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Competitive Intelligence
Have you ever wondered why your competitors are succeeding in a particular market and you are not? How would you like to know who your competitors are targeting and how they are targeting them? We can help you intimately know your competition from understanding the points of differentiation to marketing effectiveness. By identifying your competitors' weaknesses, you will be able to know what areas to attack to gain market share. -
Voice of the Customer
How would you like to know the most important needs of your customers? Or what they are really saying about your brand?Using a Voice of the Customer process, we help you identify your customers' needs and wants. Through this process, you will have a better understanding of the products and service you need to offer them. -
Evaluation
Have you ever wondered what programs in your organization are really working? And what needs are being addressed? By using a systematic evaluation process customized for your organization, we help you develop a framework to identify what works and what doesn't. This process will help you improve your programs and optimize organizational resources. -
New Product/Service Development
Have you ever worried if your next big thing is going to sell? Or how your new product or service is going to be received by your customers? We can help you ask the right questions to get your product or service ready to market. We use information from multiple sources to help ensure a successful launch. . -
Information Mining
How would you like to stop the information overload? And know what information is most important to your organization's success? We specialize in cutting through the clutter of all the information you are being bombarded with. We then help you focus your attention on the information that is going to positively impact your bottom line.
Are you well liked and recognized for your expertise but still struggling to get referrals?
Don’t panic…you are not the only one.
We recently worked with a professional service provider in that exact situation. The client survey we completed with this company showed that their clients were very satisfied with their services. However, when asked what stopped them from referring others to this company, 87% of these very satisfied clients (who had not referred any clients) said they had no opportunity to do so.
We didn’t buy that response and dug a little bit deeper. Instead, our theory was that these very satisfied clients had opportunities to refer but they were not recognizing them as opportunities to refer. Once we presented our theory to the CEO, he acknowledged that they probably hadn’t been very good at articulating what a good referral looked like to their past and current clients. In fact, he added, maybe they hadn’t been very good at articulating what a good referral looked like internally.
How do you develop a profile of an “ideal referral” for your team to understand and then share with your clients?
Start with understanding what your client is doing right now.
We worked with the team to imagine what a typical day was like for their ideal client, including what the client was thinking, feeling, and doing. We used this information to create detailed narratives for the team to read and use in identifying potential clients.
RESULT: This exercise and the resulting narratives highlighted important client issues and made them more tangible for the team in the client’s own language.
For example, instead of looking for a potential client who needs “time management training,” the team could now listen for a potential client who talks about being “stressed, overwhelmed, and tired” and questions “How am I ever going to be able to wrap everything up by the end of the work day?”
Once they had a detailed profile of their ideal client, they could then share this information with their satisfied clients to make it easier for them to make the referrals they were hoping for.
Satisfied Clients + Ideal Client Profiles = More Referrals!
Does your business depend heavily on referrals? If so, make sure your team and satisfied clients know what to look and listen for when talking with potential clients. The team at Saqui Research offers half day to multi-day work sessions to help your team develop ideal client profiles to increase referrals and client satisfaction, and identify new service opportunities. For details on our customized work sessions, please call us (219-310-8435) or fill out our contact form online.
