Sean, you mentioned that 2 conditions must be true for the customer - 1) Solves painful problem(s). 2) Customer immediately "gets" how it solves their problem(s). One thing I was wondering, also related to your post last week, why is it important that they "get" the "how" right away?
Hi Mark! If the customer doesn't understand how your product solves their problems, at least in a general way, you are going to have to explain it to them. Explaining it is expensive as it either (a) consumes your marketing or (b) requires an expensive sales process. As a result, you spend time explaining when you should be selling! You want to spend whatever attention you get on convincing them that your product is the best option, not that your product is an option at all.
Sean, you mentioned that 2 conditions must be true for the customer - 1) Solves painful problem(s). 2) Customer immediately "gets" how it solves their problem(s). One thing I was wondering, also related to your post last week, why is it important that they "get" the "how" right away?
Hi Mark! If the customer doesn't understand how your product solves their problems, at least in a general way, you are going to have to explain it to them. Explaining it is expensive as it either (a) consumes your marketing or (b) requires an expensive sales process. As a result, you spend time explaining when you should be selling! You want to spend whatever attention you get on convincing them that your product is the best option, not that your product is an option at all.