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How to talk to customers when everyone is lying
1.
How to talk
to customers when everyone is lying to you @robfitz
2.
ROB FITZPATRICK DEVIN HUNT SALIM
VIRANI JORDAN SCHLIPF
3.
So you have
an idea
4.
Maybe too far
to jump
5.
6.
7.
Talking to customers helps
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
Ask good questions which
pass The Mom Test
25.
Learn Confirm
26.
27.
28.
q
29.
30.
31.
❝ ❞ Us Do think it’s
a good idea?
32.
❝ ❞ Us Do think it’s
a good idea?
33.
❝ ❞ Us Would you buy
a product which solved this problem?
34.
❝ ❞ Us Would you buy
a product which solved this problem?
35.
❝ ❞ Us How do you currently
deal with this problem?
36.
❝ ❞ Us How do you currently
deal with this problem?
37.
❝ ❞ Us Talk me through the
last time you had this problem
38.
❝ ❞ Us Talk me through the
last time you had this problem
39.
❝ ❞ Us How much would you
pay for this?
40.
❝ ❞ Us How much would you
pay for this?
41.
❝ ❞ Us How much money does
this problem cost you?
42.
❝ ❞ Us How much money does
this problem cost you?
43.
People lie to
us for a bunch of reasons
44.
People lie to
us 1.We exposed our ego and they’re being nice 2.We’re being pitchy and they’re getting rid of us
45.
Bad data is dangerous
and must be fixed
46.
Fix bad data 1.Deflect
compliments 2.Anchor fluff 3.Dig beneath ideas 4.Google for trivia
47.
The Mom Test
for good questions 1.Talk about their life instead of your idea 2.Ask about specifics in the past 3.Talk less, listen more
48.
Prep work: Top 3
things you’d love to learn from: > Customer > Investor or partner > Industry expert
49.
Learn Confirm
50.
51.
52.
❝ ❞ Claudia Sounds great. I love
it!
53.
❝ ❞ Claudia Sounds great. I love
it!
54.
❝ ❞ Jeremy Brilliant -- let
me know when it launches!
55.
❝ ❞ Jeremy Brilliant -- let
me know when it launches!
56.
❝ ❞ Jeremy There are a
couple people I can intro you to, when you’re ready.
57.
❝ ❞ Jeremy There are a
couple people I can intro you to, when you’re ready.
58.
❝ ❞ Claudia I would definitely buy
that!
59.
❝ ❞ Claudia I would definitely buy
that!
60.
61.
62.
Ask for more
than opinion
63.
64.
Time / Money
/ Reputation
65.
66.
67.
68.
Making your life
easy 1.B2E? Advisory board 2.B2C? Events
69.
Question 1.Past week’s progress 2.Current
problems 3.Learning goal & plan for this week
70.
Making your life
easy 1.B2E? Advisory board 2.B2C? Events 3.Personally email your first 1000 signups
71.
i’m HERE TO HELP! rob@foundercentric.com @robfitz More
learning: momtestbook.com
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