How To Easily Understand Your Customers

The Jobs to Be Done (JTBD) framework is a powerful tool for understanding your customers’ specific needs and motivations. It is a customer-centric approach that focuses on the “job” or “problem” that your customers are trying to do or solve rather than on the features and benefits of your product or service.

The JTBD framework was developed by Harvard Business School professor Clayton Christensen and is based on the idea that customers “hire” products or services to do a specific job or to solve a particular problem. For example, a customer might “hire” a lawnmower to cut grass or “hire” a ride-sharing app to get to their destination.

The JTBD framework allows you to better understand the needs and motivations of your customers by looking at the specific “job” or “problem” they are trying to do or solve. This can help you create a product or service that meets their needs, addresses their pain points, and develop marketing campaigns that resonate with them.

To use the JTBD framework, you must first identify the specific “job” or “problem” your customers are trying to do or solve. This can be done through data and research, such as surveys, focus groups, and customer interviews. Once you have identified the “job” or “problem”, you can then focus on creating a product or service that meets your customers’ needs and addresses their pain points.

One of the key benefits of the JTBD framework is that it allows you to focus on your customers and their specific needs rather than on the features and benefits of your product or service. This customer-centric approach can help you to create products and services that are more effective and relevant to your customers and to develop marketing campaigns that resonate with them.

Examples of “jobs” or “problems” that customers might be trying to do or solve for startups could include:

• Convenience: Customers might “hire” a startup’s product or service to save time, effort, or hassle. For example, a meal delivery service might be “hired” to save customers the time and effort of grocery shopping and cooking.
• Problem-solving: Customers might “hire” a startup’s product or service to solve a specific problem or challenge. For example, a startup that offers online tutoring might be “hired” to help students improve their grades or to prepare for a test.
• Self-improvement: Customers might “hire” a startup’s product or service to somehow improve themselves or their lives. For example, a fitness app might be “hired” to help users lose weight or improve their health.
• Entertainment: Customers might “hire” a startup’s product or service to provide enjoyment or entertainment. For example, a streaming service might be “hired” to provide access to various movies and TV shows.

In conclusion, the Jobs to Be Done (JTBD) framework is a powerful tool for understanding your customers’ specific needs and motivations. By focusing on the “job” or “problem” that your customers are trying to do or solve, you can create products and services that are more effective and relevant to your customers and develop marketing campaigns that resonate with them. This customer-centric approach can help you to grow your startup and build a successful brand.