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Customer conversations - by Simone Driessen
- 1. Customer Conversations by Simone Driessen
- 2. Startups don’t fail because of product development We know what we can build
- 3. Customer development Customer Discovery Customer Validation Customer Creation Company Building Pivot
- 6. Search Customer Discovery Customer Validation Customer Creation Company Building Execute Learn Pivot
- 9. Search Customer Discovery Customer Validation Customer Creation Company Building Execute Learn Confirm CEO hired Pivot AARRR
- 10. Search Customer Discovery Customer Validation Customer Creation Company Building Execute Learn Confirm CEO hired Entrepreneurs start to think about leaving Pivot AARRR
- 12. Startups fail because of a lack of customers Just because you build it, that does not mean they will come
- 13. By Steve Blank Customer development
- 15. Why would you do them?
- 16. Learn Confirm
- 17. Why would you have Customer Conversations?
- 18. 18
- 19. What would you like to be more sure of?
- 21. Customer Development Ga het gesprek aan W O R K S H O P I N T R A C TO
- 22. Dear mom, Don’t you think I’m great? Love, Your son
- 23. It’s not just your mom People want to be helpful, more than being honest.
- 24. How can we get facts?
- 25. How can we get facts? - Talk about their life, not your concept
- 26. How can we get facts? - Talk about their life, not your concept - Ask about specifics,
- 27. How can we get facts? - Talk about their life, not your concept - Ask about specifics, from the past
- 28. How can we get facts? Anything future related is worthless as we cannot predict the future with certainty.
- 30. Do you think this is a good idea?
- 31. Do you think this is a good idea?
- 32. How do you currently deal with this?
- 33. How do you currently deal with this?
- 36. Would you buy a product that would solve this?
- 37. Would you buy a product that would solve this?
- 38. Please show me how you do this?
- 39. Please show me how you do this?
- 40. Can you talk me through the last time that you experienced this?
- 41. Can you talk me through the last time that you experienced this?
- 42. How much would you pay for this?
- 43. How much would you pay for this?
- 44. How much does this currently cost you?
- 45. How much does this currently cost you?
- 47. How do we do this as casual as possible?
- 48. Scene of the customer
- 49. Start with softball [easy to handle] questions
- 50. Go out in pairs
- 51. Go out in pairs Where one leads the conversation And the other takes notes out of sight
- 52. • Symbols: (from the mom-test) By Salim Virani
- 53. How do you screw it up?
- 54. How do you screw it up? - Use a script or survey instead of topics
- 55. How do you screw it up? - Use a script or survey instead of topics - Talk about your business, instead of listening
- 56. How do you screw it up? - Use a script or survey instead of topics - Talk about your business, instead of listening - Try to sell, instead of learn
- 57. How do you screw it up? - Use a script or survey instead of topics - Talk about your business, instead of listening - Try to sell, instead of learn - Leading your questions
- 58. If you are going to lead your questions anywhere Try to lead them towards invalidation
- 59. Learn Confirm
- 61. “That’s so cool. I love it!”
- 62. “That’s so cool. I love it!”
- 63. “There are a couple of people I can introduce you to, when you’re ready.”
- 64. “There are a couple of people I can introduce you to, when you’re ready.”
- 65. “What are the next steps?”
- 66. “What are the next steps?”
- 67. “Looks great, let me know when it launches.”
- 68. “Looks great, let me know when it launches.”
- 69. “Can I buy the prototype?”
- 70. “Can I buy the prototype?”
- 71. “When can you come back and talk to the rest of the team?”
- 72. “When can you come back and talk to the rest of the team?”
- 73. Commitments
- 74. Commitments - Time [next meeting, taking part in trial]
- 75. Commitments - Time [next meeting, taking part in trial] - Reputation risk [introduction to peers]
- 76. Commitments - Time [next meeting, taking part in trial] - Reputation risk [introduction to peers] - Cash [letter of intent, deposit, pre-order or sale]
- 77. 128
- 78. JFDI - Set topics - Do at least 5 to 10 Customer Conversations