Making sound decisions
Making decisions is getting increasingly difficult. I work part-time in product management and am increasingly convinced that one of my key roles is to help people make sound decisions, rather than to try and sell them specific products. Using this approach we build a relationship that’s based on trust and mutual commitment to delivering business value to the customer. I am always on the lookout for examples of how to help customers and I think the WikiMatrix site is a great example.
The process they use is shown in the following diagram, and its definitely worth playing around with the web site yourself to get an idea of how powerful it is. I call this approach diagnostic marketing, as distinct from product marketing.