{"id":9750,"date":"2017-10-15T21:03:41","date_gmt":"2017-10-15T18:03:41","guid":{"rendered":"https:\/\/www.ibtdi.com\/?p=9750"},"modified":"2018-06-27T12:51:37","modified_gmt":"2018-06-27T09:51:37","slug":"%d9%83%d9%8a%d9%81-%d8%aa%d8%b9%d8%b1%d9%81-%d9%85%d8%a7%d9%8a%d8%b1%d9%8a%d8%af%d9%87-%d8%b9%d9%85%d9%84%d8%a7%d8%a6%d9%83-%d8%a8%d8%b4%d9%83%d9%84-%d8%a3%d8%af%d9%82-%d9%81%d9%8a-5-%d8%ae%d8%b7","status":"publish","type":"post","link":"https:\/\/www.ibtdi.com\/en\/%d9%83%d9%8a%d9%81-%d8%aa%d8%b9%d8%b1%d9%81-%d9%85%d8%a7%d9%8a%d8%b1%d9%8a%d8%af%d9%87-%d8%b9%d9%85%d9%84%d8%a7%d8%a6%d9%83-%d8%a8%d8%b4%d9%83%d9%84-%d8%a3%d8%af%d9%82-%d9%81%d9%8a-5-%d8%ae%d8%b7\/","title":{"rendered":"How to Better Understand What Your Customers Want in 5 Steps"},"content":{"rendered":"

\"Image<\/a><\/p>\n

 <\/p>\n

biggest challenges facing any \u0646\u0634\u0627\u0637 \u062a\u062c\u0627\u0631\u064a<\/a> are understanding customers and buyers, and helping them keep buying. I\u2019ve selected an article by Paul Shoemaker, a self-made entrepreneur <\/span><\/p>\n

university professor and author, who discusses 5 challenges facing sales<\/a>And five suggestions for finding out what customers want before they know they want it, in the hope <\/span><\/p>\n

that you can provide it quickly, so they buy from you, commerce keeps moving, and the seeds of profit bear fruit. Shoemaker began by saying, \u201cThe current complaint they keep repeating\u2026\u201d <\/span><\/p>\n

\u0627\u0644\u0639\u0635\u0627\u0645\u064a\u0648\u0646 \u0647\u064a: How can I understand my customers better and more accurately?<\/a>Perhaps the confusion that prevents a clear understanding of what customers are asking for stems from the following:<\/span><\/p>\n

<\/span>
\n 1-\u00a0Customers are no longer as loyal as they used to be<\/strong><\/span><\/span>And they no longer trust large companies and brands as they once did, especially companies<\/span><\/p>\n

that faced crises and came close to bankruptcy in the last global crisis, making them seem fragile and untrustworthy. There are several reasons for this lack of trust, <\/span><\/p>\n

but what matters here is recognizing that it exists.<\/span><\/p>\n

.<\/p>\n

2-\u00a0Customers have become more powerful<\/strong><\/span>so they now have more influence than ever, aided by product and service price-comparison websites, social <\/span><\/p>\n

networks, and the ease of finding the best deal. (A real-life example comes to mind: a young Saudi man bought a 50-inch smart TV from Amazon US a month ago, in <\/span><\/p>\n

a special offer that included free shipping worldwide. The TV cost nearly 2,000 Saudi riyals less than its equivalent in Saudi Arabia!)<\/span><\/p>\n

.<\/p>\n

3-\u00a0Customers are no longer alike in their characteristics<\/strong><\/span>\u060c<\/span> Their differences have grown while their similarities have diminished, making it necessary to create new categories for them\u2014and to gain <\/span><\/p>\n

a deeper understanding of their actual needs, how to communicate with them, and how to advertise to them.<\/span><\/p>\n

.<\/p>\n

4-\u00a0The volume of statistics and data<\/strong>\u00a0\u0627\u0644\u062a\u064a \u064a\u0645\u0643\u0646 \u0627\u0644\u062d\u0635\u0648\u0644 \u0639\u0644\u064a\u0647\u0627 \u0639\u0646 \u0627\u0644\u0639\u0645\u0644\u0627\u0621<\/span>which increased the noise-to-signal ratio, <\/span><\/p>\n

making it harder to understand customers and identify their needs.<\/span><\/p>\n

.<\/p>\n

5- \u0647\u0646\u0627\u0643\u00a0Uncertainty about the direction of the global economy<\/strong><\/span>\u00a0\u0648\u0647\u0644 \u0647\u0648 \u0625\u0644\u0649 \u0627\u0646\u0641\u0631\u0627\u062c \u0623\u0645 \u0627\u0646\u0643\u0645\u0627\u0634\u060c \u0645\u0627 \u062c\u0639\u0644 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0631\u0627\u063a\u0628\u064a\u0646 \u0623\u0643\u062b\u0631 \u0641\u064a \u062d\u0644\u0648\u0644 \u0645\u0631\u0646\u0629 <\/span><\/p>\n

tailored to their current, uncertain circumstances.<\/span><\/p>\n

.<\/p>\n

These problems may or may not have reached the Arab world\u2014or they may be on their way. Those who prepare for a problem are better equipped to face it when it arises. Here, Shoemaker presents five of the <\/span><\/p>\n

his suggestions for solving the challenge of identifying customers\u2019 needs The customers<\/a>which help you see what your customers see:<\/span><\/p>\n

.<\/p>\n

1 \u2013\u00a0Put yourself in your customers\u2019 shoes<\/strong><\/span>Forget what you offer. Put yourself in your customer\u2019s shoes and imagine their situation. Look at the many options available to them, <\/span><\/p>\n

and the services they receive from sellers after the purchase. This exercise will deepen your understanding of your competitors\u2019 efforts and help you anticipate their next move.<\/span><\/p>\n

.<\/p>\n

2 \u2013\u00a0<\/span>Monitor how your customer\u2019s purchase requests are handled<\/span> \u0641\u064a \u0634\u0631\u0643\u062a\u0643<\/strong>. \u0636\u0639 a ranking of your most important customers<\/a> Then monitor how they are treated at your company when <\/span><\/p>\n

Their request to buy your product or service. Some hospitals have new doctors visit as patients seeking treatment and then share their experience <\/span><\/p>\n

and impressions. Other companies have managers listen in on customer calls without either party knowing. You need a complete picture of everything that happens with customers <\/span><\/p>\n

when they buy from you.<\/span><\/p>\n

.<\/p>\n

3 \u2013\u00a0Make customer service everyone\u2019s responsibility<\/strong><\/span>. IBM sends employees from different departments to customers who use its devices and products <\/span><\/p>\n

so they can better understand customers\u2019 needs firsthand. Some banks include employees from different departments in the customer service team.<\/a> \u0644\u064a\u0641\u0647\u0645\u0648\u0627 <\/span><\/p>\n

working directly with customers and listening to them, helping employees understand customer needs more clearly and accurately.<\/span><\/p>\n

.<\/p>\n

4 \u2013\u00a0Learn with Customers<\/strong><\/span>.<\/span> General Electric invites its major customers and their employees in China to attend training courses and seminars on best practices in management, <\/span><\/p>\n

innovation, and thinking. General Electric employees attend these courses as well, helping them see and understand how Chinese people think, and also helping them <\/span><\/p>\n

understand their needs and preferences so they can serve them in the most suitable way.<\/span><\/p>\n

.<\/p>\n

5 \u2013\u00a0Anticipate Customers\u2019 Next Need<\/strong>.<\/span> This is the most important point: once you understand your customers well and know how they think, you need to anticipate and imagine what they will need <\/span><\/p>\n

and ask for tomorrow (Steve Jobs excelled at this). You should also map out several possible scenarios for how customers\u2019 needs and preferences may evolve in the near future, <\/span><\/p>\n

then develop plans to respond to these needs as soon as signs of them emerge.<\/span><\/p>\n

.<\/p>\n

Your product may be a miraculous invention that solves humanity\u2019s problems, but customers simply may not want it right now\u2014or may want some changes before buying it. You won\u2019t <\/span><\/p>\n

know any of this unless you listen carefully to your customers. Don\u2019t listen to just anyone, or to people who only think they want something; listen first and foremost to actual customers. When you understand your customer <\/span><\/p>\n

Great\u2014if you\u2019re making decisions that actually increase sales, you\u2019re on the right track.<\/span><\/p>","protected":false},"excerpt":{"rendered":"

  \u0623\u0643\u0628\u0631 \u0645\u0634\u0643\u0644\u0629 \u062a\u0648\u0627\u062c\u0647 \u0623\u064a \u0646\u0634\u0627\u0637 \u062a\u062c\u0627\u0631\u064a \u0647\u064a \u0641\u0647\u0645 \u0627\u0644\u0639\u0645\u0644\u0627\u0621 \u0648\u0627\u0644\u0645\u0634\u062a\u0631\u064a\u0646\u060c \u0648\u0645\u0633\u0627\u0639\u062f\u062a\u0647\u0645 \u0644\u0644\u0627\u0633\u062a\u0645\u0631\u0627\u0631 \u0641\u064a \u0627\u0644\u0634\u0631\u0627\u0621. \u0627\u062e\u062a\u0631\u062a \u0644\u0643\u0645\u00a0\u0645\u0642\u0627\u0644\u0629 \u0643\u062a\u0628\u0647\u0627 \u0628\u0648\u0644 \u0634\u0648\u0645\u064a\u0643\u0631\u060c \u0639\u0635\u0627\u0645\u064a \u0648\u0623\u0633\u062a\u0627\u0630 \u062c\u0627\u0645\u0639\u064a \u0648\u0645\u0624\u0644\u0641\u060c \u062a\u062d\u062f\u062b\u062a \u0639\u0646 [\u2026]<\/span><\/p>\n","protected":false},"author":1,"featured_media":9769,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_ibtdi_aa_focus_keyword":"","_ibtdi_aa_secondary_keywords":"","_ibtdi_aa_audience":"","_ibtdi_aa_tone":"","_ibtdi_aa_summary":"","_ibtdi_aa_reviewer_name":"","_ibtdi_aa_reviewer_bio":"","_ibtdi_aa_reviewer_url":"","_ibtdi_aa_reviewed_date":"","_ibtdi_aa_service_id":"","_ibtdi_aa_related_ids":"","_ibtdi_aa_human_reviewed":"","_ibtdi_aa_disable":"","_ibtdi_aa_disable_links":"","_ibtdi_aa_sources":"","_ibtdi_aa_update_notes":"","footnotes":""},"categories":[491,1],"tags":[7018,1676,4501,4269,798,1102,2671],"class_list":["post-9750","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-491","category-1","tag-7018","tag-1676","tag-4501","tag-4269","tag-798","tag-1102","tag-2671"],"_links":{"self":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts\/9750","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/comments?post=9750"}],"version-history":[{"count":0,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts\/9750\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/media\/9769"}],"wp:attachment":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/media?parent=9750"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/categories?post=9750"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/tags?post=9750"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}