Understanding the Problem

If your cost to acquire a new customer is too expensive, and your customer churn is uncomfortably high, it may be time to sharpen your understanding of the problem you're solving.

The best source is your current customers.

Ask them:

1. What were the biggest challenges with the old solution? (the one you replaced)

2. What were the consequences of doing it the old, broken way?

3. What caused them to finally make a switch? (there's usually a breaking point)

4. What changed when they used your product?

5. How would they describe (your product) to a colleague?

Do this with 5-10 customers.

Codify the patterns.

Adjust accordingly.

Have a great day!

CQ