Why you should understand your customer

Understanding your customer expectations and requirements is paramount if you intend to sell your product. This applies to any product, digital or otherwise so let’s have a look at what your customer’s will probably be looking for from you.

Does it work?

That it works is not the requirement here, you wouldn’t sell it if it didn’t? What most people will be looking for is a product that works for their particular problem. Will it solve the problem or issue?


Price is not an issue if you have studied your ideal customer. It is all about value as perceived by your customer. To elaborate a little. If you shop at a £ or $ store then that is your expectation of the price you are going to pay. A furniture store on the other hand will begin trying to take your hard-earned money based on a value criteria. Fully understanding your customer’s needs in relation to your product will allow you to earn more from your unique value proposition.3. Convenience

Experience and convenience

Not your experience but the customer’s user experience in or with your product. Bad news has, since cave people (bit more PC that) splodged their thoughts on a wall, always spread faster than good news. Make sure your product does what it says on the tin and buyers expectations will be realised which will lead to those all important ratifications of your product. Social media is a little quicker now than cave paintings. Make sure it spreads good news!

All the other things

It is a given if you want some sort of continuity in your sales that all the other things your product should be like reliable efficient, compatable and perform to expectations are or should be part of your whole value proposition and if you have understood your customer’s correctly will just be an added bonus.

More important than the product

Once you have identified your customer, and it does not matter if you are selling online or from a brick and mortar store, selling a digital product or an actual product, look after your customer.

  • Be fair and transparent and completely honest.
  • If your customer has a problem don’t ignore it… resolve it if you can.
  • Product is important but valueless without someone to purchase it.
    For a more in depth look at a customer’s purchase cycle have a look here.


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