While you’re constructing a brand new product, you’re typically eager about all the brand new issues persons are going to have the ability to do with it. Now they will do that, now they will try this. Thrilling!
However there’s a greater query to ask: What are folks going to cease doing as soon as they begin utilizing your product?
What does your product exchange? What are they switching from? How did they do the job earlier than your product got here alongside?
Behavior, momentum, familiarity, anxiousness of the unknown — these are extremely onerous bonds to interrupt. While you attempt to promote somebody one thing, it’s important to overcome these bonds. You need to break the grip of that gravity.
So, whenever you’re eager about your product, take into consideration what it replaces, not simply what it affords. What are you asking folks to depart behind after they transfer ahead with you? How onerous will that be for them? How are you going to assist them overcome the whole lot that’s tugging them in the other way?