Episode 62 - Your Customer Has 99 Problems, But Just Pick 1

COMPANIES DON’T TALK ABOUT CUSTOMER PROBLEMS ENOUGH.

3 Layers of "The Main Problem" your customer faces as it relates to your product.

• External - surface-level problem your customer faces, what do you want to be known for solving?
• Internal - how it makes your customer feel, related to the external problem
• Philosophical - why did you start the business? Why is [internal problem] just plain wrong?

Tips:

• Narrow down the problem, don’t focus on too many problems or vague problems
• Don’t talk about Needs (“You need my product”) .. get specific about the problems they’re facing, the thing that drives the need for your solution.