Note from Shlomo: If you wish to get a glance on Israeli entrepreneurship, Roy Tertman is one worth following. He is working on an exciting startup which is about to change the way we buy shoes online. Check FitFully.me Roy, take it from here!
This is the 2nd post of this series, and here we will talk about ways to make your productization techniques, covered in the first post, come to life. And even more so critical – communicate it.
Now that we have defined a product (and a solution and a market of course), there comes a time when we need to show it to other people.
Here are some characteristics of successful delivery of problems/solutions/markets:
When they talk more than you, they will remember, and your job is to encourage that. For example, on every training scenario I’ve been to and someone asked a question I immediately reply “good question”, even if in my mind I think “what the hell does that got to do with anything???” because simply put, if someone asked you a question – they want to know more, and that’s what you should encourage.
2. Visuals (that means you too)
Show don’t tell. Don’t talk about what you did/do/will do – show it.
Examples are a great way of showing; show how you solved the problem. Besides, our brain remembers visuals way more than conversation. If the conversation was good, they remember you were a good and interesting person to talk to, not necessarily what you said.
3. Setting realistic objectives
Objectives are things you can measure whether or not you’ve reached them. If you set for yourself to raise funding in an investors’ meeting, and you got a follow-up meeting, you can measure that you’re 50% closer to reaching your objectives. But sometimes people tend to set arbitrary or surreal objectives.
4. Define the audience (customers, investors, peers, friends, etc.); what are you going to talk about; and equally important, what not.
5. Focus I believe focus for entrepreneurs is an essential characteristic. Focus on the problem, the solution and the market. Don’t claim you can solve everything, because you can’t. Instead, be specific, re-live the enlightenment moment, and focus on that.
If your market has several options – by focusing at something specific, you get more efficient at solving it. Remember, its ok if you admit you can’t solve it all, it shows you are not someone who will get lost easily.
The thing I like and appreciate about the aforementioned, is that it’s transferable. By that I mean that you can use those techniques when you are:
– Designing the product offering and features
– Designing the go-to-market plan
– MVP / beta testing
In the next post, we will focus on dealing with questions; Common types of questions, the type of people who ask certain questions, why they ask them, and more.
Photo credit by lord enfield