Not identifying their ideal customer. The urge is to go broad, so you don’t miss out. But if you go too broad, your ideal customers may not be able able to relate to the problem.
It can be tricky to know when you’ve gotten granular enough, but Inturact has a great take:
“There are a number of SaaS founders who think they’ve identified their target customer, but haven’t done enough homework to flesh out the details. It’s like saying you’re going after trout, but do you want rainbow trout? Brook trout? Brown trout? Cutthroat trout?”
Freshbooks knows who their trout are. Not all accountants. The Non-Accountant.
Your ideal “trout” are the ones that get 10X more value from your offering than what they are paying.
Do you know who your ideal trout are?
Are you speaking to them on your marketing site?