Here are four things you should constantly be asking yourself:
1. What’s hampering uptake?
This is not an emotional evaluation. It should be driven purely by the numbers.
2. Where are the opportunities?
Are we ready to move into new opportunities and ideas as they present themselves? Are we paying attention to the market and launching new areas with uptake potential?
3. Am I listening to the customer?
Be convinced about your idea, but don’t try so hard to educate your customers that you don’t listen to what they have to say. Capture and analyse all feedback.
What are your customers asking? See their problems. We had an issue that customers just weren’t sure if we were legitimate or not. This wasn’t about us and it was important not to take it personally. We needed to find a way to help them trust us instead.
4. Who are my competitors?
This can be unexpected. Ours is the big informal market. We needed to evaluate what we have that they don’t. A physical footprint and the ability to recondition products became big differentiators.