Working backward from the customer result

constraints, Customer Delight, Customers, ideal customer, Marketing, single target market

When you think you have identified the niche, single target market (ideal client) and you have to figure out how to reach them, a good way to start is by thinking about the result your client will get by using your product or service.

Suppose you know the ideal result you can get for your client. Does that result actually make an impact on your ideal client. If it does not, then you need to rethink about the ideal client and the single target market. If it will make an impact will they become Raving Fans. If not what will need to be done to make them Raving Fans.

If the result you can get is going to make an impact and make them Raving Fans, then you need to think in terms of the journey the client will need to take to reach that stage and then work backwards. Its something similar to the Eli Goldiratt theory of constraints – future reality tree (FRT). You go through the complete logic , starting with the end in mind and then flow backwards to the starting point, to figure out where things could go wrong or the unsaid assumptions.

Recently my team and I were doing a Future Reality Tree for one of our operations and my colleague stopped me from proceeding because we had listed out way to many assumptions for the success of the end result. With so many assumptions not getting into certainty stage, it was going to be a disaster. So now we have one person who is going to work through the next two weeks to figure out how many of the assumptions can be made into certainty by working on platforms like Linkedin etc.

When you do this FRT, you will also be able to work out the medium which can help get you the best/fastest results. It will help you also see the chokes in the system, for you to get the result for your customer.

We will work on the next steps from here in the next post.

Till next time then.

Carpe Diem!!!

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