Joanna Griffiths, founder of Knix, offers women entrepreneurs a valuable lesson in brand visibility: understanding your audience gives you something meaningful to communicate.

She founded Knix to address an overlooked need in intimate apparel, particularly for people experiencing leaks. In her account of the brand’s origins, Griffiths identifies customer feedback, inclusivity and breaking taboos as guiding principles behind her work.

For women building businesses, her story raises a useful question: does your message reflect what your audience actually needs?

In this edition of The Visibility Behind Her Success, Women of Rubies explores Joanna Griffiths’ founder story and the practical lessons entrepreneurs can apply to their own storytelling, content and brand positioning.

The customer need behind Knix

On Knix’s official website, Griffiths explains that frustration with limited innovation in underwear, particularly for people experiencing leaks, inspired her to develop leakproof underwear. She identifies customer feedback, inclusivity and breaking taboos as guiding principles in building the brand.

That account provides the foundation for this case study. The lessons below are Women of Rubies’ analysis of how entrepreneurs can apply a similar focus on customer understanding to their own communications.

Your business may operate in a completely different industry. The useful question remains the same: what does your audience need that existing conversations, products or services are overlooking?

Brand visibility lessons begin with listening

Creating content can become a cycle of deciding what to post, producing it and moving on to the next idea. Listening gives that process a clearer direction.

Customer questions, enquiries and feedback can reveal what people need explained before they feel ready to buy. They can also show where your messaging assumes knowledge your audience does not yet have.

For example, a consultant may describe her service as “strategic business support.” Her prospective clients may be asking something more specific: “How do I explain what I do without confusing people?”

That question offers a stronger starting point for useful content.

Review your recent enquiries. Look for one question that appears repeatedly and answer it in a post, article or short video. Use language your customers recognise.

Explain the problem your work solves

A clear brand message helps people connect a product or service to a situation they understand.

For your business, try completing this sentence:

“I help [a specific audience] address [a specific problem] through [your product or service].”

Then check whether your website, biography and social profiles communicate that same idea.

You can still share your qualifications, awards and experience. Give those credentials context by explaining how they help you deliver value.

A reader should be able to identify whom you serve, what you help them achieve and how to take the next step.

Use your founder story to give your work context

A founder story becomes useful when it helps people understand your decisions.

What did you notice? What prompted you to act? What did you learn from the people you wanted to serve?

These questions can produce a story with more substance than a list of milestones. They also help you connect your personal experience to your business purpose without sharing every private detail.

Consider explaining one decision that shaped your work. Perhaps you changed a service after hearing the same frustration from several clients. Perhaps an experience revealed a gap you wanted to address.

Tell that story clearly, then connect it to what your audience can expect from your business today.

Turn customer understanding into useful content

Listening should influence what you create.

If customers repeatedly ask how a service works, explain the process. If they struggle to compare options, offer a straightforward guide. If they misunderstand your role, show a practical example of what you help someone do.

Build your next three posts around:

• A question your audience frequently asks.
• A concern that makes them hesitate.
• An example that explains the value of your work.

Protect customer privacy and seek permission before sharing identifiable stories or testimonials.

Useful content can help people assess whether your business is relevant to them. It also gives your visibility a purpose beyond attracting attention.

Make the next step easy to find

Once someone understands your value, make it simple to act. Your article, profile or service page should direct readers towards an appropriate next step. That might be viewing your services, booking a consultation, making an enquiry or purchasing a product.

Choose a clear action that fits the content. A practical educational article may lead naturally to a related service page; a product demonstration may lead to the product itself.

Review the journey from your social profile to your website. Can someone quickly find the information they need and understand how to work with you?

What women entrepreneurs can apply today

The lesson we take from Griffiths’ founder story is that customer understanding deserves a place in your visibility strategy. Start with one action this week: identify a recurring audience question, create a useful answer and connect it to the work you do.

Over time, this can help you develop a clearer message, more relevant content and a stronger explanation of your value. What is your audience telling you that could shape your next idea?

Build visibility around the value you bring

At Women of Rubies, we help women communicate their expertise and impact through storytelling, media positioning and visibility support. If you need help shaping your founder story or explaining what makes your business valuable, contact Women of Rubies through our Work with us page to discuss support for your brand.

Want to apply these lessons to your own brand? Join Media Visibility Bootcamp 6.0, taking place virtually on October 17–18, 2026, to learn practical approaches to communicating your value and building visibility.

This article is part of “The Visibility Behind Her Success,” a Women of Rubies editorial series examining the lessons behind women’s work in business and media.