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Element 8. Closable Customers > Relevance—Why Add This Element?

Relevance—Why Add This Element?

Customers need to buy your products in sufficient quantity and at a high enough price to cover all your costs, fixed and marginal (remember Dr. Market’s 30-Second MBA?). Even if it is impossible to predict who might be interested in these products or services up front, the business still may never materialize. There is only one way to test your idea—sell someone on your products today, and I mean right now. The “axe to grind,” referred to in the Miner quote above, is the validation of your product. If you can sell it now you are likely to be onto something, possibly something big.


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