Identify Your Next 10 Customers

Whilst you may have identified one perfect customer, to build a big business it is likely that overtime you will need to be able to serve other types of customers.

Try creating a list of other types of customers you may serve including the demographic, psychographic and pain points that your service will solve.

This give you confidence that you have identified a scalable opportunity, not just a one-customer solution. Try the following tasks:

• List 10 actual potential customers
• Contact each of the potential customers on your list, and explain your unique service that you are considering introducing. At this stage you are simply trying to engage their reaction to a service rather than to sell them on the service. Ask questions about themselves, their pain points and how they think your service could work.
• If a customer validates your hypotheses only then should you ask the customer if they would consider trying your service, once it is available. You are still in "inquiry" mode, so you're just asking.
• If a customer's feedback is not aligned exactly with your assumptions, take good notes and think how this affects your analysis.
• Now that you have contacted each customer, you may have new data. At this point, you can go back and modify your earlier assumptions and determine whether to contact additional customers.
• If you find that you cannot create a list of 10 customers who are excited about your service, then you may need to go back to the drawing board and consider whether demand for your service really exists.

While this step is conceptually simple, contacting customers and getting information from them will require a lot of work but will be invaluable. Do not share this list of customers or the information you gather.

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