Lesson 1 of 3
Understanding your customer
Start with a problem experienced by a specific group of people. Ask about recent experiences instead of asking whether they like your idea. Observe alternatives they already use.
A value proposition states who you help, what problem you solve and why your approach is useful. It is a hypothesis to test, not a promise of success.
Put it into practice
Write a value proposition and three open questions for a potential customer.
Key takeaway
Evidence about customer needs comes before a large investment.