one tool. Let's go and look at existing
feedback. Even before the customer becomes your customer, go look and see
how they're giving feedback on everyone else on all your competitors, on all your
competitors' webpages, on all your competitors' feedback forums, check your
competitors' Facebook pages, see what the number one complaints are on those pages
and then see if you can solve them and improve whatever it is that you are
offering. Your competitors are honestly some of your best allies because they're
doing a lot of the market research for you so go and see what people are saying
about them and then kick it up a notch, raise your game. The second thing you
want to look for, social proof. Social proof means everyone's doing it,
it's this syndrome that we have whenever we buy a new car and then suddenly we
see that a new car everywhere else on the roads, we're looking for social proof
subconsciously in our minds. For example, I remember a few years ago when we
saw Hemnes everywhere, we saw these big H3's and H2's, these Hummers were all over
the road and everyone that had one was feeling pretty good because everyone
else had one, they're very very popular, that's the social proof that we're
looking for. So go after you look at your competitor's feedback, after you look at
the customers feedback on their sites, go get your own, go collect social proof and
you can do that in one of many ways. You can do this with polls, you can go online
and create a poll, you can do that with survey software, you can do that with
emails, you can do that with Facebook or other social media. Creating a poll will
allow you to see kind of with a litmus test and an energetic dipstick if you
will and check in and see where are my customers coming from? What are they
saying? What kind of feedback are they getting? You're also going to want to check in
with polls, you're going to want to check in with preferences. Ask your customers
what they would prefer, you can do this with an AB split test, with an email or
with a Facebook post or with any kind of Twitter or Pinterest or online social
media and get some feedback from your customers on preferences. If they prefer
one thing over another or how they would prefer to see something presented so
you've got polls, you've got preferences but you also have
got your practice. The three P's of social
proof, your polls, your preferences and your practice. Practice means what are
you good at? You're getting the needs and the wants of your customers fulfilled,
you're going to want to do it with what you're good at, find out what you're good
at and ask how you can make it better. I'll give you a quick example of this. My
husband's a chef and with his clients, he has a lot of custom orders coming.
In fact, one of the favorite things for him to do is when a customer says, you know, I
haven't found this food anywhere except when I was overseas and I haven't seen
it in the US and I'm wondering if you can make it. You know, he loves to take on
a challenge so he all the time takes those kinds of requests and he does
several prototypes which is really yummy for me. Love that. So he takes all these
prototypes and for example, he had a friend who said, you know what, I love
coffee cake but no one here in Utah drinks coffee so how am I going to find
coffee cake? I need you to make me a coffee cake. I was like, great, let's do
this. So he takes this idea for coffee cake and deconstructs it and he's like,
okay, I know what coffee cake has, I know it has cinnamon, I know it has strudel, I
know it's a certain shape so he all takes those ideas and puts them together
but then he practices and goes and asks his client what he wants. His client who
ordered this coffee cake for his birthday had never thought of these
things before. Questions like, do you want the cinnamon marbled in with your cake?
What shape do you want your cake? How much strudel do you want on your cake?
When do you want this cake delivered? Do you want it to be multi-tiered cake? Are you
going to be drinking a beverage with this cake? All of these questions that go
through a chef's mind when he's constructing his craft get to go through
your mind when you're fulfilling the needs of your clients. You know more
about what you're providing than your client does. Just by nature, the fact that
your client that you're providing, you are the practitioner, you're the one
that is bringing to the table so feel free to ask your client the specific
questions about what they want to see when they get their product delivered.
You'll get no better energetic or physical test of how you're fulfilling
then by your clients feedback. You're also going to want to ask a few specific
questions to your client. I'll give you some examples on what exactly to ask
your client when you want to know if you're fulfilling well on what you're
providing to them. Write these down, these are a few specific questions in fact,
when I ask question, pause the video, write it down
and then hit play again to get the next question. Okay, so here's the first
question. I've got for four specific questions for you. First one, what
frustrates you most? What is the most frustrating thing that is happening in
your world right now and then they're going to be relevant to your solution so
what's frustrating you most about your relationship? If let's say you're a
relationship mentor, what is the most frustrating thing about that? Let's say
that you make seatbelts, what is the most, pull the audience, what is the most
frustrating thing about your seat belt? Let's say that you make cupholders, what
is the most frustrating thing about the cup holder that you're experiencing? Ask
questions that are relevant to your craft and find out what people's
feedback are within that frustration. Okay, here's the second question. How do
you feel that your time is being wasted? Again, go back to your specific craft,
maybe you're a photographer and you want to know how do you feel as a client that
your time is being wasted as a client. Do you spend a lot of time waiting for your
photography? Do you spend a lot of time reading through things that you don't
feel like you should have to read through? Do you spend a lot of time in
your wardrobe trying to decide what to wear and you wish that your photographer
would just provide a color palette for you? Ask your clients where they feel
their time is being wasted because your client who's coming to you because they
want to save time and money. Your client will always buy when they feel like
they're saving time and money and getting an investment on the energy
they're putting into it. The third question, ask your clients what they hear
themselves repeatedly saying over and over, scan throughout the day, what are
you constantly wishing you had? What are you constantly wishing that a certain
product would do? What do you wish that for example, if this only had a
piece of velcro on it, I could just slap it on the wall but I have to bend
down and pick it up all the time. Maybe you work in a salon and you're finding
that your space is really cluttered and you're repeatedly saying to yourself,
I wish my space could look so much cleaner, how could I do that? As an
entrepreneur, that's the mindset you need to have, is how can I solve this problem?
It may seem like a small problem but a lot of money is made on solving very
very small problems so ask what are they saying repeatedly to themselves over and
over and over. Here's the fourth question, I love this one because
it has a vision into the future, it's a perspective on where I want to be
so I'm going to ask this of all my clients in fact, I do every time doing a client
interview or any kind of a strategy session or a discovery session or
mentoring session together, I always ask this question. Where do you see yourself
in a year? I also ask where do you see yourself five years from now? What do you
see yourself doing? How do you feel? What's in your home? Who are the people
you're hanging around with? What's your income? What does your body look like? Are
you more fit than you are now? And then as an entrepreneur, your job is to solve
the problem that has brought them from where they're at to where they want to
be, you get to help them bridge the gap so you're going to find out exactly what
they want to do be or have in the next year or five years and then find out how
you can solve that problem for them. It's really easy to determine the needs of
your clients, it's really easy to determine and fulfill and if you know
what they are. So finding out what they are is going to be the key to your
entrepreneurial business. So tell me what you want what you really really want. Now
you know, you know how to find everything, go out there and crush it. We'll see you
tomorrow.