"Customers are bad about figuring out features, but good about explaining their pain or what they'd like solved."

In your chat with Nathan, you said that people are not good at explaining or even noticing their pains. I guess your experience differs from Jason's in that respect. Mine is probably somewhere in the middle :-)

So, if your prospects are not aware of their pain, how do you sell them your solution?

I expect you have to educate them. It's probably unlikely that you just build something, unveil it, and they go "Of course I need this! Why didn't I think of it?! Silly me! Here's my money."

But then how long do you spend on educating them? Is this why you recommend info products? So that you don't waste time educating for free?

Or do you recommend doing landing page tests?

This is turning into an interview, so I'll stop here. I don't expect you to give away all the secrets you teach in your courses, but would appreciate anything you can share. Thanks!