Our guest on this episode of the Start with a Win podcast is David Avrin, speaker and author of several books, most recently “Why Customers Leave (and How to Win Them Back)”. David says that the answer to why customers leave is a simple one: they leave because they can. There are so many choices out in the market and many channels available to customers, from real estate to retail to services to groceries. Business owners are often trying to operate under the assumption that they can control what their customers will buy, but customers don’t always want to do business that way.

Consumer behavior is a complex field of study these days, and while business owners don’t have to be experts in predicting what their customers will want or when they will want it, they should have a basic understanding of their customers and what motivates them to purchase. Businesses do not have the luxury of just waiting for customers to walk in their doors, but rather they need to recognize how to meet their customers where they are and meet their needs there. 

While the primary focus of businesses in the past has been producing an exemplary product that people will want to buy, they must now combine this aspect of the buying process with the wants and needs of the customers. A good starting point for gaining competitive advantage in this realm is to re-examine the points of contact with the customer and make adjustments based on their observed needs and wants. Since there are so many channels for purchasing very similar products, building a relationship with your customers will likely make all the difference in you receiving the business over your competitors. 

David believes in leading with authenticity, relevance, and in a way that educates the consumer. This also involves a willingness to continually adjust your approach based on shifting expectations and feedback from your customers. David starts his days with a win by spending intentional and uninterrupted time with his kids, getting his priorities aligned before starting his workday.

Links:

https://www.amazon.com/Why-Customers-Leave-Them-Back/dp/1632651513 

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