• Create BookmarkCreate Bookmark
  • Create Note or TagCreate Note or Tag
  • PrintPrint
Share this Page URL
Help

Chapter 4. Identifying and Satisfying Re... > Absolute Necessities, Nice to Haves,...

Absolute Necessities, Nice to Haves, and Things That Are Unnecessary

One of the hardest parts about identifying a real need is distinguishing between things that are absolutely necessary for a customer to have, as opposed to things that are nice to have, and things that are unnecessary to meet customer needs. Most of the time customers provide entrepreneurs with a bunch of information about their preferences, and entrepreneurs need to sort that information into what is necessary, a plus, or unnecessary. Take a hand sanitizer. It is absolutely necessary for it to kill bacteria. If it fails to get rid of the E. coli, it is of no use to anyone. It would be nice to have it cost next to nothing, but that is not actually necessary. Even if it costs a little something, customers would pay for it. What mechanism is used to get the chemicals into the container does not matter to meet customer needs.

An entrepreneur trying to meet the need for a hand sanitizer needs to include something that kills bacteria. It would be nice to have it cost less than soap, and, from the customer perspective, it makes no difference how the entrepreneur gets the chemicals into the container. A successful technology entrepreneur needs to separate out the preferences about product attributes to figure out which ones meet customer needs.


PREVIEW

                                                                          

Not a subscriber?

Start A Free Trial


  
  • Creative Edge
  • Create BookmarkCreate Bookmark
  • Create Note or TagCreate Note or Tag
  • PrintPrint