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Value Centred Thinking

CONNECT WITH CUSTOMERS

HOW TO

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The era of differentiation lies behind us. Customers are not interested in how you differ yourself from the competition. This self-inflicted differentiation question is far away from their true concerns. They’re more interested in what you can mean in their lives. !What customers really care about is how you influence their being, what it is you do and how you do it. But above all, they want to know WHY you do it. !By means of this ‘Big Why’ they will recognise themselves. It is a way to connect with people on a more fundamental basis than what we’ve been doing so far. It requires a new way of thinking:

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Value Centred Thinking

TIP

“We Need to Differentiate Ourselves from the Competition in Order to Survive.” !

This is a typical business view from the early 21st Century. !

Competition has propelled due to the availability of products through various (new) channels, the comparisons made possible by technology, and the Western addiction for cheap products. Hence, we needed to beat the competition. Not.

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“ Are you relevant for your customer or rather for your competitor? ”

Competition

BRANDS HAVE TO BECOME RELEVANT AGAIN

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2Customers

“ Are customers price sensitive or does your behaviour incite them? ”

“Customers are Demanding, Disloyal and Only Interested in Price.” !

Price and pricing will always be on the customer’s agenda. !

The question is, is it the primary concern or does our behaviour and the way we do business make it the primary concern? Is there a connection between us and the customer? And if so, what is it?

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“ To avoid the commodity trap one needs to find out Why it is he/she’s in business.”

Commodity

“It is Nearly Impossible to be Unique. Anything Can and Will be Copied.” !

It is true there’s a lot of copying going on. !

However, what cannot be copied is the way you treat your customers. Customer experience is far more than just delivering a good service. It has become the single difference between companies and brands. But it requires a genuine, authentic belief in why you’re in business. !

And profit is not the right answer.

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“ Consumers are becoming more and more savvy. Social Consumerism is already there.”

Technology

“We’re Online, and Social. But We Still Don’t Know if There’s a Return Attached to This?” !

Social media are no longer a means to get in contact with your customer . !

They have become the customer. More and more people base their decisions on what’s happening in their communities. The social media have become a way to get in touch with you, not the other way around. !

So how’s your reputation out there?

TIP

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“ Credibility is the basic for trust. Your credibility is anchored in your Why.”

Trust

“The Trust Has Gone in Our Business. Sales People No Longer Get the Trust They Deserve.” !

True, the recent history showed us what trust looked like. Not. !

Sales people always had and will have to deal with trust. What has changed is the way trust is given. It is no longer the game of finding solutions to customer’s needs. It has stretched a lot. !

How do you establish trust?

CREDIBILITY VERSUS EXCHANGEABILITY

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“How Can Companies Overcome These Burdens Without Losing Significant Market Share?” !

Our current marketing techniques no longer suit the economic system, nor the customer.

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“ Value Centred Thinking is about your big WHY. Think about it, again.”

Thinking

VALUE CENTRED THINKING

Obvious TIP

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“ To find out your WHY start eliminating the obvious.”

WHY

“Companies Communicate About the Most Obvious Things. Quality for Example.” !

To find your Why in business we need to review your communication. !

Most companies communicate about obvious matters, such as quality, expertise, service, etc. These are obvious because one expects to have a certain quality when he/she buys something. !

So what’s your big why? What’s your purpose?

PURPOS

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“ Communication about your Why, your purpose is always in-side-out.”

Communication

“Instead of Telling People What You Do, Start With Why.” !

Value Centred Thinking reverses your communication, literally.

WHY WHY

HOW HOWWHAT WHAT

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“ Your purpose serves as an inspiration for both customers as employees.”

Inspiration

“Your Purpose is the Main Reason Why You Are in Business.” !

No coincidence that a clear purpose serves as the inspiration for your customers, employees, yes even your community.

WHAT’S YOUR INSPIRATIONAL STORY?

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“ Without an inspiring story forget about change. Your self-motivation is key.”

Behaviour

“Value Centred Thinking Requires You to Change.” !

There’s no escape: in a new world economy, with social consumers and savvy customers, you’ll need to change. !

Changing your behaviour is difficult. Certainly when the conditions are pressing on your results. Many reasons can be found not to change. But there’s one reason you should change that makes all other irrelevant:

YOUR CUSTOMER

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“Consumers and Customers Are Changing the Way They Make Decisions and How They Buy.” !

It is up to the businesses to change accordingly. !

If you have the ambition to survive in the current economic landscape please continue to do as you’re doing. !

However, if you have slighter higher ambitions then now is the time to act. Both consumers and customers are looking for companies with new proposals that fit their lives, which bond with their communities and that offer a purpose in which they (can) believe. !

Talent Monitor has the method, Value Centred Thinking, to discover your purpose and to implement it in your organisation. Several companies have done it before you. !

It’s your call now.

Visit us on: www.talent-monitor.com !Talent Monitor Assesteenweg 117/7 1740 Ternat M.: 0498 128 736

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Value Centred Thinking

CONNECT WITH CUSTOMERS

HOW TO