HOW TO ZERO IN ON WHAT YOUR CUSTOMERS
VALUE MOST
According to an article from Purdue University*, you should find out what your
customers value most about your products or services by asking questions like
these:
1. How do farmers compare product performance versus price? How do
volume or quantity discounts figure in?
2. W
hat is important to farm customers in terms of delivery time, fin ancing,
technical support and warranties?
3. What does service mean to them?
• D
o they see it as traditional services, such as fertilizer applications?
• Do they want data support and analysis?
4. Are they loyal to a brand? Which brand? How loyal?
5. How important are the relationships with their salesperson?
As you face economic challenges, rethink how you position your products and
services. From a marketing standpoint, this impacts what you say … and how
you say it.
8.7%
According to the
USDA’s February
2017 Farm Income
Forecast, net farm
income will decline
by 8.7% this year.
The folks at VistaComm
have always been
committed to “getting it
right.” Whenever we have
to revise or even restart a
project to get it right, they
have risen to the challenge
with a positive attitude.
They also understand that
our business has budget
constraints and they work
hard to bring projects
in under budget and to
communicate openly with
us about billing.
Mac Ehrhardt, Owner/President
Albert Lea Seed House | Albert Lea, Minn.
*SeedWorld, December 2016, “Navigating a Tough
Ag Economy”
VISTACOMM.COM
ISSUE 2 2017 AGRI-INSIGHTS
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