practicing customer development (for lean startup circle copenhagen)
TRANSCRIPT
Lean Customer DevelopmentCindy Alvarez
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YESNO
Let’s start with a hypothesis(guess)…
I believe [type of person]needs to solve [problem]which happens when [performing task].
time to pivot
What are your assumptions?• Motivations
• Current behaviors
• Ability to change
• Decision-making criteria
• Problem frequency
• Problem severity
So, where am I going to find customers…?
And why would random people be willing to talk to me?
Social psychology is on our side• Most customers are “unrecognized experts”
• We love to sound smart
• We love to be helpful
• We love to feel in control of our destiny (make things better in our lives)
People do not care about
• Your credentials
• Your personal history
• Your product (don’t sell me #@*%!)
My name is[name]and I’m trying to solve [problem]and I’d love to learn from you because[reason].Could you talk with me for 20 minutes?
Getting people to talk (a lot):• Thank you!
• I’m going to talk as little as possible
• Nothing you say will be boring
Getting people to talk (a lot):
• Tell me about the last time…
• 60 seconds of silence
• No “yes/no” questions
• Who / What / When / How / Why
But what if I ask the wrong questions?
Tell me about how you do _________ today…
Do you use any [tools/products/apps/tricks] to help you get ________ done?
Last time you did ___________, what were you doing right before you got started?
Once you finished, what did you do after?
If you could wave a magic wand and be able to do anything that you can’t do today, what would it be?
(Don’t worry about if it’s possible)
Is there anything else about _________ that I should have asked about?
Who do you know that I should also be talking with? Who else cares a lot/is affected by ______?
And then can I show them my product?
NO
I’ve learned so much from you!
I think we’ll have some ideas/prototype/demo ready in a week or two.
Can I get back in touch then and show you something?
OK, great. But what do I do with all these notes?
Making sense of what you hear:• Validates
• Invalidates
• Emotion
• Surprises
LiveCustomer DevelopmentAdviceTime!
Customer Development ‘Ask’ Templates:
http://bit.ly/16K4mhM
Customer Development Tools:
http://bit.ly/14a30PQ
(feel free to add to this!)