What’s in it for us?
Once upon a time,
there was a company that produced screws. One of their clients was among the very few who ordered a specific type of screw. They didn’t order them too often or in large quantities, but they did so steadily.
Nothing wrong with that, you might think. However, due to the low demand, the company stopped producing them. Then the phone rang:
'Why did you stop producing our screws?!’
It turned out that this client produced machines. For a certain model, they had to use these screws, as they were the only ones that fit its complicated design.
If only our screw-manufacture had known about that!
It’s often not what it seems
Your product or service may be much more valuable to its users than you could imagine.
To uncover that value, simply start by asking yourself:
领英推荐
‘What’s in it for us? And what’s in it for our customers?’
And then expand on that by exploring areas where things become utterly ridiculous. This will change your perspective on your product.
Now you have a list of items that you can check in reality: you could ask the sales team to inquire with existing clients if they recognise some of them (if you want to know how, call +49 160 94870168), or you could scan feedback you already have.
Less fun and more expensive
You can conduct normal market research, specifically on this topic.
That's all,
RvdL
This article is part of the go-PARALLAX series on decision-making, problem-solving, and sparking innovation.