do you have the information on what you actually need to solve for them. That is when your product or service design begins.
USING BREAKTHROUGH POWER QUESTIONS
What has been your greatest fear or frustration?
What is the most critical number 1 thing you most want or need solved?
If you could have it any way you could imagine, how would it look?
What would change as a result of that?
Why is that important?
And why is THAT important to you?
A hidden benefit of taking the time to interview your clients and prospects about what they want solved is that they will give you the very language to use in telling them what you’ve designed for them. Their dreams, their challenges, their frustrations, and their goals. Their previously unspoken fantasy of what they wished their world looked like.
to actually ASK your customers and prospects what they need solved, why it’s so important to them, and what is the impact that having it solved will make on their business and their lives. ~Linda Feinholz
the reason people buy the products or services you offer, the actual product or service itself.
The product or service, and what that product or service does for your customer needs to be based not on what you “know” they ought to have, but on what you “know they know” they want.
If you are trying to sell your customers and prospects products and services because you ‘already know’ a solution you’re still missing the mark.
Remember, the odds are good that your customers and prospects can buy very similar products or services from any one of several of your competitors.
Your advantage therefore needs to come from another source – from your customers themselves.
