Many of us that make or design products and even sell services (freelance designer/illustrator/developer, consulting, etc) spend a good amount of the time focusing on what we’re going to make versus seeing the perspective of the consumer and why they would actually buy it. So I’ll share a personal anecdote to show what really goes on when someone buys a product.

Some might think, why would someone pay $350+ on headphones? I’ll tell you why I bought a set of Bose QC35's.

I didn’t buy them only because of the noise cancellation. There was a deeper reason why I bought these. The reason was because I wanted to sleep on a flight. We’ll go deeper. I wanted sleep well so that I could function better on an important business trip.

It goes further than that. These headphones allow me to focus when I’m working and I even use them to sleep at home when I know there’ll be environmental noise. That in turn helps my quality of life be marginally better and earn more income.

Now, I have a question for you. Why do your customers buy your products or services? Not everyone purchases for the same reason, can you go deep and find the real motivation? When you do find it, frame your product and service around that motivation.