In the customer problem discovery-iceberg post, we looked at some questions we need to answer to understand our customers’ intentions.
Conversational Gap
If you do not have answers to these questions you are probably not having conversations with enough customers. Don’t speak to 50 customers and form a doctrine about the market based on their responses. Build a doctrine on where they spend their money not based on what they say.
It could also be that your customer conversations are all about you confirming that they need your service as opposed to understanding the customers’ needs, pain points, and what they are trying to get done. Not understanding your customer will waste your time, your teams’ time, and your investors’ money.
Get things done
You cannot help me if you don’t understand what I’m trying to do. You need to know where I am and where I am trying to get for you to be of any use to me on this journey.