“Learning more about your customer’s customer is going to be invaluable to you in your relationship going forward.” – Scott Ingram in today’s Tip 1482
How about you? Do you get to know your customer’s customer?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I want to talk about getting to know your customer’s customer. This tip won’t make sense for everyone, because it’s not particularly scalable, but if you have some large accounts that you manage and if your solution impacts your client’s customers, try to find a way to get to know those customers.
This week I had an opportunity to attend one of my client’s customer conferences. It was absolutely eye-opening. I learned so much more about their business, about how they’re positioning themselves in the eyes of their customers, and all the ways they’re trying to serve them.
Obviously, I got an opportunity to spend some time with my key stakeholders, but I also got to meet many more on their extended team, but maybe the most interesting was meeting their customers. Getting to hear directly from them how some of our solutions were directly impacting them.
I’ve been working on this account for over 2 years since I originally brought them on board and I thought I knew their business pretty well, but these couple of days that I spent with them taught me more than I’ve learned in at least the last year.
So if you ever have the opportunity to attend your customer’s customer conference. Do it! It’s absolutely one of the most impactful things that you can do, but even if that’s not possible. Learning more about your customer’s customer is going to be invaluable to you in your relationship going forward.