Customer development oxford 14.02.2015
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Customer development oxford 14.02.2015
- 1. THIS WEEK Monday Afternoon Customer Development Tuesday Morning Business Model Design Tuesday Afternoon Investment Thursday Morning Pitching Thursday Afternoon Negotiation
- 2. NAMES
- 4. There is no One True Way
- 6. ONE DAY A man wakes up, turns on the radio, goes upstairs, turns on the light, and kills himself. Why?
- 10. DETECT ANALYSE
- 11. Do we understand them? Do we have the right product?
- 14. Question How much of what you believe about your customers is wrong?
- 15. Lying bastards. Everybody will tell you what you want to hear, especially if you want to hear it.
- 16. Pricing, tricks, advisors, politics, introductions. Only available in pre-product conversations!
- 18. The burden of truth is on the observer.
- 19. Dear son, You are the best and your idea is awesome. You should do it - I will buy one. Your Mom
- 20. Dear son, I never understood why you didn’t take that corporate job. Your idea will fail. Go back to school. Your Mom
- 21. The Mom Test Questions so good, even your mom can’t lie to you.
- 22. Past Because nobody can predict the future.
- 24. Specific Because generalities hide the truth.
- 25. The Mom Test Past - Fact - Specific
- 27. Good question or bad question?
- 28. Is this something you would buy?
- 29. Let’s apply The Mom Test.
- 30. What are the three rules?
- 31. Is this something you would buy?
- 32. How do you currently deal with this problem?
- 33. How do you currently deal with this problem?
- 34. How can we improve this?
- 35. How have you dealt with this problem?
- 36. When does this problem pop up?
- 37. When does this problem pop up?
- 38. We could still get an invented answer. Let’s fix this.
- 39. When has this problem popped up?
- 40. What makes this go off-track?
- 41. What makes this go off-track?
- 42. This is great for finding opportunities to help in outlying cases. But it’s still too general.
- 43. Has this ever gone off-track?
- 44. How much would you pay for this?
- 45. How much would you pay for this?
- 46. How much does this problem cost you?
- 47. How much does this problem cost you?
- 48. How much has this problem cost you?
- 52. Talk about their life, not your idea. Rule Of Thumb
- 53. Please tell me how you handle this.
- 54. Please tell me how you handle this.
- 55. LEARN CONFIR M
- 57. Please show me how you do this.
- 58. Can I ask why?
- 59. Do we understand them? Do we have the right product?
- 60. If you’re in the mindset of a learner, trying to understand the customer, you’re doing great!
- 61. Can I ask why?
- 62. Conversation is a skill, not a process.
- 63. You’re already good at it - you just don’t know it yet. Just like you already speak French!
- 64. Softball Questions To get them talking. To start the momentum.
- 65. Softball Question How’s it going with… ?
- 66. What’s your softball question? What words are natural for you? Write it down.
- 67. Let’s say you have a travel booking app idea. We want to learn about travel in people’s lives.
- 68. Now try it! One-minute conversations - get the momentum going!
- 69. Signals What to listen for.
- 70. Obstacles Problems and friction indicate areas where we can help.
- 71. Goals tell us where we fit in the bigger picture of their life. Listen for -ly words, like quickly, or cheaply.Goals
- 72. Actions give us a sense of if they care enough to do something, and if so, what their options are. Actions
- 74. Demo! I’ll talk to one of you and point out the signals I hear. Did you catch them too?
- 75. Now try it! Listen for signals. Put your hands up when you hear one.
- 76. Anchor Questions To explore a signal.
- 77. Anchor Question Interesting. Tell me more about that.
- 78. Anchor Question Can you help me understand …?
- 79. Anchor Question You can just raise your eyebrows like you’re surprised!
- 80. What’s your anchor question? What words are natural for you? Write it down.
- 81. Now try it! Direct the conversation towards a signal you heard.
- 82. Recording The Right Stuff. Their words - not yours! Pair up.
- 83. Now try it! Write down what you hear.
- 84. Making decisions. The trick to making decisions as a team is to share insight, then decide together.
- 85. Now try it! Put your sheets down on the table. Point to phrases you don’t understand and ask the interviewer to explain what was going on.
- 86. Rule of Thumb Direct conversations to specific, past, events, not general current or future.
- 89. Sounds great. I love it!
- 90. Sounds great. I love it!
- 91. Brilliant -- let me know when it launches!
- 92. Brilliant -- let me know when it launches!
- 93. Compliments? Stalling tactic? They don’t care. :(
- 94. There are a couple people I can intro you to, when you’re ready.
- 96. Validate by going for full commitment.
- 97. I would definitely buy that!
- 98. Your Mom Is this something you would buy?
- 99. Rule of Thumb Advancement to the next step is a signal you are ready to Confirm.
- 101. Facts Commitmen t
- 102. Learn Confirm 2 stages of learning