Know Your End User, Not Just the Industry

Finding your corner in the market can be difficult if you don’t know which hallway to walk down.  Once you find the hallway, it can be easy to find the corner that can provide your company or product to grow.  You will find yourself immersed in product and industry knowledge, which is normally sought out through webinars, seminars, market research, and industry experts.  The one key missing here is having the understanding of the end-user.

For most software companies, this can be their largest downfall, even if your GRC Software can do ten employees work through a Cloud-based software.  You must involve yourself with the everyday actions that your potential client does so that you can relate; and when I say relate, I mean relationship sales at its finest.

Make a point to find out truly how their day is going, not just “How’s the weather?”  Getting the scope of how they practice their craft is important to know so you can provide the best solution for the end-user (client).  So, become the potential client, step in to their shoes, and find out all the pain points, all the likes and dislikes that could be had and or how they happen.  This will, in return bring your company the best end-user (client) who will stay with you and be your best marketing tool.

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