What’s the question you get asked the most about your domain?

These days, it’s probably something about AI.

But maybe more timelessly, what is the fundamental concept that seems to be misunderstood in that first conversation with a prospect?

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I’m working through the NicheFinder sprint this week with an expert in SaaS Customer Success teams.

In her domain, the misunderstood fundamental concept is:

This type of question seems so elementary that your prospects may be too embarrassed to ask it.

And when we’re so deep in our domain bubble, we tend to skip past it and move on to what we deem as the 'more interesting’ insights.

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The miss here, though, is the opportunity to establish a common sandbox for your client conversation.

Even further, you miss the chance to explain something in a way that the client can internalize and reuse in their own conversations later on.

And as a bonus, they’ll mentally attach you to it even when you’re no longer in front of them.

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For the CS question, it might be something like this:

You could even spice it up with an analogy:

Consider this the ‘explain like I’m 5’ question.

What is the ELI5 question for your area of expertise?

And what’s your clear, memorable answer?

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(P.S. the ELI5 subreddit is 🔥)

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💡

-Wes