Seeing Customer Needs Through a Different Lens

Companies often rely on buzzwords like “innovative,” “game-changing,” or “cutting-edge” to define their unique value proposition (UVP). While these terms may sound sexy, they lack substance. They fail to connect with customers on a meaningful level. A strong UVP, however, should be grounded in genuine customer insights and focus on solving problems that competitors overlook.

This begins with understanding your customers beyond the obvious. It’s easy to focus on surface-level needs-such as saving time, improving efficiency, or reducing costs-but a truly unique UVP comes from identifying deeper, often unspoken needs. This requires looking at customer challenges through a different lens, one that explores the emotional and psychological drivers behind their decisions.

For example, many businesses claim to offer “efficient” solutions, but efficiency means different things to different people. For one customer, efficiency might be about saving time on a task, while for another, it could be about reducing stress or eliminating the mental load of decision-making. By focusing on the deeper emotional needs that drive consumer behavior, you can create a UVP that resonates more deeply than a generic promise of speed or convenience.

Uncovering these insights requires engaging directly with your customers. Go beyond surveys or focus groups-immerse yourself in their world through conversations, social media, customer support interactions, or reviews. Listen for the frustrations and unmet needs that your competitors aren’t addressing. It’s these overlooked details that provide the foundation for a truly unique offering.

Once you’ve gathered these insights, avoid vague, overgeneralized statements. Claims like “we’re the best” or “our product is revolutionary” are too broad to set you apart. Instead, focus on how your product addresses the specific, often unrecognized needs of your customers. Speak directly to their challenges, and explain how your solution makes their lives better in a way that no one else does.

A UVP without buzzwords is simple, clear, and focused on real customer value. By seeing customer needs through a different lens and leveraging insights that competitors miss, you create a UVP that stands out-not through flashy claims, but through genuine, customer-centric value.

About the Author

Trained as a behavioral scientist and customer-centricity expert , Andrea leads executives in the art and science of operationalizing corporate strategy through understanding organizational and mindsets. She is the author of and an ongoing contributor to multiple major publications including Harvard Business Review, Entrepreneur Magazine, INC Magazine, and Rotman Business Magazine (University of Toronto). What to Ask: How to Learn What Customers Need but Don’t Tell You

Andrea is also a world traveler, having worked in over 12 different countries throughout her early career. Andrea also serves as an instructor for the University of Iowa Venture School and a Business Coach for their Tippie College of Business Entrepreneurial Programs. Please contact Andrea to access information on her book, keynoting, research, or consulting. More information is also available at or www.pragmadik.com . www.andreabelkolson.com

Originally published at https://www.linkedin.com.