Stealing Customers From Your Mega Rivals
When it comes to growing your business, you need to poach customers — often from big-time competitors.
So what are some of the strategies to win the battle?
Well, recently I got excellent advice on this from Justin Moore, who is the CEO and founder of Axcient. When it comes to snagging customers, he certainly has lots of experience. After all, his company is a provider of disaster recovery technology — which helps deal with such things as cyberattacks (the platform is cloud based) – and faces mega competitors like Microsoft, IBM and VMware.
OK then, what does he recommend for entrepreneurs? Here’s a look:
Factor #1 — It’s About The Pain Point: All right, the “pain point” mantra may seem overused. But Justin has an interesting way of capitalizing on this– that is, setting up a customer advisory board.
“I would advise having 6 to 10 customers and have meetings once a quarter,” he said. “You can rotate between in-person and telephone meetings. We discuss updates and roadmaps for successful engagement across three primary areas: business, support and product. The goal is to get feedback on how we are doing, what’s working, what’s not, where they’ve seen improvements, where they haven’t, what they’d like to see going forward and to validate our product direction and new feature priorities.”
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