Understand the size of their budget for solving the problem to ensure they have the means to pay for a solution.

Asking customers about their budget and what they currently pay for similar solutions helps gauge their willingness to pay.

To determine if a problem is valuable, assess whether people are willing to pay for existing solutions in the market.

When discussing a potential solution with customers, always ask them what specific problem you would be solving for them and what they would be willing to pay for it.

Determine how frequently they encounter the problem, as more frequent issues indicate a higher likelihood of needing a solution.

If you don't articulate the actual dollar value of your product, the buyer will have to create that assessment themselves to get approval from the CFO. It's crucial to be involved in that process to drive revenue and articulate how much you can decrease costs.

Inquire, 'When is the last time you encountered this problem?' to understand the frequency of their issues.

As businesses scale, they care about two things: how much they spend and how much they make. We need to be better at showing how our product impacts those numbers.

Asking specific questions about how potential customers currently handle a problem can reveal valuable insights into their needs and challenges, and understanding user motivation is critical for solving their problems effectively.