Once you’ve nailed down the big-picture nature of the idea, share it with your prospects to get specific feedback and requests. The more deliberate you can be with what you ask, the better, which means structured surveys are an excellent tool to use.
“For example, try ‘The insights you share will help me create something that’s chock-full of value for YOU’ or ‘the more detailed your intel, the more tailored this thing can be.’ A frame like this is much more motivating than a simple request for help,” notes Fanton. The problem that needs solving: the more specific you can be with your solution, the more likely it is people will buy it.
How your offer can be different and better from others they’ve tried before: this is a particularly valuable line of enquiry if your idea sits in a crowded market, because while clever positioning can help your offer stand out, creating it to support the ‘different and better’ positioning in the first place is a much more powerful move Once your prospects have provided feedback on your big-picture idea, look for patterns in those responses.
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