Customer Discovery as Pre-Selling


There’s an old saying that if you want to raise money from investors, go to them asking for advice. There’s a similar element in customer discovery where the more time spent with potential customers to get their input, the more likely they are to buy in the future. Put another way, customer discovery is one of the best ways to pre-sell a potential customer.

Here are a few thoughts on customer discovery as pre-selling:

●  Every customer discovery conversation has the opportunity to be a lead in the future

●  Building rapport and trust is a critical part of all relationships, and especially so in sales

●  Customer discovery is a sales process (uncover pain, validate severity of problem, understand desired solution, etc.)

●  One of the main reasons for customer discovery is to validate customer demand before building a product, which is pre-selling a product to be built later

Entrepreneurs that love selling love the customer discovery process. Entrepreneurs that are more product-focused and less sales-focused will find customer discovery a challenge and laborious. When this is the case, it’s important to acknowledge it and plan on adding a sales-oriented person to the team as soon as possible. Nothing happens until something gets sold and customer discovery is a great way to pre-sell a potential customer.

What else? What are some more thoughts on customer discovery as pre-selling?

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