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haviors these people would take to seek out a solution to their problem turn those solution seeking behaviors into externally observable behaviors and go where the early adopters are once you know the externally observable behaviors of people actively seeking a solution to the problem you want to solve you ve discovered where to find your early adopters want a hand if you want a little help to figure out who your early adopters are so that you can answer the question is the world ready for your company and how to talk to them once you ve identified them check out the second half of the adopter behavior curve the 4th exercise in the first focus framework workbook series it will take you step by step through the process of identifying your customers externally observable behaviors so that you know where they are and how to reach out to them alright my friends now that you know where to find your early adopters go help them solve their problems share this twitter facebook buffer pocket google linkedin email by justin wilcox march 20 2017 april 21 2017 early adopters part 1 who they are updated april 21 2017 on the path to your product market fit not all potential customers are created equal at least not at the beginning the first group of people you need to win over are your early adopters in this post you ll figure out who your early adopters are but first we need to get on the same page and answer the question what are early adopters many think early adopters are people who sleep outside of the apple store before a big launch people who always have the latest new gadget is one definition of early adopter but that s not who we re referring to in the context of entrepreneurship in entrepreneurship the early adopters are the first group of people that buy any new product service tech or otherwise the early adopters are followed by the early majority late majority and the laggards a simplified version of the diffusion of innovations curve the diffusion of innovations curve represents the growth of a product over time in terms of customers many of you will achieve product market fit once your early majority is using your product but there s one thing you have to do before your early majority will jump on board you have to get your early adopters why do early adopters matter so much without early adopters there s no one to tell your early majority about your product if you don t get your early majority no one will convince your late majority to use your product and of course you ll never find your laggards your entire growth process starts with and depends on your early adopters in fact if you can t find early adopters for your product you won t find product market fit who are your early adopters to understand who your early adopters are you need to remember something i talk about all the time customers don t buy products customers buy solutions to problems so the way to tell if someone is an early adopter is to assess their relationship to the problem you want to solve for instance let s say the customers you want to serve are startup founders and the problem you want to solve for them is i m not sure how to do lean startup they buy into the theory but they have difficulty applying the principles i ll break down each of the groups on the diffusion of innovations curve using this example so you can see what makes early adopters so unique let s start with the laggards laggards are people who fall into your customer segment but they will be the very last group of people to use your product or service why because laggards are people in your segment who literally don t have the problem you re trying to solve in our startup founder example our laggards would be startup founders who don t have problems with their inability to apply lean startup people like lean startup experts e g eric ries ash maurya steve blank etc startup founders who leverage different methodologies e g jobs to be done design thinking etc startup founders who have no methodology at all e g the build it and they will come founders you can see none of the groups listed above would ever say the words i m not sure how to do lean startup so they re going to be the last group of people we build a solution for since they don t have the problem you can infer that they don t know they have a problem and therefore aren t actively seeking a solution to it so they get x s down the entire column in the chart above late majority the late majority are customers who suffer from the problem but don t realize it yet even if you do you can identify a member of your late majority by these characteristics they have the problem you re trying to solve but they don t know they have the problem for instance a late majority startup founder might call herself lean because she has spends very little money an incorrect definition of lean alternatively someone who thinks an mvp is the same thing as a beta version of the product could also be considered a member our late majority we know these people will have problems applying lean startup principles because they don t understand them if you have to educate your customers about their problems you re talking to a member of the late majority members of the late majority are extremely difficult to sell to because you have to spend a lot of time just to get their attention only so you can convince them they have a problem no one likes to be told they have a problem they don t see in themselves so it s a huge waste of time to try and convince your customers they have a problem that you see and they don t of course since they don t know they have a problem they aren t actively seeking a solution for it early majority the early majority is more aware of their problems than the late majority the early majority have the problem you re trying to sove and know they have the problem but they aren t actively looking for solutions to it members of your early majority are awesome because they re already convinced they have a problem they just aren t actively seeking a solution to it usually for two reasons the problem isn t painful enough yet e g a founder who just started reading lean startup but hasn t started to implement it they ve looked for solutions before but didn t find anything suitable so they stopped looking this group of customers along with your late majority will make up the vast majority of your eventual customers it s great to know that they are there because the early majority is often big enough to help you achieve product market fit but they won t come onboard until you first have early adopters early adopters an early adopter meets all the following criteria they have the problem you re trying to solve they know they have it and they are actively seeking solutions to it these are the people you want to target first they re already looking for a solution so they are much more likely to take a risk trying out a new product a product they ve never heard of from a company they ve never heard of like yours in fact early adopters are so excited about solving their problem they ll often pre pay you to build a solution for them then they ll happily spread the message to other people who have the same problem i e your early majority think of any successful kickstarter campaign they re supported by hoards of early adopters pre paying to solve a problem whether physical emotional or intellectual who then share that solution with their friends via facebook and twitter by the way the same principles apply in b2b scenarios as well just with less publicly visiblefanfare this my friends is how you achieve product market fit find your early adopters who are already seeking a solution to a problem help them solve it then they ll tell your early majority about it for you next finding your early adopters in real life now that you know what to look for in an early adopter you can identity them for your startup start by writing down the actions an early adopter might make when looking for a solution to their problem for instance if you found this blog by searching for articles on a specific topic you re an early adopter in our startup founder example because you re actively seeking a solution for applying lean startup principles however if a friend shared this blog with you and you thought interesting maybe i ll check it out you might be in the early majority you know you have a problem but maybe you weren t actively seeking a solution to it the bottom line is you need to find the people who are actively seeking a solution to the problem you want to solve these will be your first customers want help if you want detailed guidance finding your early adopters take a look at the adoption behavior curve worksheet it s the 4th exercise in the first focus framework workbook with it you ll discover exactly who your early adopters are where you can find them and how to reach out to them now you know the key to identifying your early adopters look for people who have the problem know they have the problem and are actively seeking a solution for it for part 2 of this series on early adopters check out early adopters part 2 who you should interview share this twitter facebook buffer pocket google linkedin email by justin wilcox march 13 2017 march 13 2017 the secret to finding good business ideas updated march 13 2017 good ideas matter it s hard to start a company if you don t have an idea but having one business idea is never enough let me show you why imagine you have an idea that you re really passionate about you set out excited to validate it with potential customers but the feedback you get is disappointing no one s interested no one wants to buy basically the world is saying that s interesting which is the polite way of saying no thank you with only one idea you re left with 2 choices give up on your idea and your identity as a founder ignore what your customers are telling you and press onward both of these choices are terrible i don t want you to give up and i don t want you to ignore your customers you need a third option and i want to recommend one backup business ideas if you have a set of backup business ideas you can listen to your customers with open ears and an open mind so what if the world isn t ready for first idea yet as long as you have other ideas you re excited about pivoting to having backup ideas helps you validate your primary idea faster why are good ideas hard to come by to come up with good ideas we have to first understand why they re so hard to come by turns out there are two types of people in the world people who are bad at coming up with business ideas people who are bad at coming up with good business ideas people who don t identify as creative thinkers don t believe they can come up with good business ideas while people who do identify as creative myself included come up with ideas on a daily basis the problem is no matter how excited we get about our ideas they re almost always awful no matter who you think you are creative or non creative we re all really bad at coming up with good business ideas here s why imagine someone coming up with a good business idea what do you think that process looks like you re probably thinking of someone deep in thought getting struck by some form of inspiration at that moment they ve come up with some brilliant new app service or innovative widget unfortunately for that imaginary founder their great new idea is doomed to fail their customers more than likely are going to reject them why customers reject products for one simple reason customers don t buy products customers buy solutions to problems the secret to good business ideas we can t think our way to an interesting product since we know customers buy solutions to problems we have to first start with the problem the secret to coming up with good business ideas isn t to focus on the idea at all it s to focus on the problems we want to solve the ultimate secret to coming up with good ideas is to focus on the problem not the product problem storming your secret weapon for good ideas to figure out which problems you are uniquely suited to go and solve let s use an exercise called problem storming when i do this exercise in workshops with founders we come up with at least 5 quality business problems to go solve here s a quick intro into how it works write down 2 groups of people you identify with e g full time working mothers recent college graduates vegetarians etc now write down 2 different groups of people you re passionate about helping e g under resourced children skateboarders meditators etc you should now have at least 4 different groups of people written down write 2 potential problems that each group might be trying to solve right now for instance skateboarders might have problems transporting their skateboard on public transit working mothers may feel guilty that they don t spend as much time helping their kids with homework as stay at home moms etc by the time you re finished you ll have at least 8 different problems you are uniquely suited to solve because you experience the problem yourself or you re passionate about solving that problem for others this is the beginning of the problem storming process after 8 ideas you ll have at least 1 probably 2 promising problems to go investigate what s next if you only take one thing away from this lesson it should be this customers don t buy products customers buy solutions to problems so the secret to good business ideas isn t to focus on the idea it s to focus on problems when you use your customers problems as the inspiration for your idea your customers will be so elated they ll pre pay you for the solution that s how you know you re on track to a good idea keep problem storming until you have at least 3 problems you re excited to solve once you have those it s time to prioritize those problems and start validating that people are trying to solve them want some help take a look at the full idea generation process it will help you explore all of the problems you re uniquely suited to solve identify the best one for you to tackle and come up with at least 5 backup ideas you re excited about the idea generation process is the second exercise in the focus framework workbook series focus breaks down the overwhelming process of finding product market fit into actionable steps if you want help applying the lean startup or business model validation processes take a look at the focus framework share this twitter facebook buffer pocket google linkedin email posts navigation older posts 23 000 other founders get our customer development tips by email you should too what to test how to test now offering the focus framework top posts what mvp should you be building customer interview script generator how to interview your customers how do you practice lean startup when are you done interviewing customers early adopters part 1 who they are how many customers should you interview how to pick your cu...
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