Sell the Customer Job, Not the Material
Use Jobs to Be Done to translate a 3D printing request into the customer's underlying progress goal.
The move: quote the progress, not just the plastic. Jobs to Be Done says demand begins when someone needs progress in a situation. In a 3D printing business, that means an STL, STEP file, sketch, or photo is only the visible request. The actual buying reason may be speed, risk reduction, persuasion, continuity, learning, or customization. Trigger Ask what made the customer look for a print now. A broken part, investor demo, design review, classroom deadline, or wedding date each changes the service promise. The trigger reveals urgency and the alternative they will use if you cannot help. Progress Ask…
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