POV is the genesis of customers buying, contracting, managing, and changing suppliers. Of contractors selling, serving, retaining, and profiting from customers.
Can’t understand a customers’ POV? No business. Period. End of story.
Understand how customers view the world, and contractors can:
- Help customers buy
- Make customers look good
- Work on the customers side of the desk (partnering anybody?)
Here are a number of past blogs and articles that focus on the customers POV, specifically when they’re buying.
Buying in General
3 Stages of the Buying Cycle: Start here if you’re trying to sell, the PDF download details specific seller activities based on where the customer is in their buying cycle.
Overcoming Recession Reluctance: NOTE the date, Feb 2008. Wow, got this one right.
Procurement Talks: An Interview with Microsoft, Expedia
Selling to Procurement: A look at 2 styles of procurement and how sellers can approach them.
What’s the Right Price for Service?: Hand this to customers/buyers. Help them understand it’s a SERVICE, not a PRODUCT!
Reversing into Darkness: One of my favorites. There’s a great comment from an outsourcing procurement firm, wonderful insight into the buying POV.
President, Revenue-IQ & Service Performance