Know Your Customer Even Though You Are New

How to get to know yourcustomer if you are new,this is another questionthat I think we've tackled,but I'm going togo for it, Stanley.How do you get tocustomer if you are new?Well, look at your competitor.Unless you're inthe market, that'stotally virginthat there's no waythat there can be any kind ofcustomer ever for it, whichis rare, I would say yourcustomer would exist.They're just not spendingany money with youbecause they don'tknow who you are.So look at your competitionprofile their customers.Yeah, but youknow, in this case,my question exactly is ifyou're getting in that nicheand you want to know thepain points of your customersto help them solve it.So just look at thecompetitors and copy it.No, no, no, no, no, no.Don't look at your competitorsand copy what they do.Look at your competitors, lookat who their customers areand then study their customers.What do you thinkthey're doing that solvesthe problem for the customers?And where are the gaps?Look for the gaps becauseit's very hard for youto convince a happycustomer to go with you.Yeah, you know what, when I wasthinking about defining Mitch,I was thinking that blueocean strategy thinking,I don't know if youread this book or not.I haven't been familiarwith the concept.Yeah so I was justthinking about targetingthis small, specificgroup and providing themthe solutions for the problemsthat they already have.But in the way thatnobody else does.So in this way,the only way I canknow what I shouldprovide for themis to kind of get to know them.Yeah, and without havingnow climbed from that niche,I can't really knowwhat should I do?Can we get more specificthan because I'mable to do what Ijust told you to do?So there's a disconnect.Obviously, there's a gapbetween the way I'm thinkingand the way you're thinking.So let's try andfigure this thing out.OK, let's get intosome modest details.Ok?OK, so I'm thinkingabout tech startups.And I'm thinking, whattheir pain points arebecause come on startups,they got to be a lot of painand got a lot of thingsthat you can help them with.And when I look at all.The main companies doingpositioning themselvesas doing design strategy andall of that for tech startups,I don't really see anyspecific, you know,they are doing everythingand they're not positioning,they're not attackingsome certain problem.And right now, I want to get toknow people from tech startupsto speak with them and to knowwhat their pain points are.I've tried reaching out to themand speaking and just speaking,but I didn't.I haven't.I didn't find anything.does somebody wantto weigh in here?I think in any industry,a lot of the pain pointscomes from trying to gettheir product, especiallytech companies.They have someproduct or serviceand they want everybodyto know about it.And the hardest bitfor them is to explainhow their service canhelp people and highlightall the specificbenefits that it brings.So I think if youlook at it, yeah,the thing thatyou're talking aboutis I totally agree with it.The thing is, I justwant to go the other way.First, I want to knowwhat the pain points are.And then I wantedto find the service.So right now you'retelling about howmy service may help them.Of course, that's true.But right now Ijust want to act asif I don't haveany service at alland just kind of getto know the nicheand then focus on providingthat one certain servicethat they need.OK, so if you're talkingabout identify a problem,then becoming a solutionfor it, I think especiallyin tech companies, they havea new product that is notavailable in the marketand then your jobis to take what theyspent so much time onand making it very, verysimple and clear for peopleto understand.So taking a complicatedidea or a messageand then simplifying it in aneasy, digestible, entertainingway.So we come in thatbridge between the ideaand the customer forthat demographic?Yes, you know, I agree.I totally agree thatmay be the case.But the thing is, that'sjust an assumption right now,you know, and I just wouldwant to know, how can I verifyif my assumptions are true?Have you have an ideathat worked for me?Yeah, go ahead.So I was able to meetwith CEOs and executivesby going to trade showsand actually goingwhere they go, whenthey organize eventsand shaking their hands andask them a question there.And then I left themeeting and thenI can learn about the businessand then I can follow upand maybe I can help.Maybe I can help.That's the only wayI was able to so far.Yeah, so just direct meetingthem on meetings, right?Yeah even trade shows.I mean, for me, it was a lot offilm festivals, stuff organizedfor filmmakers.And then I go to the guy whois wearing a suit and say, hey,do you want to be able to you?And then I start to sayto a lot of questionsabout what they do.I tell them, what do you think,where the thing is going?And then they're like, hey,this is super interesting.I'd love to pickyour brain about it,and then they invite you, ok?I think thatanswers my question.OK, hold on.Hold on.Brendan has somethingto say to Brendan.I just sort of confusedby the question,I was wondering ifyour hang up was not.Asking them thequestions to clarifywhat it is that, youknow, because youwere saying that you were justmaking assumptions about howto solve their problems.And I was wonderingif the hang upwas, were you asking the actualclient like the questionsof the specifics of whattheir pain points wereand stuff like that.So that you weren'tmaking assumptionsand that you wouldget your answerand at least have a guidance ofwhat you were trying to solvewithout just making guesses?Mm-hmm Maybe I willtell you what I didand what didn't work for me.So I've tried contactingpeople on Facebook groups,and I've also found outthat I have few friendsthat work in the techstartups, so I triedspeaking with all of them.But what usuallyhappened is that peoplewho are developers or otherkind of guys in those startupsdon't actually know everything.So when I, when I wasspeaking with them,they just told me likesome bunch of random stuff,but they didn't really havethe expertise that I needed.So maybe that's the thingthat I should ask properlyat the very beginning is how toget to the person in my nichewho has the proper expertise toanswer my questions like this.OK all right, I'mgoing to say this,and then we're goingto move on, OK,because it's like you had theinformation that you neededif you got one of these peoplein your room, an expert thathad, what kind of questionswould you ask them?Do you know?I would just askfor the pain points.What is usually there, theproblem that they usually face?And what if they could,what they would outsource?OK so then you just needto get in front of peopleto ask that question, right?Yeah and why doesthat matter to you?Like, what are you goingto get out of that?And, you know, I justwant to provide servicesthat people actually want,that people actually need.So it's for me, it's justdoing the proper research,so I know what, what myclients actually want.Ok?in the tech startupspace, I'm prettysure I know whatthe problems are,and I'm not even in itbecause I had a conversationwith Jonathan Courtney.And I'm pretty sure if youread sprint by Jake Knapp,it's going to talkabout the problem.You know what the problems are?Kevin ideas whatthe three problemsmight be a lack of resources.No, not necessarily.It's that you start tobuild too many featuresand then the project gets pushedout and out, miss deadlinesand you get to a point in whichyou think it's going to work,but you're so deep intoit that now you needto make different decisions.So getting clarity on whatto build, what's important,what's absolutely necessary,getting to the MVP,the minimum viable product fastis what the problem that designsprint solves.So it's a very commonproblem, right, youspend too much money,it's taking too long,you're adding too many features.The software is gettingbloated and we needto test this sooner than later.And we're not finding out ifthere's any feedback on thisbecause the developmentprocess takes too long.So what they do is they do alot of prototyping through verycrude tools, and eventuallyit gets more and more refined,but they're able to delivera product in three monthsand they can finish the firstdemonstration of the productwithin a week.That way, they know, did wewaste a lot of time building itso you're talking aboutpeople in the tech space,they're basically inthe product businessand you're a product designer.True so you need to help themget clarity on what it is,they're trying to buildwhat's absolutely necessary.And you need to get there fast,so they can see if it worksor not.So there's probably issuesabout prototyping or about speedand fidelity and what isimportant, what's essential.So develop aframework to do that.You don't need to, becauseone's already been developed.You just read the book.Have you read the book?Yeah, I've donethe master course,I think, oh, you'vedone the master course.So then you theoreticallyalready know all the problems.Kind of.Yeah, I guess we cansay that that's enough.So yeah, I think it's enough.I don't think you needto overthink this.I was thinking aboutnot the product per say,but about the business withthe business of, you know,when there is tech startup unit as a business.And when they launchtheir product,what not what theirproduct faces,not what the problemsare with their product,but what the business as awhole, maybe, for example,I don't know.They don't know how to dopresentations and have nobodyto do this, and that's superurgent thing for them to have.You know, I was thinkingabout this kind of thing.Other services I. Hello hey.Hi hi, bring yourself online.I am a can you hear me properly?Yeah OK, so I just havea small thing to add.I'm a product designeras well, and I'veworked with tech startupsfor a long while,and most of the timeyou can actuallytell that because they're newand whatever business they'redoing.They can properly articulatetheir business problemsto begin with.So when we found veryinteresting to doand it's something that'sinspired by design thinkingtechniques and methods wouldbe able to actually hangout and like co-workingspaces and like placeswhere these peopleactually work,just observe and listento their conversationwithout even asking straighton because they wouldn't evenknow how to begin with.Like, even go into givingyou a answer from the get goto whatever question you have.So a lot of the times youcan ask a direct question.I couldn't even articulatea proper answer for youto get any insightof the business.Their businessproblems just sit thereand listen like, I mean,spend the I mean like a coupleof hours once or twice.So you can likethese kind of spaces.And I think it would be veryinsightful for you and for,like what thesepeople actually need.That's a great suggestion.Excellent good job.It's actually I've gottwo very good answers,so maybe let's moveon to someone else.That's fantastic.OK very good way tobring it in there.