Teaching
Know the Customer's Inside World to Prevent Rejection
Understanding your prospective customer from the inside—their wants, needs, fears, and anxieties—allows you to tailor your presentation specifically to their needs, preventing rejection and disconnection.
Daily Customer Conversations as a Business Foundation
Talk to at least one prospective customer per day, ideally three or more, and do it earlier in the day because understanding customers deeply is what creates both effective products and marketing
Niche Test Question One: Pain Urgency or Irrational Passion
Question 1 of the niche test: Is my prospective customer motivated by pain and urgency or irrational passion? Look for customers who are already emotionally driven, not ones you need to motivate
Product Attachment — When Belief Becomes Dangerous
It's natural for people to believe strongly in their product and make it personal. This attachment becomes dangerous when entrepreneurs invest time and money without testing market demand first.
The fastest, cheapest way to test your niche is to have live conversations with real prospective customers who have real needs - they will tell you for free what they will pay money for
Defining Niche by Customer Need Not Demographics
Think of your niche as the specific need your customer has, not as your product or customer demographic - focus on their fears, frustrations, wants, and aspirations in their exact words
Ask Where Exactly to Surface Specific Problems
Ask people to be specific about their problems rather than accepting general answers - 80% of people who want to lose weight specifically want to lose belly fat when asked where exactly
Seven-Step Niche Validation Sequence
A 7-step niche testing sequence starts with keyword research and traffic analysis, progresses through surveys and consultations, and ends with full product launch only after validation
Teaching
Use ClickBank Marketplace Data to Compare Offer Performance
Use ClickBank's marketplace to view performance data and conversion rates across different offers, allowing you to compare how products are performing before choosing what to promote.
Teaching
Target Groups Who Already Want to Buy
Entrepreneurs universally make the mistake of choosing target markets by planning who should buy their products instead of finding groups of people who already want to buy something
Mirror the Client's Exact Words Back for Maximum Persuasion
Using the client's exact words and phrases back to them is far more persuasive than using your own language, and coaches should write down specific client language to repeat back
Marketing Should Start Upstream in Product Design
Marketing should start upstream and influence product design itself — products designed with customer needs in mind are much easier to market than products designed as good ideas
Failed Business Ideas Combine Likes Not Urgent Problems
Most failed business ideas combine two things people like doing (example: hair salon with iTunes music bar) rather than focusing on solving urgent problems with pain and urgency
Entrepreneurs Fall in Love With Products Nobody Wants
Most entrepreneurs fail because they fall in love with their product and try to sell it without testing if anyone wants it, spending weeks, months, or years beating a dead horse
Niches Are Discovered Then Developed by Going Deeper
Niches are discovered and then developed - you discover a niche by finding an unmet need, then develop it by going deeper, getting more focused, and isolating that specific need
Teaching
Using ClickBank Data to Evaluate Affiliate Offers
ClickBank's marketplace provides transparent performance data, allowing affiliates to research and compare how different offers are converting before committing to promote them
Niche Test Question Two Proactive Solution Seekers
Question 2 of the niche test: Is my prospective customer proactively looking for solutions? Target people who have gotten off their lazy butt and are actively seeking solutions
Reading the Customer's Internal Valuing Process
Understanding the customer's internal valuing process - their emotions, mental pictures, and feedback loops - is key to finding the highest value thing you can create for them
Understanding Opportunity Is the Heart of Entrepreneurial Success
Emotionally detach from your business ideas, put them in the marketplace, measure everything, and judge them on merit rather than pursuing ideas you personally like for years.
Products That Sell Themselves Are Built on Customer Fear and Gaps
Products that sell themselves are designed by deeply understanding customer fears, frustrations and gaps in available solutions rather than creating what you think people want
Talking Directly to Customers Is Non-Negotiable
You must talk directly to your customers to understand their biggest fears, frustrations, wants and desires - you cannot skip this step and just imagine who you think they are
Height Gap Dating Tactics for Shorter Men
Apply the Pareto Principle to niche selection by focusing on the 20% of your niche that generates 80% of the results, which makes your communication more focused and targeted
Three-Question Niche Viability Test
Use the three-question niche test: Does your prospect have an emotional irrational need? Are they proactively looking for solutions? Do they have few or no perceived options?
In-Person Consultations and Surveys as Niche Validation Tools
In-person consultations and online surveys are the two most powerful niche validation techniques, allowing deep drilling into customer fears, frustrations, wants, and desires
Repeat Paid Advertisers Signal a Profitable Niche
If you search a term on Google and see the same advertisers showing up repeatedly in paid ads, you can ascertain that it's probably working and they're probably making money
Teaching
Getting in Front of Prospects Beats Talking Them Into Buying
The most important part of selling and marketing is getting in front of prospective customers and understanding their needs, not trying to talk them into wanting your stuff
Moonlight Coaching Provides Income While Building Products
Start coaching as a moonlighting job while building your information business because it provides immediate income at $100-200 per hour and serves as paid market research
Listening After Launch Reveals Bigger Opportunities
Listening to customers after product launches reveals bigger opportunities - Eben's Advanced Dating Techniques program emerged from Double Your Dating customer feedback
Teaching
Project Into the Customer's Mind — Ask What They Want to Know
Understanding customer needs requires projecting yourself mentally into the customer and asking what they want to know, rather than guessing or thinking you know better
Survey Your List Before Creating Any Product
Survey your existing list before creating any product to understand exactly what people want instead of trying to create demand for something they're not interested in
Map Three to Five Problems Then Drill Three Levels Deep
Aim to identify three to five problems, frustrations, or fears, then find three deeper implications within each—creating a powerful set of tools for closing the sale.
Talk to Prospects Directly — Irrational Fears and Fantasies
The most powerful thing you can do is start talking to your prospective customers and interacting with real live human beings who have irrational fears and fantasies
Niches Are Discovered in Customer Pain Not Chosen
Niches aren't chosen or what you want them to be - they're discovered by identifying unmet customer needs and understanding what customers are actually going through
Target Prospects Already Searching for Your Solution
Look for customers who are looking for you - target people who are already activated and searching for solutions rather than trying to convince unmotivated prospects
Wake Up Productive — How the Name Delivers the Promise
Wake Up Productive promises that after going through the 90-day program doing 30 minutes per week, you'll be twice as productive and literally wake up productive
Teaching
Dating Multiple Women to Discover Real Preferences
Dating multiple women simultaneously helps you discover what you actually want versus what you think you want - preferences often change through real experience
Find the Unmet Need — Don't Copy or Create Blindly
The objective is to identify an unmet need inside a group of people, not to create a product and try to get people to buy it or copy what everyone else is doing
ClickBank as Education in What Information Products Are Selling
ClickBank's marketplace allows you to see how different offers perform relative to each other and provides education in what's selling in information products
Find What Customers Need That Is Not Being Fulfilled and Build That
Focus on the customer's needs rather than convincing them to buy what you're selling - find what they need that isn't being fulfilled and create that instead.
Counterintuitive Niche Discovery Steps Only Clear After Testing
Successful niche discovery requires understanding that the path involves counterintuitive steps that aren't obvious before testing but become clear afterward
Successful Niches Are Discovered Not Chosen
Successful niches aren't chosen - they're identified, discovered, and developed by finding existing customer needs rather than picking who you want to serve
True Market Validation — Find What Customers Want and Deliver It
True market validation means finding out something customers want and giving it to them, not trying to talk people into wanting what you've already created
Why Experts Must Learn to Sell Before Delegating Marketing
Experts who want to delegate marketing have it backwards - they need to learn how to sell and present their products so people will want to buy them first
Internet Access Makes Pretesting Essential Before Building
The Internet provides unprecedented access to prospective customers for feedback and testing, making thorough pretesting essential before product creation
29 Sub-Niches Inside the Three Mega-Markets
29 specific sub-niches within health, relationships, and money categories represent multi-million dollar business opportunities that will work long-term
Know Your Customer as Well as Yourself
The first commandment of business success is know thy customer as well as thyself - you must understand their problems, fantasies, fears, and nightmares
Teaching
Ask Directly About Challenges Rather Than Assume
Creating more value requires directly asking people about their biggest challenges, frustrations, and opportunities rather than assuming what they need
Start With Customer Perspective Before Choosing What to Sell
Creators must balance creation and discovery, but should start with the customer's perspective rather than trying to choose who will buy their products
Teaching
Why Technology Must Come Last in Problem-Solving
Technology should come last in business problem-solving - no matter how shiny the hammer, you must start with the rusty nail and problems worth solving
Testing Niches With Customers Before Product Development
Successful niche testing involves talking to prospective customers, conducting online research, and identifying unmet needs before product development
Qualifying Buyers on Motivation Money and Authority
Qualifying buyers means ensuring they have motivation, money, and decision-making power - the three essential components for actual purchasing ability
Double Your Dating Method — Problems That Sell Themselves
Apply the Double Your Dating case study method: identify the biggest problems causing pain and urgency, then focus on specific situational solutions
ClickBank Shows Top-Performing Information Products Right Now
ClickBank marketplace shows you the top performing information products that are selling the most and converting the best right now in any category
Build a Customer Avatar From One-to-One Online Research
Use all online tools available to get to know customers one-to-one, then create a customer avatar with all the commonalities of your ideal customer
Teaching
Most Business Failure Comes from Getting the Market Wrong
Most business failure comes down to getting the market wrong - your market is the combination of target customers and the products you sell to them
Money, Health, Relationships Sell 5–20x More Than Other Niches
Three mega-niches dominate information product sales: money/business, health/fitness, and relationships, selling 5-20 times more than other niches
Even Top Marketers Succeed Only One in Three Tests
Even the most successful marketers achieve only a 1 in 3 success rate on their tests, with only 1 in 5 to 1 in 10 brilliant ideas actually working
Target Beginners — 80 Percent of Any Niche
Always appeal to beginners when in doubt because 60-80% of customers in any niche have very little experience, regardless of the topic complexity
Interviewing Customers to Learn Their Exact Words and Fears
Effective marketers interview customers one-on-one to understand their biggest fears, problems, and frustrations using the customer's exact words
Business Building Is Applied Psychology Plus Scientific Method
Business building is essentially applied psychology combined with the scientific method—observing patterns, experimenting, and scaling what works
Build Products by Interviewing Customers Not Extracting Your Knowledge
Build products by interviewing customers and creating custom-tailored solutions, not by getting your knowledge out because you think you're smart
The Money Question — Biggest Fear or Frustration
The money question to ask customers is 'What's your biggest fear or frustration?' - if you could only ask one question forever, this would be it
Teaching
Life Changes That Trigger Urgent Customer Needs
Customers seeking products are driven by life changes that trigger new needs, and they experience these as urgent deficiencies that must be met
The I-Get-It Mechanism and Logical Leaps
The 'I get it' mechanism causes entrepreneurs to make logical leaps and fill gaps with imaginary information to avoid uncomfortable uncertainty
Entrepreneurs Learn What Customers Desire, Need, and Fear
Entrepreneurs create value by understanding what customers desire, need, want, and fear, then meeting those needs through products and services
Seek First to Understand Before Responding in Conflict
Seek first to understand by asking questions like 'how do you feel, how do you see this, what's your perspective' without marginalizing anyone
Launch Products Quick and Dirty — Test Before Perfecting
Create products 'quick and dirty' rather than trying to make them perfect - get close enough, good enough, and test market as soon as possible
Find the Market First Then Build the Product
Find the market first and realize what they want, then provide it to them, rather than hoping to convince people they want what you've created
Reading Competitor Meta Keywords Using View Source
You can use 'view source' on competitor websites to see their meta keywords and descriptions to understand what terms they're optimizing for
Capitalize on Trends by Solving Urgent Business Problems
Capitalize on current business trends by solving urgent problems, like helping businesses get online when they're hurting and need customers
Ebooks Grew 71% — But 90% Still Don't Read Them
Ebook sales grew 71% last year and overtook audiobooks while 90% of people still don't read ebooks, indicating massive untapped opportunity
Teaching
Starting Virtual Events Small and Scaling
Start virtual events small and evolve by deeply understanding your audience's specific needs rather than launching with massive production
Health Relationships Money — The Three Dominant Mega-Niches
The big three mega niches that sell 80-90% of information products are health, relationships, and money - focus on these proven categories
Mental Testing Bias Leading to Costly Business Mistakes
Humans prefer mental testing over real-world validation, leading to costly business mistakes due to overconfidence in untested assumptions
Sell What People Already Want to Buy
Find products that people already want to buy, not stuff you want to sell - focus on solving their problems rather than your preferences
Ask Direct Emotional Questions Customers Want to Answer
Customers love answering direct emotional questions about their needs - they want to tell you and it's not rude when they have real pain
Building Marketing Voice From Customer Interviews
Talk to your customers one-on-one to learn their specific words, fears, frustrations and desired outcomes to build your marketing voice
Teaching
Use Affiliate Marketing to Identify Winners Before Building Your Own Product
Affiliate marketing serves as market research to identify winning products before investing in creating your own products and services
Direct Customer Conversations to Find Unmet Market Needs
Talk directly to prospective customers through meetings, calls, surveys, and email to discover unmet needs and emerging opportunities
Profitable Business Ideas Share Four Common Elements
All profitable business ideas share common elements: big market opportunity, high value creation, pain/urgency focus, and scalability
Teaching
Build Products Around Customer Needs Not Convincing Pitches
Create products by finding customer needs first, then building solutions, rather than convincing customers to buy what you're selling
The Only Votes That Count Come With Checks
The only votes that count are the ones that come with checks - opinions are interesting but real money validates your business idea
One Hour of Customer Research Saves 100 Hours of Wasted Effort
One hour of customer research saves 10 to 100 hours of wasted future effort by properly syncing products with actual customer needs
News Is Programmed 13-to-1 Negative — What That Does to Your Mind
Opt-in rates reveal market interest: 1% indicates low interest, 10% is better proof of concept, 50% shows you're on the right track
The Knowledge Inventory Exercise — 10 Answers Per Question
Complete the knowledge inventory exercise with 10 answers per question to reprogram your mind for information product opportunities
Find What People Want — Don't Convince Them to Buy
Effective marketing is about finding out what people want and getting in front of them, not convincing people to buy what you have
Uncovering Pain Points Through Fear and Frustration Questions
Discover urgent pain points by asking people about their biggest fears, frustrations, worries, and what keeps them awake at night
Self-Made Wealth Course Outsold the Program It Came From
Self-Made Wealth course, discovered through customer listening, made more money than the original Ignition program it was part of
Everything Is a Test — Invest the Minimum to Validate First
Everything is a test - successful entrepreneurs never assume anything will work and only invest the minimum needed to test market
Do One Live Consultation With a Real Prospect Every Day
Do at least one live fifteen minute consultation conversation with a real prospect per day, either in person or on the telephone
The Embarrassing Admission: Uncovering Irrational Customer Drivers
Ask what your customer is embarrassed to admit even to themselves - this reveals the irrational thoughts driving their decisions
Coaching vs Therapy — Performance-Focused and Future-Oriented
Value creation starts with understanding what value means specifically to your ideal client, not what you think they should want
Problems and Pain Generate More Money Than Aspirations
Focus primarily on problems and pain when starting out, as wants and aspirations are less likely to generate money for beginners
Test, Model, Project Instead of Trusting Your Gut
Use data-driven decisions and the 'test, model, project' formula instead of relying on intuition from 'this dome piece of yours'
Teaching
The More Personal the Insight the More Universal the Market Need
The principle 'the more personal, the more universal' - deeply personal insights reveal needs shared by entire market segments
Mining Customer Power Words for Marketing Names
Listen for emotionally charged power words that customers use repeatedly and incorporate them into marketing and product names
List Every Fear and Frustration You Can Solve
Make a comprehensive list of fears and frustrations you can solve for others as the foundation of business idea generation
Learn Customer Fears and Aspirations Not Feature Wishlists
Learn customers' biggest fears, frustrations, wants and aspirations rather than asking what features they want in products
Teaching
Discover Opportunities by Asking What Keeps People Awake
Find valuable opportunities by asking people about their fears, frustrations, worries, and what keeps them awake at night
Mine High-Interest Topics Deeply Like Natural Resources
Value tends to cluster in specific places, like natural resources, so when you find a high-interest topic, mine it deeply
Health Relationships Money Three Mega Niches
Target the big three mega niches - health, relationships, and money - where most information product revenue is generated
Most Sellers Never Think About What It Feels Like to Buy
Most people struggle with this approach because they don't take time to think about what it's like to be the other person
Asking Customers What Problems No Existing Content Solves
Ask customers what problems they can't find solutions to despite reading books, watching videos, and listening to audios
Emotional Intensity as the Key Niche Profitability Test
Your prospects must be motivated strongly by emotion - fear, desire, passion, or worry - for your niche to be profitable
Talk to at Least One Customer Daily
Talk to at least one customer daily, or dedicate one day weekly broken into 15-minute chunks for customer conversations
Start Customer Research with Their Biggest Fear
Start customer research by identifying your customer's biggest fear or frustration to understand their emotional state
Teaching
Early Success Creates Dangerous Unrealistic Profit Projections
Early business success creates dangerous emotional estimation where entrepreneurs calculate unrealistic future profits
Teaching
Marketing Combines Psychology and Deep Customer Understanding
Great marketing is the result of deep understanding of customer needs combined with knowledge of how to use psychology
Validate Customers and Products Before Heavy Spending
Validate customers, products, and business models before spending big money on production, marketing, and distribution
Where to Find Potential Customers for an Online Business
Use mass communication tools like surveys after one-on-one conversations to validate and go deeper into customer needs
Prospects Must Be Actively Seeking Solutions Right Now
Prospects must be proactively seeking solutions right now, not just thinking they should seek solutions in the future
Customer Research Before You Write One Word
You must interact with prospective customers first to discover their real fears and desires before creating marketing
Teaching
Start With the Rusty Nail, Not the Shiny Hammer
No matter how shiny the hammer, you must start with the rusty nail and problems worth solving - technology comes last
Teaching
Solve Problems for Millions — Not Teach Niche Skills to Small Audiences
Start with identifying problems you can solve for millions of people, not teaching advanced skills to small audiences
Build Your Next Business by Listening to Customers
Build your next business by listening to what current customers are asking for, rather than guessing at market needs
Ask 'What Is Value to My Customer?' Every Single Day
Ask yourself daily 'What is value?' and 'What is value to my customer?' - write it on a post-it note in front of you
Teaching
Base Backend Products on Customer Needs Not Market Wants
Base your backend products on specific customer needs rather than general market wants to create targeted solutions
Teaching
Test-Model-Project Prevents Emotional Estimation in Business
The test-model-project framework prevents emotional estimation by creating systematic validation of business ideas
Teaching
Use Likes Comments and Shares to Identify Valuable Topics
Pay attention to metrics like likes, comments, shares, and forwards to identify your most valuable content topics
Teaching
Test Ideas Fast Instead of Building Plans Around Assumptions
The customer validation model means testing ideas quickly rather than building business plans around assumptions
People With Challenges Love Talking About Them When Given Permission
People with challenges or desires love to talk about them when given permission through surveys or consultations
Price Testing — Raising Prices Sometimes Increases Sales
Price testing can dramatically increase revenue - raising prices sometimes makes people buy more of your product
Free Tools to Test Market Assumptions Before Investing
Use free and low-cost online tools to research, survey, and test your market assumptions before major investment
Teaching
Everything Is a Test: Jay Abraham's Mindset
The 'everything is a test' mindset comes from Jay Abraham and has made Eben significant money while saving time
Teaching
Observe Customers in Natural Environments to Find Product Lines
Observe customers in their natural environment to discover universal needs that can become entire product lines
Customer Needs Drive Product Design, Not Expertise
Base your product entirely on your customer's needs, not your expertise or knowledge you think deserves payment
Teaching
Data-Driven Decisions to Counter Emotional Estimation
Data-driven decisions prevent emotional estimation by using external information rather than internal feelings
Using Keyword Tool to Find High-Volume Sub-Niches
Google Keyword Tool reveals specific sub-niches with high search volume that indicate profitable opportunities
Uncover What Customers Are Embarrassed to Admit Even to Themselves
Uncover what your customer is embarrassed to admit even to themselves to access deeper psychological insights
Know-This-Is-Going-to-Work-itis — The Testing Trap
'I know this is going to work-itis' disease occurs when you stop testing with real people for weeks or months
Teaching
High-Interest Topics Contain Subtopics for Full Content Series
Each high-interest topic contains multiple subtopics that can be developed into comprehensive content series
Assuming Home Run Success Without Testing Wastes Resources
The fastest way to waste time and money is assuming your product will be a home run success without testing
Build Minimal Products and Test Before Investing
Create minimal functional products first and test in the real world before investing heavily in development
Google Keyword Tool, ClickBank, Alexa — The Free Research Stack
Use Google Keyword Tool, Alexa.com, and ClickBank as the three most powerful free tools for niche research
Drill Into Primal Fears and Desires to Find Real Gold
Drilling deeper into fears and desires reveals the primal motivators that turn products into something big
Teaching
Judge Business Ideas on Market Merit Not Attachment
Emotionally detach from your business ideas and judge them on market merit rather than personal attachment
Co-Creating Your Product Strategy With Customers Over Time
Co-create your development strategy with customers over time rather than trying to perfect it in isolation
One-on-One Conversations Beat Surveys for Customer Research
One-on-one conversations with customers provide better research and insights than surveys or reading blogs
Teaching
Surveys Surface Hidden Customer Motivations Beyond Your Category
Survey responses reveal hidden customer motivations that aren't directly related to your product category
Customer Testing Is Ongoing — Not a One-Time Research Phase
Testing and customer focus should be an ongoing activity that never ends, not a one-time research phase
Teaching
Focus Content Creation on Proven Hot Button Topics
Focus your content creation on proven hot button topics rather than trying to cover everything you know
Test Content Topics to Find Your Highest Audience Interest
Test different content topics to identify which ones generate the most audience interest and engagement
Customers Only Tune Into WIIFM Not Your Brilliant Ideas
Nothing works until the customer votes with their money - customer purchase is the only true validation
Teaching
Respond Personally to Every Email at the Start
Respond personally to every email when starting to build deep understanding of what your audience wants
Everything Is a Test — A Daily Mindset Reminder
Write 'everything is a test' on a Post-It note and put it on your computer monitor as a daily reminder
Get Inside the Customer's Mind Before Attempting to Sell
You must get inside the customer's mind and understand how they value things before attempting to sell
Simplify Your Offer to Match What the Hungry Crowd Wants
Simplify your offering to match what the hungry crowd wants, not what you want to express artistically
Compassion as the Most Profitable Business Skill
Compassion, defined as proactive empathy, is possibly the most valuable and profitable business skill
Test Market First With Minimum Time and Money
Successful entrepreneurs only invest the minimum time and money needed to test market their products
Live Conversations Beat Every Other Research Method
Live conversations with prospective customers reveal infinitely more than any other research method
Know Customers Better Than They Know Themselves
Study customer needs deeply enough that you can speak as a customer better than they can themselves
Test Assumptions by Acting and Watching What Happens
In business, you test assumptions by taking action and seeing if strategies work in the real world
Test Market Demand Where Customers Are Already Searching
Test market demand using search engines where customers are already actively looking for solutions
Just 1% of Your Time Achieves Good Physical Fitness
Think from inside the customer's head, not your own perspective when developing business strategy
Testing Market Demand Before Committing to a Product Idea
Getting attached to one product idea without testing market demand is a critical business mistake
Virtual Coach Pricing — $1,497 Launch Window Cost
Look for customers who are looking for you—target customers who have both money and motivation
Every Industry Has Huge Unmet Niches Competitors Overlook
Every industry has huge niches with unmet customer needs that mainstream competitors overlook
Most Customer Thoughts Are Irrational — Key Marketing Insight
Most customer thoughts are irrational, making this the most important concept in marketing
Teaching
Choose the Option That Gets You to Market Fastest
When deciding to build or buy a product, choose the option that allows you to test fastest
Three-Question Niche Test for New Business Ideas
Use a three-question niche test to evaluate any new business opportunity or product idea
Teaching
Know Your People Deeply to Serve Their Real Needs
Knowing your people deeply enables serving their real needs rather than perceived wants
Teaching
Direct Marketing Finds People Who Already Want What You Have
Successful businesses solve urgent customer problems rather than combining fun ideas
Good Marketing Is Built on Good Selling — Start One-on-One
Good marketing is based on good selling - start by working with customers one-on-one
Ask Systematically for Feedback to Improve Service
Ask systematically for feedback to continuously improve customer service delivery
Teaching
Why People Have Vastly Different Buying Criteria
People have vastly different buying criteria even for the same product category
Get Paid While Doing Market Research — $97 Consultations
Use $97 one-hour consultation sessions to get paid while doing market research
Teaching
Solve Your Own Problems to Uncover Business Opportunities
Solve your own problems systematically to create successful business ventures
Teaching
Know Your People Deeply to Serve Their Real Needs
Knowing your people deeply enables you to serve their real needs effectively
Test Multiple Products Simultaneously to Make Money Fast
To make money fast, test several products and services simultaneously
Starving Crowd as the Ultimate Business Advantage
A starving crowd is the most valuable business advantage you can have
Teaching
Discover and Develop Needs — Don't Just Find Them Out
You must discover and develop customer needs, not just find them out
Selling Is the Best-Paid Research for Your Business
Selling is the best-paid research you can do for your business
Answer
Using Google Keyword Tool to Find High-Traffic Sub-Niches
Use Google Keyword Tool to search your main topic, then look at variations with high search volumes. For example, 'fat loss' shows 'abdominal fat loss' gets 450,000 searches, indicating belly fat is a profitable sub-niche.
Three Free Tools for Niche Market Research
The three most powerful free tools are Google Keyword Tool (shows exact monthly search volumes), ClickBank marketplace (reveals which products are selling), and Alexa.com (shows website traffic rankings and similar sites).
Three Power Questions for Understanding Customer Value
Use these three powerful questions: 1) What's your biggest fear or frustration when it comes to [topic]? 2) What do you worry about happening when you try to [solve problem]? 3) What would it look like if it was perfect?
The Cave of False Validation — Avoiding Self-Deception
It's when you stop testing with real customers for weeks or months and convince yourself your idea will definitely work. Avoid it by continuously talking to prospective customers and testing throughout development.
Health Dating and Business — The Three Mega-Niches
The three mega-niches are health and fitness, dating and relationships, and money and business. These work because they address fundamental human needs related to survival, reproduction, and self-actualization.
Use Google Search Tools to Test Market Demand for Free
Use Google's free search tools to see how many people are searching for your topic. Search marketing and search engine marketing are among the greatest tools ever developed for market testing and research.
Customer Research Saves 10x More Time Than Product Creation
One hour of customer research saves 10 to 100 hours of wasted effort. You should talk to prospective customers, research what they're buying online, and identify unmet needs before creating any product.
Live Conversations Reveal More Than Any Other Research Form
Live conversations reveal much more than any other form because you can ask follow-up questions, read emotions, and people are more open when they're actively seeking solutions to their problems.
Create a Customer Template for One-to-One Mass Communication
Find what all your customers have in common to create a customer template for one-to-one dialogues, allowing you to communicate personally with masses while maintaining individual connection.
Answer
Even Experts Expect Only 1 in 5 Ideas to Work
According to Eben Pagan's analysis, even successful businesses see only 1 in 3 tests succeed, with industry experts expecting only 1 in 5 to 1 in 10 brilliant ideas to actually work.
Three Questions That Reveal Customer Psychology
Ask what your customer's biggest fear or frustration is right now, what they're embarrassed to admit even to themselves, and what conversation is going on in their head.
Mapping Prospect Fears, Frustrations, and Irrational Anxieties
Start by identifying common fears, frustrations, pain, urgency, wants, aspirations, experiences, and irrational fears that your prospects are experiencing.
Why Irrational Customer Thoughts Drive Marketing Results
Most thoughts going through customers' heads are irrational, making it one of the most important concepts in marketing to understand and address.
Appeal to Beginners — They Dominate Every Niche
Always appeal to beginners when in doubt. 60-80% of customers in any niche have very little experience, regardless of topic complexity.
Quotable
Big Three Mega Niches Tied to Human Fundamentals
The big three mega niches, health and fitness, dating and relationships, money and business. These are the niches that have to do with the fundamentals of life. Survival, reproduction, self actualization, expression.
Irrational Thoughts Are the Most Important Marketing Concept
irrational it's one of the most important Concepts in marketing irrational why because most of the thoughts that we have going in our heads are irrational
One Hour of Research Saves Hundreds of Wasted Hours
One hour invested researching saves ten to a hundred hours, okay, of wasted future.
People With Big Challenges Love Talking About Them
A person who has a big challenge or desire in their life loves to talk about it.
Test the Water Before Jumping Into Any Market
You don't jump into a pool of water without first dipping your toe in.
What Your Customer Is Embarrassed to Admit
what is your customer embarrassed to admit even to themselves
An Hour of Testing Saves Ten
An hour of testing saves 10.
Everything Is a Test
Everything is a test.
