DDriving Criving CDDriving Criving Cuustomer Engstomer Enguustomer Engstomer Engaagemengemenaagemengementt tt 2. The solution is getting them mobile access to your back-office 2. The solution is getting them mobile access to your back-office database so they can access key data from anywhere.database so they can access key data from anywhere. 3. The problem is that creating a custom app and connecting it to 3. The problem is that creating a custom app and connecting it to your back office is difficult, time consuming, and expensive. your back office is difficult, time consuming, and expensive. 4. The good news is we have an amazing mobile connector 4. The good news is we have an amazing mobile connector framework that allows a nontechnical business user to do the framework that allows a nontechnical business user to do the same thing in a fraction of the time.same thing in a fraction of the time. Now,No tryw with, try withyour yoursolu tiosolnu. tioUsnin. gUs theing inthefomer infomercial approcial approach nacoth onnotly only makes it easier for your customers and prospects to understand what you makes it easier for your customers and prospects to understand what you do anddo theand s pethec ifispec vcaifiluce v yoaluue a yoddu, baddut ,by bu helpit by nhelpig yonugr yosaleurs satealems tea refimn e refine their theirpitch pit in cthih isn wa thiys, yowau’y,ll yo beu’ helpill be helping thengm the rampm r aumpp qui upck quier, icnkterer, ninaliztere nalize your yovaluure v propositioalue proposition, andn ,eve andn eveartin cuartilatecu itlate without it without slide ss lideor des orm odes.mos. Maintaining a Customer-Centric MindsetMaintaining a Customer-Centric Mindset A numbA nerumb of erye ofars ye agoars oneago ofone m yof s amlesy srepsales repscame c amto me eto follo me wfolloingw a ing a custocmuserto mmeetinger meeting and as ankded as mkeed to m proofreae to proofread an edma anil e hema wail hes pl waansni plnang ning on seondn ingsend toing the to ktheey stkeyak eholstakdeholers. dHierss . oHibjes cotivebje cwtiveas towas re toca pre thcae p the contentcontents of thes of m theeeti mneetig andng creanda tecre aate a compelling value proposition to compelling value proposition to move forward with our solution. move forward with our solution. “What do you think?” he asked. “What do you think?” he asked. “I don“I’ tdo knno’tw k,”n Io repliedw,” I replied. “If you. “I fw youere w thieres cu thistos cumserto wmoerul wd oyouuld fi yound you findr your note compelling enough to move forward?” note compelling enough to move forward?” The lookThe lookon his on f ahisce fmadace emad it clee itar cleto abr othto bofoth us of th usat thethat notethe notewas was indeed not his best work and that another revision, or two, was needed. indeed not his best work and that another revision, or two, was needed. Over the years, I’ve found the litmus test of “If you were the customer, Over the years, I’ve found the litmus test of “If you were the customer, woulwd oyouuld eyounga egneg?”a gtoe ?b”e to a bgooe ad goo oned inone figuring in figuring out if o suomeonet if someone is on is on the right track. the right track. Here’Hers ae ’recs aa prec ofa pthe of stheecrets secrets we dwisec udsseiscdu sseto dhelp to helpyou yoaloun g along your way: your way: 1. Assemble a toolbox of value-added resources. Don’t get stuck 1. Assemble a toolbox of value-added resources. Don’t get stuck trying to figure out how to build reciprocity with your target trying to figure out how to build reciprocity with your target audience. Plan for it. Pulling together lists of articles, books, audience. Plan for it. Pulling together lists of articles, books, and helpful content in advance will help you add value quickly and helpful content in advance will help you add value quickly and consistently. and consistently. 6969 6969