Tips to Increase Market Share – Part Two

Lessons from the Think Tank - Issue Two


Catch up on Issue One from Lessons from the Think Tank.

Issue Two: Do you really know your customer’s story?

All of us know a lot about our own companies. We know the quality of our products, the expertise of our service-providers and we know everything about how we deliver our products and services to our customers. But what do we really know about our customers?

Data is available to give us a basic outline of our targets. But to actively influence their buying behavior, we have to fill in those outlines. Understanding their stories and grasping how your products and services fit in their lives helps you tell your own story with your customer right in the middle of it. They are the heroes of your brand narrative.

My 10-year-old granddaughter shyly asked me to tell her a “Princess” story this weekend in lieu of reading the next chapter in her current book. I’ve been telling her these stories since she was a toddler. She is always the hero Princess. There are always adventures and, then at a crucial point Princess must make an important choice. Of course, Princess always makes the right choice and is handsomely rewarded by her town in the end.

Your customers want to hear their own “Princess” story. What journey are they on? What tests are they facing? And how do you help them make the right choice?

LESSON LEARNED: When you help your customers make the right choice, everyone is rewarded handsomely in the end.


Visit soon to learn more on Think Tank part three.

About the Author
Denise Patrick has provided marketing and consulting services to over 2,500 firms since 1987. An expert in buyer behavior and behavioral economics, Denise works with high-growth entrepreneurs to develop the right strategies to bring their products and services to market. Denise Patrick is a senior strategist at Pierpont Communications in Houston.