I have already made my point that the consumers and customers have easy access to know your product and review the product features and competitors. So what can they not do on the Internet? That my friends is now the key to be a winner- Probing Dialog!
Sounds simple? It is but then it isn't.
If you get some time to prepare, it could be a tad easier. If you are in B2B business , you are in luck. You can do the same thing a consumer is doing to you- surf the web, check the news reports, check the products they sell, any reviews about the company. If they are public and global it becomes even easier as there are certain things they have to divulge by law.
Now go a step further- research any information that would pertain to the usage of your product.
If you are in the B2C business , the game plan changed a bit. Now you need to be a little more of a research agent about demographics , usage patterns, regional preferences.
In both cases- beware- be no hostage to any filters - the real customer profile must be built only through probing dialog!
Since I have dedicated my professional life to B2B - this is what I shall tackle first. B2C will come second - tackled through the eyes of a very difficult but consumer friendly customer- ME!
So the next post will talk about combining plain old common sense- "pocs" with modern analysis , technology and preparation to have a probing dialog in a B2B environment.
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