Why Customers BuyMobileMonday Starttaamo, Oulu 24.8.2012Risto RautakorpiCo-FounderGorillaventures Oy
”The difference between winningand losing startups is that winnersunderstand why customers buy.The losers never do.”Steven Blank
Who is your customer?• The customer who buys from you has a name and a face – even in a corporation• If you cannot identify the customer, you cannot identify his/her needs and thus you cannot develop understanding on why that customer would buy• Market ≠ customer, you sell to a customer, not the market• Focus on finding one customer and get a deal, then focus on finding more customers with similar needs• No detail = no understanding
Learning why they buy?• What do they do now?• What benefit would they get from your offering?• What do they compare it against?• How do they measure the benefit?• Is the benefit a Must Have?• Understand the real (unspoken) reasons• Put yourself in their shoes!
Solution looking for a problem• ”I have a product, who could I sell it to”• Vs• ”I can create a better way of doing this”
Do you know why yourcustomers buy?Email: firstname.lastname@example.orgTwitter: @risto_r