The power of understanding your client's customers
One of the fastest ways to learn about your client's business is to better understand their number one stakeholder: their customers. Focusing the discovery phase on your client's "end customers" (your customer's customers) opens the conversation to further detail about your client’s challenges and goals. These findings allow you to help your clients make an impact to overcome their customer’s obstacles and determine necessary solutions.
You will identify the end customers, working backwards to think about who they interact with using arrows to demonstrate who is engaging who. To work out where you will focus your efforts there is an exercise to visually map and prioritize customer or employee ideas of action based on ‘ease of access’ and ‘intrigue’. After having learnt more about your client’s customers from these activities, you will then create an action plan which will help you discover core resolutions for your operations.
Use this template to learn more about your client’s customers and discover core resolutions.
- Take Your Virtual Superpowers to the Next Level with Digital Sales Templates (Somersault Innovation)
Somersault Innovation was born in 2015 when we fell in love with the power of Design Thinking and wanted to teach others to use the methodology. Once we got going, we realized there was incredible value in offering sales professionals the same tools that designers have been using for years to drive customer centricity.
We started teaching sellers how to use various tools to do better Discovery, generate Insights and Accelerate the deal cycle. The results have been amazing and inspiring.
