It is much harder to market something people need versus something people want. For most people, need isn’t enough to convince them to get what you got. They must want it. And it works best when it’s their idea that they want it.
If you can make a product that people already want without you having to convince them, you are light years ahead of the game.
Similarly, if you can effectively engage an audience that already wants your product rather than target an audience that requires you to educate them on why they need it, you’ll save a lot of time and have a much better return.
Who wants what you’ve got? How much time are you spending with them? Do you even know how to find them?
Update: Seth says it very well with his post on finding the people who naturally want to say “YES!”