321 – Reinvent How You Deliver What The Customer Really Wants

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Do you want to stand out from the growing number of competitors in the trade industry?

One effective way to know your customers better is to put yourself in their shoes. When you identify
their misconceptions and ask the right questions, you can reinvent your processes. This can play out
well in getting you the results you want. 

Nils Vesk – the inventor of the ‘Innovation Archetypes Process’ — educates us about the application of strategic thinking in our marketing strategies. Nils focuses on how we can be more customer-centric,
from identifying their common misconceptions to matching their values- and how we can make that a part of our process to drive more sales.

So sit back, relax, and allow us to take you for a ride that can change the course of your business. Let’s get on with it!

What’s Discussed In This Episode:

0:00 Opportunity Analysis

1:54 Welcome to the podcast

3:54 Nils talks about their checklist and how it can drive great sales results

4:43 The Mindset Process & Strategic Thinking 

5:13 Why a customer-centric approach is important

6:07 Understanding your customer & reinventing results

8:01 The harsh reality in spending too much on ads

9:19 Why do we invest heavily in marketing tactics but not in strategy?

10:13 The “Insight Ladder”

14:15 Educating the customer about your processes around certain situations

14:41 Understanding that customers want security

15:19 Putting yourself in the customer’s shoes

16:56 Why automation should be a part of your process

20:39 Knowing your customer’s priorities helps you match your services with their values

23:30 The 1 question that can add 30% to your sales

26:09 Why people buy based on emotional decisions

31:32 The three types of questions to include in your process

37:17 Why you should communicate to people on their level

39:14 Understanding what your customer is thinking

40:16 “What’s your biggest fear?”

41:19 The 8 components to design your process around

42:31 Reinvent your business around this acronym: SCRAMBLE

45:51 Applying innovation in key areas of your business

46:53 What to expect in the next episode

About The Guest:

Nils Vesk is an international authority on innovation and the inventor of the ‘Innovation Archetypes Process’. He unpacks the million-dollar innovation principles used to create rapid growth for the future. An author of a number of books including “Ideas With Legs – How to Create Brilliant Ideas and Bring Them to Life”, and “Innovation Archetypes – Principles for World Class Innovation”.

Resources:

Books Mentioned in This Episode:

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to The Site Shed: You can also listen to The Site Shed on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in! 

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