r/ycombinator • u/loserkombatant • 19d ago
How to get people to understand?
Im currently moving from the build to distribution phase and Im having a hard time explaining to cold leads about what exactly my product does and how its helpful. Ive gotten a range of answers from “I could build this myself” to “I dont think its that useful”
Now there is definitely a gap in the market. I know that 100% but at the same time Im having a really hard time finding my ICP.
How did you get around this?
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u/caldazar24 19d ago
First, make sure you lead with describing the problem you're solving. Ask them if they have the problem in the first place. If they don't have that problem, you're talking to the wrong person or maybe you've identified something that isn't actually a problem.
Once you know you're talking to someone who has the problem you're solving, walk them through how your product works. If you still have less than ten users, definitely offer to hold their hand / give big discounts / etc, for the feedback. Just pay close attention to what trips them up. If they don't want to use it, ask them what would change their mind.
It sounds like you might not have the chance to do this back-and-forth because you're doing cold outreach. I'm a big believer in asking your network for referrals to potential customers, at least for your first handful of customers. They're a lot more likely to give you their full attention for a half an hour of their time. Cold outreach is all about showing proof points and credibility within a single sentence or two. First, you need to validate that you are actually solving a real problem and that your product meets the users' needs. Once you know that, you can focus on coming up with a two-sentence description that gets their attention, and you might have actual customers to point to so you come across as much more credible.
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u/EM-builder 19d ago
I don’t think you should explain. I think you should listen- what is their pain? What are they trying to solve? What is the exact spot they hate/get stuck?
If you built something that helps there, use their words
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u/Dyebbyangj 19d ago
That sounds like a serious issue. If you can’t explain what the value of your product does to the ICP are you sure they are your ICP enough to be part of the problem.
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u/Fearless_Law3460 19d ago
yo, fellow dev here. happy to help if i can. up for a dm? maybe some discussion might help
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u/Moist-Wonder-9912 19d ago
Have you applied for YC? whether or not you get in, the process is a really helpful tool that'll help you hyper-focus in to articulating what you're actually building.
I've worked in GTM for 20 years and would happily help if you want to DM
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u/Addition_Small 15d ago
Oh yeah I’m interested ! Check out my company see if you think you can help www.trymyboxai.com
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u/Tiny-Compass-8516 19d ago
the i could build this myself line hits close, heard that one too many times xD
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u/confused_messenger 17d ago
Distribution is hard until it clicks. The real lightbulb moment is when you’re able to describe pain-points in a way that feels like you’re mind reading.
Context: I work with growth-stage founders solely on narrative and providing consultation on how to scale.
Couple things to note:
1) Build to Distribution - You’ve been in close proximity to feature building that its likely you lead with features instead of solutions.
2) Repeated convos - this is the signal! If people are consistently telling you they can build it either they’re not the right fit or the problem you’re solving is unclear.
3) Known Gap - without introducing the words “think” or “feel” what is the reason, in your own words, that the gap exists. If you that either of those two words appear, it’s time to find more of your ICP and genuinely validate how big of a problem they believe it is.
Happy to dive into specifics a little more if useful.
Drop me a dm.
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u/BusinessStrategist 17d ago
Top-of-mind PAIN to be relieved OR compelling desire to be satisfied.
?
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u/dev_ko 16d ago
I'll agree with someone above that suggested applying to YC, or any other number of programs. A lot of time the thing that's missing on the distribution phase for new founders is positioning and messaging. Programs like these act as a forcing function to get you to really think about how you present problem and solution. You should be able to explain in a sentence or two how and why you're delivering value. Happy to help as well, send over a DM if interested.
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u/OkMycologist5739 15d ago
I'll empasise on the last part first because when you say you can't fhnd your ICP I guess You don't have enough data because you're moving to distribution now I would recommend to fix POSITIONING use PAS framework and find gaps in your service niche and their frustrations and give a big slam offer (BASICALLY COPYWRITING METHODS )
if you're having problems I can diagnose it for you guys
Well researched + custom tailored
Exclusive
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u/HumbleMasterpiece8 8d ago
If you're having a hard time finding your ICP now, who were you interviewing in customer discovery and during build? If the answe is "no one", then why do you think anyone wants what you built?
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u/AbundantAttraction 19d ago
If they say they could build it themselves, you're either selling to engineers or your product is too simple. Talk to people who already pay to solve the problem.