QFF 40+ years of being an innovator, a builder & one of the creators of the Jobs-To-Be-Done theory. Helping small-medium business owners attract customers, piquing their interest through supply-side value & demand-side value. (Episode 262 - Bob Moesta)

In this episode, Rob Cameron interviews Bob Moesta, based in Grosse Pointe, Michigan, USA. For more than 40 years, Bob has been inventing and creating things. He has worked with legends such as W. Edwards Deming, Dr. Genichi Taguchi, and Prof. Clayton Christensen, Jason Fried & Ryan Singer.

Bob assists small-medium business owners by helping them help their customers make progress, the main priority in one of his books. Bob expounds on the fact that customers buy a product for a reason, and it’s the business owner’s job to look for it. Look for the problems that customers are experiencing.

This Cast Covers:

Bob Moesta’s innovations.
Everything happens for a reason.
Helping employees find the work that they want.
Supply-side value and Demand-side value.
Finding the frictional factors.
Understanding who your customers are.
Utilization of the Pareto principle.
The five W’s and two H’s.
Finding the solution to the customer’s problem.
Helping customers make progress.

Links:

Additional Resources:

Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress by Bob Moesta

Quotes:

“Deming would always say nothing is random, everything is caused we're just not smart enough to know all the causes.” — Bob Moesta.

“They don't randomly leave; they leave for a reason.” — Bob Moesta.

“I'm trying to find the frictional factors that are holding them back from moving.” — Bob Moesta.

“By talking to people who bought my product, and understanding what context they were in, what outcomes they wanted, …, helps me understand how to go find other people like them.” — Bob Moesta.

“What you have to do is you have to figure out what problem they have. And how do you build something to solve their problem? That's the most important thing.” — Bob Moesta.