Highlights
People don’t buy your “X-13 Mega Super Widget” because of who you are and why you sell it; they buy your product because of what it does for them. You are their “solution” (a very overused, over-flogged word). And market research helps you shape your product or service to meet the needs and expectations of your prospective customers.
The relationship you build with your target audience centers around WIIFM (“what’s in it for me”). Your client is the “me” and has just sat through most of your elevator pitch or marketing presentation. They find an appropriate moment to interrupt you and say, “Yes, that’s all very nice, but what does it do for me?” Market research helps you identify those hot buttons that ...
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