Page 124 - Value Proposition Design: How to Create Products and Services Customers Want - PDFDrive.com
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Tip: A (potential) customer exists independently of
your value proposition.
When you sketch out your customer’s profile, don’t just focus on jobs, pains,
and gains related to your value proposition. Keep it broad to understand what
really drives your customers.
A Movie Theater’s Business Model
The new approach: focusing on the jobs, pains, and gains that drive
customers
By sketching out a customer profile, you aim to uncover what really drives
people, rather than just describing their socioeconomic characteristics.
You investigate what they’re trying to achieve, their underlying motives, their
objectives, and what’s holding them back. Doing so will broaden your horizon
and likely uncover new or better opportunities to satisfy customers.
The traditional approach: psychodemographic profiles
Traditional psychodemographic profiles group consumers into categories that
have the same socioeconomic characteristics.
JANE MOVIEGOER
20-30 years old
