Research what consumers don’t know
Keep doing your research. Don’t stop doing that at all. But change the way you do it. It is about time we started looking beyond what the consumer is telling us and try to gauge insights by reading between the lines – what the consumer is thinking but not saying.
Of course there will be rants, cribbing and negative sentiments on social media. Invest time in resolving those. But don’t miss out on what the consumer isn’t telling you. And yes, by all means, classify your consumers based on demographics, but don’t obsess over the behaviour and decision-making of your target group. Yes, consumers may not know what they want, but you do. It is all about thinking backwards.