February 12, 2015

What to do next?


Any time you’re trying to work out what to do next, go talk to a customer.  Customers have problems. I doubt they’ll say, “I’m so glad you’re here. Why don’t you build this new product I’ve thought of, that I really need and can’t do without.” Customers don’t come to the table with fully formed solutions – it does’t work that way.

Customers don’t know what they want. Don’t ask them that.

Tell your customers you’re looking for new ways to help them. Ask about problems they have with their current way of doing things. Probe for trigger points. Where is the pain? Where does all the time or money go? What hoops must they jump? Who gets involved? How are the results? Room for improvement?

Listen hard. Did you hear that …? Triangulate.

Turning insights into products and services is the heart of business. Give customers what they want with one hand, take pain away with the other – you’ll likely make a healthy living.

Skippy Strategy: Which of your customers has been important but that you haven’t spoken to in a while. Reach out. Buy them coffee or lunch. Pay attention.