7 Key Customer Development Tips

Mike Fishbein, www.mfishbein.com

Principles of Customer Development

1. Abstract by a level2. Don’t pitch at first3. Try to prove yourself wrong4. Talk less, listen more5. Ask open-ended questions6. Get real validation7. One on one and in person is best

Abstract by a Level

Don’t make any assumptions

Get them to tell you

Gain customer insights

Don’t Pitch (at first)

Gain customer insights

Form partnerships

Learn what they do want

Pitch when ready

Prove Yourself Wrong

Being wrong sucks.

But you know what sucks more?

Spending a bunch of time and money on something no one wants.

Less Talking More Listening

To learn, you must listen

Guide the conversation...then shut up

Open Ended Questions

Get customers talking

Learn what they do want

Until you want to learn specific things (like will they buy)

Get Real Validation

Words are not currency

Actions speak louder than words

How to Gather Insights

One on on and in person is bestSupplements:

SurveysFocus groupsResearchSecondary interviews

To Learn More About Cust Dev...

Video CourseUdemy (http://bit.ly/1bQW22W)

My Book Amazon (http://amzn.to/1cusVFt)

Questions?www.twitter.com/mfishbein

Good luck validating!