I was sitting in the coffee shop last night and there was a family sitting there with their realtor. The realtor was going over some paperwork with the husband and wife who were the buyers. (Yes, I was eavesdropping!) Now if you’re not familiar with the process of buying a home in California, it can be a tiresome ordeal with the mounds of paperwork involved.
So, this realtor was explaining this and that and I noticed that he kept saying, “Well, this isn’t really important....Oh, nah, this isn’t really important....This paper isn’t really important...” Now being an ex-real estate agent, I happen to know that some of the paperwork he mentioned could actually be important - to the buyers, that is. But did this real estate agent even bother to ask if it was important to them?
We can’t assume what’s important and what isn’t important when it comes to our customers. Everyone has different concerns. Not having a termite inspection done on a home may not be important to you, but it could be important to someone else.
Do you know what’s important to your customers?
You're right Maria! It's not good to assume things. Each customer has different needs and may be looking for things you think are not important.
Posted by: Meikah Delid | August 21, 2006 11:30 PM | Permalink to Comment