How To Identify And Meet The Emotional Needs Of Your Customers
To create a winning UVP, here is what you need to know about your customers:
- Who They Are
You should know as much demographic information as possible, including things like age, gender, economic status, location, etc.
- What They Need
You have to thoroughly understand their problems, questions and concerns. These are the things that prompt people to take action. They’re the problems you’re going to offer to resolve for customers.
- What They Buy
Know your customers’ current suppliers. What companies are meeting their needs right now?
- How They Buy
Find out about your customers’ buying habits. This includes how much they buy, when they buy, how they pay, and anything else you can discover about their purchasing patterns.
- How They Feel
Finally, beyond hard data you need to understand how your customers feel about their problems and purchases. What makes them feel good or bad about the shopping experience? What do they expect from companies and products? How do they feel about the companies they currently buy from, as well as about you?
All of the above will help you create a unique value proposition that resonates with your customers and helps them understand why they should buy from you.