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I am currently learning how to target my market and talk about their pain points to find unmet needs. Any books that you have read that is useful for this stage is appreciated.
Currently reading The Mom Test after receiving loads of recommendations. Seems pretty good so far (although as always I suspect this would have been better as a killer blog post rather than a full book).
Main takeaways so far:
I don't have any product ideas. I am having conversations to find their pain points.
Check out fanatical prospecting by jeb blount!
I have already read his book. I also subscribed to his membership site with access to his training videos. It is worth it.
I agree!
This sounds more like customer discovery than prospecting. If you are prospecting you have a clear picture of the needs that you can address. I took a look at your profile but cannot determine if you have a consumer product or are selling to businesses. It's two very different processes. Can you please clarify:
I am currently focused on B2B. I don't have any product. Product will be developed after finding the unmet needs in the market. I read the Lean Customer Development books few weeks ago. I want to apply what Cindy talks about in her book.
I wish you every success. One suggestion is to make an assessment of your own strengths so that you can answer the questions: "why you?" and "why now?"
My $.02: there are tens of thousands of "unmet needs" and potential niches. You have to focus on where you can bring distinctive value and meaningful differentiation to your offering.
Two other books to consider:
One model I really like for early market exploration is Saras Sarasvathy's Effectuation Principles I blogged about it a while ago in Saras Sarasvathy’s Effectual Reasoning Model for Expert Entrepreneurs I think you would find it helpful.
Spin Selling is an excellent book. I have started to read it.
Predictable Revenue, its outdated now, but in its time flipped SAAS sales is done.
Great suggestions in comments, thank you!
Here's one for good old-fashioned sales:
Cold Calling Techniques by Stephan Schiffman
I spent a few years "pounding the pavement" as an outside sales rep in the financial district of San Francisco ten years ago, and Cold Calling Techniques helped out a lot.
This is a great book. Cold calling done right becomes warm calling since they already know you and you have done ton of research about the prospect.