Stop guessing! here’s how to uncover their most critical needs

Hi there,

Do you ever wonder what really matters most to your customers? What will make your product or service truly indispensable?

Here’s a framework to help you focus on exactly that:

High-Value Jobs

In our earlier newsletters, we talked about uncovering customers’ Jobs, Pains, and Gains and aligning your products & services to meet those needs. But not all customer jobs are created equal…

Some Jobs are far more important—these are called high-value jobs. They’re the ones worth prioritising. The High-Value Jobs Framework helps you uncover and focus on them.

Here’s how to surface them:

1. Important: Does failing this job lead to significant pain or missed opportunities?

2. Tangible: Can you feel their pain and/or clearly visualise their gain?

3. Unsatisfied: Are there unmet needs or unachieved outcomes tied to this job?

4. Lucrative: Are customers willing to invest big time to resolve this job? Is there a large market for it?

By ranking jobs across these four criteria, you’ll uncover the opportunities that deliver the most value for your customer—and your business.

Your Turn: A Simple Template to Score Jobs

We’ve created our own high-value jobs template to help you score your customers’ most important jobs, pains, and gains.

Take 10 minutes to map your customers’ jobs and discover which ones rise to the top.

Download the Template Here

By zoning in on high-value jobs, you’ll sharpen your messaging, align your product / service with customer needs, and make your offering indispensable. So stop guessing. Start making safer bets by focussing on what matters most to your customers.

Catch up soon,

Peter

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P.P.S. Still trying to get your head around how to take action on High-Value Jobs? Hit reply—I’d be delighted to talk 😊.