[Shocking as it may be to hear, your customer’s focus is on his customer not your company or your product or service. In the demanding world of sales and marketing this reality is all too often overlooked. But Challenger brands realize that the best way to get what they want is to help their customers get what they want. Especially in a challenging economy, challenger brands know that their customers are desperate to make a real connection with their customers. As such, challenger brands focus on ways to help their customers accomplish their goal.
Challenger brands look for ways in which their product or service fits within the overall offering their customers are offering their customers. Challenger brands seek ways to help enhance that connection their customers have with their customers. Challenger brands recognize that only when the ultimate end user of a product or service is happy will those who played a part in that end user satisfaction stand to profit. Therefore, Challenger brands look for the opportunities within the opportunity. Challenger brands are not afraid to offer up in order to receive in return. Challenger brands engage in the challenges of their customers and help them enhance their overall offering. Challenger brands feed the chain reaction. Are you a Challenger brand?