Hey gang,
I had a thought that I would like to share with you, or rather a question that I would like to challenge you with.
Whose problem are you solving?
I think the difference between a successful business, and those of someone who, “Just can’t figure out why my product isn’t selling…” is the answer to the above question.
I think a lot of entrepreneurs go into business answering this question with, “Me!” They have a problem, they don’t have enough money, enough freedom, enough….something, and they decide to start a business. They don’t even really care what kind of business it is, because they are just looking at the problem from their perspective. It could be bath-bombs, cookies, or a new cryptocurrency – whatever!
The issue is that they don’t bother to ask if anyone needs or even wants that product or service. ‘I’ want to be in ‘business’ and ‘my dreams’ are important. Those thoughts aren’t even wrong, or bad, or evil…but they are incomplete. If you are only solving your problems/needs, you will be your only customer!
The way to build a business is to address the needs of others. To think in terms of what others need, how do I provide value to them, and how do I make their lives better? ONLY by thinking this way will you be able to grow a successful business.
You need a clear picture of who your customer or client is. What problem you are solving? What solution you are providing to them? Has anyone come up to you and said, “Gee, I wish there was ANOTHER chocolate chip cookie for me to pick from.” If not, you probably shouldn’t start a business making chocolate chip cookies – EVEN IF YOU KNOW HOW.
I’m not saying you can’t ever get into the chocolate chip cookie business, but think about your customer’s needs ahead of what you want or know how to do at this moment. Maybe there aren’t gluten free options, maybe you have a better mouse-trap and make superior cookies that would create more value to those who eat them, or maybe you have a proprietary cookie making process that will bring the cost of each cookie way down. In this case you are solving problems of scarcity, value, or cost. You are solving someone else’s problem first.
The great thing about this is, when you solve someone else’s problem, they are more than happy to solve yours. If you fix MY pain point I’m more than willing to give you my money. Then I become YOUR customer or client, because you are thinking about ME. By doing this you are ultimately filling not only someone else’s need, but now they are fillings yours – money, importance, or freedom. The key is to think outwards first. Don’t think about how you want to start a company, or quit your job, or have more vacation time. Think about the way in which you can uniquely solve the problems of others, and all these things will be added to you.
Don’t ask your customer what he can do for you. Ask what you can do for him. Change your thinking, and change the world!
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