Coffee shop Quote by Cindy Alvarez
““Avoiding the Wish List Some people will evade your questions and say, “Here’s what I want.” They’ll start listing features and options; I’ve even had people start sketching mockups in coffee shop meetings! On the surface, this sounds amazing: a prospective customer practically writing your product requirements for you. The truth is different: thousands of failed products are created based on what customers said they wanted. You’ve probably worked on at least one of them in the past.[45] You don’t need to learn what customers say they want; you need to learn how customers behave and what they need. In other words, focus on their problem, not their suggested solution.””
About This Quote
Source Book: The Startup Playbook by Cindy Alvarez, 2015
Successful products stem from observing real behavior and needs rather than relying on customers’ stated wishes.
In simple terms: Focus on actual problems, not suggested solutions.
Key Takeaway
Prioritize problem discovery over feature lists.
Themes
product development
customer insight
problem solving
Mood
analytical
pragmatic
Type
advisory
strategic
When to use this quote
- market research
- design sprints
- user interviews
- prototype testing
Key Concepts
behavioral research
needs analysis
Questions to Reflect On
- How can you validate a problem before designing a solution?
- What signals indicate a true need versus a wish?
A Different Perspective
Customers may not articulate underlying needs, leading to misdirected solutions.
![“[On living in New York City:] I'm oblivious to everything. I just don't notice anything. I sat in a coffee shop, drank half a cup of coffee before I noticed there was lipstick on the cup. There was wadded-up gum and lipstick on the napkin. I must have been sitting on that woman's lap for an hour.” quote by Laura Kightlinger](https://sms4smile.com/quotes/img-quotes/f87/laura-kightlinger-24538_cities_on-living-in-new-york-city-i-m-oblivious_55113.jpg)
