I'm building a tool to help salespeople improve their sales communication. Recently, I was talking to a founder, and he said:
"Imagine this is a self-improvement product. Most individuals won't buy it. But companies that want their employees to improve their communication will."
That completely changed how I thought about my product.
I shifted from targeting a large audience to a much smaller, higher-value segment. Instead of trying to convince thousands of individual users, I'm now focusing on the people who have the budget and a stronger reason to buy.
I also realized I don't want to spend too much time explaining what my product does. The right audience should immediately understand the value.
My takeaway: your real customer might not be your end user. Sometimes, it's the person who benefits from helping the end user improve. You don't always have to sell directly to the people using the product.
You don't need the perfect plan from the beginning. Sometimes, talking to a few people is enough to completely change your direction.