Product Hackers’ Post

Transcript

Would you write your name for me? I don't have a pen. That's right, right. So what's happening the guys before they were selling the product, they were giving the solutions. This is a good solution for all these things, but you don't even **** because those are not your problems, right. What he is saying is OK, right? Your name is giving a goal. You have a goal of writing the name a problem. I don't have my pen. Now I'm interested in a in a pen right only and and actually there's a video. I don't have time to show it, but Jordan Belfort, the actual person. Who sells? Whose inspired? Whose impersonated? By Al Di Caprio. Here he explains this. Bad salespeople start by explaining solutions, and good sales people start by listening. They're asking, they're trying to understand what is it that the customer needs, because otherwise you cannot sell. This is an example of a customer for a for a for a course that I give on on communication before the course. The Mulago solutions fund a portfolio of high performance organizations with scalable solutions to problems of poverty. What does that mean? I don't get it right. I don't understand the goal that he's talking about that I want to achieve. I don't stand the problems and so I'm not interested in the solution right. Microsoft like a trillion dollar, multi trillion dollar company an ad gain deeper. Customer insights and Dr. business growth. What does that mean? What's the goal here? What are the problems that prevent me from achieving those goals And so even these amazing companies are failing at this basic task of storytelling. This is a better example because this is an example of something that works right 7 lines first to a couple of lines it's on the go OK processing payments for purchases made on marketplace like Augusto, my previous company OK, good, but. Problem. It can be costly, manual and time consuming. OK, so how do I solve this? Well with these instant bank payments and payouts you can reduce your overall operational blah blah blah blah. In seven lines, goals, problems and solution and this is a good one. The Sequoia. Peach deck advice that most entrepreneurs follows has the same structure, right? The company purpose really is the customer problem is the customer goal that they want to achieve. But there's a problem that the customer today cannot achieve this goals. The solution is the customer solution, how we're going to create a product that's good for them. So the first three parts of the Sequoia pitch are the customer side of goals problem solution. The problem when you have when you have a company is that you have two sides. You need to create value for the customer and then you need to capture some of it. And so first you focus on the customer and then how do you capture the value for yourself? And you have the same structures, the details of the goal. The company is always to make money, right? So how big the market size is is a proxy for how much money they can make. The competition is a problem. How can I beat others in capturing as much of that market? And then everything else is the solution how I'm going to achieve, uh, committing them the competition? Same structure that I used in this article that got 50 million views. This is the beginning. The coronavirus is coming to you, is coming at an exponential rate gradually. Then suddenly it's a matter of days, maybe a week or two, blah blah blah. Exhausted healthcare workers will break down, some will die. They will have to decide which patients get the oxygen and which one dies. The only way to solve this is social distancing today. So what am I doing here if I come and say we should also show this? Socially distanced today, nobody gonna pay attention to me. Because people don't care about the solution, but people care about having a healthy society. And so when I tell them their society is going to go to **** they pay attention, they understand the problem, and now they want to listen to the solution. So rule #1 is clear goals and problems because everybody focuses on the on the solutions. But you cannot focus on the solutions if you don't have the goals and problems clear. So how do we apply this, for example, for for social media, right? There's a formula on social media. People are gonna be going there to be engaged and they might even either need want entertainment or they might want insights and they want that at the lowest possible cost. So how do you apply what I just said to social media? Well, so this is example the when you're in social media and you what I'm focusing on is teaching. Right. So it's on the inside side. I want to make a promise within a few seconds that I'm going to teach you something that matters to you that you don't know about. So I need to break your perception of how the world works. And that's what I do. The Mediterranean Sea was drawing 5,000,000 years ago. Wait, what? It wasn't always there. Interesting. And then in field in a matter of months through mega float. Oh, I had no idea this is how the world worked. You're about to teach me something that I didn't know. I want to know more. So goals and problems 1st and then I explain the solutions. The same thing after this, right? This one got what, 20 million year 2020 and 22 million years? The first sentence is you have a distorted perception of the world because of the maps. I'm going to give you some examples. Here, a lot of people have heard that 50% of humans live in this circle. OK, that's something that you already know. But I'm gonna I'm gonna tell you. Actually, there's only one thing that has caused all of this. Ohh. Wow. I did not understand how the world works. I want to understand it now. I'm ready for you to tell me all the details.