Discover Your Market’s Desires By Picking Up The Phone – FA117


Are You Creating A New Product Or Starting A Business?

Then this episode will teach you how to quickly discover your prospective customers’ desires and pains so you can validate your business idea.

I want to bring Lean Startup Methods to the Niche Site world so that niche site owners can become full-fledged business owners. I’ve had the pleasure of working directly with nearly a hundred niche site owners now and I discovered that their businesses were small because of limiting beliefs about their market and not because their market was tiny.

I don’t say that as a slam. It’s an opportunity. Once a person realizes the only thing holding themselves back is themselves they can change their circumstances. That’s what I do best — I help people gain the skills AND the mindset to take control of their circumstances to build the business and the life they want.

When I found out about today’s guest, Robert Graham, I knew I had to get him on the Show to share with you a business skill that can accelerate your company rapidly. That business skill is called Customer Development.

Customer Development is a Lean Startup methodology used to discover what a market truly needs and will buy before you build a product. This saves you from wasting time and money on solutions your market doesn’t want. It may also move you to a different market if you discover that some other group needs your idea.

Robert Graham has focused on one aspect of Customer Development — Cold Calling.

Yep, that’s what we talk about in this episode. Hey, wait right there. I know that topic is either freaking you out or boring you to tears, but this is a skill every entrepreneur (even online ones) need in their toolbox. As my friend Dan Andrews might say, “Ballers cold call.”

Picking up the phone and speaking to real, live human beings is the fastest way to learn if your idea is valid. And you may even get a customer before you have a business. I’m not joking. This does happen. When you discover a serious pain point in someone’s life he or she is going to want it fixed immediately. You can take their order for your solution right then.

Listen in and learn how to use Cold Calling to validate your business or product idea and then go dial for dollars.

Enjoy your Foolish Calling,

Tim “Ricky Roma” Conley

Mentioned In The Show

Check out Robert’s ebook Cold Calling Early Customers.

A Smart Bear Guest Post On Cold Calling

Robert’s Conversion Results From Cold Calling

FA116 – Discover Your Market’s Desires




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  • Shayna F. de Oliveira

    My biggest takeaway: the relief of knowing that it is NORMAL for people to say they’re interested in something and yet not buy it.

    I think maybe I’ve read too many gurus saying that “Truly great products practically sell themselves. Only losers actually need to pay for ads or cold call to get the word out about their product” – and I was starting to wonder if my measly 1% conversion rate just meant I sucked. But this has given me hope. (and the customers I do have say they love my products and tend to purchase again, so I take that as a good sign!)

    Also the nugget about your first iteration not being successful – that’s definitely been the case for me. I’m currently on my 5th info product… and only now do I feel like I’m actually hitting my stride and producing something that’s completely up to my own standards of quality. In fact, I took my first ever product off the site because let’s just say there was a little too much room for improvement :-p

  • http://FoolishAdventure.com Tim Conley

    Until people actually bust out payment then they aren’t interested or convinced that your product is valuable enough to take action, but saying they would at some unspecified time is easy to do.

    As for iterations, professionals get better.

  • Cat

    A really strange episode… Certainly not a bad episode, but almost no content related to cold calling! What happened???

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