Product development has many levers. A customer will not just switch to your product on your premise of being better. They would like a first-hand experience. At the same time, not all customers are equal, each has its unique pain and desire to progress.
It is important to stay in a bigger vision while listening to the customer and delighting them. It is like crossing stages of some video games with a checklist.
- Other software has these features, why and how are you different?
- You have built this, it is helpful. What more can you do for me?
- You have solved 70% of my challenges, can you now fix the rest of the 30%?
Some of the common questions I get to hear during my sales meetings. In any product development, what matters most is :
- Is your software eliminating some pain?
- Are you meeting the customers’ desire to progress?
- How much of a habit change your software is adding to the customer’s daily workflow?
- Will the customer pay a fair price?
- How much can a customer trust you?
- What is the switching cost involved?
- What incentives your software provides every stakeholder in the case of Enterprise SaaS?
Meditating over these questions will help in building a product with a clear focus and a goal.