Most often, we ask ourselves what we want to create. But that’s not enough.
If what you want to create as a product or service doesn’t meet a need or desire of your ideal customer, you won’t be very successful in selling it.
Your ideal customer or client:
- is ready for what you have to offer.
- makes a decision based on desire and not fear.
- will benefit the most from what you’re offering.
- values what you offer more than what it costs.
- is willing to pay more than full price (see above).
- shares similar values with you.
- looks to you as an authority, expert, artist, visionary.
Those are the non-negotiables.
The rest is up to you.
When you think of your best customers, who do you think of? Try to get inside her head. Empathize with her situation and consider where she’s in need.
Where are you coming in contact with your customers? You absolutely must.
How are you seeing your customers expressing their needs? They always do.
Your goal is not to just identify what your customers are looking for. If that worked, wouldn’t we all be gazillionaires? No, your goal is to identify the underlying needs that they are expressing. Once you have their needs identified, you use your expertise, creativity, and ambition to meet them in ways your customers couldn’t have imagined.
But it doesn’t start with something complex, expensive, or unwieldy.
Your first step towards creating a product that wows (and sells like iced lattes on a hot summer day) is to create a minimum viable product.
The minimum viable product is the leanest, easiest-to-create, fastest way to fill the need for the most ready to buy customers.
Over the next 5 days, we’ll lead you through your first business experiment: creating your minimum viable product.
Your first step is to truly identify the need you want to fill for your ideal customer.
To do that, we’re going to start with a Want Ad.
Put yourself back in the shoes of your ideal customer.
Now write a “Want Ad” style headline:
Fiesty professional marketer seeks personal accessory to make her feel like a rockstar.
Once you’ve got the headline, challenge yourself to list 3 other “must have” traits of the product that will fill the need for your customer.
Must be durable. Must make a statement. Must be easy to wear.
Then consider adding a few more preferences…
Should go from day to night. Want to spend $100-200.
If this was your customer, if this was a custom order, if this was exactly what your people were asking for, what would you come up with? There are an infinite amount of possibilities.
Today, create your want ad and start to let your mind wander.
Download the DAY 1 worksheet. Right click then “save as”
Tomorrow, we’ll take the next step toward creating your minimum viable product.