Why do customers buy from you? More specifically, why do your best customers buy from you? Answering those questions can be the first step to having a voice-of-the-customer strategy that helps you grow your market share. Here are three ways to grow market share.
- Profile your customers – Go after customers that match the profile of your best-fitting (most loyal, profitable, strategically aligned) existing customers.
- Target competitors’ customers – Pursue competitor customers that match the profile of your best-fitting existing customers.
- Develop referrals – You have customers that say they are willing to recommend you. Make the most of these by having a process for following up on recommendations and referrals.