The magic of 10.
[10 has always been an important number: Number ten symbolizes the completion of a cycle. Ten is the base of the decimal numeral system, by far the most common system of denoting numbers in both spoken and written language. The reason for the choice of ten is assumed to be that most humans have ten fingers.. and toes.]
OK – time to put the nerdy stuff aside.
I am often asked about where to start our customer marketing programs or how to think about product enhancements.
I recommend starting with 10.
Talk to 10 prospects and customers and you will learn more about their needs and goals than you could ever imagine.
While Zooming in a customer is a great and efficient way to learn about them, it might be even better to visit them in their work environment (if they let you).
Being on site (even in a home office) enables you to not only ask questions about how they might use your service or product, but you can see how your product fits into their everyday work environment. And then there’s the human connection — which is more powerful to establish when you are in the same room as someone.
When you do meet with these people, consider asking these questions:
==> How did they identify a need for a product such as yours
==> How did they research your product
==> How do they plan to use your product
==> How do they keep up to date on the industry
==> How do they refine their craft and improve their skills
==> What are their career aspirations, etc.
These are just some of the questions to ask, but each one provides insights into how to not only sell your product, but provide a greater connection with them.
One more thing about 10. I usually talk to at least 5 customers and 5 prospects.
Finally, make sure the 10 people you talk to are different types of users — first time users vs a more advanced user. Or that they are from different industry segments.
What do you think?