Reality Check!

Turning great ideas into great business by injecting customer insight.

Stop selling. Make people buy instead.

It´s truly a paradox that “customers” is ranked as the biggest problem that start-up companies face (save “administration”). I believe, and many others who have studies this subject, that this tells us that many entrepreneurs have not figured out which “gap” in the market their new venture is to fill: Who are we selling to, and why should this prospective customer choose us instead of an alternative? If we have clarified these issues up-front, and built our brand and offering upon them, we can spend less time, money and energy on the hard-sell, as customers will seek us out and start buying.

tis, september 28 2010 » Opinions & observations

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