Once in a long while, a customer asks you in no uncertain terms to develop a new product or service just for them. And when it happens, it’s a good feeling that might just lead to good things. Whatever happens, you know you’re about to get busy, and you know it’ll be worthwhile.
The rest of the time, they’re still asking questions and telling you what they want, but you have to tune in.
Listen to what they’re not saying, listen between the lines, listen more to the tone than the substance. What frustrates them, what takes too much time, what is expensive – not about you or what you do (although that’s good to know) but about what they’re working on and what they’re trying to do.
Customers are an ideas factory.
Your challenge: work out where the lights shine most brightly.
Skippy strategy: Go visit the factory.
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