During good economic times it is important to know what your customer is thinking, however it uncertain economic times it is “crucial”. As the market condition changes  such as the slow down that economist are predicting it is important to understand the following questions below. Survey or simply ask your customers these questions. These will be able to help you understand how you need to change with the current market conditions.

1.      What are they worried about

2.      Where are they focusing; where are they focusing their buying

3.      How are they responding to the economy

4.      How are they defining value

The take away is that you have understand and do research on your customers and change your approach. Based on your research you may have to give more reassurances that their purchase is not risky. Perhaps use more testimonials, show them that you are the expert/authority that can lead them through these times, provide them with tangible ROI.

It’s key to remember, people do spend but their behaviors change and so should you.

I look forward to a long productive and profitable relationship. Here’s to 2011!

Feel free to email me your comments at rvela@streetsmartvar.com.

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