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´╗┐Needs Assessment - Use It To Attract The Right Customers

from: Motivated Lifestyle - Archive Material

You are a management head in your organization who has been assigned to a new unit, to take over and manage efficiently. Knowing that your Company works extremely hard offering integrated products and services to achieve consumer satisfaction, you must strive to continue to achieve its goals, and effectively become almost a business consultant to its target customers.

Firstly, as the management head, you require to conduct needs assessments, which will serve as an important tool in achieving a good relationship with your customers. Communications skills and needs assessment, are sequences of surveys which are conducted with current or potential business clients, in order to best assess their requirements.

They can also define the role which communication systems play in the aim of selling and delivering products and services to customers.

Conducting communication skills and needs assessment interviews could have the result of making the personnel department the overall decision-maker, but in an ideal business environment, several interviews would be conducted among employees throughout different departments of the Company.

The objective of this would be, that these different departments come together to arrive at a broader overall view of the problems of the Company, it's culture, needs, and especially those types of communication solutions which will serve as the most effective in solving the various issues.

It is important to have a wide understanding of the needs of customers, when making recommendation for telecommunication solutions, and most importantly, you need to identify how and where, the communication system can boost the effectiveness of the sales organization.

In this way it gives the customers a clear cut bottom line on the R.O.I needed, and as with all other businesses, communication skills and needs assessments are important in upgrading the communication systems in an organization.

After the series of interview questions have been answered, the data generated from them is used to segment your customers based on their needs, which then allows you to dedicate more time and effort in satisfying those customers who promise the biggest pay off over a given period of time.

This is usually referred to as the customers life time value, and when this is done, you can more clearly understand your customer's needs, and satisfy those needs by using technology in offering communication skills to solve them. The data generated from the needs assessment, also tells you how the sales process is improving, how to identify those customers who make the best sales targets, and how best to sell to the particular target segment.

With communication skills and needs assessments, one of the most valuable results is achieved long after the sales have been made, and the system is in effectively in place. In order for a needs assessment to be effective and comprehensive, interviews with employees in all sections of the organization should be carried out.

This should include research and development, manufacturing and distribution, and the most important part, which is the sales and marketing, and customer service departments.

A typical communication skills and needs assessment must include questions such as:-

What are your current communication services and product needs!

What is the purchasing process in the Company!

Who is the primary contact involved in the buying process of the Company!

What is the most important factor which influences you in choosing a good communications vendor!

In doing so, expansion of customer communications solutions is created, thereby making a customer for life.


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