my musings on technology

The Deep Felt Need

Posted by on Oct 28, 2010 in Musings | 0 comments

I recently read this article and it had an impact on me, so I thought I would send it on.  The article discusses the differences between developing and selling something that’s nice-to-have (like a vitamin), and a must-have (aspirin).

“If entrepreneurs want to succeed…they’d better be selling aspirin rather than vitamins. Vitamins are nice; they’re healthy. But aspirin cures your pain; it’s not a nice-to-have, it’s a must have.”

Heath describes our tendency to become enamoured with our own ideas and offerings, and to make the leap that because everyone can benefit from this (a vitamin), they will jump at the opportunity to buy.  They provide a number of great examples from the publishing and technology arenas.

Now I’m not saying this is how we do business, but I think it’s just good business practice to take a look at any new products and services and make sure they really provide a ‘must-have’ remedy or benefit to our customers, rather than just a ‘nice-to-have’ remedy!  I liked Heath’s warning about just building a better mouse trap and how people don’t care about that – they just want a dead mouse!  🙂,0

Make sure you flip to page 2 of the article too – I almost missed it because the link was really small.

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