Give Your Customers a Compelling Reason To Buy Your Product

RECAP

This is a continuation of a series of blogs on subjects discussed in Geoffrey Moore’s Crossing the Chasm.

CHAPTER 5

To purchase any product, the buyer needs a compelling reason so our product needs to be superior in comparison to its alternatives. This becomes the main goal when targeting a niche market so much so that we ought to establish a monopoly.

  • Expected product: the minimum functionalities expected from the product
  • Augmented product: the product with the highest possibility of meeting user needs and expectations
  • Potential product: the product with high growth potential as feature additions are deliverable

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