Thread by @Neil_Lewis

"What pain / worry / fear / concern is your #startup solving or removing"?

This is a great coaching question and how well #founders answer it is a strong indication of whether they are likely to be successful with their current model.

So why is this such a hard question?

For some reason - we seem to be programmed that for our ideas to be accepted, they must offer some 'better' or a more 'positive' future.

Yet, we are designed to be twice as likely to want to avoid a loss as to seek a gain - as shown by loss aversion...

en.wikipedia.org/wiki/Loss_aver…

Partly caused by coming out of corporate or institutional work, we are conditioned to seek small low risk incremental gains.

This won't work for startups that seek to scale, because with limited resource, no distribution & little money, our new business needs instant impact.

The death of many #startups is the 'long slow no' - prospects who 'like' what you're doing / intend to buy but never do - because they are too busy dealing with crises & major challenges.

Hence, a startup has to make an offer which requires potential customers to act urgently...

So keep working on your #startup plan - by experimenting various different solutions / scenarios - until you arrive at a proposition that clearly addresses a real pain / worry / fear.

When you arrive at this point - prospects will get their phones out quickly and pay you!

To move forward faster with greater success:

Work with a coach who has been through several successful startups & can help you unpick the pain / product to market fit (mediamodo.co.uk)

Or join the Breakthrough Strategy workshop at @BIPC

…iness-model-nov-2019.eventbrite.co.uk/?aff=wptw