Using EXISTING Customer’s Words To Get More Customers

One of the most valuable aspects of the exploration phase is learning how your customers naturally describe your product.

Always ask:

• “How would you describe this product to someone else?”
• “What problem does it solve for you specifically?”

Your potential customers likely share common language and pain points with your existing customers. When someone says, “This helps me stop wasting three hours every week on manual data entry,” that’s exactly the phrase you should use in your marketing. Don’t try to be clever or technical – use your customers’ exact words. They’ll naturally resonate with others facing the same challenges.

During the exploration phase it’s your job to do the following:

• Identify the real pain points in your customers’ own language
• Create marketing messages that instantly connect
• Understand how your product fits into your customers’ daily lives
• Find more customers through similar channels and communities
• Avoid the trap of using industry jargon that might miss the mark