Most early stage startups face the same problem: BUYER APATHY.
People who need your product don’t understand what it is or why it matters, so they end up not caring.
Why?
We stuff our websites with business jargon and random sections to sound like we know what we're doing (but as a visitor, it's really hard to follow).
We assume we know our customers and how to talk to them about our differentiating value (we don't).
We end up over-explaining what the product can do (company-focused) instead of what problem it solves (buyer-focused).
Early stage founders need to focus on sales, so most of their customer interactions come from sales calls.
They end up talking to customers about the product and not understanding them beyond that.
They assume that they have nothing else to learn, accept surface-level answers as truth, and end up overlooking the insights they need to speak in ways that buyers will understand.
Big mistake.
The most successful startups are obsessed with their customers.
We are dismissing our customers, yet customers are the key to unlocking the next round of growth at our company.
Customers bought our product when nobody else would, and it's our job to know exactly what motivated them to buy and to stay.
Unfortunately, the majority of this work gets ignored or outsourced to ChatGPT.
And while AI is a great intern, founders who don’t document and analyze voice of customer (VoC) research never learn how to properly chart the course for their next stage of growth.
A superficial understanding of your customers causes buyer apathy, team frustration, and slow growth.
FMC solves these problems by conducting and analyzing customer conversations to create positioning and messaging your buyers will understand and care about.