[schwinn]

Brudgers is right. You have to get out of the building and actually talk with prospects. It will not only help you understand the pain points your product/service solves, it will earn you credibility with your customers.

Recommend reading Guy Kawasaki's book, The Art of The Start. I believe his best advice is to work with customers and get paid to solve problems as a consultant first. That way, you're earning money at the same time.