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Two Little Marketing Questions

A recent visit with my colleague Munro Richardson, a supersmart, and formally-educated (Ph.D!) entrepreneur, reminded me of two simple questions whose answers have huge digital marketing implications. Munro’s questions are:

  1. What problem do you solve?
  2. For whom?

I’d forgotten how succinctly the answers to these short questions express the essence of a business’ market focus.   In my VC-pitching days, these were often the first questions prospective investors asked.
Try jotting your own A’s to these Q’s.

If you answered question 1 with something like, “We provide real estate data solutions,” try again.  You’ve not really described the problem you solve. The correct answer will be more like, “We decrease the risk of deciding where to place your next location by providing historical real estate data….”

The right answer to question 2 isn’t, “People who want real estate data.”  That’s way too broad.  A better answer is,“Realty decision-makers for family-style restaurants in mid-tier markets.”

Once you know your specific audience, and the exact problem you solve for your audience, you can accurately target your digital marketing.

4 Responses to Two Little Marketing Questions

  1. Crystal Leaman April 1, 2014 at 9:10 am #

    Good questions!

  2. Kitty April 2, 2014 at 7:11 am #

    Excellent focus questions

  3. Barbara Varanka April 6, 2014 at 3:08 pm #

    Love this.

  4. Dodie Jacobi August 14, 2014 at 12:25 pm #

    A couple more questions from Seth Godin to inspire your clarity. http://sethgodin.typepad.com/seths_blog/2014/08/whats-it-for.html

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