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I got HOLES for Father’s Day!

holesActually, I got a new drill.

But it’s a great reminder of the business-school classic:

Your customer doesn’t need a drill. They need holes.

Which is a way of reminding us that we’re not selling a product because people want the product. We’re giving them a tool to solve some problem that they have.

Trying to push a product never works.

Finding and filling needs is the secret to success.

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