When engaged in a sales call you may run into a situation where a customer states that they would buy your application except that it happens to be missing a feature or features. This can be true but it can also be an excuse to not buy your product. (people hate rejection so it’s easier to use the missing feature line than just say no to you) These questions will help you figure out if it is a legitimate shortcoming or just a put off.
When a customers says they like your product but seem reluctant to move ahead with it because of a missing feature ask these questions to validate it.
- Is that feature present in the application you currently use?
- Who do you anticipate would be using this feature the most?
- If we were to bump that feature up in our product roadmap and develop it right away, would you be willing to buy our product or give us shot?
If the customer answers:
If the answer to question 1 is yes then you know you have a legitimate shortcoming. If the answer is no but the customer say’s it’s something they want to see in the next application they buy you need to dig further. It may not exist in your competitors products and you need to find this out. It may be worth developing OR it may be a feature used by only one specific company. Do the math and see if it’s worth it.
If the answer to question 2 is the majority of the users of the app then GREAT you have a legitimate need. However if the answer is only the person you are interviewing or talking to chances are it’s there own pet interest and not representative of the needs of the whole. DON’T DO IT!
If the answer to question 3 is yes you are golden and I don’t need to say anymore do I? If the answer is no you need to find out why and dig some more. It may be an important feature but it’s just that they don’t want to or can’t commit to you. Go back to questions 1 & 2 validate.