DO YOU KNOW WHAT THEY REALLY, REALLY WANT?
On Saturday afternoon after my first netball training EVER I needed a stiff drink. (Because, who knew netball was so full of contact?! 👊
While deciding whether to betray my long-term lover, Mr. Hendricks, for a pretty bottle of pinkish gin, I spotted the gourmet chocolates and candles perched on the counter next to the week's beer promotion.
An odd combination for a liquor store I thought.
"Sell many?" I piped up.
"Sure do!"
It turns out the candle and chocolate combo are the perfect upsell and fly off the shelves during footy finals weekends and on Friday night's when people have forgotten a partners birthday. (They are also now popular with middle-aged Mum's who have foolishly signed up for a netball tournament without training.)
You see, knowing your customers, going beyond the basic needs and looking for the gaps is the place where the opportunity lies.
The brands that win our hearts and wallets are the ones who take the time to understand what we want before we know we even want it.
So my fellow hustler, what can you do today to get to know your customer a little more?
How will you find the gap?
I'll be musing on this tonight as I sip my gin and devour the choccies before the kids find them.