GTM Unleashed: The Ultimate Tease: Dangle the Missing Puzzle Piece

Have you ever tried completing a jigsaw puzzle only to find the last piece missing? The frustration is palpable, a climax to hours of meticulous labor. Now imagine the elation if someone strolled in with that elusive final piece1. My friends, this is the tantalizing power businesses wield when offering the ‘missing piece’ to their customers.

In today’s saturated market, consumers are overwhelmed. They have a glut of ‘almost perfect’ solutions. Just scan the overflowing app stores filled with thousands promising to boost productivity or improve wellness. Yet, the discerning consumer is often left thinking, “It’s great, but it’s just not right2. Herein lies the golden opportunity.

The art is in identifying that one thing everyone else overlooked. Apple didn’t invent the MP3 player; they just added the missing piece: an intuitive user interface, resulting in the iPod3. Starbucks didn’t create coffee; they provided an unmatched ambiance, the ‘third place’ between work and home.

Being the provocateur, let’s not tiptoe around it. Offering the missing piece is about something other than reinventing the wheel. It’s about audaciously proclaiming that while others are doing good, you’re doing it better. You’ve observed, analyzed, and unearthed that singular, often minute detail they’ve all missed.

However, a word of caution: this isn’t for the faint-hearted. It requires audacity, yes, but also an unparalleled understanding of your consumer. You must be in tune with their silent laments, their unsaid wishes4.

Those who dare to fill in the gaps are not just selling products; they’re peddling satisfaction in its purest form. They’re the heroes, the bearers of the elusive, coveted piece.

“In a world full of puzzles, be the missing piece that completes the picture.” – Anonymous.


  1. Sage Publications: Story Completion: Storying as a Method of Meaning-Making and Discursive Discovery
  2. IIBD: The 40% rule: Getting the Product – Market Fit Right
  3. Isaacson, W. (2011). Steve Jobs. Simon and Schuster. 

Like this message? Give me two minutes a day and I’ll help you scale your business so that customers are willing to pay a premium for what you offer and keep paying for it.