PART 2.2 – The 6 pillars of your Business

The Problems You Solve

To deliver products that solve your target customers’ problems, you must first identify market problems.



Your market consists of:

  1. Existing customers
  2. Prospects
  3. Target market users

Listen to all who comprise your market to avoid falling into traps, such as focusing only on innovation and competition.


How to effectively interview your target market’s potential product users (link to full article)

to understand your target market’s problems that you could solve with your product/service, such as:

  • How potential product users do their jobs
  • What frustrates them
  • What takes them a lot of time
  • What would make their lives easier


While you may think that you have the answers to what problems your product will solve, it is important to remember the following: you are not your target market.

Listening to actual potential users will be an enlightening and informative experience, and will provide you valuable data in the process of defining what your product should contain.


Take Action:

  • List three to five specific problems your ideal client has – the problems you solve for them.

What are their blind spots? Their stuck spots? Their fears? What’s holding them back?

  • Consider how your client would word each problem.

Instead of YOU knowing it all, how would THEY say it?

  • If you are not sure, conduct 5 interviews with your target clients (see link on the right on how to).



Write down/brainstorm what you already know. Then do the extra work where you see gaps.

From “Expert Secrets” by Russell Brunson

Next – The Results You Offer


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