Have you tried cold calling prospects before building a product?
pedalpete: I've never sold anything without a product at all, but find that once you have a product to show, you can get a lot more info on how customers or potential customers would use the product and what they would like to see.Occasionally, you get something a request which is completely off base for what your business is. Don't ignore these, as they can possibly be a more important direction for your business.