Post Written by Vasily Alekseenko

Many founders fall in love with their product, convinced that if they build something great, customers will come. But here’s the truth: a better product doesn’t guarantee success—finding the right customer does.

Startups don’t fail because they build the wrong thing; they fail because they build it for the wrong people. Let’s break down how to avoid this mistake and ensure you’re targeting the customers who will actually buy.

Why “Build It and They Will Come” is a Lie

Many tech founders assume their innovation will sell itself. But customers don’t buy based on logic alone—they buy based on:

• ✅ Pain: Is their problem painful enough to demand a solution?

• ✅ Perceived Value: Do they believe your product makes a real difference?

• ✅ Trust: Are you credible enough for them to take the leap?

A great product is just step one—helping the right customers discover it is what drives success.

The Problem with “Everyone is My Customer”

If you think your product is for everyone, it’s actually for no one. Trying to appeal to a broad audience too soon is a common startup killer.

Instead, sharpen your focus. Look at how major companies started:

• 💡 Uber launched for wealthy professionals in San Francisco.

• 💡 Facebook started with Harvard students.

• 💡 Amazon began as an online bookstore.

Successful startups identify their first 1,000 customers who are desperate for their product. If you win them over, growth will follow.

How to Find Your Real Customer

1. Focus on Those Who Feel the Pain Most

Your ideal customers are actively looking for a solution right now.

• Who needs this today (not just “would like” it)?

• What workarounds are they using?

• Are they already paying to solve this problem?

If no one is urgently searching for a solution, you may be targeting the wrong audience—or the market isn’t ready yet.

2. Talk to Real Customers, Not Just Advisors

Advisors and mentors offer great insights, but they’re not your buyers. Talk to actual customers.

• Wrong question: Would you use this? → People lie to be nice.

• Right question: Tell me about the last time you faced this problem. → This tells you if they truly care.

3. Position Your Product as an Aspirin, Not a Vitamin

People buy painkillers (things that solve real pain) more than vitamins (nice-to-have improvements).

Your messaging should make it clear:

• 🔥 “This is the urgent pain you have.”

• 💡 “Here’s how we solve it better than anyone else.”

If your product isn’t solving a burning problem, you either need to adjust your messaging—or rethink your offering.

The “Invisible Customer” Problem

One of the most frustrating challenges is knowing your product is great but struggling to reach the right people.

Why does this happen? Because customers don’t always know they need you.

Take Airbnb—in the early days, travelers weren’t actively searching for “renting a stranger’s home” as an alternative to hotels. Airbnb had to create demand by targeting budget-conscious conference-goers and reframing how people thought about travel.

If your market isn’t searching for a solution, your job isn’t just to sell—it’s to educate and create demand.

Final Thought: Build Distribution, Not Just Products

Startups don’t win because they have the best technology. They win because they have the best understanding of their customers.

Instead of obsessing over product features, obsess over your customers.

• Where do they spend time?

• What do they read?

• How do they describe their problem?

Because a great product without customers is just an expensive hobby.

This post is based on insights from the MIT course “Nuts and Bolts of New Ventures.” You can watch the full session here for even more lessons.

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