The big idea
💎
What are you really selling?
Customers buy outcomes and feelings, not features.
Business · Lesson 2
Value Creation
beginner⏱ 13 min · 8 cards
Compare
Feature vs. value
Feature
What it is
Tap.
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Value
What it does
Tap.
tap for example ↻
Kinds of value
Value comes in flavours
Tap each.
Key term
The hidden rival
What is the most underrated competitor?
tap to reveal ↻
Doing nothing
The customer’s current workaround — free, familiar, and requiring no decision. Beating it means being clearly better, not slightly better.
Nuance
A useful question
Think like a Maester
Ask a customer “what would you do without us?” — that reveals your value.
Recap
Key takeaways
- ✓A feature is what something is; value is what it does for the customer.
- ✓Value commonly takes the form of time, money, feeling, or outcome.
- ✓Customers judge value against their current alternative, including doing nothing.
- ✓Being merely different is not value; being meaningfully better is.
Quick check
Which best describes what a business is?
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