When an entrepreneur launches a project, they usually have a prior idea of what they want to do. But surely this idea is something general that does not materialize in a product or service. This will depend a lot on how that idea was formed:
- if it starts with a technology or something innovative: in this case you will have to make a significant effort to adjust to the market.
- if it starts from the entrepreneur's knowledge or skill: you must convince others that what you offer is useful.
- if you start from a market need: here you can make a much tighter offer. When an entrepreneur launches into a project, he usually has a previous idea of what he wants to do. But surely this idea is something general that does not materialize in a product or service. This will depend a lot on how that idea was formed:
- if it starts with a technology or something innovative: in this case you will have to make a significant effort to adjust to the market.
- if it starts from the entrepreneur's knowledge or skill: you must convince others that what you offer is useful.
- if you start from a market need: here you can make a much tighter offer.
- The perfect situation is the third, or the second when it also coincides with the last one. In other words, when what we are going to offer is something that the market is demanding, our commercial part will be easier. We will not have to evangelize about something new, or convince the future customer of an improvement that we see as experts, we will have to limit ourselves to convincing him to buy and to do it for us. And the ideal situation is when “there is pain”. With this expression we mean not only when there is a market need, but there is an obvious sense of need on the part of the potential customer in terms of what we offer. In this case, the task of convincing them will be easy, once again we will have to be better than the competition, and here proper management of the opportunity, especially taking into account the need and urgency detected, can be fundamental. In all cases we should clarify our offer as much as possible, provide specific solutions to specific problems and in many cases eliminate unnecessary aspects. It is common for entrepreneurs to “fall in love” with their product and tend to complicate it in order to cover all the possibilities and increase their potential market, but from the customer's point of view this can be perceived as a solution that is too complex for what they need. Therefore, we must detect markets with demand, offer solutions to the points where that demand will solve a problem and do so and communicate it in the simplest possible way.
The perfect situation is the third, or the second when it also coincides with the last one. In other words, when what we are going to offer is something that the market is demanding, our commercial part will be easier. We will not have to evangelize about something new, or convince the future customer of an improvement that we see as experts, we will have to limit ourselves to convincing him to buy and to do it for us. And the ideal situation is when “there is pain”. With this expression we mean not only when there is a market need, but there is an obvious sense of need on the part of the potential customer in terms of what we offer. In this case, the task of convincing them will be easy, once again we will have to be better than the competition, and here proper management of the opportunity, especially taking into account the need and urgency detected, can be fundamental. In all cases we should clarify our offer as much as possible, provide specific solutions to specific problems and in many cases eliminate unnecessary aspects. It is common for entrepreneurs to “fall in love” with their product and tend to complicate it in order to cover all the possibilities and increase their potential market, but from the customer's point of view this can be perceived as a solution that is too complex for what they need. Therefore, we must detect markets with demand, offer solutions to the points where that demand will solve a problem and do so and communicate it in the simplest possible way.
