Read any article on product/market fit and it will say "Talk to customers and focus on their problems. It took us 2 years but we found our product/market fit and sold for $X!". One thing? Simple! Talk to customers.
But there's a startling lack of practical guides on how to actually talk to customers to elicit and qualify pain points. And there are so many false pains that you can latch on to in customer conversation if you don't know what you're doing (which may explain why that article invariably says "it took us 2 years to find what customers wanted"). Let's look at the reasons why actually getting to a real customer pain point is so hard, and how to do it right.
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"Know your audience". "Understand the buyer." "Be customer-centric." The key to lead generation and growth has been in MBA 101 textbooks since the dawn of time.
These 101 textbooks also say to capture the relevant information about your target buyer in the forma of a persona. But the vast majority of teams don't actually create personas, or use them in the right way. |