Part 3 - The answer is in the question

In the last entry we asked questions, which we hope got you thinking about prioritizing the 3 steps to revenue.

Today in the last of this brief series of blog articles, we’ll answer the main question, which we hope helps you see how prioritizing right can make a huge difference to the level of success you enjoy.

The main question we asked was, ‘If you had a product that was exactly what the market wanted and the market knew all about it, do you think it would be relatively easy to sell?’

We asked the question in a very particular way, because in many ways the answer is in the question.

If you want a product that is as close to an exact fit to the market’s requirement so that it sells well, then it stands to reason that the more you focus on your market, what it wants, why and what it will means to customers in terms of benefits.

Assuming that you can take that information and develop the right product. It should by definition be easier to build awareness and achieve sales because you are more likely to be addressing a market that is ready for the product, understands it, wants it and will pay for it.

The diagram above shows the kind level of prioritization we see in companies the really succeed in their markets.

This is almost the exact opposite of the normal level of prioritization that followers of the Entrepreneurial Way would follow, but the point of the Backwards Business way of doing it is simply down to these two points:

• Your job as entrepreneurs and business owners is to make enough sales to ensure that your businesses make profit. You can only do that if you have a product the market wants to buy.
• Most companies and especially start ups work within tight budgets and do not have the resources available to go through a series of expensive Launch-Learn-Develop cycles before they find success

To give you just a simple example, we worked through this with a company we’ve been involved with for a while now and it enabled the company to launch its product and win a major international client at launch.

By Tim Sandford