"The most common mistake entrepreneurs make as they develop their ideas is they take an inward view. Instead of exploring what people may need, they focus on what they themselves want to do. It’s a simple trap. A common mistake. And it’s deadly." Rob Spiegel
Truth is, follow this “find a need and fill it” advice and you are inviting commodity pricing.
Think about it…
People NEED to get their roof repaired … but they WANT on-time, courteous service, clean workers and a guarantee their roof won’t leak again.
People NEED a computer network set up … but they WANT someone who understands their business, will suggest things to make it run smoother before a breakdown prompts it, and won’t make them feel stupid by talking geek to them.
People NEED to have a cavity filled … but they WANT to look good and have a pain-free experience in a friendly office with warm people.
People price shop for what they need, and even that makes them grumpy.
People pay premium prices for what they want, and they love it.
Go to an Apple Store. Play marketing anthropologist. Really observe the people. You’ll “get it” in less than an hour.
Service business, retail business, business-to-business, whatever your business… if your business struggles with commodity pricing or if you have to “justify” your price more than once in a blue moon … betcha an iPhone (ahem, another example) you are focusing on what your customers or clients need, and aren’t paying attention to what they want. And that makes them begin to not want you.
Forget find a need and fill it.
Find a want, touch your market … and lead a movement.
