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113 lines
3.9 KiB
Markdown
113 lines
3.9 KiB
Markdown
# Substep 2: Explore Positioning
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## Task
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Listen for signals and ask follow-ups until you capture all positioning components.
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## Positioning Components (Fill These In)
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- **Target Customer:** Who is this for?
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- **Need/Opportunity:** What problem or opportunity?
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- **Category:** What type of product is this? (helps set expectations)
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- **Key Benefit:** What's the primary value?
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- **Alternatives:** What do people use instead?
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- **Differentiator:** What makes this different/better?
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**Note:** You don't need to ask about these in order. Follow the natural flow of conversation.
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## Conversational Follow-Up Patterns
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Reference: `src/data/agent-guides/saga/conversational-followups.md`
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### If They Mention TARGET CUSTOMERS
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**Signals:** "For busy parents...", "Enterprise teams...", "Small businesses..."
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**Follow-ups:**
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- "What's typical for them? Walk me through their situation"
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- "Why them specifically - what makes them the right fit?"
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- "How do you know they have this problem?"
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### If They Mention a PROBLEM or NEED
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**Signals:** "People struggle with...", "Current solutions don't...", "They need..."
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**Follow-ups:**
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- "How do they handle this today?"
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- "What happens when this goes wrong?"
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- "Why hasn't this been solved already?"
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### If They Mention ALTERNATIVES
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**Signals:** "Unlike X...", "Better than...", "People currently use..."
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**Follow-ups:**
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- "What do people use today - what are the real alternatives?"
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- "Why would someone stick with [alternative] instead of using yours?"
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- "What can [alternative] do that you can't?"
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### If They Mention DIFFERENTIATION
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**Signals:** "We're the only...", "Our unique...", "Unlike others, we..."
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**Follow-ups:**
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- "Why does that matter to users?"
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- "How long will that remain unique?"
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- "Is that a real advantage or just a feature?"
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### If They're VAGUE
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**Examples:** "It's better...", "More convenient...", "Professional..."
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**Follow-ups:**
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- "Better how? Give me a specific example"
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- "What does 'professional' look like to your users?"
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- "Convenient compared to what?"
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## Know When to Stop
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You're ready when you can answer ALL of these:
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- ✅ **Who:** Who is the primary target customer?
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- ✅ **Need:** What problem/opportunity drives them?
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- ✅ **Category:** What type of solution is this?
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- ✅ **Benefit:** What's the key value they get?
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- ✅ **Alternatives:** What do people use instead?
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- ✅ **Differentiator:** What makes this better/different?
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**Don't over-explore.** 10-15 minutes usually enough.
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---
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## Example
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**User:** "We get tons of calls asking if we do X type of vehicle. We do EVERYTHING - lawnmowers to tour buses."
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**Agent:** "So showing that range is important. Who typically needs that kind of breadth - locals year-round, or summer tourists?"
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**User:** "Both, but summer tourists are stressed - car broke down, need help NOW, don't know if we can help their motorhome or whatever. They call everyone."
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**Agent:** "What do they use if not you? Like, what are the alternatives in summer?"
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**User:** "Garages in Borgholm maybe, but we're the main option in northern Öland. During summer we're basically it."
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**Agent:** "And the benefit for them is...getting help fast? Knowing you can handle their vehicle type?"
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**User:** "Yeah - peace of mind. We're certified, been here 20+ years, we'll figure it out."
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**Agent thinks - Components Captured:**
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- ✅ **Who:** Summer tourists + year-round locals (focus on tourists)
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- ✅ **Need:** Vehicle breakdown, need immediate expert help, uncertainty about service availability
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- ✅ **Category:** Auto service garage (broad spectrum)
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- ✅ **Benefit:** Peace of mind - fast, reliable service for any vehicle type
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- ✅ **Alternatives:** Garages in Borgholm, calling around to multiple shops
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- ✅ **Differentiator:** Only comprehensive option in northern Öland, handles all vehicle types (lawnmowers→tour buses), 20+ years, AutoExperten certified
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**Ready for reflection.**
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---
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## Next
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Once all components captured, load and execute: `03-reflect-confirm.md`
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