People love to feel understood. In fact, in his book “ Don’t Make Me Think,” Steve Krug talks about that tremendously positive feeling that customers experience when they feel that a product or service was made or thought out for them.
If we could all generate this feeling in our clients, all businesses would russia phone number example be successful! But the reality is different: it is not so easy to achieve this level of “match” between our value proposition and our different client profiles.
Why is it so difficult to make potential customers feel that our product was made exclusively for them?
Mainly, for two reasons.
The first is ignorance . We generally have very little knowledge of our client and we operate in the realm of hypotheses. This sometimes works out well and other times it doesn't.
The second reason has to do with the business model . In order to scale the business, many companies end up reducing custom work to almost zero, running the risk that the client will choose another more personalized offer.
It is important to define the business model because all customers want a tailor-made suit, but not all are willing to pay what it is worth.
So, if you want to scale, you need to build products that cater to the needs of a fairly diverse group of customers. Achieving this goal is really difficult without deep customer knowledge, which brings us back to reason number one.
How to face this challenge?
By finding a market problem that many companies have that is important enough for them to want to solve, which means they are willing to pay whatever it takes to solve it.
When we really know our market niche well, we can find those diamonds in the rough, which are the business opportunities that will create the product-market fit.