Don't forget the individual
But this is a juncture where many companies take a wrong turn, into marketing that’s a one-sided communication about themselves and their product’s functional benefits
In the process, these companies risk missing the most important facet of any marketing communication: helping the individual customer satisfy their positive needs. That can be anything from ego and stature to security and peace of mind. (It’s more than just the job to be done.)
Great product marketing should be about your customer buying into your process to solve a business challenge or issue. How do you produce content that is relevant to this buying mentality? Your customer doesn’t want to hear a pitch or a laundry list of product features. Your customer wants to hear that you understand their pain.
And that understanding starts with customer research. What motivates your customers, positively or negatively? What measurable outcomes must they deliver for their company? What kinds of professional growth and success do they hope to achieve? Once you’ve assimilated your customers’ motivations and key drivers, you can use these insights to translate your deep understanding of customer issues and desired benefits into your messaging. Articulate how your process and capabilities will help solve their challenge or issue and the benefits and value you can deliver.
Channeling his inner Gertrude Stein, Milton Friedman famously said, “The business of business is business.” But business decisions don’t develop in a vacuum. They’re ultimately the sum of individual human motivations, connections and decisions — and product marketing must take into account the individual ambitions and fears behind customers’ product choices.
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