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Listening to Your Customers Takes Effort Show DetailsHide Details

I recently read an article on CNet News talking about how Dell found themselves behind in selling their hardware products to large data centers. They also realized that they routinely lost money to even get the business they had. So, they asked some tough questions of themselves, and they started asking their customers or potential customers some questions. It turns out that data center clients wanted a completely different product than what they were offering. Dell started to realized that by taking features way from their product, it actually became more useful and less expensive -- both big wins in terms of attracting new business. Isn't it shocking how well we think we know our customers, only to find out after we start asking questions that we really don't know them at all? Who would have thought that taking features away would make a product more appealing. Learn to continually ask your members what services they want added. But also, don't be afraid to ask what services they don't want or don't need! Posted by: Eric Jones

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