Knowledge is Power
We need to know more about our customers if we’re going to help them buy more full-featured products. The wealthiest consumers aren’t necessarily going to spend the most money and the most technically savvy ones aren’t always the top prospects for the best we have to offer. There is no one-size fits all.
Media servers are great for movie buffs or would-be rock stars, but the avid sports fan might have little use for one. Similarly, a pro-style kitchen may have less appeal than an energy-efficient one to the time-starved soccer mom.
There’s a fine art to discovering what our customers might need. It might seem intrusive and it could be time-consuming, but spending a day or a weekend with a client would probably help determine what kind of solutions would really knock their socks off.
A rainy Saturday might be the perfect time to talk about a golf simulator to the disappointed duffer. A harried mom might appreciate a front door camera or improved security on the doors to the pool.
Investing time at the front end will tell your customers that the solutions you suggest are not based on your desire to build them an expensive, tricked out home entertainment system but that you’re trying to enhance their lives.
Product knowledge has never been more important. In some cases, subtle differences between products can make a huge difference in performance.