10 years ago, I walked into my brother’s house…
And ALL the furniture was gone.
All of it!
Even his bed… he was sleeping on an air mattress.
He was overworked and under-fed…
Dude looked like a skeleton.
To put it mildly, I was concerned!
Get this…
Pierre was a home builder…
But no one wanted to buy his homes.
Turns out they’d buy his used furniture.
That was his source of income… OUCH!
Why wouldn’t they buy the homes he built?
He forgot about this little thing called CURB APPEAL!
As a bachelor in his early 20s, he’d forgotten that he wasn’t the customer.
In SaaS terms, we might say he was building for the wrong ideal customer profile…
Which reminded me of a quote I’d read from Peter Drucker:
“The value of your product is not in the effort you put into it, but what the customer gets from it… and is willing to pay for it!”
I call it “customer backwards”
It’s the secret weapon for companies like…
- Tesla
- Amazon
- And every product you love!
And it’s how my brother went from an almost-bankrupt builder to an award-winning custom home builder in a few years.
Watch today’s video to hear the story.
There are BIG lessons here specifically for your SaaS business.
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A few key principles to keep in mind as you start to build “customer backwards”
- Ask your team: “Who told you this?”
- Remember… I am NOT my customer
- Pre-sell the solution
Building your business is HARD.
Want my team’s input on how you could build it better using the “customer backwards” principle?
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