- Be clear on who the customer is
- Be clear on the need the customer has
- Be clear on the solution to the customer need/pain that you provide.
- Be clear that there is a viable market for your solution (enough folks, within an industry or niche, have the specific pain your product/service can solve).
- Be clear that even if there is demand for your product/service that there is a willingness (the customer recognizes value in solving their pain) and an ability to pay for your solution.
- Be clear on how your product/service is used to fulfill/overcome/solve the customer's need/problem
- Be clear about the true benefits the customer gains from your product/service
- Be able to guarantee the customer's problem will be solved as a result of working with you/your business, or at least guarantee improvement to the customer's pain as a result of working with you.
- Decide on a price point that benefits your ability to maintain a profitable business and is reasonable in relation to the value your product/service provides your customers (considering your industry the pain you solve and your target customers' willingness and ability to pay to solve their pain).
- Provide clear value above and beyond the price the customer will spend on your product/service (be sure the customer's perceived value for your product/service far exceeds the actual cost to purchase it).
- Have the solution concept be simple to understand
- Make it easy for your customer to have success using your product/service
Do you agree with these?
This may only be a starting point for you.
What's missing from the list?
Post your comments on Twitter and reference this post @nickventurella.
Posted by Nick Venturella